UDT ’ s CXO , Jesus Peña , happily accepting the Titan of the MSP Industry award on Henry Fleches ’ behalf at DattoCon , presented by MSP Success CEO , Robin Robins .
the road every single day , talking to folks , knocking on doors . . . it was a grind ,” Henry said .
Over the years , UDT transformed from a reseller reaching $ 80 million in revenue to an IT solutions provider , combining MSP and other services . UDT is now at over $ 425 million in annual revenue — all organic growth ( except for one small acquisition ). They are renowned in K-12 Education Technology , serving major school districts and government and commercial sectors like finance , healthcare , energy , hospitality , and professional services . UDT remains privately held , attracting clients who monthly spend between $ 7,500 and $ 25,000 +. Their success stems from adhering to the following key fundamentals :
Wake Up Running .
Henry watched his dad work two to three jobs while slowly building a small business to $ 1.5 million over 40 years . “ Seeing my dad be an entrepreneur and continue to do things after hours and on the weekends — that work ethic that he instilled in us was par for the course ,” he said .
Both partners do whatever is necessary , including working in every organizational role , from technical support to sales . “ It wasn ’ t about , I was going to do this , and he was going to do that ,” Henry said . “ It was about what was required .”
Do The Right Thing , And Then Do Things Right .
UDT focuses on doing the right thing , even if that doesn ’ t favor them . “ We double down on decisions , make sure we are making the right decisions by debating them furiously , and try to drive to a conclusion about what ’ s the right thing to do , not whether it ’ s what I wanted to do , or anybody else , for that matter ,” Henry said .
Don ’ t Keep Score .
While they keep metrics and hold each other accountable , the partners don ’ t keep score about who makes more money , spends more , makes mistakes , or takes more time off . “ We don ’ t keep track ,” Henry said . “ When you remove that , everything becomes easy because you are both moving towards a common goal , and that ’ s been a key to the success of our partnership .”
Look For Transitional Opportunities .
UDT has gone through a massive transformation , making digital investments at an accelerated pace . As a result , UDT became one of the first in the industry to start delivering unified cyber risk management , giving them a transitional advantage .
“ No one has an advantage forever . You ’ ve got to create transitional advantages that ’ ll give you some separation between you and your competitors ,” Henry said . “ Putting the security fingerprint on everything that we did in order to deliver that unified cyber risk management approach is one of the things that has allowed us to achieve the greatest amount and the fastest amount of success .”
With a goal to reach a billion dollars in revenue per year , Henry expressed interest in cooperative opportunities with MSPs in the $ 1 million to $ 5 million range located within UDT ’ s customer base . “ We are looking to partner with MSPs strategically ,” he said . UDT prioritizes partnerships with MSPs specializing in healthcare , finance , energy , or a specific vertical where most of their business generates at least $ 7,500 MRR or they offer managed WAN services like fiber and UTM .
Henry and Gerard exemplify the vital traits of success : grit , desire , learning , and unwavering determination . “ You ’ re going to have bumps and bruises , make mistakes , and lose customers ,” Henry said . “ But success isn ’ t defined by how many times you win , it ’ s how many times you get up .”
To access the exclusive videos of the five finalists at DattoCon and learn their winning formulas for success , go to MSPSuccess . com / titan _ finalists .
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