Mergers & Acquisitions

M&A Talk Podcast

M&A Talk is the #1 podcast on mergers & acquisitions. At M&A Talk we bring you exclusive interviews with experts in business sales, valuations, mergers and acquisitions, and more. We talk to the most experienced professionals in the industry to uncover their secrets.

The Highs and Lows of Growing A Business Through Acquisitions

The Highs and Lows of Growing A Business Through Acquisitions

Orrin Klopper

Corporate Development & Acquisitions | IT Management Services

Learn firsthand how a business grows through acquisitions and advice for entrepreneurs considering an exit. Orrin Klopper, CEO of Netsurit, an IT and security management services firm, discusses spending over half his time on corporate development and acquisitions. He shares insights on the acquisition process as a buy-side advisor, what PE firms see in the managed service provider (MSP) space, the benefits and challenges of using acquisitions as a growth strategy, and what went into Netsurit’s decision to put a corporate head of development into place. 

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Guest Profile

Orrin Klopper is the CEO of Netsurit, an IT and security management services firm, which he co-founded 24 years ago during the lead-up to Y2K. At the time, Orrin and his partners saw an opportunity to provide managed outsourced services for companies. Netsurit has grown and established 5 locations around the world and been recognized by MSPMentor as a global Top 100 MSP (Managed Service Provider) for 9 years running.

Orrin is always innovating and looking for new ways to work. His people-focused leadership leads his team’s incredible, aspirational culture and dream program. He is a passionate Microsoft Partner committed to serving employees and clients by nurturing and realizing their dreams.

In addition to his role leading Netsurit, Orrin is active in the Young Presidents’ Association (YPO) and the Entrepreneurs Organization. He has a Bachelor of Commerce degree with a focus on Information Systems, and he earned a master’s diploma in Entrepreneurship from the M.I.T. Sloan School of Management.


Topics Covered

  • What does Netsurit do, and how can outsourcing CTO and operational support services help some companies? [1:30]
  • How did Netsurit decide on using acquisitions as a growth strategy? [9:00]
  • What advantages do private equity (PE) firms see in the managed service provider (MSP) space? [16:20]
  • What metrics could be used by corporate development to implement ownership and alignment post-acquisition? [28:57]
  • Is there a downside for the corporate development position from the perspective of calculating their performance measurement? [33:00]
  • What is the current salary range for heads of corporate development? [38:51]
  • What financial information is typically gathered before putting together an LOI for an acquisition? [45:25]
  • What is the most challenging part of the acquisition process for the seller? [50:12]
  • Advice to entrepreneurs considering growth by acquisition to protect their legacy. [1:02:08]

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Resources Mentioned


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