Weak-security customers raise cost-to-serve, increase alert volume, and create supply-chain risk that can spread across an entire client base. Bray argues MSPs should set non-negotiables (MFA, patching, access controls), measure clients by operational fit rather than contract size, and be willing to offboard high-risk accounts. Bray also ties this to vendor consolidation and to how acquirers now value disciplined, low-risk MSP portfolios over sheer size.
The interview explores how this shift is reshaping MSP growth strategies, encouraging providers to prioritize resilience, profitability, and long-term customer value over short-term revenue gains. It's a timely perspective on the evolving realities of the channel in the AI era.
Read the full article: Why More MSPs Are Becoming Selective About Clients
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