EP114 – MSP Show 2025 - M&A Masterclass - Positioning for the Perfect Deal
Release Date: 11/22/2025
EP114 – MSP Show 2025 - M&A Masterclass - Positioning for the Perfect Deal
It's a Numbers Game
In this informative session, Adam and Dan delve into the intricate world of mergers and acquisitions (M&A) specifically tailored for Managed Service Providers (MSPs). Recorded live at the MSP Show 2025, returning for a second year to the London exhibition, the duo builds upon last year's discussion on valuations and management accounts to explore negotiation tactics and heads of terms. They aim to share insights on due diligence and deal completion in future sessions. The script includes a unique role-play segment illustrating a negotiation between a buyer and a seller, offering viewers a...
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EP113 – Streamlining MSP Billing and Eliminating Reconciliation Headaches with Colin Knox
It's a Numbers Game
In this episode, Colin returns to discuss the intricate challenges MSPs face regarding billing reconciliation. He explains how MSPs struggle with managing a wide spectrum of resold products and the dynamic nature of SMB customers. Colin introduces a new 'done-for-you' reconciliation service designed to simplify this task, reflecting on its development origins and the benefits it offers. The conversation delves into how accurate billing and reconciliation can prevent overbilling and underbilling, ultimately protecting trust and financial stability for MSPs. Additionally, Colin highlights the...
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EP112 – Open Banking and the End of Traditional Direct Debits with Kevin Ludford
It's a Numbers Game
In this episode of It's A Numbers Game, hosts Adam Morris and Daniel Welling discuss the future of payments with open banking expert Kevin Ludford. The conversation delves deep into the advancements and benefits of variable recurring payments (VRP) for managed service providers (MSPs). Kevin explains the transformation occurring in payment collections, particularly the shift from traditional direct debits to VRP, which offers faster, more secure transactions and improved cash flow for businesses. They also discuss the implications of these changes, the reduced friction for both businesses and...
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EP111 – How to build an MSP Sales Engine with Graham Stead
It's a Numbers Game
In this podcast episode, host Daniel Welling catches up with former colleague Graham to discuss their shared history and Graham's career journey, from his early days at Solsis to his significant role at NewCMI and beyond. The conversation explores the evolution of Managed Service Providers (MSPs), touching upon Graham's transition from a techie at HP to a business owner, and eventually into a sales and marketing role. Key topics covered include the distinctions between selling to large versus small businesses, the importance of having a dedicated sales function, and strategies for nurturing...
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EP110 – Building MSP Growth on a Strong Cyber Foundation with Phil McGowan from Huntress
It's a Numbers Game
In this episode, hosts Adam Morris and Daniel Welling welcome guest Phil McGowan to discuss the innovative security solutions offered by Huntress, particularly focusing on their endpoint detection and response (EDR) and 24/7 security operations centre (SOC) services. They dive into how these tools help Managed Service Providers (MSPs) enhance their security offerings for small and medium-sized businesses. The conversation covers the key benefits of Huntress's products, including ease of integration, affordability compared to enterprise solutions, and trial opportunities. The hosts also...
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EP109 – Learn how this MSP is saving thousands per month using real world AI – with Alex and Dani from PCW Solutions
It's a Numbers Game
In this episode, host Adam welcomes Dani and Alex from PCW Solutions to discuss their business journey, emphasising how they've integrated artificial intelligence (AI) into their company's operations. Alex details the inception and growth of PCW Solutions over the past 21 years, starting from helping domestic customers to managing over 150 business clients today. The conversation dives into their innovative approach to improving workflow efficiency using AI. They explain how they utilised AI to manage and log customer support tickets, reducing the workload on their staff and improving service...
