It's a Numbers Game
The MSP Finance Team Podcast "It's a Numbers Game" from the only financial management solution for MSPs in the UK, founded by former MSP-owners.
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EP104 – Blueprint for a Low-Noise High-Value MSP with Simon Gurner
07/27/2025
EP104 – Blueprint for a Low-Noise High-Value MSP with Simon Gurner
In this episode, Simon shares his riveting journey from starting as an engineer at Ford Motor Company to founding and growing his own business, Sunrise, over the past 22 years. He discusses his decision to leave Ford, the crucial moments and opportunities that shaped his entrepreneurial path, and the challenges and triumphs along the way. Simon delves into the importance of structured business models, the impact of joining the TruMethods program, and how it provided direction, structure, and understanding of key business metrics. He also speaks about client management, the necessity of proactive service, and the challenges of acquiring new clients. Lastly, Simon shares insights from his first acquisition and emphasises the value of peer groups and communities in achieving business success. This episode serves as an inspiring and informative guide for entrepreneurs navigating the complexities of business growth and transformation. 00:00 Introduction and Welcome 00:23 Simon's Background and Career at Ford 00:56 Starting Sunrise and Early Challenges 02:59 The TruMethods Model 04:36 Implementing Changes and Overcoming Challenges 07:46 Proactive Service and Reducing Noise 10:41 Client Relationships and Strategic Pricing 26:12 Acquisition and Future Plans 30:11 Final Thoughts and Advice Connect with Simon Gurner on LinkedIn by clicking here – Connect with Daniel Welling on LinkedIn by clicking here – Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – We look forward to catching up with you on the next one. Stay tuned!
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EP103 – How MSPs Can Finally Stand Out with Ian Blake
07/15/2025
EP103 – How MSPs Can Finally Stand Out with Ian Blake
In this podcast episode, host Adam Morris speaks with Ian Blake, an expert on differentiation strategies for Managed Service Providers (MSPs). They discuss the challenges service industries like MSPs face in standing out from the competition. Ian explains how logical thinking, common in the MSP space, can hinder differentiation and shares a compelling story of a restaurant owner who succeeded by focusing on what his top competitor did poorly. Ian discusses the 'Holy Trinity' of marketing—segmentation, targeting, and positioning—and emphasises understanding customer pain points, competition, and company strengths. They explore the importance of truth and customer feedback in building a unique value proposition, with examples of how clients have successfully differentiated themselves. The episode concludes with insights on the significance of client perception and creating memorable brand positioning. 00:00 Introduction and Podcast Welcome 00:03 Challenges of Differentiation for MSPs 01:02 Logical Thinking and Differentiation 01:46 The Restaurant Story: Learning from Competitors' Weaknesses 03:08 The Importance of Differentiation in MSPs 05:05 Segmentation, Targeting, and Positioning in Marketing 10:01 Understanding Your Market and Targeting 14:34 The Role of Customer Insights in Differentiation 20:10 Case Studies and Real-World Examples 28:35 Conclusion and Final Thoughts Connect with Ian Blake on LinkedIn by clicking here – Connect with Daniel Welling on LinkedIn by clicking here – Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – We look forward to catching up with you on the next one. Stay tuned!
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EP102 – You’re Probably Bleeding Cash! Tim Hoskins Drops the 3 Bookkeeping Hacks That Can Instantly Pump-Up MSP Profits
06/22/2025
EP102 – You’re Probably Bleeding Cash! Tim Hoskins Drops the 3 Bookkeeping Hacks That Can Instantly Pump-Up MSP Profits
In this episode, Tim joins the podcast to share insights into bookkeeping and financial management specifically tailored for Managed Service Providers (MSPs). The discussion covers common challenges faced in the MSP market, tips for effective bookkeeping, and the importance of accurate VAT returns. Tim emphasises the role of timely bank reconciliations and cash flow management. She also offers advice on setting up a detailed chart of accounts, making use of automated tools in accounting software, and understanding prepayments and journal entries. The episode aims to provide practical tips to business owners for better financial management and decision-making in their businesses. 00:00 Introduction and Episode Overview 00:59 Tim's Background and Experience with MSPs 01:43 Common Bookkeeping Challenges and Quick Wins 02:52 VAT Returns and Common Mistakes 08:37 Importance of Timely Reconciliation and Reminders 11:31 Managing Supplier Bills and Cash Flow 15:32 Improving Management Accounts 22:34 Automating Financial Processes 25:17 The Role of Journals in Accounting 29:19 Conclusion and Contact Information Connect with Tim Hoskins on LinkedIn by clicking here – Connect with Daniel Welling on LinkedIn by clicking here – Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – We look forward to catching up with you on the next one. Stay tuned!
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EP101 – Employee Ownership Trust explainer - benefits and pitfalls with Richard Coulthard
06/16/2025
EP101 – Employee Ownership Trust explainer - benefits and pitfalls with Richard Coulthard
In this episode, Richard Coulthard from Ison Harrison Solicitors joins the hosts to provide a comprehensive look at Employer Ownership Trusts (EOTs). The discussion covers the growing popularity of EOTs in the Managed Service Provider (MSP) space, their tax advantages, the practical aspects and benefits of transitioning to employee ownership, and the long-term financial and operational implications. Richard explains how EOTs enable business owners to sell their shares to a trust for the benefit of employees, tax-free profit distributions, and reduced corporation tax. The episode also addresses the succession planning process, the impact on company culture, financial safeguards, and the responsibilities of the trust versus day-to-day management. The conversation emphasises that while the tax benefits are significant, the overarching motivation for considering EOTs should be the legacy and future success of the business. 00:00 Introduction and Welcome 00:13 Understanding Employee Ownership Trusts (EOTs) 02:02 Tax Benefits and Financial Implications 02:50 Profit Distribution and Employee Benefits 08:13 Management and Operational Structure 13:47 Valuation and Regulatory Compliance 14:55 Personal Experiences and Case Studies 23:55 Comparing EOTs with Other Exit Strategies 30:30 Final Thoughts and Contact Information Connect with Richard Coulthard on LinkedIn by clicking here – Connect with Daniel Welling on LinkedIn by clicking here – Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – We look forward to catching up with you on the next one. Stay tuned!
