Gui Carlos

I chose to focus exclusively on MSP and MSSP M&A because these businesses are misunderstood by traditional advisors.

Most M&A firms treat a $15M MSP the same way they'd treat a $15M plumbing company. But the recurring revenue model, the per-user economics, the security overlay, the customer stickiness — these are fundamentally different value drivers that require specialized knowledge to represent properly.

When I sit across from a PE buyer, I don't need a cheat sheet on how managed services contracts work. I know the difference between AYCE and per-device pricing. I understand why a 90% recurring revenue MSP with SOC capabilities is worth 3x more than a break-fix shop with the same top-line revenue. And I know which of the 75+ PE-backed platforms would pay a premium for your specific profile.

That specificity is why I do this.

Before building the MSP/MSSP practice at Walden, I spent a decade advising technology companies on M&A in one of the world's fastest-growing tech markets. That experience taught me how to value recurring revenue businesses — SaaS, managed services, subscription models — in ways that most generalist advisors simply don't see.

I brought that pattern recognition to the U.S. market and applied it to the sector where it matters most: the $106 billion MSP industry undergoing the most significant consolidation wave in its history.

At Walden Mergers & Acquisitions, I have the backing of an Atlanta-based firm trusted since 1991 with more than 100 completed transactions. As a CFA charter holder, I bring institutional-grade financial analysis to every engagement — normalized EBITDA, quality of earnings, defensible valuations that hold up under buyer scrutiny.

But credentials don't close deals. Relationships, preparation, and relentless focus on your outcome do.