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EP108 – The Co-opetition Playbook: Aligning MSP Ops with the P&L
It's a Numbers Game
In this episode of 'It's A Numbers Game,' hosts Adam Morris and Daniel Welling are joined by guests Angie Hasenbank from Hasenbank Accounting Services (US) and Lauren McMaster from Rosy Small Business Services (Australia) for a globe-spanning discussion on mastering MSP finances. Key topics include the importance of standardised charts of accounts, proper labour allocation to see true gross margins, and the creation of disciplined workflows from quotes to invoices. Practical tips on working effectively with finance partners across time zones are also explored, aiming to help MSP owners build...
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EP107 – Borrow Smart, Buy Smart—MSP Growth Finance Explained with Alex Fenton
It's a Numbers Game
In this episode, hosts Adam Morris and Daniel Welling welcome Alex, a seasoned advisor and former lender, to delve into the complexities of raising funds for growing a Managed Service Provider (MSP) business. They explore the intricacies of mergers and acquisitions (M&A), shedding light on different financing options such as factoring, invoice discounting, and revenue-based financing. Alex shares his extensive experience, providing practical advice on how to assess borrowing capacity, valuation mechanisms, and the importance of strategic planning when considering acquisitions. The...
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EP106 – MSP Growth in 2025—Is Telesales Part of the Plan with Luke Doyle
It's a Numbers Game
The Evolving Role of Telemarketing in MSP Lead Generation In this podcast episode, hosts Adam Morris with Daniel Welling and guest Luke Doyle discuss the current relevance and strategies of telemarketing in the MSP (Managed Service Provider) industry. The guest shares insights into the evolution of telemarketing, balancing traditional and modern marketing techniques, and provides an overview of their company's approach to lead generation, including data quality, targeting, and effective prospecting. They emphasise the importance of well-crafted scripts, continuous client...
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EP105 – Thinking of Selling Your MSP? Evergreen’s Isobelle Coventry Spills Valuation Multiples, Deal Tactics and the UK Acquisition Boom
It's a Numbers Game
In this episode, Isobelle joins the podcast to discuss her experiences and insights from working in the UK market, particularly focusing on mergers and acquisitions (M&A) of Managed Service Providers (MSPs). Isobelle talks about Evergreen's growth, including partnering with seven MSP businesses across the UK, and their approach to acquiring and supporting new businesses. Isobelle also touches on the importance of valuation, the quality of revenue streams, and the operational maturity of businesses. The conversation further explores the differentiation of Evergreen as a...
info_outlineIn this informative session, Adam and Dan delve into the intricate world of mergers and acquisitions (M&A) specifically tailored for Managed Service Providers (MSPs). Recorded live at the MSP Show 2025, returning for a second year to the London exhibition, the duo builds upon last year's discussion on valuations and management accounts to explore negotiation tactics and heads of terms. They aim to share insights on due diligence and deal completion in future sessions. The script includes a unique role-play segment illustrating a negotiation between a buyer and a seller, offering viewers a realistic glimpse into the M&A process. Throughout the session, the importance of preparation, trust, financial clarity, and strategic alignment is emphasised. The session concludes with an interactive Q&A segment addressing key issues like market trends and seller expectations.
00:00 Introduction and Welcome
01:16 Background and Experience of the Speakers
02:15 Role Play Setup: Buyer and Seller
04:04 Seller's Business Overview
09:41 Buyer's Business Overview and Preparation
13:46 Heads of Terms and Valuation Discussion
16:59 Negotiation Begins
22:31 Client Retention Concerns
23:09 Earnout Structure and Final Offer
23:48 Negotiation Pause and Reflection
25:13 Resuming Negotiations
25:42 Unexpected Financial Hurdles
27:12 Deal Reconsideration
28:27 Key Takeaways and Q&A
32:02 Market Trends and Buyer Dynamics
38:59 Final Remarks and Audience Interaction
Connect with Daniel Welling on LinkedIn by clicking here –https://www.linkedin.com/in/daniel-welling-54659715/
Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/
Visit The MSP Finance Team website, simply click here –https://www.mspfinanceteam.com/
MSP Glossary: MSP Finance Glossary Explained | MSP Finance Team
We look forward to catching up with you on the next one. Stay tuned!