Home 5 Blogs 5 Market consolidation: opportunities & risks

Market consolidation: opportunities & risks

Marktconsolidatie - Kansen en Risicos voor MSPs

The Managed Service Provider (MSP) landscape has changed considerably in recent years. Market consolidation plays a significant role in this dynamic environment. As an owner, you may ask yourself, “Should I participate in this wave of consolidation?” An informed decision requires understanding the pros and cons of market consolidation. In this blog, we dive into the world of MSP consolidation, listing the pluses and minuses for you so you can make a decision that best suits your business.

What’s market consolidation?

What’s market consolidation, you ask? Let’s take a closer look at this term so you can better understand the big picture. Market consolidation is a phenomenon in which numerous smaller companies come together to form one larger, more powerful company. This process often occurs in industries such as IT, where Managed Service Providers (MSPs) play a crucial role.

In the MSP world, market consolidation means smaller players joining forces to increase their market share and expand their service offerings. This may sound like a weighty decision, but it can help you as an MSP offer your clients better services and stay ahead of the competition in this rapidly evolving market.

As with any business decision, market consolidation brings advantages and disadvantages. To determine if this is the right strategy for your MSP, it is essential to have a good understanding of what market consolidation entails and how it can affect your business. In the following sections of this article, we will take a closer look at the pros and cons of market consolidation for MSPs so that you can confidently make the right decision for your business.

Benefits of market consolidation for MSPs

  1. Economies of scale:
    By joining forces, MSPs can benefit from economies of scale. This means they can realize lower costs per product or service due to the increased size of their business. This allows you to keep prices competitive while increasing your profit margins.
  2. Expanding service offerings:
    Market consolidation allows you to expand your service offering and integrate new technologies and expertise. This can increase your customer appeal and help you respond to changing market needs.
  3. Access to new markets:
    Collaborating with other MSPs can open the door to new geographical markets or customer segments. This can lead to new opportunities for growth and diversification of revenue sources.
  4. More efficient operations:
    Market consolidation can lead to more efficient business processes, for example, by sharing best practices, streamlining workflows and improving collaboration between teams. This, in turn, can increase your productivity and profitability.
  5. Improved negotiating power:
    A bigger and stronger MSP company can negotiate better terms from suppliers and partners. This can lead to lower costs and better margins, benefiting the MSP’s profitability.
  6. Strengthening brand value:
    By partnering with other reputable MSPs, your company can benefit from a stronger and better-known brand. This can help attract new customers and strengthen the loyalty of existing ones.
  7. Risk diversification:
    Market consolidation can reduce the risk for MSPs by combining resources and sharing responsibilities. This can help better cope with the effects of economic fluctuations or unforeseen events.

With all these benefits in mind, it is clear why market consolidation can be such an attractive option for MSPs. However, as mentioned earlier, it also comes with some disadvantages. In the next part of this article, we will look at the potential disadvantages of market consolidation for MSPs so you can make an informed decision about what is best for your business.

Disadvantages of market consolidation for MSPs

  1. Loss of independence:
    By participating in market consolidation, you may lose some of your independence and control over operations. This can lead to a change in your corporate culture and possibly less flexibility in making decisions.
  2. Limited innovation:
    Market consolidation can lead to less competition, reducing the incentive to innovate. This can result in slower development of new services, technologies, and solutions, potentially hindering long-term growth.
  3. Integration challenges:
    Merging different businesses can be complex and time-consuming. Problems can arise when integrating corporate cultures, systems, and processes. This can lead to disruptions in operations and a negative impact on customer satisfaction.
  4. Dilution of corporate culture:
    Combining different corporate cultures can lead to internal conflict and a loss of the unique values and qualities that initially made your MSP successful. This can affect employee engagement and satisfaction.
  5. Financial risks:
    Market consolidation often involves significant financial investments and commitments, such as taking on debt or issuing shares. This can increase the financial risk for your MSP and lead to additional pressure on profitability and cash flow.
  6. Loss of customer relations:
    Due to consolidation, some customers may be concerned about the changing structure and quality of service. This can lead to a loss of trust and possibly the departure of customers from competitors.
  7. Less focus on core business:
    Market consolidation can distract management and employees from their core activities, leading to reduced performance and a negative impact on growth.

While market consolidation offers advantages and disadvantages for MSPs, it is essential to weigh which factors are most relevant to your situation carefully. By considering the possible consequences of consolidation, you can decide what is best for your business in the long run.

Recommended approach for MSPs

When considering market consolidation, taking a strategic and deliberate approach is crucial. Here are some steps you can follow to make the best decision for your business:

  1. Analyse your current situation:
    Assess your current performance, growth opportunities, competitive position and customer satisfaction. This will help you identify any weaknesses and opportunities for improvement.
  2. Define your goals:
    Determine what long-term goals you want to achieve with your MSP, such as increasing market share, improving customer satisfaction or expanding services. This will help you choose the right consolidation strategy.
  3. Explore potential partners:
    Identify possible cooperation partners or acquisition candidates that align with your goals and values. Examine their financial health, reputation, customer base, and technological capabilities.
  4. Weigh the pros and cons:
    Consider the potential benefits and drawbacks of market consolidation for you as an MSP. Consider factors such as loss of independence, integration challenges, and changing corporate cultures.
  5. Develop an integration plan:
    If you decide to proceed with consolidation, prepare a detailed integration plan to address potential issues and ensure a smooth transition. This includes creating a communication plan, harmonizing processes and systems, training employees, and bringing joint customers into the new venture.
  6. Monitor and evaluate:
    After consolidation, it is essential to continue monitoring your MSP’s progress and performance. This helps you identify any problems on time and make adjustments as needed.

By following this recommended approach, MSPs can make an informed decision about market consolidation and ensure they achieve the best possible outcome for their business.


The wave of consolidation in the Managed Service Provider (MSP) market brings both opportunities and challenges. It is essential for MSPs to carefully weigh the pros and cons of market consolidation and take a strategic approach to make the right decision for your company. By analyzing your current situation, setting clear goals, and researching potential partners, you can determine if market consolidation is right for you.

If you’re unsure about your decision or need expert advice and guidance, don’t hesitate to contact Force21. Our experienced team of professionals can help you evaluate your options and develop a customized consolidation strategy that perfectly aligns with your MSP and business goals. Don’t wait; contact us today and find out how to work together to take your MSP to the next level!

Other interesting articles on Market Consolidation:

Market consolidation, to participate or not?
Consolidation in the provider market, next steps?


Do you want to know more or have a talk? Schedule a no-obligation appointment with Tjarko Kwee, Force21's portfolio specialist.

More insights