How Intercity Built a Microsoft-First MSP Through Acquisition

A conversation on acquiring Microsoft capability, integrating culture, protecting people, and turning M&A into a real strategic advantage.

Buying Microsoft capability is the easy headline.

Building a business around it properly is the harder bit.

That’s what makes this conversation with David Keeling so useful.

This isn’t just a story about an acquisition.

It’s a story about why businesses make them in the first place.

David talks openly about the gap between wanting Microsoft capability and actually building it. Because in his words, you can’t just flick a switch, hire a few people, and suddenly become a serious Microsoft partner. The ecosystem is too complex, the skills are too specialist, and the credibility takes years to build.

Because this isn’t just about buying revenue.

It’s about buying capability.

Buying trust.

Buying a team that already knows how to navigate Microsoft properly.

David reflects on why Centrality was attractive as an acquisition, how Intercity approached the process with a clear cultural fit in mind, and why so much of the due diligence came back to one question: how do you make sure the capability you’re buying actually stays intact?

There’s a lot in this one for founders, Microsoft partners, MSP leaders, and anyone thinking seriously about growth through acquisition.

Because the truth is, becoming Microsoft-first isn’t just a positioning line.

It has to show up in the people.

The process.

The capability.

And the way the business actually operates after the deal is done.

If you enjoy this episode, don’t forget to like, follow, and subscribe on Spotify, Apple Podcasts, or YouTube.

What You’ll Learn in This Episode

Why Intercity chose acquisition rather than trying to build Microsoft capability from scratch

Why becoming a credible Microsoft partner takes years, not months

What made Centrality such a strategic fit for Intercity

Why cultural alignment and people retention mattered so much in the acquisition process

How David approached scaling Centrality with stronger structure, process, and capability

Why Microsoft security has become a much stronger proposition for customers and partners

How Intercity is helping customers unlock value from Microsoft licensing they already pay for

Why proprietary IP and customer-facing tooling can help Microsoft partners stand out

How David thinks about AI adoption, customer maturity, and practical use cases

Why leadership, health, and bringing people with you matter just as much as strategy

Memorable Quotes

“we are now Microsoft First MSP that is absolutely at our core”

“it’s not something that you can flick a switch and overnight… say we’re Microsoft capability”

“that journey to be known as they’re a great Microsoft partner can take… years”

“you’ve got great people how do we make sure that during this process that capability isn’t lost”

“the asset is the people”

“you’re like a Ferrari with no brakes”

Enjoyed the Episode?

Subscribe to the Microsoft Mentors Newsletter for insight-led conversations on cloud, cyber security, leadership, partnerships, and scale across the Microsoft ecosystem.

Links & Resources

Connect with David Keeling on LinkedIn

👉 https://www.linkedin.com/in/david-keeling-bb84a84/

Explore Intercity

👉 https://intercity.technology/

Connect with Oli Ridley on LinkedIn

👉 https://www.linkedin.com/in/oli-ridley/

Follow Cloud Decisions on LinkedIn

👉 https://www.linkedin.com/company/clouddecisions

About Cloud Decisions

Cloud Decisions is a trusted Microsoft Talent Partner, we combine deep ecosystem knowledge with data-led hiring strategies to help organisations scale securely and sustainably in a rapidly evolving technology landscape.

Denne episoden er hentet fra en åpen RSS-feed og er ikke publisert av Podme. Den kan derfor inneholde annonser.

Episoder(45)

How Chorus Grew from a Bedroom Startup into a Multi-Pillar Microsoft Business

Most businesses don’t fail because they start badly. They fail because they stop adapting. That’s what makes this conversation with Mark Taylor, Founder and CTO of Chorus, such a useful one. Mark didn...

29 Apr 58min

How Mark Taylor Built Chorus Through Every Major Microsoft Shift

What does it take to build a Microsoft business that lasts nearly 27 years?In this episode of Microsoft Mentors, we sit down with Mark Taylor, Founder and CTO of Chorus, to explore how the business gr...

28 Apr 1min

From Active Directory to AI Agents: Luke Elston on the New Shape of Microsoft Security

How has Microsoft security evolved from the world of Active Directory and infrastructure into one defined by AI, data security, and non-human identities? In this episode of Microsoft Mentors, Oli sit...

22 Apr 1h

How Margaret Totten Built, Sold, and Rebuilt in the Microsoft Ecosystem

What does it really look like to build a business in the Microsoft ecosystem, sell it, and then do it all again? In this episode of Microsoft Mentors, Oli sits down with Mags Totten, CRO at Yavrio and...

15 Apr 56min

How Great Founders See What’s Coming Next

“I can usually see what’s coming… just before it starts to come.”That ability to spot what’s next before the market catches up is what separates good operators from great founders.In this episode of M...

14 Apr 1min

Inside Microsoft’s AI Evolution: Alex Pearce on Copilot, Frontier, and What Comes Next

What does Microsoft’s AI story actually look like now, once you get beyond the surface-level Copilot conversation? In this episode of Microsoft Mentors, Oli sits down with Alex Pearce, Chief Strategis...

8 Apr 55min

Why Microsoft Partners Win (or Lose) on Talent

Most Microsoft Partners don’t have a demand problem.They have a talent problem.In this episode of Microsoft Mentors, Oli and Alex break down what’s really driving growth (and friction) inside the Micr...

7 Apr 53s