It's a Numbers Game

In this podcast episode, Nicola Moss, a marketing expert, discusses effective budgeting strategies for marketing within Managed Service Providers (MSPs). She highlights the differences in budget allocation and approaches between small and large MSPs and provides a practical guide on setting annual marketing budgets based on percentages of turnover and desired outcomes. Nicola emphasises the importance of consistent spend and strategic investment in various marketing activities, including events, webinars, and referral marketing. She also touches on the integrality of marketing in generating ROI, domain authority, and managing client relationships to sustain long-term growth. The episode offers valuable insights for MSPs looking to optimise their marketing budgets and achieve significant returns on their investments. 00:00 Introduction and Setting the Stage 00:49 Budgeting for Different Sizes of MSPs 03:15 Setting Annual Marketing Budgets 05:58 Calculating ROI and Budget Allocation 08:59 Effective Marketing Strategies for MSPs 11:10 The Importance of Consistent Marketing Efforts 14:16 Leveraging Tools and Partnerships 21:01 Measuring Marketing Effectiveness 35:32 Final Thoughts and Contact Information Connect with Nicola Moss on LinkedIn by clicking here – https://www.linkedin.com/in/nicola-moss-b0a1502/ Connect with Daniel Welling on LinkedIn by clicking here –https://www.linkedin.com/in/danielwelling/ Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/ Visit The MSP Finance Team website, simply click here –https://www.mspfinanceteam.com/   MSP Glossary: MSP Finance Glossary Explained | MSP Finance Team We look forward to catching up with you on the next one. Stay tuned! MSP golf day 12/03/26 – register at https://mspgolf.co.uk/

In this episode, Alicia discusses her role as a hybrid distributor and manufacturer within the Wortmann Group, focusing on Terra branded devices and their distribution of over 10,000 SKUs from various major brands. The conversation delves into supply chain issues exacerbated by the pandemic and the Windows 10 support cessation, and how Terra positions itself against tier-one brands like HP, Dell, and Lenovo. Alicia highlights the importance of future-proofing devices, maintaining robust MSP relationships, and navigating the complex supply chain environment. She also emphasises Terra's commitment to delivering value and facilitating MSP margins through unique service models and leveraging their manufacturing insights. 00:00 Introduction and Welcome 00:07 Discussing Product Supply Issues 00:49 Understanding the Hybrid Model 01:41 Market Position and Clientele 03:20 Challenges in Hardware Procurement 08:16 Service and Support Differentiation 12:22 Current Supply Chain Challenges 22:02 Future Proofing and Device Specifications 27:44 Margin and Market Strategy 29:18 Conclusion and Contact Information Connect with Alicia Shepherd on LinkedIn by clicking here – https://www.linkedin.com/in/aliciashepherd/ Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/danielwelling/ Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/ Visit The MSP Finance Team website, simply click here –https://www.mspfinanceteam.com/   MSP Glossary: MSP Finance Glossary Explained | MSP Finance Team We look forward to catching up with you on the next one. Stay tuned! Register for the MSP Golf Day 12/03/26 at https://mspgolf.co.uk/

In this episode, the Adam and Daniel welcome Al Lakhani a cybersecurity expert, to discuss the revolutionary MFA 2.0 technology. Al explains how traditional MFA (Multifactor Authentication) methods, known as MFA 1.0, are vulnerable to credential phishing attacks, highlighting recent breaches by the Shiny Hunters group. He introduces MFA 2.0, which utilises public key cryptography to eliminate passwords and ensure device-based identity verification, preventing attacks effectively. The conversation delves into the limitations of current MFA methods, the advantages of MFA 2.0, and the importance of moving from detection to prevention in cybersecurity. Al also discusses the educational challenges in the industry and the potential for MFA 2.0 to simplify IT departments' roles by eliminating credential management issues. Despite the complexity and market resistance, Al believes MFA 2.0 offers a transformative approach to cybersecurity. The episode wraps up with a call to action for MSPs interested in trailing MFA 2.0 and ensuring robust security for their clients. 00:00 Introduction and Greetings 00:25 The Problem with MFA 1.0 01:19 Introducing MFA 2.0 03:47 How MFA 2.0 Works 07:54 Challenges and Solutions 14:35 Market Adoption and Competitors 26:54 Conclusion and Next Steps Connect with Al Lakhani on LinkedIn by clicking here – https://www.linkedin.com/in/getidee/ Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/danielwelling/ Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/ Visit The MSP Finance Team website, simply click here –https://www.mspfinanceteam.com/   MSP Glossary: MSP Finance Glossary Explained | MSP Finance Team We look forward to catching up with you on the next one. Stay tuned!

