Question 1

What if I have customer concentration in one vertical or large account?

Accepted Answer

Vertical concentration can actually be a positive — buyers pay up for verticalized MSPs (healthcare, legal, financial services, manufacturing). For large-account concentration, we document contract terms, tenure, and relationship depth so the buyer underwrites it as a durable anchor rather than a single-point risk.

Question 2

Do I need to be SOC 2 certified to sell?

Accepted Answer

Not required, but it materially helps. SOC 2, ISO 27001, CMMC, or HIPAA attestations expand the buyer pool, support higher pricing on security services, and shorten diligence. If you don't have one, we'll position your security program and roadmap so it's a post-close upside story, not a gap.

Question 3

What's the typical timeline to sell?

Accepted Answer

From engagement to close is usually 5–8 months. The first 60 days focus on segmenting recurring vs. one-time revenue, building the MRR/churn dataset, and packaging vendor tier status and certifications.

Question 4

Will my engineers and account managers keep their jobs?

Accepted Answer

Yes — certified technical talent is the asset buyers are paying for. We screen for buyers committed to retention and negotiate retention packages for key engineers, vCIOs, and account managers tied to top customers.