It's a Numbers Game

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!