In this episode, Roy Castleman joins the podcast to share insights from his extensive experience in leveraging AI to run multiple businesses. The conversation delves into practical applications of AI, the challenges of selecting the right tools amongst many, and optimising AI usage through clear communication and iterative prompting. Roy emphasises the importance of understanding AI as an enhancement tool rather than a replacement and details a method of using AI to form a 'virtual board of directors' for business advice. The episode also touches on various aspects of experimenting with AI tools and offers valuable tips on using AI effectively. 00:00 Introduction and Welcome 00:20 Diving into AI and Business Efficiency 02:15 Choosing the Right AI Tools 03:45 AI as a Critical Thinking Partner 04:59 Practical Applications of AI 06:39 Challenges and Limitations of AI 09:10 Setting Up AI for Business 16:34 Effective AI Communication 24:29 Final Thoughts and Contact Information Connect with Roy Castleman on LinkedIn here – https://www.linkedin.com/in/roycastleman Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/danielwelling/ Connect with Adam Morris on LinkedIn here – https://www.linkedin.com/in/adamcmorris/ Visit The MSP Finance Team website, here – https://www.mspfinanceteam.com/   MSP Glossary: MSP Finance Glossary Explained | MSP Finance Team We look forward to catching up with you on the next one. Stay tuned!

In this episode, Adam Pilton from Heimdal discusses his role in educating and supporting MSPs and small businesses on cybersecurity. He shares his unique perspective drawn from a 15-year career in law enforcement and as a Cyber Essentials auditor. The conversation covers the importance of storytelling, recognising and mitigating risks, maintaining cybersecurity standards like Cyber Essentials, and building trust-based client relationships. Practical strategies for engaging clients and the necessity of continued education on cybersecurity threats are also highlighted. 00:00 Introduction and Guest Welcome 00:25 Adam's Background and Role at Heimdal 02:26 Challenges Faced by Small Businesses in Cybersecurity 06:52 Importance of Storytelling in Cybersecurity 12:18 Cyber Essentials and Frameworks 24:50 Client Relationships and Trust 31:55 Conclusion and Contact Information Connect with Adam Pilton LinkedIn by clicking here – https://www.linkedin.com/in/adampilton Read Adam Pilton's newsletter at – https://www.linkedin.com/newsletters/the-cyber-detective%E2%80%99s-notebook-7389285479634075648/ Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/danielwelling/ Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/ Visit The MSP Finance Team website, simply click here –https://www.mspfinanceteam.com/   MSP Glossary: MSP Finance Glossary Explained | MSP Finance Team We look forward to catching up with you on the next one. Stay tuned!

In this episode, Fiona discusses the rapid advancements in AI, especially in the Managed Service Provider (MSP) sector. The conversation delves into how AI avatars are surpassing human avatars in social media, the adaptation of MSPs to AI technologies, and the importance of staying updated in the swiftly changing AI landscape. Fiona recalls past initiatives like the Mentori Program which helped navigate industry transformations and compares it to current AI integration. She emphasises the need for MSPs to embrace tools like Microsoft Copilot as an entry into AI, and outlines a structured path from basic AI applications to complex, agent-driven solutions. The discussion also highlights the importance of readiness assessments, internal adoption of AI tools, and the significant market demand driven by end users. MSP owners are encouraged to start small and gradually scale their AI capabilities, ensuring they don't miss out on emerging opportunities. 00:00 Introduction and Greetings 00:17 AI Avatars vs. Human Avatars 01:06 Recent Developments in AI and MSP Land 01:24 The Mentori Program and Industry Shifts 02:12 The Biggest Shift in the Channel 02:58 Monetising AI in the Channel 03:57 Challenges and Solutions for MSPs 04:21 The Seven Week Challenge: From Copilot to AI 04:52 Demand Driven by End Users 05:33 The Role of MSPs in Leading AI 07:04 Selling AI as a Transformation Tool 07:26 Real-World AI Implementation Stories 09:30 Steps for MSPs to Get Started with AI 12:09 The Importance of Internal Adoption 12:52 Readiness Assessment and Pilot Programs 18:59 The Future of AI in the Channel 27:22 Training Programs and Continuous Learning 30:29 Conclusion and Contact Information   Connect with Fiona Challis LinkedIn by clicking here –https://www.linkedin.com/in/fionachallis If partners are asking "How do we sell AI?" this is the best place to start – https://fionachallis.mykajabi.com/copilotchallenge - If they are already ahead and clients are now asking "Can AI actually do the work?" - this is the best place for them -  This is Mentori for AI  –  https://agenticaiprovidersystem.com/ Use code ITSANUMBERSGAME at checkout to get a £250 saving.  Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/danielwelling/ Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/ Visit The MSP Finance Team website, simply click here –https://www.mspfinanceteam.com/   MSP Glossary: MSP Finance Glossary Explained | MSP Finance Team We look forward to catching up with you on the next one. Stay tuned!

