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PODCAST

It"s a Numbers Game

The MSP Finance Team Podcast "It"s a Numbers Game" from the only financial management solution for MSPs in the UK, founded by former MSP-owners.

business management

All Episodes

35:19

EP124 – What Does a New Client Really Cost with...

It"s a Numbers Game ·

2026/02/22

In this podcast episode, Nicola Moss, a marketing expert, discusses effective budgeting strategies for marketing within Managed Service Providers (MSPs). She highlights the differences in budget allocation and approaches between small and large MSPs and provides a practical guide on setting annual marketing budgets based on percentages of turnover and desired outcomes. Nicola emphasises the importance of consistent spend and strategic investment in various marketing activities, including events,

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33:32

EP123 – Selling Hardware Without the Pain or the...

It"s a Numbers Game ·

2026/02/15

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

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32:15

EP122 – If MFA Stops 99% of Attacks… Why Are...

It"s a Numbers Game ·

2026/02/01

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

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30:37

EP121 – Using AI to Solve Real MSP Problems with Roy...

It"s a Numbers Game ·

2026/01/17

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

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34:41

EP120 – Selling Cybersecurity to Clients Who Think...

It"s a Numbers Game ·

2026/01/11

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

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34:59

EP119 – How MSPs Should Start With AI Today with...

It"s a Numbers Game ·

2026/01/02

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

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29:06

EP118 – Confidence, Change and Better Decisions with...

It"s a Numbers Game ·

2026/01/01

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

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32:22

EP117 – Consolidate, Certify, Comply: Jason Kemsley's...

It"s a Numbers Game ·

2025/12/31

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

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31:48

EP116 – Why Your MSP Contracts Are Costing You Profit...

It"s a Numbers Game ·

2025/12/15

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

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40:30

EP115 - Building Trust with Effective Case Studies...

It"s a Numbers Game ·

2025/12/04

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

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41:38

EP114 – MSP Show 2025 - M&A Masterclass - Positioning...

It"s a Numbers Game ·

2025/11/22

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

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36:17

EP113 – Streamlining MSP Billing and Eliminating...

It"s a Numbers Game ·

2025/11/11

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,

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38:41

EP112 – Open Banking and the End of Traditional...

It"s a Numbers Game ·

2025/11/10

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

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41:45

EP111 – How to build an MSP Sales Engine with Graham...

It"s a Numbers Game ·

2025/10/26

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

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32:44

EP110 – Building MSP Growth on a Strong Cyber...

It"s a Numbers Game ·

2025/10/02

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

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31:33

EP109 – Learn how this MSP is saving thousands per...

It"s a Numbers Game ·

2025/09/21

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

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27:46

EP108 – The Co-opetition Playbook: Aligning MSP Ops...

It"s a Numbers Game ·

2025/09/07

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

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34:46

EP107 – Borrow Smart, Buy Smart—MSP Growth Finance...

It"s a Numbers Game ·

2025/08/31

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

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38:44

EP106 – MSP Growth in 2025—Is Telesales Part of the...

It"s a Numbers Game ·

2025/08/25

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

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37:32

EP105 – Thinking of Selling Your MSP? Evergreen’s...

It"s a Numbers Game ·

2025/08/02

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

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124 results

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