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EP100 – MSP Procurement Masterclass with Monica Ozaruk
05/27/2025
EP100 – MSP Procurement Masterclass with Monica Ozaruk
In this episode, Monica joins the podcast to discuss common procurement challenges faced by Managed Service Providers (MSPs). Introduced by a mutual client, Monica has focused on the procurement module in ConnectWise, which directly impacts the effective production of management accounts. Monica highlights the top three procurement mistakes MSPs make: overcomplicating the process, not understanding responsibilities, and failing to complete the quote to cash process. She offers practical tips, such as simplifying procurement, using spreadsheets initially, and effectively managing vendor relationships. The conversation also explores when to invest in PSA tools, leveraging procurement systems for better vendor communication, and balancing inventory to streamline operations. Monica shares insights on managing client expectations and the benefits of treating procurement as a profit centre rather than a cost centre. The episode concludes with advice on vendor score carding and the importance of a structured procurement role, emphasising a disciplined yet flexible approach to procurement. 00:00 Introduction and Guest Welcome 00:28 Understanding Procurement in MSPs 00:55 Top Procurement Mistakes 01:06 Simplifying the Procurement Process 02:15 The Role of PSAs in Procurement 03:10 Spreadsheet vs PSA Debate 03:28 Responsibilities in Procurement 05:33 Integrating with Vendors 06:18 Building Supplier Relationships 07:23 Effective Procurement Practices 08:08 Managing Procurement Responsibilities 10:08 Procurement Best Practices 11:52 Training and Expectations 14:18 Handling Urgent Client Requests 17:28 Vendor Score carding 22:24 Stock Management for MSPs 24:39 Monetising Procurement Services 29:00 Conclusion and Contact Information Connect with Monica Ozaruk on LinkedIn by clicking here – Connect with Daniel Welling on LinkedIn by clicking here – Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – We look forward to catching up with you on the next one. Stay tuned!
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EP099 – Enhancing Cyber Defence: Insights from Nick O'Donovan
05/06/2025
EP099 – Enhancing Cyber Defence: Insights from Nick O'Donovan
In this episode, we reconnect with Nick O'Donovan, who provides an overview of Huntress' operations, particularly their growth and expansion into Europe, with a focus on enhancing relationships with MSPs. He highlights Huntress' efforts in recruiting and maintaining a strong team, despite industry challenges, and the success of their recent roadshow series. Nick also discusses the company's product offerings, including EDR, Microsoft 365 identity protection, security awareness, phishing solutions, and a SIEM offering. Key topics covered include the importance of affordable security solutions for small to medium businesses, the integration with Microsoft Defender, and Huntress' innovative Neighbourhood Watch program. The episode concludes with valuable advice for MSPs on improving their closure rates for upselling security products to clients. 00:00 Introduction and Reconnection 00:26 Overview of Huntress 01:02 Huntress' European Expansion 01:43 Roadshow Success and Community Engagement 03:14 Recruitment Challenges and Strategies 04:25 Neighbourhood Watch Program 08:15 Approaching Cybersecurity as an MSP 16:50 Security Awareness Training 20:37 Final Thoughts and Tips for MSPs Connect with Nick O’Donovan on LinkedIn by clicking here – Connect with Daniel Welling on LinkedIn by clicking here – Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – We look forward to catching up with you on the next one. Stay tuned!
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EP098 – Breaking Barriers: Embracing Coopetition Among MSPs with Shawn Walsh
05/05/2025
EP098 – Breaking Barriers: Embracing Coopetition Among MSPs with Shawn Walsh
In this episode, the hosts welcome Shawn, a seasoned MSP expert, to discuss the concept of 'co-opetition,' a blend of cooperation and competition among Managed Service Providers (MSPs). Shawn shares insights from his 25-year journey in the MSP industry, his experience with peer groups, and his current role in running events and providing coaching through Encore Strategic. He emphasises the importance of community and peer groups in overcoming industry challenges and improving business practices. The discussion also touches on the need for MSPs to properly value their services and adjust their pricing models. Shawn also highlights the benefits of forming strategic partnerships and peer group collaborations to enhance service delivery and business growth. 00:00 Welcome and Introductions 00:24 Life Between New Hampshire and Aruba 01:36 Diving into Co-opetition 02:04 The Value of Peer Groups 04:44 Overcoming Competition Fears 09:04 Pricing Strategies for MSPs 18:46 Client Relationships and Growth 22:27 Global Collaboration and Community 27:55 Upcoming Events and Conclusion Connect with Shawn Walsh on LinkedIn by clicking here – Connect with Daniel Welling on LinkedIn by clicking here – Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – We look forward to catching up with you on the next one. Stay tuned!
