According to CRN, The 20 MSP has acquired three more managed service providers—Red Level Group in Michigan, iStreet Solutions in Roseville, California, and InData Consulting in Santa Clarita, California. These deals bring their total to 44 acquisitions in just three years. CEO Tim Conkle now says they’re dramatically accelerating their pace, targeting 25 to 40 acquisitions annually. The company also plans to expand its member network from 175 MSPs to 600, with Red Level Group being their largest deal yet at over $10 million in revenue, significantly above their typical $1-6 million range.
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The Aggressive Roll-Up Strategy
Here’s the thing about The 20 MSP’s model—they’re not just buying random companies. They’re systematically acquiring members from their own network of about 175 independent MSPs. Think of it as a farm team system where they can cherry-pick the best performers. Conkle’s math is compelling: 50 individual MSPs worth $1 million each become $100 million in collective value “at the stroke of a pen.” That’s the pitch that’s driving this acquisition frenzy.
But can they really scale from 44 deals in three years to 40 annually? That’s a massive acceleration. They’ve basically been doing about one acquisition per month, and now they’re talking about tripling that pace. The infrastructure needed to integrate that many companies—different tech stacks, cultures, client bases—is enormous. And they’re not just buying tiny shops anymore—Red Level at $10M+ revenue shows they’re moving upmarket.
Footprint Building Across States
What’s really interesting is how strategic these acquisitions are geographically. The Red Level deal gives them their third Detroit presence and their largest team yet with about 20 people. iStreet Solutions gets them into Sacramento for the first time. InData Consulting strengthens their Los Angeles and Arizona footprint. They’re basically playing strategic chess across the US map with plans for every state.
And Canada is next? That’s where this gets really ambitious. Conkle mentions they already have Canadian members, so expansion there becomes more about legal entity setup than finding targets. But international expansion brings a whole new layer of complexity—different regulations, tax structures, and business cultures. Still, if you’re building a continent-wide MSP empire, Canada is the logical next move.
The Scaling Challenges
So what could go wrong with this hyper-growth strategy? Integration at this pace is brutal. Each acquisition means merging different company cultures, technology stacks, and client expectations. When you’re doing 3-4 deals per month, that integration machine has to be incredibly efficient. And maintaining service quality while growing this fast? That’s the billion-dollar question.
Then there’s the member network expansion from 175 to 600 MSPs. That’s more than tripling their community while simultaneously acquiring the best performers from it. It creates this interesting dynamic where they’re both growing their farm system and harvesting from it at the same time. Can they maintain that balance without creating tension within the community?
Basically, The 20 MSP is betting big that scale equals value in the MSP world. And given their track record so far, they might just pull it off. But the next couple years will show whether this accelerated pace is sustainable or if they’re moving too fast for their own good.
