It's a Numbers Game

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!

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!