In this engaging episode, hosts Daniel, Adam and guest Graham Norris explore their personal journeys within the Toastmasters program, highlighting its significant impact on their public speaking skills and confidence. They share stories about overcoming initial fears and discuss how repeated practice at Toastmasters helped them become better communicators. Graham describes how his experience with Toastmasters led him into a career as a professional speaker and organisational psychologist. The conversation also delves into broader themes of navigating change and uncertainty, making informed decisions, and the importance of experimentation. Both host and guest underscore the invaluable benefits of Toastmasters in various facets of life and business, making a strong case for participation in such programs.   00:00 Introduction and Welcome 00:23 Personal Toastmasters Journeys 01:31 Overcoming Public Speaking Fears 04:45 Practical Benefits of Toastmasters 07:43 Transition to Professional Speaking 10:14 Navigating Future Uncertainties 23:26 The Value of Experimentation and Decision Making 26:09 Conclusion and Contact Information   Connect with Graham Norris LinkedIn by clicking here –https://www.linkedin.com/in/grahamnorris/ Connect with Daniel Welling on LinkedIn by clicking here –https://www.linkedin.com/in/danielwelling/ Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/ Visit The MSP Finance Team website, simply click here –https://www.mspfinanceteam.com/   MSP Glossary: MSP Finance Glossary Explained | MSP Finance Team We look forward to catching up with you on the next one. Stay tuned!    

In this episode, host Daniel welcomes Jason Kemsley to discuss the evolving landscape of Managed Service Providers (MSPs). Jason shares his insights on the three Cs that will define successful MSPs by 2026: Consolidation, Certification, and Compliance. The conversation explores the importance of niching down and standardising operations to thrive in a competitive market. They also delve into how certifications can enhance credibility and the role of compliance in achieving market leadership. The episode concludes with a brief teaser for a future aviation-themed episode, promising an interesting twist on the discussion.   00:00 Introduction and Warm-Up 00:38 The Three Cs of MSPs in 2026 01:41 Consolidation: The First C 18:16 Certification and Standards: The Second C 22:51 Compliance: The Third C 26:50 Shameless Plug and Future Plans Connect with Jason Kemsley on LinkedIn by clicking here –https://www.linkedin.com/in/jason-kemsley-630983159/ Connect with Daniel Welling on LinkedIn by clicking here –https://www.linkedin.com/in/danielwelling/ Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/ Visit The MSP Finance Team website, simply click here –https://www.mspfinanceteam.com/   MSP Glossary: MSP Finance Glossary Explained | MSP Finance Team We look forward to catching up with you on the next one. Stay tuned!

In this podcast episode, Adam, Daniel, and Anne discuss the significance of legal agreements for Managed Service Providers (MSPs) and how they impact EBITDA. They discuss the inherent risks MSPs face, the importance of proactive use of contracts, and common pitfalls like revenue leakage from services out of scope. The conversation highlights the need for MSPs to educate their clients and align internal processes with contractual commitments. They emphasise that contracts are not merely for worst-case scenarios but are essential for mitigating risks and ensuring business success. The episode provides insights into how MSPs can better structure their agreements and services to protect both their businesses and clients. 00:00 Introduction 00:23 Connecting EBITDA and MSP Legal Agreements 01:11 The Importance of Contracts for MSPs 02:47 Proactive Use of Contracts 04:33 In Scope vs. Out of Scope 09:05 Onboarding and Initial Assessments 11:26 Managing Client Expectations 20:32 Adapting Contracts for Different Services 22:49 Global Differences in MSP Practices 28:12 Conclusion and Contact Information Connect with Anne Hall LinkedIn by clicking here –https://www.linkedin.com/in/annehall-itagree Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/danielwelling/ Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/ Visit The MSP Finance Team website, simply click here –https://www.mspfinanceteam.com/   MSP Glossary: MSP Finance Glossary Explained | MSP Finance Team We look forward to catching up with you on the next one. Stay tuned!

