Evergreen’s Craig Fulton on Why MSP Operations Matter in 2026

As MSP owners continue to weigh potential M&A opportunities or even just take a new look at the future of their businesses, operational strength is becoming crucial to success.

We spoke with Craig Fulton, an M&A advisor at Evergreen, about why MSPs need to focus on business operations in 2026, whether they plan to sell or not.

Key operational factors MSPs must address before a sale

Fulton has worked in the channel with MSPs for much of his career, both at Evergreen and at ConnectWise before that. 

To him, most provider business owners are not prepared for the various complexities that come with a potential sale until they’re ready to sell.

“Selling is a stressful process no matter what, but there are ways to make it more manageable if you plan ahead of time,” Fulton said.

“Focus on the things that will make the business as valuable as possible,” he continued.

Common operational gaps Fulton sees among MSPs

• Assessing vendor costs and determining whether the current tech stack in place is the best possible solution for the business
• Working with tax experts to ensure the business is properly assessed before a potential sale begins
• Reviewing and altering any personal expenses or components of the finances within the MSP business
• Identifying potential weaknesses in the client base, including diversifying clients, bolstering services spend, and increasing recurring revenue wherever possible

“Everyone needs to think about maturity,” Fulton said. “Unfortunately, there aren’t enough people focused on this. I’d guess almost three-quarters of MSPs aren’t really thinking about it, but it’s so important.”

Why MSP owners should plan personally as well as financially

To Fulton, revenue figures and tax implications are important, but so is taking a step back to consider the total impact of a choice to sell.

“This is more than a simple transaction. You’re talking, really, about your life’s work, and that is a huge deal,” said Fulton. “First and foremost at Evergreen, we’re supportive of the person getting ready and getting the best deal possible.”

While Fulton says the steps outlined above are crucial to business success, what an individual owner deems important and ultimately successful will vary greatly. 

“The first thing I say to someone is, ‘do you have a number in mind, and have you thought about what it would actually mean to sell?’” Fulton said. “You need to know what the goal is and what the ultimate summit is you want to achieve.”

How operational maturity positions MSPs for long-term success

Fulton emphasizes that building a stronger operational structure isn’t important only when selling your business; taking these steps ensures that even owners who want to retain their current structure are set up for long-term success.

“It’s really time to get the operational maturity going,” Fulton said, noting that the services landscape is becoming more competitive with the adoption of AI technology and other factors.

He also advises owners to be more receptive to learning about the options available to them in potential deals.

“If they’re reading this, they are probably getting 10 emails a day about selling their business and just deleting them,” Fulton said. “I think it’s time, this year, to start answering a few of those and just taking a call or two. Even if you don’t want to sell, it’s time to know what’s available to you.”

Fulton stresses the need to remain competitive in a new era of managed services, as deals continue to close with a variety of backers, from holding companies like Evergreen itself to large rollups to private equity and venture capital firms.

In 2026, Fulton says the owners who get their houses in order, so to speak, are set up for lasting success.