How MSPs Can Thrive in Healthcare — with Nelson Gomes, CEO and Founder of Portalia Group

[email protected] | 212.731.4230 | Book an Appointment Here (34) Madhur Duggar | LinkedIn🎙 Podcast Title: "How MSPs Can Thrive in Healthcare — with Nelson Gomes"Guest: Nelson Gomes, Founder & CEO, The Portalia Group Host: Madhur Duggar, Chapman AssociatesDescription: In this episode, Nelson Gomes shares a masterclass on what it takes to be a high-performing MSP in the healthcare vertical. From EMR optimization and patient engagement to AI adoption and M&A strategy, Nelson breaks down how MSPs can move beyond maintenance to become true transformation partners for their healthcare clients.Whether you're looking to grow, specialize, or position your MSP for a successful exit, Nelson offers real-world insights drawn from decades of leadership in healthcare IT.💬 Questions & Responses:Q: From an MSP standpoint, what makes healthcare different in terms of the skill set required? 🗣 Understanding the business of healthcare is critical — it's not just fixing EMRs, it's optimizing them and knowing the clinical workflows.Q: How do specialist MSPs create more value than generalists? 🗣 Specialists speak the same language as providers and win trust faster — 9 out of 10 times, they win the deal.Q: What are healthcare organizations really looking for when selecting an MSP? 🗣 Experience, expertise in healthcare systems, and a sense of security that their MSP “gets it.”Q: What kind of background should MSPs build to succeed in healthcare? 🗣 A strong healthcare foundation — either through EMR experience or supporting medical administration systems.Q: Can you explain Gartner’s “Run, Grow, Transform” model? 🗣 Most MSPs focus on “Run” — daily maintenance — but true value is created through “Grow” and “Transform” initiatives.Q: What’s a real-world example of transformation in action? 🗣 Helping practices adopt patient engagement apps — moving beyond IT support into strategic consulting.Q: What role should MSPs play in M&A due diligence for healthcare? 🗣 IT due diligence is often overlooked. Nelson helped create a 6-part framework to standardize and simplify this critical process.Q: Should MSPs trying to enter healthcare build or buy? 🗣 Buy. Acquiring a healthcare-focused MSP gives you immediate credibility, clients, and expertise.Q: Where is AI playing the biggest role in healthcare today? 🗣 Diagnostic imaging, like mammography. AI is powerful, but needs clinical oversight and thoughtful adoption.Q: What healthcare tech events should MSPs attend? 🗣 HIMSS, ViVE — critical for staying ahead of tech trends and industry expectations.Q: What advice do you have for MSPs expanding into healthcare? 🗣 Have a clear, well-thought-out strategy and the right people to execute it.Q: How should smaller MSPs think about scale and specialization? 🗣 If you’re not ready to scale, consider exiting at a good multiple to a larger player and learn from the experience.Q: Grow solo or partner up? 🗣 Joining a platform can accelerate growth — faster path to value creation than going it alone.Q: Final takeaway for MSPs? 🗣 Understand your value, define your personal goals, and have an advisor to guide you through transitions.Madhur Duggar is a Senior M&A Advisor at Excendio Advisors and focuses on IT ServicesReach out to Madhur at [email protected] or 212.731.4230  Book an Appointment with him on his LinkedIn at www.linkedin.com/in/madhur-duggarCheck out Excendio Advisorswww.linkedin.com/in/madhur-duggar