We’ve just completed our 14th MSP acquisition, with more already in motion!In this episode of M&A Focus, Brendan and Ross discuss the exact playbook we use to ensure two things happen every time we acquire a business:- The people who join us feel respected, supported, and excited about the future, and- The customers we inherit become 10/10 fans within six months of integration.Get the real conversations, lessons learned, and the behind-the-scenes mechanics of making acquisitions work for humans and for business outcomes.We cover the staff experience, customer expectations, cultural alignment, the pod model, the integration timeline, and how we communicate through a period where people often feel the most uncertainty.If you're growing through acquisition, or preparing to be acquired, this is your playbook.🔖 Chapters00:00 – Why We Bought This MSP: Staff + Customer FitWhy cultural fit and ICP alignment are the real reasons behind every acquisition — and how that shapes the entire transition.02:34 – Supporting Staff Through an AcquisitionHow we help employees who didn’t choose us understand who we are, where we’re going, and why they matter. Respect, clarity, and real career opportunity.06:40 – Customer Reactions & Reducing UncertaintyWhat customers worry about on Day 1, how we communicate when communication is limited, and why many end up relieved they now have access to bigger capability.10:55 – The Pod Delivery Model ExplainedHow we keep the “small MSP feel” while providing big-MSP resources — and why pod GMs are critical for client experience and stability.14:17 – Events, Connection & Culture After a SaleHow we use shared learning, in-person events, and community to help staff and customers feel part of the broader First Focus family.16:50 – The 6-Month Integration RoadmapA peek into our dedicated integration team, tool cutovers, communication cadence, and how we ensure every customer is fully transitioned and supported.

In this episode of M&A Focus, Brendan Ritchie and RossSardi break down the real technology, cybersecurity, culture, and integration risks that determine whether an acquisition creates value or becomes a costly mistake. Drawing on experience across 14+ acquisitions, Ross explains what tolook for in tech due diligence, how to manage post-acquisition integration, and how to decide between single-brand vs multi-brand strategy after buying acompany.

🔎 Key Topics:

- What to check in technology due diligence (tech stackmaturity, licensing risks, security posture)

- The biggest cybersecurity risks during M&A and how toavoid breaches during the transition period

- How to identify deal-changing red flags before you buy abusiness - How post-merger integration works (systems, people, security, data,processes)

- When to keep an acquired company’s brand vs when tocollapse everything into one

- Why every business becomes a technology business inM&A, whether you like it or not

⏱️ Key Chapters:

00:00 — Why We’re Seeing So Much M&A Activity Right NowBrendan & Ross unpack the spike in buying and selling across the market andwhy tech sits at the centre of every deal, regardless of industry.

05:12 — The Tech & Security Due Diligence Playbook Whatexperienced buyers actually look for: stack maturity, licensing issues, hiddenrisks, and the mindset needed to protect price and future integration.

12:40 — Integration Risks: The Overlap Period No One TalksAbout Why the post-acquisition “bridge period” is one of the highest-riskwindows for breaches and how to mitigate it even if you can’t log into everysystem during DD.

21:18 — One Brand or Many? How to Decide Post-AcquisitionStrategy Ross shares real lessons from running multiple brands vs. unifyingeverything under one banner and why clarity beats confusion every time.

MSP and business owners are selling at a rate we haven’t seen in years, but not for the reasons you might think.In this episode, Ross Sardi and Brendan Ritchie break down the real factors driving the surge in exit conversations: generational fatigue, economic pressure, AI-driven change, customer expectations, valuation trends, and the growing awareness that selling is no longer a last resort, but also a strategic move.Whether you’re planning to sell, scale, or simply survive the next wave of industry transformation, this conversation gives you the clarity you need.Grounded in real acquisition experience and market insights, we explore what’s changed in the past 6–12 months, why more owners are initiating conversations themselves, and how to think about timing your exit for maximum value.KEY CHAPTERS:00:00 – Why So Many Owners Are Exploring an Exit NowIncreased inquiries, inbound sellers, and the shift in owner behaviour.02:30 – The Generational Wave: 15–20 Years of FatigueWhy long-term owners are hitting a natural transition point.05:10 – The Capacity Ceiling: When Your Business Maxes OutWhat happens when the owner is the linchpin and the team is at full load.07:40 – AI, Automation & The New Business ModelWhy the next era demands reinvention and why some owners would rather exit.10:45 – What This Means for Your Business StrategyHow to think about selling, staying, reinvesting, or restructuring.