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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EP114 – MSP Show 2025 - M&A Masterclass - Positioning for the Perfect Deal
11/22/2025
EP114 – MSP Show 2025 - M&A Masterclass - Positioning for the Perfect Deal
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 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 – Connect with Adam Morris on LinkedIn by clicking here – Visit The MSP Finance Team website, simply click here – MSP Glossary: We look forward to catching up with you on the next one. Stay tuned!
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EP113 – Streamlining MSP Billing and Eliminating Reconciliation Headaches with Colin Knox
11/11/2025
EP113 – Streamlining MSP Billing and Eliminating Reconciliation Headaches with Colin Knox
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 universal issue of billing inaccuracies from vendors and the industry's general reluctance towards the commercial management of an MSP. The episode concludes with Colin offering insights into how his new service aims to alleviate these issues, providing time-saving solutions and improving overall business efficiency for MSPs. 00:00 Welcome Back, Colin! 00:14 The Pain of Reconciliation for MSPs 01:40 The Cost of Inaccurate Billing 04:51 Strategies to Manage Costs and Maintain Margins 07:54 The Value of Accurate Billing 15:59 Introducing the Done-for-You Reconciliation Service 18:17 The Journey to Managed Billing Services 23:07 The Impact on Small MSPs and Their Families 27:42 Aligning Billing and Supplier Invoices 32:02 Final Thoughts and How to Reach Out Connect with Colin Knox 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 – MSP Glossary: We look forward to catching up with you on the next one. Stay tuned!
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EP112 – Open Banking and the End of Traditional Direct Debits with Kevin Ludford
11/10/2025
EP112 – Open Banking and the End of Traditional Direct Debits with Kevin Ludford
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 consumers, and the key advantages such as instant payments and reduced fraud. The discussion extends to industry-specific applications and the potential broader impact of open banking globally. 00:00 Introduction to the Future of Payments 02:24 Understanding Open Banking 04:35 Variable Recurring Payments (VRP) Explained 07:29 Global Adoption and Future Prospects 20:24 Mentoring Services for MSPs 22:24 Practical Applications and Benefits of Open Banking 34:13 Conclusion and Final Thoughts Connect with Kevin Ludford 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 – MSP Glossary: We look forward to catching up with you on the next one. Stay tuned!
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EP111 – How to build an MSP Sales Engine with Graham Stead
10/26/2025
EP111 – How to build an MSP Sales Engine with Graham Stead
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 customer relationships. Graham also shares insights into their successful sales methodologies and the significance of specialised roles within a sales team to drive growth. Listeners gain valuable perspectives on the intricate balance between technical expertise and sales acumen necessary for scaling an MSP business. 00:00 Welcome and Introduction 01:05 Early Career and First Customer 02:26 Evolution of the MSP Business 04:28 Challenges and Strategies in Sales 10:40 Transition to Sales and Marketing 14:50 Selling to Larger vs. Smaller Customers 17:55 Pivot to SMB Market 19:29 NewCMI Sales Journey 19:45 Transition to Sales and Marketing 21:03 Focusing on Existing Customers 22:24 Acquisition and Team Expansion 22:42 Investing in Marketing 24:15 Sales Team Structure and Roles 29:58 Outbound Calling and SDR Role 35:40 Final Thoughts and Shameless Plug Connect with Graham Stead 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 – MSP Glossary: We look forward to catching up with you on the next one. Stay tuned!
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EP110 – Building MSP Growth on a Strong Cyber Foundation with Phil McGowan from Huntress
10/02/2025
EP110 – Building MSP Growth on a Strong Cyber Foundation with Phil McGowan from Huntress
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 explore the practical ways MSPs can explain and sell these security solutions to their clients, ensuring clarity and value. The episode highlights the importance of making enterprise-grade security accessible and manageable for businesses of all sizes. 00:00 Introduction and Welcome 01:03 Understanding MSP Security Challenges 02:32 Explaining EDR to Clients 04:32 Huntress' Unique Approach to Cybersecurity 08:05 The Value of 24/7 SOC 12:19 Commercial Considerations for MSPs 19:05 Affordability and Democratization of Security Tools 27:01 Conclusion and Contact Information Connect with Phil McGowan 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 – MSP Glossary: We look forward to catching up with you on the next one. Stay tuned!