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EP097 – Winning More MSP Clients with Strategic Podcast Marketing with Devin Rose
04/21/2025
EP097 – Winning More MSP Clients with Strategic Podcast Marketing with Devin Rose
In this episode, Devin returns to discuss the value and strategies of podcast advertising for Managed Service Providers (MSPs). The conversation explores how podcast advertising draws parallels with traditional radio advertising and how it serves as a viable brand awareness tool amid the challenges of digital advertising attribution. Devin highlights the importance of niche targeting and the evolution of buying ad slots in podcasts. The discussion also covers how MSPs can utilise shorter video content, the role of LinkedIn for B2B marketing, and the significance of leveraging word-of-mouth referrals and loyalty marketing. Additionally, insights are shared on the effective use of various marketing tools and strategies to build credibility and enhance referral marketing for MSPs. 00:00 Welcome Back, Devin! 00:49 The Rise of Podcast Advertising 04:17 Choosing the Right Podcasts for MSPs 11:37 Maximizing Podcast Content 13:37 The Power of Short-Form Video 18:35 Leveraging LinkedIn for MSP Marketing 21:41 The Importance of Referral Marketing 28:41 Concluding Thoughts and Shameless Plugs Connect with Devin Rose on LinkedIn by clicking here – Connect with Daniel Welling on LinkedIn by clicking here – Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – We look forward to catching up with you on the next one. Stay tuned!
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EP096 – From 80s Flashbacks to Modern MSP Hacks. What is the MSP Show and why you need to be there.
04/08/2025
EP096 – From 80s Flashbacks to Modern MSP Hacks. What is the MSP Show and why you need to be there.
In this episode, hosts Adam and Daniel are joined by David and Alex to discuss the origins and rapid growth of the MSP Show, an event dedicated to managed service providers (MSPs) set to take place at the London Excel on May 14th and 15th. The conversation covers the transition from the long-established SITS IT support show to the specialised MSP show, noting how it has expanded its focus to include content on sales, marketing, finance, mergers and acquisitions, and more. They highlight the importance of in-person networking, the extensive list of exhibitors, and the diverse sessions expected to attract over 70 vendors and more than 4,000 attendees. Additionally, the speakers introduce new features for the 2025 event, such as a nostalgic 'Wonder Years' area, dual-branded keynote theatres, specialised meeting hubs, and dedicated networking drinks. Emphasising the role of face-to-face events in fostering community and business growth, David and Alex encourage MSP owners and leaders to attend and fully engage with the range of learning and networking opportunities available. 00:00 Welcome and Introductions 00:44 Origins of the MSP Show 03:37 Evolution and Growth of the MSP Show 06:20 Exciting Features and Networking Opportunities 08:17 Tips for Maximizing Your Experience 14:17 The Importance of Community and Face-to-Face Events 21:21 Final Thoughts and Event Details More information and to book for the MSP Show at Connect with Alex Harris on LinkedIn by clicking here – Connect with David Maguire on LinkedIn by clicking here – Connect with Daniel Welling on LinkedIn by clicking here – Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – We look forward to catching up with you on the next one. Stay tuned!
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EP095 – Expert Sales and Lead Generation Strategies with Alex Smith
04/01/2025
EP095 – Expert Sales and Lead Generation Strategies with Alex Smith
In this episode, Alex shares insights into effective presentations and sales techniques. Emphasising the importance of neural spikes like the 'one big clap' and the use of the Pomodoro timer, Alex explains how these methods help maintain audience engagement. The discussion continues with lead generation strategies, focusing on the 12-4-3 method for creating consistent, valuable content. Alex then elaborates on the importance of familiarity and consistency in social media marketing, using platforms like LinkedIn and tools like Dripify. The conversation concludes with essential steps for a successful first-time appointment, stressing the importance of thorough preparation and understanding the human element of sales interactions. 00:00 Introduction and Icebreaker 00:37 The Concept of Neural Spikes 02:14 Sales Techniques and Lead Generation 03:21 The 12-4-3 Marketing Method 06:10 Creating Engaging Content 13:08 Driving Traffic to Your Content 25:07 First Time Appointments and Sales Calls 29:04 Conclusion and Next Steps Connect with Alex Smith on LinkedIn by clicking here – Connect with Daniel Welling on LinkedIn by clicking here – Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – We look forward to catching up with you on the next one. Stay tuned!
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EP094 – Modernising Legacy Applications for MSPs with Ben Lange
03/12/2025
EP094 – Modernising Legacy Applications for MSPs with Ben Lange
In this episode, Tech Tribe members Daniel and Ben explore the complexities MSPs face when dealing with legacy business applications. They discuss the importance of understanding the client's perspective and the reasons these outdated systems persist. Ben shares strategies for modernising these systems, including breaking down large problems into smaller ones, virtualising old servers, and involving developers for software support. They also explore the importance of choosing the right platforms and the potential for automating and improving existing processes. The conversation wraps up with insights on working effectively with MSPs, the role of discovery projects, and the burgeoning interest in artificial intelligence within the tech industry. 00:00 Introduction and Background 00:27 Challenges with Legacy Systems 02:38 Approaches to Modernisation 06:37 Support and Maintenance Considerations 09:45 Choosing the Right Technology Stack 12:50 Discovery and Proof of Concept Projects 14:52 Collaboration Between MSPs and Developers 24:05 Automation and Efficiency 29:31 Conclusion and Contact Information Connect with Ben Lange on LinkedIn by clicking here – Connect with Daniel Welling on LinkedIn by clicking here – Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – We look forward to catching up with you on the next one. Stay tuned!
