Abacus President on Building Credibility in Two MSP Verticals

Channel Dive recently profiled how Abacus built specialist practices in financial services and healthcare. Abacus President Jonathan Bohrer traced the firm’s growth from its 2008 founding as an MSP for investment managers, through hedge funds, private equity, family offices, and investment banks, to a healthcare practice that expanded with the addition of Medicus IT in 2024.

Jonathan’s central point is that a vertical strategy starts with hiring. Abacus’ first 50 employees were technologists from the hedge funds, private equity firms, and investment banks the founding team had worked at. The healthcare team followed the same pattern, with people from physician practices and clinics who understood how an electronic medical record system feeds the revenue cycle. Today each sector has its own Chief Revenue Officer and its own client experience team.

That focus also shapes where Abacus shows up. Jonathan explained that the firm spends its time at private equity CFO forums and dermatology conferences because that is where the buyers are. Credibility in a vertical takes experience and time, he said, and a generalist cannot get it by walking into an orthopedic conference.

Read the full article on Channel Dive.