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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
09/21/2025
EP109 – Learn how this MSP is saving thousands per month using real world AI – with Alex and Dani from PCW Solutions
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 response times. They also highlight practical challenges and human factors involved in implementing AI solutions, including the need for clear communication and gradual customer adaptation to new technologies. The discussion covers the future potential of AI in Managed Service Providers (MSPs) for automating routine tasks and enhancing customer service. Alex and Dani also share insights into the practical aspects of AI integration and future plans, such as automating outbound calls for ticket resolution00:00 Welcome and Introductions 00:21 Background and Business Overview 01:53 Office Location and Expansion 03:27 Exploring AI Solutions 04:08 Implementing AI for Customer Support 08:45 Challenges and Adjustments with AI 11:33 Technical Setup and Future Plans 13:32 The Role of AI in Client Communication 14:11 Client Reactions to AI Implementation 14:35 Solving Client Issues with AI 15:08 AI Accuracy and Staff Testing 15:26 Examples of AI Handling Calls 17:42 AI in Sales and Client Management 19:17 Future AI Implementations 20:53 AI's Role in MSP Operations 21:38 Challenges and Costs of AI 25:55 Expanding AI Solutions for Clients 26:42 Automating Billing and Future Developments 27:15 Conclusion and Final Thoughts Connect with Alex Hill 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 – MSP Glossary: We look forward to catching up with you on the next one. Stay tuned!
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EP108 – The Co-opetition Playbook: Aligning MSP Ops with the P&L
09/07/2025
EP108 – The Co-opetition Playbook: Aligning MSP Ops with the P&L
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 trust and avoid surprises. Learn the financial foundations every MSP needs to streamline operations and improve financial health. 00:00 Introduction and Guest Welcome 00:45 Global Collaboration in MSP Finance 01:36 ConnectWise Community and Common Challenges 04:53 Importance of Standardised Chart of Accounts 05:50 Payroll Allocation and Time Sheets 11:48 Product Discipline and Purchase Orders 16:23 Preparing for Financial Control 19:30 Final Thoughts and Encouragement 25:09 Episode Recap and Conclusion Connect with Angie Hasenbank on LinkedIn by clicking here – Connect with Lauren McMaster 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 – MSP Glossary: We look forward to catching up with you on the next one. Stay tuned!
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EP107 – Borrow Smart, Buy Smart—MSP Growth Finance Explained with Alex Fenton
08/31/2025
EP107 – Borrow Smart, Buy Smart—MSP Growth Finance Explained with Alex Fenton
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 discussion also touches on the concept of 'deal heat', the significance of personal guarantees, and the necessity of seeking expert advice to navigate the challenging landscape of business financing and M&A. 00:00 Introduction and Guest Welcome 00:44 Guest Background and Expertise 02:04 Understanding Factoring and Invoice Financing 03:39 Factoring in the MSP Context 07:35 Mergers and Acquisitions Overview 09:39 Assessing Borrowing Capacity 15:40 Creating a Deal Box 18:32 Funding Strategies and Considerations 29:27 Conclusion and Shameless Plug Connect with Alex Fenton 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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EP106 – MSP Growth in 2025—Is Telesales Part of the Plan with Luke Doyle
08/25/2025
EP106 – MSP Growth in 2025—Is Telesales Part of the Plan with Luke Doyle
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 onboarding, and follow-up strategies to enhance results. The discussion also covers the necessary qualities for successful telemarketers, managing client expectations, and the importance of reliable data to reach decision-makers. The episode concludes with reflections on optimising calls and integrating telemarketing into broader marketing strategies. 00:00 Introduction and Guest Welcome 00:05 Debating the Relevance of Telemarketing 00:44 Lead Generation Strategies 01:38 Targeting and Quality Conversations 02:10 Challenges and Misconceptions in Telemarketing 02:42 Creating Ideal Customer Profiles 03:37 Effective Prospecting Techniques 04:26 Strategies for Competitive Markets 06:18 Warming Up Cold Lists 08:04 Webinars and Thought Leadership 10:11 The Importance of Strategy 10:49 Personal Experiences and Insights 13:14 Setting Realistic Expectations 15:24 Qualifying and Confirming Meetings 22:06 Tips for Effective Telemarketing 24:01 The Role of Data and Scripts 32:37 Concluding Thoughts and Future Topics Connect with Luke Doyle 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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EP105 – Thinking of Selling Your MSP? Evergreen’s Isobelle Coventry Spills Valuation Multiples, Deal Tactics and the UK Acquisition Boom
08/02/2025
EP105 – Thinking of Selling Your MSP? Evergreen’s Isobelle Coventry Spills Valuation Multiples, Deal Tactics and the UK Acquisition Boom
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 permanent partner, their decentralised model, and the extensive support they offer to their partner businesses. 00:00 Introduction and Greetings 00:40 Company Updates and Achievements 04:53 Team Expansion and Operations 06:33 UK Summit and Business Insights 08:17 Financial Metrics and Valuations 18:47 Revenue Quality and Business Growth 26:11 Differentiation in the Competitive Landscape 33:33 Conclusion and Contact Information Connect with Isobelle Coventry 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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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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