Jake Gregorich – Integrating Cultures in M&A

Show Website: https://mspbusinessschool.com/ Guest Name: Jake Gregorich https://www.linkedin.com/in/jake-greg... Company: Lyra Technology Group https://lyratechgroup.com/ Hosts Brian Doyle: https://www.linkedin.com/in/briandoyl... Robb Rogers: https://www.linkedin.com/in/robb-roge... Tim McNeil: https://www.linkedin.com/in/timmcneil3/ Sponsors vCIOToolbox: https://vciotoolbox.com OSR Manage: https://osrmanage.com Jake oversees revenue generation for one of the largest and fastest-growing IT service companies in the country, Lyra Technology Group, An Evergreen Services Group Company. In just five years, he went from an entry-level copier and IT salesperson to head of sales of an enterprise-size MSP which is on pace to double in size in 2023. He shares his experiences and learnings from that journey with his team and partner companies to help them achieve their growth goals.

02:13 – Jake, who is acquainted with someone at Pepsi Co, shares his journey through their management training program. Pepsi Co is a Fortune 50 company with a slow corporate ladder, with gross margins of 10%. Jake's entrepreneurial spirit and quick-moving nature make him a strong candidate for a job with Impact Networking, a large MSP based in Chicago. The company's sales training program has been experiencing significant growth, and Jake's entrepreneurial spirit has helped him succeed in his career.

04:43 – Robb inquires Jake as to where we are on the sales side of that company and at what level. How did it feel to be in that capacity, moving up into a much larger company? What was your sense of progress, and how did the transition go for you?

08:17 – Brian mentioned that when an acquisition occurs, those who dislike the corporate world may struggle to transition into the PE-backed arena due to the new reporting structure, reporting quality, and accountability changes. This is due to the new accountabilities and accountability requirements, which are essential for success in the PE-backed arena.

12:52 –Tim explained that being in charge of 20 different MSPs across the Northeast and Midwest keeps us updated on what they're doing, how the transition has gone, and how it's functioning.

17:15 – Brian suggested keeping ownership groups somewhat autonomous helps with the transition, as they don't relinquish power overnight. This approach model allows them to become part of the larger mission, which is interesting.

19:21 – Jake said that there are some things that they should know that suggests preparing for an event, especially for MSP owners who want the highest check. Knowing which companies to work with and ensuring the highest check is crucial for success in a large auction process. Companies that prioritize the highest check are more likely to be involved in the event.