Right of Boom Recap: Blackpoint Cyber’s Chief Client Officer, Mike Estep, Shares M&A Insights Every MSP Needs 

Mike Estep is a seasoned leader in the MSP industry, with over 30 years of experience building a sustainable and highly attractive MSP brand that continues to thrive today. Now serving as the Chief Client Officer at Blackpoint Cyber, Mike brings his authenticity and passion for the MSP business to the forefront, sharing the hard-earned wisdom he’s gathered over decades—particularly in the realm of mergers and acquisitions (M&A). 

At Right of Boom 2025, he pulled back the curtain on his journey in his master class, “To and Through M&A,” sharing real-life experiences, candid truths, and powerful insights designed to guide fellow MSPs towards business success. Here are some of the biggest takeaways from his session. 

From the 2012 Recession to M&A 
When the 2012 recession hit, Mike’s MSP faced significant pressure. Instead of panicking, he doubled down on three essentials: client trust, operational efficiency, and a clear vision for the future. This focus paid off by: 

• Keeping the company debt-free and employee turnover exceptionally low. 

• Turning clients into “Raving Fans.” (Mike strongly recommends every MSP owner provide a copy of Raving Fansby Ken Blanchard and Sheldon Bowles to each team member.) 

Navigating that economic downturn set the stage for smoother growth, acquisitions, and an opportunity to sell his business on his terms. Throughout this journey, Mike also learned the importance of keeping financials simple, especially regarding profit and loss (P&L) statements. His two key pieces of advice for MSPs: 

• Simplify Your P&L 
  Make sure it clearly shows how the business is performing in its most critical areas. 

• Think Long-Term with Your Accountant 
  Strategies that lower your taxes now can sometimes hurt you in an M&A transaction, so plan for both scenarios. 

Operation Traction: Empowering Your MSP’s Greatest Assets 

Fast-forward to 2013, when Mike kicked off what he calls “Operation Traction”—a transformative project that guided his MSP from recession recovery to real, sustainable results. He established his game plan based on three core pillars: 

1. Enable Your Team 

“We built an organization on great people! We empowered our people and made them our greatest asset,” Mike emphasized. 

He did this by creating certification programs that “rewarded educational growth.” He also invested in both technical and business process training and hired coaches when needed. This ensured that every team member felt valued and prepared. 

2. Teach Critical Thinking 

Instead of micromanaging, Mike encouraged employees to innovate, adapt, and solve problems proactively. Mike emphasized, “You can’t give a SOP (standard operating procedure) for everything. You need to teach your employees to think critically and to care about your clients.” 

3. Properly Invest in the Future 

“Looking back, I over-invested,” Mike recalled. “I poured every ounce of profit back into the business trying to make it stronger for the next evolution.” 

Mike encouraged the audience to invest wisely, saying, “As an owner your time, stress, and life is worth no less than a net of 10%!” 

While Mike admits that he sometimes poured more resources into his business than he should have, his unwavering commitment paid off. His MSP thrived thanks to prioritizing smart growth and balancing risk versus reward. 
 
Offer a Simple Pricing Model 

One of the most important decisions Mike made was to keep his pricing structure straightforward. He offered one core Managed Services package—no exceptions—and the only discount he ever gave was a documented volume discount. By eliminating complicated tiers or haggling over different service bundles, his team could focus on delivering consistent, high-quality results rather than constantly tailoring proposals. In turn, clients understood exactly what they were getting and trusted the MSP’s commitment to fairness. This simplicity not only boosted operational efficiency but also reinforced the trust at the heart of his business relationships. 

During this phase, Mike relied on a straightforward framework he calls PIE: 

• P – People  

• I – Innovation  

• E – Execution 

By focusing on these three pillars, Mike’s team stayed aligned on practical objectives. Culture, creativity, and consistent follow-through mattered equally, ensuring the organization could serve existing clients and scale for future opportunities. PIE complemented the simple pricing model by giving the company a shared language around value creation and operational excellence. 

Balance Culture and Strategy 

Reflecting on his success, Mike often emphasizes that culture is your north star. 

“People like to say, ‘Great culture crushes great strategy,” Mike said, “I disagree. A great strategy includes creating a great culture. You must have both.” 

Mike also shared that he had a client tell him, “I pay you to tell me what we should be doing, not for me to ask you.” 

In other words, clients want true guidance—they trust their MSP to be proactive and solutions-oriented. Mike’s team built a culture centered on delivering long-term client success, not just short-term fixes.  

“We made everything simpler – no complicated pricing to the clients, no difficulties in getting a yes or no answer,” Mike shared. We had simple conversations every day. We focused our team on our clients’ success.” 

The Highs and Lows of M&A 

Mike knows better than most that M&A isn’t always a straightforward path. His first so-called “acquisition” wasn’t really an acquisition at all—it was an agreement to help a fellow owner who faced a medical condition. Mike and his team hired a few employees from that company and signed contracts with its clients. Yet, after about two years, only one client remained. Mike considered it a great learning experience, particularly for understanding culture shifts, people management, and the importance of well-defined processes.  

Alongside these personal anecdotes, Mike also shared key takeaways for MSPs on either side of the M&A journey: 

• Plan Early for Integration 
  Even before negotiations begin, be clear on how roles, responsibilities, and processes will merge. 

• Expect the Unexpected 
  Employees, clients, and service structures don’t always adapt smoothly—build in extra time and resources. 

• Maintain Transparent Communication 
  Keeping employees and clients informed fosters trust, reduces churn, and helps sidestep culture clashes. The investment is rarely good, if you can’t keep the people,” Mike warned. “As soon as they leave, the clients will follow!” 

• Never Lose Sight of Relationships 
  Deals can falter when relationships weaken during the M&A process, so keep communication genuine and consistent. 

Mike’s journey underscores that clear communication, thorough processes, and strong relationships can be the difference between an acquisition that accelerates growth and one that falters. 

Final Thoughts: Recipes for Success 

During his session, Mike mentioned that MSPs need recipes, not just ingredients. Having the right tools or services is helpful, but the real value lies in knowing how to put them together to serve your goals, culture, and people. Whether you’re exploring future acquisitions or simply aiming to build a stronger business, Mike encouraged the audience to ask themselves, “What specific strategies, programs, or cultural values can I implement right now to strengthen my MSP so it’s ready for whatever comes next?” 

If you want to learn more about Mike Estep’s strategies or have questions about any part of the M&A journey, reach out to the Blackpoint Cyber team. We’re here to share our experiences, help you find your best path, and make sure you have the recipes (not just the ingredients) for success.