Cogent Conversations

Straight Talk on IT Mergers & Acquisitions Welcome to Cogent Conversations, hosted by Rick Murphy, CEO and founder of Cogent Growth Partners. In this series, we cut through the noise to deliver no-fluff, no-BS insights into the world of IT M&A. Whether you are looking to scale your firm or prepare for an exit, we explore what actually works, what doesn't, and the specific steps required to build a business that buyers truly want. Join us for clarity, expert strategy, and a little bit of fun along the way. www.youtube.com/@CogentConversations

Cogent Conversations is a business podcast hosted by Rick Murphy, with 22 episodes on record and a Required Pod Score of 80.

Rick Murphy hosts Cogent Conversations, a business show with 22 episodes published.

Our AI reads these to draft pitches. Use them as grounding for a pitch that cites a real guest and a specific topic.

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  Episode #22

  #22 How MSPs Fund Smarter Acquisition

  Sep 29, 202614 min

  What if selling your MSP didn’t have to mean walking away? In this episode of Cogent Conversations , Rick Murphy and Joe Pannone welcome Nick Padlo, Senior Loan Officer specializing in MSP financing at Live Oak Bank, to explore smarter ways to finance MSP acquisitions and create multiple liquidity events. The conversation challenges the traditional “exit strategy” mindset. Instead, MSP owners can use recurring revenue, strong cash flow, and strategic bank leverage to acquire larger companies, increase EBITDA, and position themselves for a second—or even fourth—bite of the apple. Nick explains why MSPs may qualify for acquisition financing without substantial tangible collateral. He also reveals what lenders examine, including profitability, recurring revenue, customer concentration, leverage ratios, tax returns, and EBITDA adjustments. Top 3 Highlights: Why a liquidity strategy can be more valuable than a single exit How cash-flow lending opens new acquisition opportunities Why realistic EBITDA and properly vetted add-backs matter This episode is essential for MSP owners, buyers, investors, and operators considering acquisitions, private equity, or long-term growth. Additional Listener Appeal Best suited for: MSP owners planning an acquisition First-time technology business buyers Operators preparing for bank financing Investors evaluating MSP opportunities Owners considering private equity or a future liquidity event --- About Cogent Conversations Cogent Conversations is a straight-talk podcast focused on IT mergers and acquisitions for Managed Service Providers (MSPs) and technology services firms. Hosted by Rick Murphy, CEO of Cogent Growth Partners, the show dives deep into the realities of MSP growth, valuation, acquisition strategy, leadership transitions, and exit planning. This is not theory. It’s practical, real-world insight from years of buy-side and sell-side experience in the IT services space. Whether you're: ✔️ Scaling your MSP ✔️ Preparing for a future exit ✔️ Exploring mergers or acquisitions ✔️ Looking to increase EBITDA and enterprise value Cogent Conversations delivers clarity on what buyers actually look for — and how to run your business today so you’re ready tomorrow. If you’re serious about growth, valuation, and long-term strategy in the MSP industry, this podcast belongs in your regular rotation. YouTube: https://www.youtube.com/channel/UCfQZUgOM_11e6AHcS-dlqYg Web: https://cogentmergers.com/ Company LinkedIn: https://www.linkedin.com/company/cogent-growth-partners-llc/ Rick Murphy LinkedIn: https://www.linkedin.com/in/ramurph/ #CogentConversations #MSP #MSPMergers #SellYourMSP #ITMergers #ITAcquisition #ManagedServiceProvider #MSPValuation #EBITDA #ExitStrategy #BusinessGrowth #TechEntrepreneur #PrivateEquity #ChannelPartners #ITLeadership #MSPGrowth #SuccessionPlanning #TechMergers #JoeyPinz

