Uncle Marv’s IT Business Podcast: Practical Business Advice for MSPs and IT Professionals
Uncle Marv’s IT Business Podcast: Practical Business Advice…
Running a managed service provider (MSP) or IT services business takes more than technical expertise. You need to win customers, grow revenue, protect profitability, manage vendors, deliver great service, and keep up with a changing IT industry. That’s where Uncle Marv comes in.

Hosted by longtime IT business owner Marvin Bee, aka Uncle Marv, the IT Business Podcast delivers practical business advice, real-world lessons, candid conversations, and industry insights to help MSP owners, IT service providers, IT consultants, system administrators, and technology professionals run their businesses better, smarter, and faster.

Topics include MSP business growth, pricing and profitability, sales and marketing, managed services operations, cybersecurity, compliance, Microsoft 365, cloud services, automation, service desk efficiency, vendor management, technology stack decisions, and customer relationships.

Hear from experienced MSP owners, IT business leaders, industry experts, and technology vendors about what works, what doesn’t, and what it takes to build a stronger IT business. Get an honest look at industry trends, vendor claims, emerging technologies, and the decisions that affect your customers, your team, and your bottom line.

Whether you’re starting an MSP, growing an established IT services company, managing client networks, or looking for better tools and smarter ways to work, Uncle Marv brings the conversation back to what matters: practical knowledge you can put to work.

Run your business better, smarter, and faster.
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April 22, 2026

20 Questions For Selling An MSP (EP997)

20 Questions For Selling An MSP (EP997)
Uncle Marv’s IT Business Podcast: Practical Business Advice for MSPs and IT Professionals
20 Questions For Selling An MSP (EP997)

Most MSP owners wait too long to get serious about an exit, then wonder why their “baby” doesn’t get the valuation they expected. In this conversation with Amy Babinchak, we dig into her book “20 Questions Every Owner Asked Before Selling Their MSP” and break down what really drives value, what kills deals, and how to treat your MSP like the nest egg it actually is.

Too many of us spend decades building our MSP, missing vacations and pulling all-nighters, only to “decide” to sell when a random LOI hits the inbox. Amy Babinchak has spent years helping owners sell their MSPs through Sell My MSP, and she joins me to walk through the real-world questions, red flags, and blind spots that determine whether you shut it down or cash it out. We talk about planning three to five years ahead, getting your financials and contracts clean, modernizing your stack, and why recurring revenue and profit percentage matter more than that one big whale client you’re so proud of.

We also get into the emotional side nobody warns you about: what it feels like to hand over the business you built for 20-plus years, how to think about life after the sale, and why treating your MSP like a resume can change the way buyers see your value. Amy shares how private equity looks at EBITDA and tools, why most deals are still MSP-to-MSP, and how to turn your company into the best-run, least-scary option on a buyer’s list.

Chapters

  • 00:29 Introduction to MSP Selling
  • 04:14 Understanding the MSP Market
  • 05:56 The Value of Consulting
  • 07:09 The Role of Private Equity
  • 09:17 MSP-to-MSP Transactions
  • 13:08 Buyer Considerations
  • 15:02 The Importance of Planning
  • 17:55 Key Factors in Business Valuation
  • 19:54 Understanding EBITDA
  • 23:29 Importance of Documentation
  • 24:06 Preparing for Sale
  • 26:12 Identifying Red Flags
  • 29:07 Client Concentration Risks
  • 34:38 Personal Guarantees and Liabilities
  • 39:39 Emotional Aspects of Selling
  • 40:55 Closing Thoughts on MSP Value

Guest: Amy Babinchak, Sell My MSP / Third Tier:

Book: 20 Questions Every Owner Asks Before Selling Their MSP

Shout-outs

Companies / Vendors / Products Mentioned

=== SPONSORS:

=== SHOW MUSIC:

=== Connect with Uncle Marv

🌐 Website: https://www.itbusinesspodcast.com/
🎙 Host: Marvin Bee
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☕ Support the show: https://ko-fi.com/itbusinesspodcast

If you found value in this episode, share it with another MSP, IT provider, or tech entrepreneur. Your support helps keep practical, no-nonsense IT business conversations coming every week.

Amy Babinchak Profile Photo
Amy Babinchak

Owner Third Tier | Microsoft MVP | President NSiTSP

am a recognized leader and influencer in the IT community, with multiple honors and awards, such as the 18-time Microsoft MVP, the MSP 501 recipient, and the SMB 150 awardee. I am passionate about sharing my knowledge and experience with other IT professionals, as the president and founding board member of the National Society of IT Service Providers, the owner of Third Tier, and the author of several books and publications. I strive to promote education, professionalism, and collaboration in the IT industry.

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