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EP093 – Mastering the art of pricing with Mark Peacock
03/03/2025
EP093 – Mastering the art of pricing with Mark Peacock
In this episode of 'It's a Numbers Game,' hosts Adam and Daniel are joined by special guest Mark Peacock, a pricing expert who runs the company Pricemaker. Mark discusses the crucial, yet often overlooked, area of pricing and shares effective strategies for business growth. The conversation covers the psychology of pricing, client profitability analysis, and the importance of annual price increases. Key insights include the impact of small price changes on net profit, the concept of price anchoring, and segmenting clients for tailored price adjustments. Mark emphasises the need for confidence in pricing decisions and offers practical tips for MSPs and businesses to enhance their pricing power. The episode also touches on common psychological barriers to proper pricing and aims to demystify this often daunting area. This engaging and valuable discussion is a must-listen for business owners looking to improve their bottom line. 00:00 Introduction and Guest Welcome 00:18 The Importance of Pricing in Business 07:54 Understanding Client Profitability 13:41 Annual Price Increases 22:33 The Psychology of Pricing 31:36 Conclusion and Contact Information DM Adam or Daniel to request a copy of the “Raise your prices without raising eyebrows” guide. Connect with Mark Peacock on LinkedIn by clicking here – Connect with Daniel Welling on LinkedIn by clicking here – Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – We look forward to catching up with you on the next one. Stay tuned!
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EP092 – Optimise Your Client Experience with Nicole Stracey from AnswerConnect
02/24/2025
EP092 – Optimise Your Client Experience with Nicole Stracey from AnswerConnect
In this podcast episode, Nicole Stracey, the Growth and Partnership Manager at AnswerConnect UK, joins the host to discuss the benefits and intricacies of using a 24/7 live answering service for Managed Service Providers (MSPs) across the UK, US, and Canada. Nicole explains how AnswerConnect supports MSPs by handling customer calls around the clock, allowing IT specialists to focus on their core tasks while ensuring clients receive immediate attention and resolution of their issues. The conversation covers the importance of customer service in the IT sector, the training of AnswerConnect's agents, the integration with client systems, and the customisable scripting that ensures seamless operations. The episode also touches on the global nature of business today, the significance of first impressions, and practical use cases for MSP owners to implement such a service. Lastly, a shared interest in Formula One is briefly mentioned, making for a well-rounded discussion on improving customer service through effective call handling. 00:00 Introduction and Guest Welcome 00:20 Nicole's Role and AnswerConnect Overview 01:09 Importance of 24/7 Support for MSPs 04:48 How AnswerConnect Integrates with MSPs 09:10 Training and Handling Customer Calls 11:53 Customisation and Client Expectations 21:37 Internationalisation and Global Support 27:22 Conclusion and Contact Information Connect with Nicole Stacey on LinkedIn by clicking here – Connect with Daniel Welling on LinkedIn by clicking here – Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – We look forward to catching up with you on the next one. Stay tuned!
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EP091 – Secrets to boosting your MSP lead gen via local SEO with Louis Veldhuijzen
02/11/2025
EP091 – Secrets to boosting your MSP lead gen via local SEO with Louis Veldhuijzen
In this episode, Louis returns to discuss developments in SEO and local lead generation for Managed Service Providers (MSPs). Louis highlights the importance of MSPs taking advantage of local SEO, especially using Google Maps profiles, to attract leads. He emphasises the need for MSPs to build an attractive and trustworthy Google Business profile with plenty of positive reviews. Louis also introduces a new self-implementation product designed to help MSPs take control of their marketing efforts and save costs, stressing the significance of a collaborative approach between owners and marketers. Daniel and Adam reiterate the importance of prioritising sales and marketing for business growth. 00:00 Welcome Back, Louis! 00:23 Current Trends in MSP Lead Generation 01:46 The Power of Local SEO 03:28 Niche Marketing Strategies for MSPs 06:46 Optimizing Your Google Business Profile 14:34 The Importance of Reviews 20:51 Introducing a New Lead Generation Product 27:16 Final Thoughts and Wrap-Up Connect with Louis Veldhuijzen on LinkedIn by clicking here – Connect with Daniel Welling on LinkedIn by clicking here – Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – We look forward to catching up with you on the next one. Stay tuned!
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EP090 – Security, Innovation, and Market Insight with Mark Lamb
01/22/2025
EP090 – Security, Innovation, and Market Insight with Mark Lamb
In this podcast episode, Adam Morris speaks with Mark Lamb, founder of HighGround, about his journey from running a Managed Service Provider (MSP) to developing a software product. Mark discusses the challenges of helping customers understand their IT spend and the transition from service-based to product-based business models. He elaborates on the mistakes made during the software development and the lessons learned, including the importance of visually demonstrating IT spend to customers. Mark also shares insights on the evolving role of MSPs, the importance of a VCIO, and how HighGround aims to enhance MSP sales and cybersecurity posture. The episode concludes with Mark providing three tips for MSPs looking to develop software products and reflecting on the future of IT services. 00:00 Introduction and Setting the Scene 00:12 The Origin Story of High Ground 00:26 Challenges Faced by MSPs 01:35 Transitioning from MSP to Software Development 02:27 Lessons Learned in Software Development 04:38 Funding and Initial Development 06:00 Pivoting the Product Focus 06:56 Launching and Iterating the Product 07:50 Emotional Journey and Team Contributions 09:24 Top Tips for Building a Software Product 11:07 Addressing MSP Client Challenges 14:16 High Ground's Visual Tools and Features 19:53 Future Vision and Industry Trends 27:41 Conclusion and Contact Information Connect with Mark Lamb on LinkedIn by clicking here – Connect with Daniel Welling on LinkedIn by clicking here – Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – We look forward to catching up with you on the next one. Stay tuned!