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  Episode #19

  #19 Why Culture Decides Whether an MSP Deal Works

  Sep 8, 202613 min

  What happens to your employees, clients, and company culture after selling an MSP? In Episode #19 of Cogent Conversations , Joe Pannone and Rick Murphy continue their conversation with Bruce Nelson and Jeff Hamons about the human side of MSP mergers and acquisitions. They reveal why cultural alignment must happen before financial negotiations—and how owners can determine whether a potential buyer genuinely cares about their people. Bruce explains the questions that expose an owner’s true intentions. Are they concerned about their employees and clients, or do they simply want a number and a fast exit? Jeff then shares his greatest fear: that his close-knit team would become “lost in the sauce” inside a larger organization. Listeners hear the emotional story of how Jeff announced the Vertilocity partnership to his employees, personally called every team member afterward, and helped them understand the opportunities ahead. This episode challenges the Hollywood version of acquisitions, where companies are dismantled and employees discarded. Instead, the right MSP acquisition can preserve relationships, expand career paths, strengthen services, and create a company greater than either organization could build independently. Top Three Highlights How buyers and sellers evaluate cultural compatibility How to communicate an acquisition to employees Why the right transaction creates stronger career paths Ideal for: MSP owners, IT services executives, acquisition leaders, entrepreneurs, and founders preparing for succession or a business sale. Cogent also identifies cultural alignment as a major contributor to employee retention after an MSP merger. Cogent Growth Partners and Vertilocity’s Computol announcement support this episode’s people-first positioning. --- About Cogent Conversations Cogent Conversations is a straight-talk podcast focused on IT mergers and acquisitions for Managed Service Providers (MSPs) and technology services firms. Hosted by Rick Murphy, CEO of Cogent Growth Partners, the show dives deep into the realities of MSP growth, valuation, acquisition strategy, leadership transitions, and exit planning. This is not theory. It’s practical, real-world insight from years of buy-side and sell-side experience in the IT services space. Whether you're: ✔️ Scaling your MSP ✔️ Preparing for a future exit ✔️ Exploring mergers or acquisitions ✔️ Looking to increase EBITDA and enterprise value Cogent Conversations delivers clarity on what buyers actually look for — and how to run your business today so you’re ready tomorrow. If you’re serious about growth, valuation, and long-term strategy in the MSP industry, this podcast belongs in your regular rotation. YouTube: https://www.youtube.com/channel/UCfQZUgOM_11e6AHcS-dlqYg Web: https://cogentmergers.com/ Company LinkedIn: https://www.linkedin.com/company/cogent-growth-partners-llc/ Rick Murphy LinkedIn: https://www.linkedin.com/in/ramurph/ #CogentConversations #MSP #MSPMergers #SellYourMSP #ITMergers #ITAcquisition #ManagedServiceProvider #MSPValuation #EBITDA #ExitStrategy #BusinessGrowth #TechEntrepreneur #PrivateEquity #ChannelPartners #ITLeadership #MSPGrowth #SuccessionPlanning #TechMergers #JoeyPinz

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  Episode #18

  #18 MSP M&A: Why the Best Deal Isn’t About EBITDA

  Sep 1, 202615 min

  What makes an MSP acquisition truly successful—an attractive valuation or the right strategic partner? In this episode of Cogent Conversations , Joe Pannone and Rick Murphy speak with Vertilocity’s Bruce Nelson and Computol founder Jeff Hamons about building an MSP merger around people, culture, capabilities, and long-term opportunity. Jeff reveals why receiving constant acquisition calls made it difficult to know whom to trust—and how Cogent Growth Partners transformed that uncertainty into a structured, professional process. After a detailed review of Computol’s services, contracts, financials, technology, and growth potential, Cogent introduced Jeff to several qualified buyers. His connection with Vertilocity quickly stood apart. The conversation also explores how joining a larger organization created stronger career paths for Computol’s employees while expanding cybersecurity, compliance, managed IT, and technology advisory resources for clients. Rick explains Cogent’s human-centered approach to technology mergers and acquisitions: “Opportunity First, Money Last.” Rather than beginning with EBITDA, multiples, and deal structure, successful MSP transactions begin by determining whether the companies, cultures, teams, and strategic goals genuinely belong together. Top Three Highlights How MSP owners can identify trustworthy acquisition partners Why employee opportunity and cultural alignment matter Why strategic fit should come before valuation and EBITDA Ideal for: MSP owners, IT services executives, technology advisors, buyers, sellers, and business leaders considering an acquisition or exit. Cogent’s “Opportunity First, Money Last” positioning and the Computol acquisition details were verified through Cogent Growth Partners and Vertilocity . --- About Cogent Conversations Cogent Conversations is a straight-talk podcast focused on IT mergers and acquisitions for Managed Service Providers (MSPs) and technology services firms. Hosted by Rick Murphy, CEO of Cogent Growth Partners, the show dives deep into the realities of MSP growth, valuation, acquisition strategy, leadership transitions, and exit planning. This is not theory. It’s practical, real-world insight from years of buy-side and sell-side experience in the IT services space. Whether you're: ✔️ Scaling your MSP ✔️ Preparing for a future exit ✔️ Exploring mergers or acquisitions ✔️ Looking to increase EBITDA and enterprise value Cogent Conversations delivers clarity on what buyers actually look for — and how to run your business today so you’re ready tomorrow. If you’re serious about growth, valuation, and long-term strategy in the MSP industry, this podcast belongs in your regular rotation. YouTube: https://www.youtube.com/channel/UCfQZUgOM_11e6AHcS-dlqYg Web: https://cogentmergers.com/ Company LinkedIn: https://www.linkedin.com/company/cogent-growth-partners-llc/ Rick Murphy LinkedIn: https://www.linkedin.com/in/ramurph/ #CogentConversations #MSP #MSPMergers #SellYourMSP #ITMergers #ITAcquisition #ManagedServiceProvider #MSPValuation #EBITDA #ExitStrategy #BusinessGrowth #TechEntrepreneur #PrivateEquity #ChannelPartners #ITLeadership #MSPGrowth #SuccessionPlanning #TechMergers #JoeyPinz

