It's a Numbers Game

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

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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

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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

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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/

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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

We look forward to catching up with you on the next one. Stay tuned!