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EP089 – From Hosted Desktops to Cybersecurity, A Chat with Simon Luck
01/15/2025
EP089 – From Hosted Desktops to Cybersecurity, A Chat with Simon Luck
In this podcast episode, Simon discusses his journey and current endeavors in the Managed Service Provider (MSP) world, including his background in IT and the establishment of his MSP business, Host My Office, 12 years ago. Simon delves into the benefits and challenges of hosted desktop solutions, particularly for professional services like accountants and legal firms, and predicts its relevance for about another decade. The conversation then shifts to cyber security, with Simon explaining the genesis and operations of his new business, Cyber Guards, which provides a comprehensive security platform to other MSPs. Key points include the integration of security products, the importance of simplifying tech for easier client understanding, and the value of continuous evaluation and collaboration within MSP businesses. 00:00 Welcome and Introduction 00:05 Simon's Journey into the MSP World 02:07 Hosted Desktop: Evolution and Relevance 08:06 Cyber Security: The New Frontier 11:10 Navigating MSP and Cyber Security Solutions 16:08 Simplifying Security for MSPs 28:13 Final Thoughts and Contact Information Connect with Simon Luck on LinkedIn by clicking here – Connect with Daniel Welling on LinkedIn by clicking here - Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – We look forward to catching up with you on the next one. Stay tuned!
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EP088 – How one person can build a scalable MSP with outsourcing and a clear strategy with Alex Stanier
12/31/2024
EP088 – How one person can build a scalable MSP with outsourcing and a clear strategy with Alex Stanier
In this episode, the Adam and Daniel welcome Alex, an inspiring one-person MSP, to discuss his unique journey. The conversation covers his experience working in various IT roles, including his time at BBC and the 2012 Olympics broadcast team. Alex shares his decision to avoid hiring staff and instead leverage outsourced services, describing his model'. They discuss the nuances of managing small to medium-sized enterprises (SMEs) without servers, focusing on client resilience and immediate support solutions. Additionally, Alex sheds light on his networking strategies, particularly through BNI (Business Network International), and emphasises the importance of building quality referral relationships. The conversation shifts to the debate on artificial vs. actual intelligence, where Alex gives his perspective on ChatGPT and Microsoft recent innovations in AI. Finally, Alex shares a unique, offbeat request related to his work with coal power station ash waste and its applications. The episode provides invaluable insights into creating a sustainably successful one-person MSP and navigating the evolving AI landscape. 00:00 Welcome and Introduction 00:05 Meeting at Tech Tribe 00:25 Inspiration Behind London Tech Tribe 00:45 Today's Topics: AI vs Actual Intelligence 00:58 Alex's Business Journey 02:52 The Catalyst: Outsourcing IT Helpdesk 04:17 Focus on Small Clients and Resilience 05:33 The Importance of 24/7 IT Helpdesk 07:01 Running a One-Person MSP 08:48 Field Service and Onsite Needs 14:15 Marketing and New Business Strategies 16:07 BNI: A Pillar of Growth 17:48 The Importance of Networking Groups 18:48 Strategies for Effective Networking 20:40 Building Quality Relationships 22:50 Artificial Intelligence vs. Actual Intelligence 24:54 Microsoft's AI Integration 29:44 Opportunities in AI for MSPs 34:09 Concluding Thoughts and Shameless Plugs Connect with Alex Stanier on LinkedIn by clicking here – Connect with Daniel Welling on LinkedIn by clicking here – Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – We look forward to catching up with you on the next one. Stay tuned!
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EP087 – Unlocking Revenue Potential in MSP Contracts with Kim Simmonds
12/30/2024
EP087 – Unlocking Revenue Potential in MSP Contracts with Kim Simmonds
In this episode of 'It's a Numbers Game,' Daniel and Adam welcome back legal expert Kim Simmonds discussing MSP (Managed Service Provider) contracts, shifting the focus from risk mitigation to revenue generation. They discuss how contracts can prevent revenue leakage through strategies such as service credits, proper termination clauses, and exit transition clauses. Kim emphasises the importance of using your own well-crafted templates and the pitfalls of relying on client-provided contracts. They also touch upon practical credit management, handling insolvency scenarios, and learning about the Insolvency Act. The episode wraps up with a brief look at Kim's SaaS platform, Cloud Contract 365, which helps MSPs create, manage, and review contracts efficiently. 00:00 Introduction and Welcome 00:32 Contracts as Revenue Generating Tools 01:53 Key Contract Clauses for MSPs 03:09 Service Level Agreements (SLAs) and Penalties 07:33 Exit Transition Clauses and Termination 13:28 Handling Client Non-Payment 19:57 Revenue Protection Strategies 25:17 Cloud Contracts 365 Overview 29:12 Final Thoughts and Future Topics Connect with Kim Simmonds on LinkedIn by clicking here – Connect with Daniel Welling on LinkedIn by clicking here – Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – We look forward to catching up with you on the next one. Stay tuned!
