It's a Numbers Game – Details, episodes & analysis

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

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

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

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

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 prospecting. They emphasise the importance of well-crafted scripts, continuous client onboarding, and follow-up strategies to enhance results. The discussion also covers the necessary qualities for successful telemarketers, managing client expectations, and the importance of reliable data to reach decision-makers. The episode concludes with reflections on optimising calls and integrating telemarketing into broader marketing strategies. 

00:00 Introduction and Guest Welcome 

00:05 Debating the Relevance of Telemarketing 

00:44 Lead Generation Strategies 

01:38 Targeting and Quality Conversations 

02:10 Challenges and Misconceptions in Telemarketing 

02:42 Creating Ideal Customer Profiles 

03:37 Effective Prospecting Techniques 

04:26 Strategies for Competitive Markets 

06:18 Warming Up Cold Lists 

08:04 Webinars and Thought Leadership 

10:11 The Importance of Strategy 

10:49 Personal Experiences and Insights 

13:14 Setting Realistic Expectations 

15:24 Qualifying and Confirming Meetings 

22:06 Tips for Effective Telemarketing 

24:01 The Role of Data and Scripts 

32:37 Concluding Thoughts and Future Topics 

Connect with Luke Doyle on LinkedIn by clicking here –https://www.linkedin.com/in/luke-doyle-bravura-digital/ 

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! 

Welcome to another episode of It's a Numbers Game Podcast by The MSP Finance Team with Daniel Welling and Adam Morris. 

We created It's a Numbers Game Podcast to help MSP owners learn and understand how to build and maintain a financially healthy MSP business. In this podcast series, MSP business owners like you will learn the fundamental steps, the tips and tricks, the dos and don'ts to achieve MSP financial growth.  

We are joined for this episode by David Howard, M&A specialist of MKLINK, buying and selling in the MSP space.  

With David experiencing 50% of deals failing after Heads of Terms we explored the top 3 barriers to getting a deal to completion.  We failed to only pick 3 though, thus the episode title!  

We talk about and share tips for deal attributes including; accounting and legal advisors, relationship of buyer and seller, deal momentum and when to start your 'data room'. 

Connect with David Howard on LinkedIn by clicking here - linkedin.com/in/davidhoward063 

Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/   

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! 

Welcome to the fourteenth episode of It's a Numbers Game Podcast by The MSP Finance Team with Daniel Welling and Adam Morris. 

We created It's a Numbers Game Podcast to help MSP owners learn and understand how to build and maintain a financially healthy MSP business. In this podcast series, MSP business owners like you will learn the fundamental steps, the tips and tricks, the dos and don'ts to achieve MSP financial growth.  

We are joined for this episode by Janet Birch of 1-Fix, as a direct result of discussion from an earlier episode, as Janet was keen to share her views and experiences on what works for MSP new business development. 

Janet very openly shares her winning tactics including networking, attending events and educating prospective customers, driven by the 'know, like and trust' model.   

Finally, we talk about KPIs, and how best to manage a team member in the new business development role. 

Connect with Janet Birch on LinkedIn by clicking here -linkedin.com/in/janet-b-b561b3a0 

Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/   

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! 

Welcome to the thirteenth episode of It's a Numbers Game Podcast by The MSP Finance Team with Daniel Welling and Adam Morris. 

We created It's a Numbers Game Podcast to help MSP owners learn and understand how to build and maintain a financially healthy MSP business. In this podcast series, MSP business owners like you will learn the fundamental steps, the tips and tricks, the dos and don'ts to achieve MSP financial growth.  

This episode is packed with value from our guest, Lodewijk "Louis" Veldhuijzen founder of MSP Launchpad.  

Get to learn more about two of the most powerful 'three-letter' abbreviations in the MSP market, PPC (Pay Per Click) and SEO (Search Engine Optimization). Louis guides us clearly through the differences, what ROI to expect, when to use and how much to spend. 

We also talk about how the MSP status affects PPC and SEO, exploring topics such as geography, maturity of sales and delivery capabilities. 

Connect with Lodewijk "Louis" Veldhuijzen on LinkedIn by clicking here - linkedin.com/in/lodewijk-veldhuijzen 

Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/   

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!

Welcome to the twelfth episode of It's a Numbers Game Podcast by The MSP Finance Team with Daniel Welling. 

