It's a Numbers Game

In this episode, hosts Adam Morris and Daniel Welling welcome guest Phil McGowan to discuss the innovative security solutions offered by Huntress, particularly focusing on their endpoint detection and response (EDR) and 24/7 security operations centre (SOC) services. They dive into how these tools help Managed Service Providers (MSPs) enhance their security offerings for small and medium-sized businesses. The conversation covers the key benefits of Huntress's products, including ease of integration, affordability compared to enterprise solutions, and trial opportunities. The hosts also 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 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 – 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!