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EP086 – When to Choose a Reseller Over a Distributor with Vincent O’Hanlon
12/18/2024
EP086 – When to Choose a Reseller Over a Distributor with Vincent O’Hanlon
This episode explores the decisions MSPs face when choosing between resellers and distributors for procurement. Vincent, a seasoned industry professional, joins hosts Adam and Daniel to share valuable insights on benefits and risks, pricing strategies, and building trust in supplier relationships. They discuss the importance of efficient service, managing cash flow, and mitigating risks associated with working with partners. Vincent also highlights how to leverage strong relationships and the importance of proactive client interactions to add value. The conversation encompasses various facets of the MSP business, from managing credit to enhancing service delivery through strong, trust-based relationships. 00:00 Introduction and Topic Overview 00:26 Building Trust with Resellers 00:50 Case Study: Overcoming Cash Flow Issues 03:22 Pricing Strategies and Market Dynamics 06:12 Challenges with Distribution and Vendor Relationships 09:29 Value-Added Services and Long-Term Relationships 15:44 Navigating Credit and Payment Terms 20:20 Tips for New Businesses and MSPs 26:37 Conclusion and Contact Information Connect with Vincent O’Hanlon on LinkedIn by clicking here – Connect with Daniel Welling on LinkedIn by clicking here – Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – We look forward to catching up with you on the next one. Stay tuned!
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EP085 – Unpacking Budget Surprises for MSPs
12/11/2024
EP085 – Unpacking Budget Surprises for MSPs
In this episode of "It's a Numbers Game" Daniel Welling is joined by resident accountant Chas Roopra to analyse Rachel Reeve's first budget and its implications for businesses, especially MSPs. They discuss the unchanged corporation tax rates and pension legislation, and highlight key changes like the upcoming increase in national minimum wage, unaltered tax allowances leading to a stealth tax, and adjustments to employer NI rates and allowances. The episode also covers changes to capital gains tax, specifically for business asset disposals, offering insights into tax planning opportunities for MSP owners. Key takeaways include the importance of budgeting, projecting director salaries, and understanding potential tax liabilities. 00:00 Introduction and Welcome 00:32 Overview of the Budget 01:08 Unchanged Policies 02:38 Key Changes in the Budget 05:14 Impact on Employers and Employees 10:45 Capital Gains Tax and Business Asset Disposal 16:35 Actionable Takeaways for MSP Owners 18:47 Final Thoughts and Conclusion Connect with Chas Ropra on LinkedIn by clicking here – Connect with Daniel Welling on LinkedIn by clicking here – Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – For more information on the Profit Protector click here:
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EP084 – Operational Excellence with Michelle Coombs
11/13/2024
EP084 – Operational Excellence with Michelle Coombs
In this episode of “It’s a Numbers Game” host Adam and co-host Dan are joined by Michelle Coombs from the Tech Leader Network to discuss operational effectiveness and efficiency in managed service providers (MSPs). The conversation covers key strategies for improving MSP performance, including prioritising customer satisfaction, ensuring accountability in service delivery, and setting clear objectives. Michelle shares her extensive experience across various industries, providing practical advice on how MSPs can enhance their operations to become more efficient, profitable, and maintain stronger customer relationships. The episode also touches on the importance of holding regular reviews, logging time, and the balance of internal and outsourced service delivery models. 00:00 Introduction and Guest Welcome 00:23 Operational Effectiveness and Efficiency 02:03 Customer First Approach 04:18 Balancing Customer Needs and MSP Objectives 07:46 Escalation Processes and Red Flag Meetings 12:55 Accountability and Job Descriptions 18:51 Hiring and Team Dynamics 23:09 Cascading Objectives and Measuring Success 29:12 Conclusion and Contact Information Connect with Michelle Coombs on LinkedIn by clicking here – Connect with Daniel Welling on LinkedIn by clicking here – Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – We look forward to catching up with you on the next one. Stay tuned!
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EP083 – Enhancing MSP Security and Efficiency: Jake Webber-Cadby Discusses Inforcer
10/02/2024
EP083 – Enhancing MSP Security and Efficiency: Jake Webber-Cadby Discusses Inforcer
In this episode, Jake discusses the robust functionalities of Inforcer, a software platform designed by and for MSPs to manage Microsoft policies across customer tenants. He elaborates on the platform's role in centralising policy management, enabling time savings, reducing risk, and creating new revenue streams for MSPs. Jake explains the challenges MSPs face without such a tool, the competitive landscape, and how Inforcer complements rather than competes with tools like Octiga and CIPP. He addresses the need for MSPs to educate their clients about the evolving security landscape and how Inforcer aids in policy enforcement and compliance. The conversation also touches on the importance of continuous improvement, client education, and setting appropriate expectations in a managed service environment. 00:00 Introduction and Welcome 00:24 What is Inforcer? 01:21 Market Position and Competitors 02:56 Business Case for Inforcer 05:50 Revenue Streams for MSPs 09:08 Pre-Sales Auditing Tool 11:20 Challenges and Solutions 15:35 Microsoft's Role and Future 18:04 MSP Market and Security 21:16 Client Expectations and Education 28:19 Conclusion and Contact Information Connect with Jake Webber-Cadby on LinkedIn by clicking here – Connect with Daniel Welling on LinkedIn by clicking here – Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – We look forward to catching up with you on the next one. Stay tuned!