In this episode, industry expert Rob joins the hosts to discuss the significance of high-quality, effective case studies for Managed Service Providers (MSPs). The conversation delves into the current state of case study usage among top UK MSPs, revealing that while many are embracing both written and video formats, there is still a lot of room for improvement. Rob outlines the primary benefits of case studies, emphasising their role in building trust and credibility. He also differentiates between case studies and testimonials, highlighting their respective strengths and uses. The episode offers practical advice on selecting clients for case studies, conducting insightful interviews, and producing engaging content. Rob also shares his thoughts on integrating customer feedback and tackling sensitive topics delicately. Additionally, the hosts and Rob touch on the balance between polished and authentic content and the future impact of AI on copywriting.   00:00 Introduction and Welcome 00:08 The Importance of Case Studies for MSPs 00:39 Current State of Case Studies in the MSP Space 01:16 Benefits of Using Case Studies 03:35 Testimonials vs. Case Studies 04:53 Creating Effective Case Studies 07:29 Combining Video and Written Case Studies 13:32 Challenges and Sensitivities in Case Studies 22:35 Steps to Create a Case Study 30:10 Ideal Length and Structure of Case Studies 33:01 Conclusion and Contact Information 34:09 The Role of AI in Copywriting   Connect with Rob Beadle on LinkedIn by clicking here –https://www.linkedin.com/in/robbeadleuk/ Connect with Daniel Welling on LinkedIn by clicking here –https://www.linkedin.com/in/daniel-welling-54659715/ Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/ Visit The MSP Finance Team website, simply click here –https://www.mspfinanceteam.com/   MSP Glossary: MSP Finance Glossary Explained | MSP Finance Team We look forward to catching up with you on the next one. Stay tuned!

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 –https://www.linkedin.com/in/daniel-welling-54659715/ Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/ Visit The MSP Finance Team website, simply click here –https://www.mspfinanceteam.com/   MSP Glossary: MSP Finance Glossary Explained | MSP Finance Team We look forward to catching up with you on the next one. Stay tuned!

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 –https://www.linkedin.com/in/realityknox/ Connect with Daniel Welling on LinkedIn by clicking here –https://www.linkedin.com/in/daniel-welling-54659715/ Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/ Visit The MSP Finance Team website, simply click here –https://www.mspfinanceteam.com/   MSP Glossary: MSP Finance Glossary Explained | MSP Finance Team We look forward to catching up with you on the next one. Stay tuned!

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 – https://www.linkedin.com/in/kevinludford Connect with Daniel Welling on LinkedIn by clicking here –https://www.linkedin.com/in/daniel-welling-54659715/ Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/ Visit The MSP Finance Team website, simply click here –https://www.mspfinanceteam.com/   MSP Glossary: MSP Finance Glossary Explained | MSP Finance Team We look forward to catching up with you on the next one. Stay tuned!

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 – https://www.linkedin.com/in/grahamstead  Connect with Daniel Welling on LinkedIn by clicking here –https://www.linkedin.com/in/daniel-welling-54659715/  Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/  Visit The MSP Finance Team website, simply click here –https://www.mspfinanceteam.com/      MSP Glossary: MSP Finance Glossary Explained | MSP Finance Team    We look forward to catching up with you on the next one. Stay tuned! 

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 –https://www.linkedin.com/in/mcgowanphil/  Connect with Daniel Welling on LinkedIn by clicking here –https://www.linkedin.com/in/daniel-welling-54659715/  Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/    Visit The MSP Finance Team website, simply click here –https://www.mspfinanceteam.com/      MSP Glossary: MSP Finance Glossary Explained | MSP Finance Team    We look forward to catching up with you on the next one. Stay tuned! 

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 –https://www.linkedin.com/in/alex-hill-64284414/  Connect with Daniel Welling on LinkedIn by clicking here –https://www.linkedin.com/in/daniel-welling-54659715/    Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/    Visit The MSP Finance Team website, simply click here –https://www.mspfinanceteam.com/      MSP Glossary: MSP Finance Glossary Explained | MSP Finance Team    We look forward to catching up with you on the next one. Stay tuned! 

