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

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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

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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

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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

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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

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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

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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

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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

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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

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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

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