People & Leadership

People & Leadership

Building and leading the specialist teams on both sides of the partnership, whether that’s the people delivering a managed service or the people managing MSP partners. Setting direction people can act on, leading people who don’t report to you and knowing when to pass the baton, because good plans only work when the right people are behind them.

All Managed Service Practice People & Leadership Managed Service Trends Partner Management
Strategy, Structure, People. In That Order.
People & Leadership

Strategy, Structure, People. In That Order.

Same company. Same product. One team grew more than twice as fast as the rest. Between 2013 and 2021, the UK MSSP business I helped build at Fortinet averaged 55% revenue CAGR. Comparable regions, running a less structured go-to-market, averaged 21%, close to the roughly 23% the company grew overall. Market maturity, partner base and leadership all played a part, and I won't pretend otherwise... but in my experience, the biggest difference was the order we made our decisions in. I started as a