Stop assigning vCIOs randomly, start matching them strategically

As MSP owners, we invest significant effort in building strong, strategic relationships with our clients. And at the center of that relationship is the vCIO.

But as your client base grows and their needs become more diverse, the “one-size-fits-all” vCIO model begins to show its limitations. At some point, specialization isn’t just helpful; it becomes essential.

Why Specialization Matters

When a vCIO deeply understands a client’s business model, operational pressures, regulatory requirements, and industry-specific tools, they can provide far more meaningful guidance.

Specialization helps your MSP:

• Increase client satisfaction by aligning expertise with business context.

• Improve efficiency—vCIOs spend less time “learning” and more time advising.

• Enhance QBRs and strategic planning by speaking the language of the client’s industry.

• Strengthen trust because clients know their vCIO truly understands their world.

And here’s the kicker:
You don’t need a large vCIO team to make specialization work. In fact, it’s easier to start when your team is small.

Ways to Specialize Your vCIOs

Specialization doesn’t have to mean narrowing down to an ultra-specific niche right away. There are several practical approaches MSPs can take.

1. Industry Vertical Specialization

This is the most common entry point. If your MSP already has multiple clients in a particular sector, this is a natural fit.

You can go precise, like:

• Law firms

• Dental offices

• Nonprofits

Or you can group clients into broader verticals, such as:

• Professional services

• Industrial clients / manufacturing

• Retail and hospitality

• Healthcare

2. Specialization by Client Needs

Not every client fits neatly into an industry bucket. But they do share operational priorities. You can segment your vCIOs based on what matters most to the client.

For example:

• Uptime-critical clients
  Manufacturing lines, fast-paced retail, or 24/7 service operations cannot afford downtime. A vCIO focused on resilience, redundancy, and business continuity is the perfect match.

• Confidential or highly sensitive data environments
  Think private equity, medical research, or clients facing strict compliance obligations. These clients need a vCIO who lives and breathes data protection and governance.

These are groupings based entirely on client risk profiles and business drivers. And in many cases, this can be even more powerful than vertical specialization.

3. Specialization by Core Software or Technical Requirements

Some MSPs support clients with very specific toolsets, and those tools themselves can define a specialization.

For example:

• AutoCAD or Revit users

• ERP-heavy clients (like NetSuite, SAP, or Epicor)

• Video production studios with demanding storage and workflow needs

A vCIO who understands the nuances of AutoCAD licensing, workstation performance needs, storage speed, and collaboration workflows can deliver massive value right away.

You Don’t Need to Restructure Overnight

When MSP owners hear “specialization,” they often assume it requires reorganizing the entire service structure. But this can start small.

Here’s a simple, low-friction way to begin:

1. Identify natural groupings in your current client base (industries, needs, or tools).

2. Highlight which vCIOs naturally fit those groups based on interest, background, or experience.

3. Start assigning new clients accordingly.

4. Gradually realign existing clients when it makes sense (no need to force it).

Even with a team of two or three vCIOs, you can start building lanes of expertise.

The Long-Term Payoff

When your vCIO team becomes specialized:

• Clients feel more understood.

• Recommendations become sharper and more strategic.

• QBRs turn into business conversations instead of tech reviews.

• Your MSP becomes harder to replace.

• vCIOs gain confidence and mastery in their areas of focus.

Specialization isn’t about placing your vCIOs into rigid boxes. It’s about intentionally aligning your team’s strengths with your clients’ needs. You don’t need to do everything at once, but you do need to start thinking about where you want your team to go.

Simon Marcil

Simon is the President of S3 Technologies, a leading Canadian MSP he co-founded in 2003. He built and scaled the vCIO team which eventually lead to him co-founding Propel Your MSP in 2018 to help MSPs with their vCIO services.