The MSP landscape continues to evolve, and for many providers, mergers and acquisitions are a major opportunity—but only if you’re prepared. During a recent Cyber Call, Tyler and Mark from Pace Technical shared their journey from a growth-focused MSP to a successful acquisition by IT Solutions. What set them apart? A deep commitment to security maturity and operational excellence.
Pace started by treating their own organization like a high-value client, building internal security first. They implemented strong controls, created accountability, and established dedicated security roles. Their culture of security wasn’t limited to the IT team—it was embraced from the top down, with leadership reinforcing the importance of awareness and proactive defense across the business. One of their key drivers was the use of Technology Alignment Managers (TAMs), who focused on identifying risks, aligning clients to best practices, and creating ongoing improvement.
Security wasn’t an upsell—it was built into every offering. Pace positioned cybersecurity as a core differentiator and charged accordingly. They used cyber insurance requirements as a benchmark for both internal alignment and client strategy, recognizing that insurance readiness revealed real risk posture. Their efforts were bolstered by their involvement in peer groups, which provided coaching, collaboration, and accountability. That external input helped refine their processes and kept them ahead of the curve.
Pace also invested heavily in brand building and client education. Through content, webinars, industry events, and a clear vertical focus (especially in legal), they built trust and positioned themselves as thought leaders. Profitability remained a core goal—because being profitable enabled them to invest in people, tools, and security maturity.
The result? A business that was secure, scalable, and valuable—ready for acquisition. Their success shows that security maturity isn’t just about avoiding risk—it’s a lever for growth, profitability, and long-term business success. For MSPs, the lesson is clear: build security into your culture, invest in proactive roles, educate your clients, and lead with value. The payoff is a stronger business, ready for whatever comes next.
