Doing More With Less Isn’t Just a Slogan. It’s the Job.

There’s a quiet truth in hospitality IT that doesn’t get said out loud often enough:

The person servicing the property is the one under the most pressure, and the last one considered.

Sean Gorman, President & CEO of Safety NetAccess, doesn’t mince words about it. After 25 years in the industry, running over 5,000 properties across the U.S. and Canada, he’s had a front-row seat to just how much the MSP role has evolved, and how expectations have skyrocketed.

Today’s MSP has to juggle brand standards, vendor costs, resource shortages, and client expectations that just keep growing. All while trying to stay profitable. That’s not just a balancing act. It’s a full-blown test of endurance. In this edition:

• What MSPs need most from vendors in 2025
• How vendor communication impacts margin and service
• Advice for MSPs navigating brand pressure and scaling smarter

The New Normal: More Work, Tighter Margins, Less Room for Error

Brand standards aren’t static anymore. They change constantly—sometimes mid-project. For MSPs, that means increased scope, tighter timelines, and zero room for mistakes.

But the client still expects it done fast. The hotel still expects it done right. And the vendor still expects their full margin.

As Sean puts it, MSPs are stuck between the brands and the hardware providers, expected to make it work for both.

That only happens when the vendor understands the real-world dynamics of hospitality IT. When they don’t? You get friction. Cost overruns. Delays. And the MSP is left holding the bag.

What MSPs Actually Need From Vendors

Sean was clear: vendors can’t just sell boxes and disappear.

They have to:

• Understand the brand ecosystem—not just how gear works, but how it fits into Hilton, Marriott, or Choice specs
• Be proactive communicators—not waiting for problems, but calling ahead to ask “what’s working and what’s not?”
• Simplify everything—from site surveys to installs to long-term support
• Enable profitability—not by cutting corners, but by designing systems that don’t require five certifications and a whiteboard to deploy 

And yes, pricing matters. But it’s not just about being cheap. It’s about understanding that the person in the middle needs to make money too.

Why Relationships Still Matter

When asked what makes vendor partnerships successful, Sean didn’t talk about product SKUs or speeds and feeds. He talked about communication.

The kind that doesn’t happen over email chains or support ticket threads. The kind that starts with, “What do you need?” and ends with, “Let’s fix this together."

Because the best support systems aren’t just technical. They’re relational. When vendors act like partners, MSPs can trust them to show up, adjust, and deliver when it counts. 

Advice to the Next Generation of MSPs

If Sean could go back 20 years and talk to his younger self, the message would be simple:

Speak up.

Push back on unrealistic asks. Treat every project like a partnership. Demand better communication from vendors and brands. And build relationships that last through the tough calls, not just the easy wins.

Because this business doesn’t run on hardware. It runs on people.

Final Word

We’re proud to work with leaders like Sean who keep it real and keep pushing the industry forward.

If you’re an MSP trying to do more with less, we see you. And we’re building for you.

Let’s make it easier together.

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