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EP082 – The CIPP Game-Changer with Simon Butler
09/25/2024
EP082 – The CIPP Game-Changer with Simon Butler
In this episode, Simon discusses the CyberDrain Improved Partner Portal (CIPP), an Azure app designed to streamline the administration of Office 365 tenants for Managed Service Providers (MSPs). Simon explains the features, benefits, and cost-effectiveness of this open-source tool, which allows MSPs to manage multiple tenants from a single platform. He highlights its rapid release cycle, integrations with other tools like Hudu and Ninja, and its ability to enhance first and second-line support productivity. Additionally, Simon addresses common concerns about open-source software, emphasising the robust support community and ongoing development behind CIPP. 00:00 Introduction and Welcome 00:21 Overview of CIPP 01:12 Cost and Hosting Options 02:50 Core Features and Functionality 06:08 Open Source and Community Support 17:16 Implementation and Best Practices 23:41 Conclusion and Contact Information Connect with Simon Butler on LinkedIn by clicking here – Connect with Daniel Welling on LinkedIn by clicking here – Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – We look forward to catching up with you on the next one. Stay tuned!
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EP081 – Creating a Winning Recruitment Strategy with Dean Watmough
09/18/2024
EP081 – Creating a Winning Recruitment Strategy with Dean Watmough
In this episode, Adam and Daniel welcome Dean to discuss the nuances of recruitment and retention within the Managed Service Provider (MSP) industry. This conversation touches upon the challenges MSPs face, particularly around outsourcing and attracting the right talent. Dean elaborates on the importance of having a robust employer brand, effective onboarding processes, and the significance of personalised development pathways. The discussion also covers modern benefits that appeal to candidates, including flexible working arrangements, mental health support, and unique perks like sabbaticals. Practical advice on ensuring operational stability while embracing flexibility, as well as proactive strategies to mitigate the risk of employee attrition, provides substantial value for MSP owners and hiring managers alike. 00:00 Introduction and Welcoming Dean 00:26 The Irony of MSPs Resisting Outsourcing 01:37 Best Practices in Recruitment 03:01 Attracting the Right Candidates 03:46 Importance of Employer Branding 05:42 Benefits and Work-Life Balance 08:26 Flexibility and Hybrid Work Models 15:22 Onboarding and Retention Strategies 21:57 The Role of Job Descriptions 24:30 Employer Branding and Values 31:10 Conclusion and Contact Information Connect with Dean Watmough on LinkedIn by clicking here – Connect with Daniel Welling on LinkedIn by clicking here – Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – We look forward to catching up with you on the next one. Stay tuned!
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EP080 – Saving Money and the Environment with Dan Ellis
09/11/2024
EP080 – Saving Money and the Environment with Dan Ellis
In this episode, Dan Ellis, founder of PCPowerSave, discusses the inspiration behind his SaaS application designed to reduce energy consumption on computer systems. He details the challenges it addresses, particularly amid rising electricity costs in Europe. Dan outlines how his software surpasses standard power settings by providing detailed reports and automated optimisations, enabling significant cost and environmental savings for businesses. The conversation also touches on market strategies, operational details, and the product’s adoption among MSPs and enterprises, highlighting future plans for scaling and collaborations. 00:00 Introduction and Icebreaker 00:33 The Energy Consumption Challenge 01:15 How the Software Works 01:49 Optimising Power Settings 02:50 Reporting and Additional Features 04:26 Target Market and Pricing 06:11 Energy Savings and Use Cases 12:17 Environmental Impact and Business Values 18:49 Scaling the Business 24:00 Conclusion and Final Thoughts Connect with Dan Ellis on LinkedIn by clicking here – Connect with Daniel Welling on LinkedIn by clicking here – Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – We look forward to catching up with you on the next one. Stay tuned!
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EP079 – How Much Is Enough? The Ultimate Guide for MSP Owners Using FIRECalc for a Profitable Exit
08/19/2024
EP079 – How Much Is Enough? The Ultimate Guide for MSP Owners Using FIRECalc for a Profitable Exit
In this episode of 'It's a Number Game' podcast, Adam Morris from the MSP Finance Team introduces viewers to FIRECalc, an online tool for evaluating business valuation and retirement planning. Discover why it's crucial to get the right valuation for your business, the risks associated with undershooting or overshooting your financial targets, and how to use historical data since 1873 for more accurate projections. Learn to set realistic spending and portfolio goals, adjust for various financial scenarios, and understand the impact of different spending models and portfolio strategies. This tool empowers you to make well-informed financial decisions based on historical evidence. 00:00 Introduction to the Podcast 00:31 Introducing the FIRECalc Tool 01:15 Understanding the Importance of Accurate Valuation 02:33 Getting Started with FIRECalc 03:19 Running Initial Scenarios 07:34 Adjusting for State Pensions and Spending Models 11:10 Exploring Portfolio Adjustments 15:56 Final Thoughts and Additional Considerations Connect with Daniel Welling on LinkedIn by clicking here – Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – We look forward to catching up with you on the next one. Stay tuned!