We created It's a Numbers Game Podcast to help MSP owners learn and understand how to build and maintain a financially healthy MSP business. In this podcast series, MSP business owners like you will learn the fundamental steps, the tips and tricks, the dos and don'ts to achieve MSP financial growth.  

In this episode, we are joined by investment director Nicholas Ashford from Zenzero.  

Nicholas and Daniel chat about the Zenzero M&A journey so far, starting with Nicholas's background. 

We learn about the Zenzero preference to fully integrate acquisitions and the impact this has on onward valuation and experience for all stakeholders.

A fascinating insight into an investor and acquirers' approach to the MSP market. 

Connect with Nicholas Ashford on LinkedIn by clicking here - linkedin.com/in/nicholasashford 

Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/   

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! 

Welcome to the eleventh episode of It's a Numbers Game Podcast by The MSP Finance Team with Daniel Welling and Adam Morris.

We created It's a Numbers Game Podcast to help MSP owners learn and understand how to build and maintain a financially healthy MSP business. In this podcast series, MSP business owners like you will learn the fundamental steps, the tips and tricks, the dos and don'ts to achieve MSP financial growth.

In this episode, we talk with Chris Timm, an MSP Business Coach and the author of PSA Profitability.

This episode revolves around the top three (3) PSA mistakes:

1. Not choosing your PSA correctly.

2. Not using all of the features that your PSA platforms offer.

3. Bad data and time entries.

Chris, Adam, and Daniel chat through the mistakes and how to avoid them so definitely worth a listen!

Get to know Chris Timm and PSAs by reading his recent book at psaprofitability.com

Connect with Chris Timm on LinkedIn by clicking here - https://www.linkedin.com/in/christimm 

Connect with Adam Morris on LinkedIn by clicking here - https://www.linkedin.com/in/adamcmorris 

Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/

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!

Welcome to the tenth episode of It's a Numbers Game Podcast by The MSP Finance Team with Daniel Welling special guest, Mike Knight.

We created It's a Numbers Game Podcast to help MSP owners learn and understand how to build and maintain a financially healthy MSP business. In this podcast series, MSP business owners like you will learn the fundamental steps, tips, and tricks, and dos and don'ts to achieve MSP financial growth.

In this episode, we talk with Mike Knight, whose day job is writing content for a private group of MSPs however today we explore NPS – Net Promoter Score, a topic Mike has written a white paper on.

Mike explains in great detail what an NPS is, how best to measure it, and crucially how mastering this number can help MSPs increase referrals, reduce attrition and grow their profits.

We also explore how NPS compares with CSAT and the actionable insights possible from

measuring both.

Get in touch with Mike's content ideas and writing niche by clicking – mklink.co.uk

Connect with Mike Knight on LinkedIn by clicking here - linkedin.com/in/mikeknightmklink

Connect with Daniel Welling on LinkedIn by clicking here – https://www.linkedin.com/in/daniel-welling-54659715/

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!

Welcome to the ninth episode of It's a Numbers Game Podcast by The MSP Finance Team with Daniel Welling & Adam Morris.  

We created It's a Numbers Game Podcast to help MSP owners learn and understand how to build and maintain a financially healthy MSP business. In this podcast series, MSP business owners like you will learn the fundamental steps, the tips and tricks, the dos and don'ts to achieve MSP financial growth.  

In this episode, we talk with John Snead, Chief Executive Officer of Danescor, an off-market exchange facilitating M&A (Mergers & Acquisitions) transactions and fund raisers in the mid-market. 

We talked about the past, present, and future of MSP mergers and acquisitions.  

John highlighted how the MSP space has grown predominantly over the last 20 years due to the evolvement of recurring revenue, offering certainty of income for the buyer. 

We looked a great case study for the market; Content+Cloud, whose acquisitions included IT Labs, Content & Code, starting with an in-territory buy and build model, then adding cross-sell, with SharePoint services and finally cross-territory with their acquisition by Advania. 

We also explored cross-sell business opportunities, such as telecoms including the advent of Teams, websites and finally accounting, referencing the historic separation of Accenture from Arthur Andersen. 

A top tip from John was to build the business for the best buyer, not all buyers, as they will pay the most money as it will be worth more to them. 

And finally, you can only sell it once, unless you buy it back, before you sell it again! 

Learn more about Danescor here – https://danescor.com/  

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!