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It's a Numbers Game: Daily Summaries Delivered
by Daniel Welling
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.
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- 6 days ago16 min
EP145 – AI, Innovation and the Future of MSPs – with Dan Wensley
Previewing ChannelCon EMEA: AI, Community, and GTIA Initiatives Dan joins Daniel on a podcast to preview ChannelCon EMEA in London, building on recent ChannelCon North America success under the GTIA brand and its focus on the IT services channel. They discuss the event's emphasis on timely, vendor-neutral education, peer-to-peer interaction, and post-session conversations, with AI as a major theme due to its impact on pricing, customer value perception, shadow IT, cybersecurity, and MSP service delivery. Dan highlights GTIA's Managed Intelligence Alliance, regional European discussions, and efforts such as self-regulatory work and cybersecurity trust marks, along with year-round member resources including research, education (including CompTIA AI Essentials), portal assets, and expanding local chapters for more frequent networking. They note keynotes (Graham Norton and Daniel Priestley), industry panels, networking, international attendance, and encourage registration. 00:00 Welcome and Setup 00:25 ChannelCon NA Highlights 01:31 What to Expect in London 02:50 AI Themes and Impact 04:38 Managed Intelligence Alliance 06:18 Keynotes and Networking Fun 07:38 How to Get Value Fast 09:47 GTIA Member Benefits Year Round 11:30 Local Chapters Momentum 13:06 International Community in London <span style= "font-family: 'Segoe UI',sans-serif; mso-fareast-fo
- 6 days ago35 min
EP144 – Life After the MSP Exit – Mit Patel on Purpose, Pricing and Starting Again
In the latest episode of "It's a Numbers Game", Adam and Daniel interview Mit Patel, founder of Netstar, who built the MSP from zero clients to about 60 staff over nearly 19.5 years and sold it during COVID in 2020, staying on until 2021. Mit describes early client wins, rapid growth that repeatedly "broke" the business, and the resilience needed to recover. He explains how the sale felt anticlimactic and how he struggled afterward with purpose, identity, and not being "needed," later doing angel investing, a property attempt, non-exec roles, and investing in an MSP consulting firm. Mit says he should have planned post-exit, and the group discusses mourning, loss, and plans not always working. Mit then outlines Assurix, inspired by poor MSP security and questionable certifications, aiming to raise standards via cybersecurity and operational maturity frameworks, continuous tool-based verification, and suspending a Trustmark if issues aren't fixed in 30 days; they also discuss MSP under-pricing, lack of differentiation, and weak profitability. 00:00 Welcome and Guest Intro 01:16 Building Netstar from Scratch 04:27 Resilience Through Growth 05:49 Why He Sold in Covid 07:13 Life After Exit Reality 09:20 Investing and Finding Direction 11:32 Planning Your Next Chapter 13:26 Identity Loss After Selling 15:41 Sponsor Pricing Message 16:47 Origin of Assurix Idea 20:42 Trustmark Framework Explained</sp
- Sep 21, 202628 min
EP143 – From Chaos to Traction - How EOS Builds Better More Valuable MSPs with Larry Garcia
In this podcast episode, Daniel Welling and Adam Morris speak with Larry Garcia about the rise of EOS (Entrepreneurial Operating System) among MSPs, attributing its popularity to MSPs' productivity mindset and EOS's prescriptive framework for running a business. They explain EOS's origins in Gino Wickman's book Traction, its core components (vision, traction, and a healthy organisation), and its scale (tens of thousands using implementers and 300,000+ companies following it). Adam and Larry share how EOS improved profitability and valuation, including an acquisition that credited EOS maturity with a higher multiple and reduced operational hiring needs. They discuss common implementation failures (not reading the book, partial adoption, lack of weekly rhythm), tool support via software like Strety integrated with MSP ecosystems, and tips: read the book, start with one tool, maintain consistency, and define core values for hiring and reviews. 00:00 Welcome and EOS hype 00:22 Why MSPs love EOS 02:02 What EOS is in a minute 03:14 MSP pricing mindset break 04:19 Adoption stats and profit impact 05:18 EOS basics vision traction health 07:17 Why implementations fail 08:23 Tools and software options 11:19 Getting unstuck with EOS tools 13:18 Read the book and iterate 15:21 Tailoring EOS and alternatives 19:29 Success stories and consistency 23:57 Top tips and core values 24:40 Contact and Stret origin story <span style
- Sep 8, 202632 min
EP142 – MSP Global, M&A, Specialisation and the Power of Meeting People with Christian Jaeger
Podcast hosts Daniel and Adam interview Christian (CloudFest/MSP Global) about parallels between cloud hosting and today's MSP M&A market, describing how private equity funding drove consolidation into a few large platforms while new niche specialists emerged and were later acquired. Christian argues MSPs should stay optimistic because customers still need trusted advisors amid security complexity and AI-driven change; MSP optimism in their "State of the MSP" report is around 4.3/5. For MSP owners, he suggests moving toward recurring subscription revenue and specialising by industry or capability to increase value to buyers. The conversation also explains why MSP Global exists: a vendor-diverse expo, strong education, and facilitated networking designed for introverts, with an international European focus (dozens of nations, including UK and US attendees). He advises attendees to use the event app, pre-plan sessions and meetings, be open about goals, and network proactively. 00:00 Pre Show Setup 00:33 Welcome And Agenda 01:09 Hosting Vs MSP Consolidation 04:53 Niche Startups After M&A 07:06 Why MSPs Stay Essential 10:59 Advice For MSP Owners 15:04 Why Another MSP Event 16:15 Event Pillars Expo Learn Network 19:45 Global Community And Partnerships 25:13 How To Maximise Attendance 28:40 Wrap Up And Final Tips Learn more and register for MSP Global at https://registration.mspglobal.com/registration?code=WELLING Connect with Christian Jaeger on LinkedIn by clicking here – <a href="https://www.linkedin.com/in/christianjae