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EP078 – MSP Valuations and the importance of management accounts
07/31/2024
EP078 – MSP Valuations and the importance of management accounts
This episode addresses key financial management strategies for Managed Services Providers (MSPs). Dan Welling emphasises the importance of understanding whether you want to apply pressure or take pressure when it comes to your finances, suggesting that those on top of their finances have leverage over banks. He highlights common financial misconceptions and problems faced by MSPs, such as over-relying on bank balances, misrecognising revenue, and not regularly reviewing profit and loss statements. The session delves into the significance of management accounts, explaining the concept of a chart of accounts and its role in accurately tracking revenue, costs, and overall financial performance. Dan provides practical insights into valuing MSP businesses using various methods like annual recurring revenue and EBITDA multiples. Lastly, the discussion covers the MSP market landscape, considerations for mergers and acquisitions, and the importance of contractual revenue and deal structure for building and realising business value. 00:00 Introduction and Warm-Up 00:05 Understanding Financial Management for MSPs 01:03 Common Financial Mistakes in MSPs 01:49 Introduction to Management Accounts 03:34 Chart of Accounts Explained 04:38 Revenue and Cost of Sales 11:52 Valuation Methods for MSPs 13:51 Market Overview and M&A Insights 27:28 Importance of Contracted Revenue 34:15 Q&A and Closing Remarks Connect with Daniel Welling on LinkedIn by clicking here – Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – We look forward to catching up with you on the next one. Stay tuned! We created It’s a Numbers Game Podcast to help MSP owners learn and understand how to build and maintain a financially healthy MSP business. In this podcast series, MSP business owners like you will learn the fundamental steps, the tips and tricks, the dos and don’ts to achieve MSP financial growth.
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EP077 – From Death in Service to Key Person Cover: Gary Lucas's Guide to Business Protections
07/31/2024
EP077 – From Death in Service to Key Person Cover: Gary Lucas's Guide to Business Protections
In this inaugural podcast appearance, Gary Lucas, an independent financial advisor from Burlington Associates, discusses the critical aspects of business protection. He highlights the importance of various insurance products including death in service, income protection, private medical cover, and critical illness cover for employees. Gary also delves into key person cover and share protection for business owners, explaining how these measures safeguard businesses and ensure continuity. The podcast provides insightful advice for employers on how to implement these protections effectively and underscores the significance of these benefits in employee recruitment and retention. 00:00 Introduction and Welcoming Gary 00:57 Setting the Scene: Gary's Background 02:00 Understanding Business Protection 03:22 Employee Benefits: Death in Service 07:58 Employee Benefits: Income Protection 12:04 Employee Benefits: Private Healthcare 19:58 Employee Benefits: Critical Illness Cover 25:26 Business Owner Protections: Key Person Cover 27:54 Business Owner Protections: Shareholder Protection 34:37 Conclusion and Contact Information Connect with Gary Lucas on LinkedIn by clicking here – Connect with Daniel Welling on LinkedIn by clicking here – Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – We look forward to catching up with you on the next one. Stay tuned! We created It’s a Numbers Game Podcast to help MSP owners learn and understand how to build and maintain a financially healthy MSP business. In this podcast series, MSP business owners like you will learn the fundamental steps, the tips and tricks, the dos and don’ts to achieve MSP financial growth.
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EP076 – Revolutionising MSP Security with AI-enhanced SOC Solutions with Ian Vickers from Met Cloud
07/31/2024
EP076 – Revolutionising MSP Security with AI-enhanced SOC Solutions with Ian Vickers from Met Cloud
In this episode, Daniel and Adam are joined by Ian Vickers from Met Cloud for a deep dive into the evolution and future of security operations centers (SOCs) for managed service providers (MSPs). Ian discusses the journey from traditional MSP environments to developing innovative AI-driven SOC solutions that could disrupt the current market. Key topics include the challenges of early cloud security, the development of AI tools to augment SOC analysts, and the introduction of cost-effective AI solutions for smaller clients. They also cover the importance of standards and accreditations, the necessity of thorough client education, and the critical role of effective incident response planning. The discussion underscores the evolving landscape of cybersecurity and the opportunities it presents for MSPs to provide more advanced and efficient security services. 00:00 Introduction and Greetings 00:25 Ian's Background and Early Cybersecurity Journey 01:17 Challenges in Cloud Security and Early SOC Development 03:15 Innovations in AI for Security Operations 05:21 Transition from MSP to Technology Provider 07:57 Understanding SOC and Security Standards 12:54 Client Needs and Risk Management 25:13 Cyber Incident Response Planning 31:22 Final Thoughts and Shameless Plug! Connect with Ian Vickers on LinkedIn by clicking here – Connect with Daniel Welling on LinkedIn by clicking here – Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – We look forward to catching up with you on the next one. Stay tuned!
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EP075 – Understanding MSP Market Trends with Paul Billingham from Knight Corporate Finance
07/31/2024
EP075 – Understanding MSP Market Trends with Paul Billingham from Knight Corporate Finance
In this episode, Paul from Knight Corporate Finance discusses the firm's approach to advising technology companies on mergers and acquisitions, funding, and exit planning. He highlights the importance of understanding business objectives and the dynamics of the current market. Paul provides advice for both buyers and sellers, focusing on factors like business size, customer profile, and funding readiness. Additionally, he talks about the state of the market, the impact of interest rates, and offers tips for companies preparing for transactions. The episode also introduces Knight's online scorecard tool for assessing transaction readiness. 00:00 Introduction and Welcome 00:11 Knight Corporate Finance Overview 01:33 Understanding the Buy-Sell Dynamics 03:28 Best Practices for Buyers 05:43 Funding Insights and Minimum Requirements 12:41 Market State and Trends 18:34 Valuation Factors and Key Drivers 24:25 Transaction Readiness Scorecard 27:18 Final Thoughts and Advice Connect with Paul Billingham on LinkedIn by clicking here – Connect with Daniel Welling on LinkedIn by clicking here – Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – We created It’s a Numbers Game Podcast to help MSP owners learn and understand how to build and maintain a financially healthy MSP business. In this podcast series, MSP business owners like you will learn the fundamental steps, the tips and tricks, the dos and don’ts to achieve MSP financial growth. We look forward to catching up with you on the next one. Stay tuned!
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