MSP 501 Profile: Integrated IT Thrives on M&A Bonanza

Written by Lynn Haber
November 9, 2020

Integrated IT has completed 30 acquisitions since 1999.

… significantly smaller. This approach is appreciated by those clients who want to get to a place of compliance but don’t have it budgeted in the current fiscal year.

CF: What new opportunities and challenges came with the global COVID-19 pandemic?

JP: Somewhat surprisingly, our revenue numbers were not down much as a result of COVID-19. The initial challenge came from an influx of clients who previously did not invest in remote access for all employees. Then they felt the need to get it in place in a day after learning states would be shutting down.

We were able to prioritize and deliver on that surge of project work. Clients remained effective and efficient. Some projects were initially deferred, but none completely canceled to date. Most clients were able to be considered “essential” and able to continue working remotely.

It was sad to see the impact on the clients that did not fall into this category — a private school not equipped for remote learning, a corporate catering company and a boutique hotel have all but had to close their doors as a result of the pandemic. Another surprising outcome was that some people who may have been thinking working from home would be great, found otherwise. Many were not equipped to have a private workspace at home. And, in some cases, they were exacerbated by the fact that day care and schools were closed, meaning kids were also unexpectedly at home at the same time.

CF: What is one thing you wish vendors would do that they don’t?

JP: Some vendors do – and most don’t – but a focus on continued training and learning is crucial. Vendors that provide regular training and access to tools and information are always the most effective. Microsoft has great training available, but you really have to seek it out and it’s easy to get lost in the vast library. Smaller partners, particularly those with a narrow product/service offering, are able to be more agile and focused — but some still neglect this area of the partnership.