On today's episode of The Microsoft Hybrid Cloud Partners Podcast, Adam Burke and Mike Hartman are joined by Don Penland of Knox Capital to explore the private equity perspective on managed service providers (MSPs) and the Microsoft partner ecosystem. Don shares insights from two decades in IT consulting and managed services, explaining how operator-first investing, recurring revenue models, and strong go-to-market alignment with Microsoft drive valuation and long-term success. He discusses the evolving role of AI, from internal optimization to client-facing productization and how MSPs can adopt and monetize it effectively. Don also offers candid advice on preparing for private equity investment, building niche vertical expertise, and embracing programs like the Microsoft AI Cloud Partner Program to fuel sustainable growth. 

In this episode you’ll learn:       

• Why an operator-first mindset gives Knox Capital a different approach to investing 
• How aligning with Microsoft’s partner ecosystem accelerates business growth 
• The growing role of AI in operations, sales, and customer offerings 

Some questions we ask:     

• What attracted you to focus on the Microsoft partner ecosystem as an investor? 
• How are current market shifts impacting managed service providers? 
• What advice do you have for MSPs starting their AI journey? 

Resources:       

View Don Penland on LinkedIn  

View Adam Burke on LinkedIn  

View Mike Hartman on LinkedIn  

Related Microsoft Podcasts:         

• No Slides Attached Podcast 
• The Microsoft Threat Intelligence Podcast   
• The BlueHat Podcast    

Discover and follow other Microsoft podcasts at microsoft.com/podcasts  

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