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 – https://www.linkedin.com/in/angie-hasenbank-b6112441/  Connect with Lauren McMaster on LinkedIn by clicking here – https://www.linkedin.com/in/lauren-mcmaster-99564938/     Connect with Daniel Welling on LinkedIn by clicking here –https://www.linkedin.com/in/daniel-welling-54659715/    Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/    Visit The MSP Finance Team website, simply click here –https://www.mspfinanceteam.com/      MSP Glossary: MSP Finance Glossary Explained | MSP Finance Team    We look forward to catching up with you on the next one. Stay tuned!       

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 –https://www.linkedin.com/in/ajmfenton/    Connect with Daniel Welling on LinkedIn by clicking here –https://www.linkedin.com/in/daniel-welling-54659715/    Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/     Visit The MSP Finance Team website, simply click here –https://www.mspfinanceteam.com/      We look forward to catching up with you on the next one. Stay tuned!   

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 –https://www.linkedin.com/in/luke-doyle-bravura-digital/    Connect with Daniel Welling on LinkedIn by clicking here –https://www.linkedin.com/in/daniel-welling-54659715/    Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/       Visit The MSP Finance Team website, simply click here –https://www.mspfinanceteam.com/        We look forward to catching up with you on the next one. Stay tuned! 

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 –https://www.linkedin.com/in/isobelle-coventry    Connect with Daniel Welling on LinkedIn by clicking here –https://www.linkedin.com/in/daniel-welling-54659715/    Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/     Visit The MSP Finance Team website, simply click here –https://www.mspfinanceteam.com/        We look forward to catching up with you on the next one. Stay tuned! 

  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 –https://www.linkedin.com/in/simon-gurner-8706435/    Connect with Daniel Welling on LinkedIn by clicking here –https://www.linkedin.com/in/daniel-welling-54659715/    Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/      Visit The MSP Finance Team website, simply click here –https://www.mspfinanceteam.com/      We look forward to catching up with you on the next one. Stay tuned! 

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 –https://www.linkedin.com/in/ianblake1  Connect with Daniel Welling on LinkedIn by clicking here –https://www.linkedin.com/in/daniel-welling-54659715/  Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/     Visit The MSP Finance Team website, simply click here –https://www.mspfinanceteam.com/      We look forward to catching up with you on the next one. Stay tuned!   

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 –https://www.linkedin.com/in/timea-hoskins-11b022a6/  Connect with Daniel Welling on LinkedIn by clicking here –https://www.linkedin.com/in/daniel-welling-54659715/  Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/   Visit The MSP Finance Team website, simply click here –https://www.mspfinanceteam.com/      We look forward to catching up with you on the next one. Stay tuned! 

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 –https://www.linkedin.com/in/richard-coulthard-8b840677  Connect with Daniel Welling on LinkedIn by clicking here –https://www.linkedin.com/in/daniel-welling-54659715/  Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/   Visit The MSP Finance Team website, simply click here –https://www.mspfinanceteam.com/      We look forward to catching up with you on the next one. Stay tuned!   

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 –https://www.linkedin.com/in/monicaozaruk Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/ Connect with Adam Morris on LinkedIn by clicking here –https://www.linkedin.com/in/adamcmorris/ Visit The MSP Finance Team website, simply click here – https://www.mspfinanceteam.com/   We look forward to catching up with you on the next one. Stay tuned!

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 –https://www.linkedin.com/in/nicholasodonovan    Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/     Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/   Visit The MSP Finance Team website, simply click here – https://www.mspfinanceteam.com/    We look forward to catching up with you on the next one. Stay tuned! 

In this episode, the hosts welcome Sean, a seasoned MSP expert, to discuss the concept of 'co-opetition,' a blend of cooperation and competition among Managed Service Providers (MSPs). Sean 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. Sean 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 – https://www.linkedin.com/in/encorestrategic/  Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/  Connect with Adam Morris on LinkedIn by clicking here – linkedin.com/in/adamcmorris   Visit The MSP Finance Team website, simply click here – https://www.mspfinanceteam.com/       We look forward to catching up with you on the next one. Stay tuned! 

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 –https://www.linkedin.com/in/mrdevinrose    Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/    Connect with Adam Morris on LinkedIn by clicking here – linkedin.com/in/adamcmorris    Visit The MSP Finance Team website, simply click here – https://www.mspfinanceteam.com/      We look forward to catching up with you on the next one. Stay tuned! 

