Make Retirement from the Channel a Dream Come True


Early mornings, late evenings, weekends, missed birthdays and kids’ baseball games — many small and medium-size (SMB) IT business owners have sacrificed a lot along the way to build their own business. Now, after decades of commitment and dedication to the businesses, it’s time to sail toward retirement.

Sell the business or hand it down to the kids — it’s all good. Oh yeah?

Whether you’re thinking about a sale or merger, you need an exit strategy. If you don’t have one – and many SMB owners don’t – your retirement ship just might sink.

ConnectWise's Arlin Sorensen

ConnectWise’s Arlin Sorensen

Fret not. Channel Partners caught up with Arlin Sorensen, vice president, peer groups with ConnectWise, who knows about acquisitions and selling businesses, to share with us some of his expertise and lessons learned. If you want to learn even more, attend his education session – So You Wanna Retire by 2025 – part of the business strategy track sponsored by Cyxtera at Channel Partners Evolution, October 9-12, in Philadelphia.

Channel Partners: You’ve been around the IT SMB block more than a few times. What are you seeing when it comes to IT shop owners prepping for retirement?

Arlin Sorensen: A lot of people in the channel realize they’re not going to run their companies forever and folks that have exited the industry have found that they didn’t get as much money as they hoped for.

I’ve heard a quote that says, people spend more time planning their vacation annually than they do thinking about what they’re doing to make sure that their business value is increasing as it needs to.

I think that’s true for most business owners — they assume that hard work is going to turn into money somehow, and in fact, people don’t buy hard work — they buy businesses.

CP: So why would someone want to attend your upcoming education session?

AS: I’m going to address what you need to do to be intentional, so you don’t get to the end of the rainbow and find out that there’s no pot of gold. I’m going to give attendees insight into preparing for a transition for the future — for 2025. Anyone [who] wants to get out in the next seven years needs to act now to prepare, and that’s what we’ll be talking about.

You can’t fix what most owners do to a company in a short period of time. The bad habits that most business owners have operated under can’t be turned around in a matter of months, or even years. I always tell people it takes three years to undo what you may have spent the last 20 years doing to yourself.

CP: Are there common mistakes that IT business owners make, and would you share a few?

AS: One of the big ones is using your business account as your personal checkbook and running everything through the business that has no relationship to the business. Another mistake is …

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