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  Episode #17

  #17 Cogent Conversations: ⚠️ What Could Kill Your MSP Sale

  Aug 18, 202617 min

  ⚠️ What could actually stop your MSP from selling? The answer may be closer than you think—and often tied directly to the owner. In this episode, we dive into the hidden risks that impact business sales , from owner dependency to operational maturity. If your clients rely heavily on you personally, that can introduce risk for buyers and potentially derail a deal. We also explore the realities of scaling a company to make it attractive for acquisition. Buyers want predictability, strong leadership structures, and a business that can operate without constant owner involvement. If your company depends on relationships tied only to you, or lacks clear leadership layers, it can significantly impact valuation. The key takeaway: building a sellable business means transitioning from doing the work to leading the organization. The more your company runs without you, the more valuable—and attractive—it becomes. Top 3 Highlights ⚠️ Owner Dependency Risk: Deals can fail if the business relies too heavily on you Operational Maturity Matters: Structure and leadership increase value From Doer to Leader: Scalable businesses sell faster and stronger About Cogent Conversations Cogent Conversations is a straight-talk podcast focused on IT mergers and acquisitions for Managed Service Providers (MSPs) and technology services firms. Hosted by Rick Murphy, CEO of Cogent Growth Partners, the show dives deep into the realities of MSP growth, valuation, acquisition strategy, leadership transitions, and exit planning. This is not theory. It’s practical, real-world insight from years of buy-side and sell-side experience in the IT services space. Whether you're: ✔️ Scaling your MSP ✔️ Preparing for a future exit ✔️ Exploring mergers or acquisitions ✔️ Looking to increase EBITDA and enterprise value Cogent Conversations delivers clarity on what buyers actually look for — and how to run your business today so you’re ready tomorrow. If you’re serious about growth, valuation, and long-term strategy in the MSP industry, this podcast belongs in your regular rotation. YouTube: https://www.youtube.com/channel/UCfQZUgOM_11e6AHcS-dlqYg Web: https://cogentmergers.com/ Company LinkedIn: https://www.linkedin.com/company/cogent-growth-partners-llc/ Rick Murphy LinkedIn: https://www.linkedin.com/in/ramurph/ #CogentConversations #MSP #MSPMergers #SellYourMSP #ITMergers #ITAcquisition #ManagedServiceProvider #MSPValuation #EBITDA #ExitStrategy #BusinessGrowth #TechEntrepreneur #PrivateEquity #ChannelPartners #ITLeadership #MSPGrowth #SuccessionPlanning #TechMergers #JoeyPinz

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  Episode #16

  #16 The Real Math Behind Selling Your MSP

  Aug 4, 202613 min

  How much is your MSP really worth? The answer is more complicated than most owners think—and getting it wrong can cost you millions. In this episode, we break down the real financial mechanics behind selling a business , including EBITDA, adjusted EBITDA, and why those numbers alone don’t determine your valuation. Many founders rely on simple formulas, but buyers look deeper—analyzing recurring revenue, growth trends, staffing structure, and future potential. One of the biggest mistakes? Assuming your current earnings translate directly into value. In reality, buyers often adjust those numbers—sometimes downward—based on risk, missing investments, or operational gaps. ⚠️ The key takeaway: valuation is not just about what you made—it’s about what a buyer can do next. If your business doesn’t show clear growth or predictability, expectations and outcomes won’t align. Top 3 Highlights EBITDA Isn’t the Full Story: It’s just the starting point ⚠️ Adjusted Numbers Matter: Buyers often recalculate your value Future > Past: Growth and predictability drive real valuation About Cogent Conversations Cogent Conversations is a straight-talk podcast focused on IT mergers and acquisitions for Managed Service Providers (MSPs) and technology services firms. Hosted by Rick Murphy, CEO of Cogent Growth Partners, the show dives deep into the realities of MSP growth, valuation, acquisition strategy, leadership transitions, and exit planning. This is not theory. It’s practical, real-world insight from years of buy-side and sell-side experience in the IT services space. Whether you're: ✔️ Scaling your MSP ✔️ Preparing for a future exit ✔️ Exploring mergers or acquisitions ✔️ Looking to increase EBITDA and enterprise value Cogent Conversations delivers clarity on what buyers actually look for — and how to run your business today so you’re ready tomorrow. If you’re serious about growth, valuation, and long-term strategy in the MSP industry, this podcast belongs in your regular rotation. YouTube: https://www.youtube.com/channel/UCfQZUgOM_11e6AHcS-dlqYg Web: https://cogentmergers.com/ Company LinkedIn: https://www.linkedin.com/company/cogent-growth-partners-llc/ Rick Murphy LinkedIn: https://www.linkedin.com/in/ramurph/ #CogentConversations #MSP #MSPMergers #SellYourMSP #ITMergers #ITAcquisition #ManagedServiceProvider #MSPValuation #EBITDA #ExitStrategy #BusinessGrowth #TechEntrepreneur #PrivateEquity #ChannelPartners #ITLeadership #MSPGrowth #SuccessionPlanning #TechMergers #JoeyPinz

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