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 https://eventdata.uk/VisitorMSP/SITS2025.aspx?TrackingCode=MSP114    Connect with Alex Harris on LinkedIn by clicking here – https://www.linkedin.com/in/alexandra-harris-548843165/     Connect with David Maguire on LinkedIn by clicking here –  https://www.linkedin.com/in/david-maguire-85a81120/    Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/    Connect with Adam Morris on LinkedIn by clicking here – linkedin.com/in/adamcmorris    Visit The MSP Finance Team website, simply click here – https://www.mspfinanceteam.com/      We look forward to catching up with you on the next one. Stay tuned! 

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 – https://www.linkedin.com/in/alexander-charles-smith    Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/    Connect with Adam Morris on LinkedIn by clicking here – linkedin.com/in/adamcmorris    Visit The MSP Finance Team website, simply click here – https://www.mspfinanceteam.com/      We look forward to catching up with you on the next one. Stay tuned!   

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 – https://www.linkedin.com/in/benlange1    Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/    Connect with Adam Morris on LinkedIn by clicking here – linkedin.com/in/adamcmorris    Visit The MSP Finance Team website, simply click here – https://www.mspfinanceteam.com/      We look forward to catching up with you on the next one. Stay tuned! 

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 –https://www.linkedin.com/in/mark-peacock-pricemaker Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/ Connect with Adam Morris on LinkedIn by clicking here – linkedin.com/in/adamcmorris Visit The MSP Finance Team website, simply click here – https://www.mspfinanceteam.com/     We look forward to catching up with you on the next one. Stay tuned!

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 – https://www.linkedin.com/in/nicolestracey Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/ Connect with Adam Morris on LinkedIn by clicking here – linkedin.com/in/adamcmorris Visit The MSP Finance Team website, simply click here – https://www.mspfinanceteam.com/     We look forward to catching up with you on the next one. Stay tuned! 

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 – https://www.linkedin.com/in/lodewijk-veldhuijzen/   Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/  Connect with Adam Morris on LinkedIn by clicking here – linkedin.com/in/adamcmorris  Visit The MSP Finance Team website, simply click here – https://www.mspfinanceteam.com/      We look forward to catching up with you on the next one. Stay tuned! 

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 –https://www.linkedin.com/in/mark-lamb-13077918/  Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/  Connect with Adam Morris on LinkedIn by clicking here – linkedin.com/in/adamcmorris  Visit The MSP Finance Team website, simply click here – https://www.mspfinanceteam.com/      We look forward to catching up with you on the next one. Stay tuned! 

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 –https://www.linkedin.com/in/itsupportsoutheast/?originalSubdomain=uk  Connect with Daniel Welling on LinkedIn by clicking here  - https://www.linkedin.com/in/daniel-welling-54659715/  Connect with Adam Morris on LinkedIn by clicking here – linkedin.com/in/adamcmorris  Visit The MSP Finance Team website, simply click here – https://www.mspfinanceteam.com/      We look forward to catching up with you on the next one. Stay tuned! 

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 – https://www.linkedin.com/in/astanier/   Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/    Connect with Adam Morris on LinkedIn by clicking here – linkedin.com/in/adamcmorris  Visit The MSP Finance Team website, simply click here – https://www.mspfinanceteam.com/      We look forward to catching up with you on the next one. Stay tuned! 

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    When UK suppliers must continue to supply insolvent companies    Connect with Kim Simmonds on LinkedIn by clicking here – https://www.linkedin.com/in/kimsimmonds/  Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/    Connect with Adam Morris on LinkedIn by clicking here – linkedin.com/in/adamcmorris  Visit The MSP Finance Team website, simply click here – https://www.mspfinanceteam.com/      We look forward to catching up with you on the next one. Stay tuned! 

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 – https://www.linkedin.com/in/vohanlon/  Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/    Connect with Adam Morris on LinkedIn by clicking here – linkedin.com/in/adamcmorris  Visit The MSP Finance Team website, simply click here – https://www.mspfinanceteam.com/      We look forward to catching up with you on the next one. Stay tuned! 

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 – https://www.linkedin.com/in/chas-roopra-44250410 Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/   Connect with Adam Morris on LinkedIn by clicking here – linkedin.com/in/adamcmorris Visit The MSP Finance Team website, simply click here – https://www.mspfinanceteam.com/     For more information on the Profit Protector click here: https://mspfinanceteam.com/profit-protector/ 

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 –https://www.linkedin.com/in/michelle-coombs/  Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/    Connect with Adam Morris on LinkedIn by clicking here – linkedin.com/in/adamcmorris  Visit The MSP Finance Team website, simply click here – https://www.mspfinanceteam.com/      We look forward to catching up with you on the next one. Stay tuned!   

