On today's episode of The Microsoft Hybrid Cloud Partners Podcast, Adam Burke and Mike Hartman are joined by Don Penland of Knox Capital to explore the private equity perspective on managed service providers (MSPs) and the Microsoft partner ecosystem. Don shares insights from two decades in IT consulting and managed services, explaining how operator-first investing, recurring revenue models, and strong go-to-market alignment with Microsoft drive valuation and long-term success. He discusses the evolving role of AI, from internal optimization to client-facing productization and how MSPs can adopt and monetize it effectively. Don also offers candid advice on preparing for private equity investment, building niche vertical expertise, and embracing programs like the Microsoft AI Cloud Partner Program to fuel sustainable growth.
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