Newsletter 2.02 – My Vision for 2026

For those of you that don’t know, my day job is running the Peer Groups at Pax8. Last week I had the privilege of hosting our Winter Peer Group Meetings with something like 150 MSPs in Arizona. These weeks are a big deal for us. They’re a ton of work, and even more fun.

My favorite parts of these weeks are the random conversations that I end up being a part of. I get to talk to partners, vendors, and SMEs. I’m proud to call many MANY of these folks my friends. These conversations are so much fun. I get to think about things differently, and learn a lot from the people around me.

I had been thinking about my vision for 2026 for the MSP space before these meetings, and the conversations I was a part of last week reinforced these thoughts. So much so that I went out into the desert to record a video about it.

Someone Will Crack the AI Billing Code

Most MSPs are still billing for AI work the same way they bill for everything else: hourly rates or per-seat licensing. It’s familiar, it’s what clients expect, and it’s easy to explain.

But that’s leaving massive margin on the table.

In 2026, someone is going to figure out how to bill for AI based on outcomes or agent usage, and they’re going to blow past the competition. You want to shift what clients care about. You want them to shift from hours worked or billed to value and results. Your goal is to get them to care about results: processes automated, decisions supported, compliance reports generated.

Start experimenting with outcome-based models now. Don’t be the MSP playing catchup in 12 months.

Security Certifications Will Pay Off

If you went all-in on security certifications in 2025 (CMMC, SOC 2, whatever applies to your market), you’re about to see that investment pay off. The gap between certified and non-certified MSPs is going to widen significantly.

But here’s the critical question: Do your target clients actually require these certifications? If yes, your marketing should be screaming about this. Create content and case studies that specifically highlight your compliance capabilities. You invested the time and money to get certified. Now invest the effort to market it properly. If your target clients don’t need these certifications then I’m not sure that spending time on obtaining them is a great use of your time.

M&A Market Wants Clean Books and Organic Growth

The acquisition market will stay active in 2026, but buyers are getting selective. Clean financials and organic growth are moving towards non-negotiable territory. “Growth by acquisition” on your books doesn’t impress buyers on its own anymore. They want to see that you can grow what you have.

If you’re thinking about selling your business in the next three to five years, the time to get your house in order is now. Get your financials clean, and show your growth over time. Document everything. Focus on organic growth metrics.

Even if you’re not planning to sell, running a “sellable” business makes it a better business.

Midterm Elections Might Create Uncertainty

The midterm elections this year might create more business caution than we typically see in a non-presidential election year. Uncertainty freezes decision-making, and some of your prospects are going to hesitate.

But here’s the opportunity: while some MSPs will freeze along with their prospects, decisive MSPs will gain market share. Double down on client satisfaction, watch for competitors struggling, and leverage your differentiators to stand above the competition.

What Now?

2026 is full of opportunity for strategic MSPs. The winners will be those who act on these insights, not just acknowledge them.

Want the full breakdown with detailed recommendations for each trend? Read the complete blog post here: Full 2026 Vision Blog Post.

Which of these four areas are you focusing on first? Hit reply and let me know what you’re prioritizing in 2026.​​​​​​​​​​​​​​​​

Recent Content

It’s been a little quiet in the content factory these past few weeks. I’ve been traveling a bunch and preparing for in-person Peer Groups. That took a lot of time and creative energy.

That said, I did publish a blog post over on my new business blog page. You can find that post here: The Three People Who Care About Your Books (Hint: You’re one of them)

I’m also working on an Instructor Led Training course for Pax8 all about new client onboarding. I’ve spent a bunch of time writing and recording videos about this topic. If you want to spend some time with me on this directly, go check out to the Pax8 Instructor Led Training subscription.

One Quick Plug

If you’re looking for a Bookkeper for your MSP check out my wife’s company: Nordic Sky Bookkeeping and Consulting.

Thanks for inviting me into your inbox.

– Adam