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 – https://www.linkedin.com/in/jake-webber-cadby-92477a111 Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/   Connect with Adam Morris on LinkedIn by clicking here – linkedin.com/in/adamcmorris Visit The MSP Finance Team website, simply click here – https://www.mspfinanceteam.com/   We look forward to catching up with you on the next one. Stay tuned!

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 – https://www.linkedin.com/in/sembee/ Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/   Connect with Adam Morris on LinkedIn by clicking here – linkedin.com/in/adamcmorris Visit The MSP Finance Team website, simply click here – https://www.mspfinanceteam.com/   We look forward to catching up with you on the next one. Stay tuned!

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 – https://www.linkedin.com/in/dean-watmough-b0a05513/ Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/   Connect with Adam Morris on LinkedIn by clicking here – linkedin.com/in/adamcmorris Visit The MSP Finance Team website, simply click here – https://www.mspfinanceteam.com/   We look forward to catching up with you on the next one. Stay tuned!

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 –https://www.linkedin.com/in/djwellis/ Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/   Connect with Adam Morris on LinkedIn by clicking here – linkedin.com/in/adamcmorris Visit The MSP Finance Team website, simply click here – https://www.mspfinanceteam.com/   We look forward to catching up with you on the next one. Stay tuned!

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 – https://www.linkedin.com/in/daniel-welling-54659715/   Connect with Adam Morris on LinkedIn by clicking here – linkedin.com/in/adamcmorris Visit The MSP Finance Team website, simply click here – https://www.mspfinanceteam.com/   We look forward to catching up with you on the next one. Stay tuned!

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 – https://www.linkedin.com/in/daniel-welling-54659715/   Connect with Adam Morris on LinkedIn by clicking here – linkedin.com/in/adamcmorris Visit The MSP Finance Team website, simply click here – https://www.mspfinanceteam.com/   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. 

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 – https://www.linkedin.com/in/garyjlucas Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/   Connect with Adam Morris on LinkedIn by clicking here – linkedin.com/in/adamcmorris Visit The MSP Finance Team website, simply click here – https://www.mspfinanceteam.com/   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. 

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 – https://www.linkedin.com/in/ivickers/ Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/   Connect with Adam Morris on LinkedIn by clicking here – linkedin.com/in/adamcmorris Visit The MSP Finance Team website, simply click here – https://www.mspfinanceteam.com/   We look forward to catching up with you on the next one. Stay tuned!

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 – https://www.linkedin.com/in/paul-billingham-5a89591/ Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/ Connect with Adam Morris on LinkedIn by clicking here – linkedin.com/in/adamcmorris Visit The MSP Finance Team website, simply click here – https://www.mspfinanceteam.com/   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!

In this episode, Peter Bell discusses his journey in the Managed Service Provider (MSP) industry, highlighting his longstanding business in Melbourne and his 14-year experience with offshoring in the Philippines. The conversation covers various topics crucial for MSPs, such as the benefits and challenges of staff augmentation, the shift towards remote support, and the increasing acceptance of remote teams due to the COVID-19 pandemic. Peter also emphasises the importance of maintaining strong client relationships, the evolving role of MSPs within their clients' businesses, and the opportunity and risk posed by globalisation. The episode wraps up with insights into making an MSP business profitable and the critical balance between local and international service delivery. 00:00 Introduction and Welcome 01:10 Peter's Background and MSP Business 01:37 Offshoring Business in the Philippines 02:25 TechnoGlobal's Staff Augmentation Model 05:44 Challenges and Benefits of Offshoring 07:29 Impact of COVID-19 on Business Growth 12:13 Globalisation of MSPs 16:38 Maintaining Client Relationships 20:10 Balancing Local and Offshore Teams 24:52 Training and Development 26:07 Evolving Role of MSPs 31:39 Conclusion and Shameless Plug Connect with Peter Bell on LinkedIn by clicking here – https://www.linkedin.com/in/techno-pete/ Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/ Connect with Adam Morris on LinkedIn by clicking here – linkedin.com/in/adamcmorris Visit The MSP Finance Team website, simply click here – https://www.mspfinanceteam.com/   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!