EP134 – The MSP M&A Landscape in 2026 with Paul Vanstone

Paul joins the podcast to discuss MSP M&A trends and what 2026 may look like after years of consolidation driven by PE-backed platforms, self-funded acquirers, listed buyers, and newer permanent capital vehicles. He explains why the market has been attractive (fragmentation, cloud migration, cyber demand, COVID-driven working changes, inflation-led price increases) but notes the bar is rising for sellers amid economic headwinds, lower price rises, and AI-driven efficiency that may pressure support rates while also creating advisory opportunities and margin protection. Paul breaks down five buyer types, including Evergreen-style permanent capital that buys without heavy integration and offers supplier and group benefits. He advises sellers to plan early, clarify personal and business goals, avoid approaching everyone, optimise operations, and choose experienced M&A advisors and lawyers, with up-to-date financial and tax records.

00:00 Welcome and Setup

00:33 2026 MSP M&A Outlook

02:18 Market Drivers and Headwinds

06:01 Who the Buyers Are

09:26 Choosing the Right Exit Partner

12:42 Why Exit Planning Matters

14:49 Optimising for a Future Sale

18:14 Money Goals and Life Purpose

23:14 Building the Right Team

23:53 Picking Advisors and Process Timeline

28:57 Wrap Up and Contact Details