- Aug 24, 202631 min
EP141 – How MSPs Can Turn Client Testimonials into a Marketing Engine with James Steel
In this podcast episode, Daniel interviews James Steel of MSP Testimonials about using video testimonials to create reusable marketing assets for MSPs, building on a prior episode about written case studies. They discuss common objections (not wanting to bother clients and not knowing what to do with the content) and emphasise that clients often respond positively when asked, especially with clear expectations and an easy process. James outlines a streamlined workflow: a warm intro, a simple email, a booking form (e.g., Calendly), and a recording guide focused on natural light and basic framing, with minimal gear. He explains a repeatable interview "story arc" (business context, prior pain, decision point, onboarding, results with numbers, and recommendation) and highlights the value of transcripts for repurposing into case studies, website pages, YouTube/LinkedIn posts, quotes, shorts, and SEO/chat-search visibility, encouraging MSPs to build a library of at least six stories and a company-wide culture of capturing positive feedback. 00:00 Welcome and Setup 00:29 Why Video Testimonials Matter 02:00 Overcoming the Ask Anxiety 04:08 Outreach Email and Booking Flow 06:48 Client Prep and Recording Guide 08:25 Putting Clients at Ease 11:35 Testimonial vs Case Study 13:02 On-Camera Setup and Coaching 16:13 Interview Questions Story Arc 18:24 Building a Testimonial Library 21:03 Distribution and SEO Repurposing 23:42 Tools for Shorts and Editing 26:23 Wrap Up and Resources <p class="M
- Aug 16, 202621 min
EP140 - Why MSP Security Needs to Be Simpler with Shaun Farrow of Arctic Wolf
Dan speaks with Sean Farrow of Arctic Wolf about the fast-changing MSP cybersecurity landscape and Sean's move from a 15-year MSP career, most recently as security practice lead, to the vendor side. Sean explains how gaps in an MSP's Microsoft-based SOC portfolio led him to Arctic Wolf for vendor-agnostic coverage, and discusses the pressure of keeping pace with shifting best-of-breed tools and integrations. They explore MSP commercial realities such as packaging, pricing, margin predictability, and the need to reduce operational friction by delivering outcome-driven, true-positive tickets. Sean outlines Arctic Wolf's vendor-neutral approach and security concierge service, and previews a streamlined MSP-only offering expected around September that aims to simplify scoping, improve price competitiveness, reduce requirements like a mandated network sensor, and introduce more on-demand digital concierge capabilities, while still pulling data across the attack surface. 00:00 Welcome and Setup 02:03 Sean MSP Background 03:41 Keeping Up With Security 05:07 Why Move Vendor Side 06:19 Pricing Sponsor Break 08:33 Life at Arctic Wolf MSP 11:22 Arctic Wolf MSP Model 12:55 Streamlined Offering Changes 16:10 Posture Improvement Examples 19:52 Launch Plans and Wrap Connect with Shaun Farrow on LinkedIn by clicking here – https://www.
- Aug 9, 202627 min
EP139 – The MSP Joiner-Leaver Problem Nobody Talks About with Cristian Bogdan from CooperBox
Cristian discusses how his MSP experience provisioning thousands of pandemic-era laptops exposed frequent mis-provisioned user accounts, often caused by clients submitting incomplete joiner requests (missing departments, licenses, and permissions). He highlights the larger risk on off-boarding, citing studies in the UK and USA where 50% of businesses reported former employees not being fully off-boarded, leaving residual access and ongoing licensing costs. Cristian describes a self-serve joiner/leaver platform designed to replace fragile ticket-based workflows with guided forms, integrations with HR platforms via APIs, a governance engine that validates requests against policies, an approval queue for final review, and tracking of what was provisioned to ensure consistent deprovisioning, including manual notes for non-SSO legacy apps. He explains MSP commercialisation options (embedded, add-on, hybrid), benefits for compliance evidence (e.g., ISO 2701), applicability to internal IT/co-managed environments, and notes the product was largely built using OpenAI Codex. 00:00 Welcome and Setup 00:24 MSP Origin Story 01:26 Joiner Provisioning Pain 02:36 Leavers and Residual Access 04:45 Automation and HR Integrations 08:03 Self-Serve Governance Workflow 09:41 Compliance Value and ROI 10:54 Pricing and Target Users 16:34 Governance Engine vs Scripts 18:18 AI Future and Readiness 20:19 Building with Codex 22:08 Wrap Up and Contact <sp
- Jul 28, 202632 min
EP138 – Can MSPs Really Buy and Sell Individual Clients with Matt Yesbeck from MSPX
Matt discusses MSPX, a marketplace for MSPs to buy and sell individual managed services contracts as an alternative to acquiring entire businesses. The platform helps MSPs divest non-profitable or non-strategic clients and enables buyers to shorten sales cycles by targeting specific verticals or geographies, with typical pricing around 6–8x MRR (sometimes higher with negotiation and longer remaining terms). MSPX uses escrow, a structured 30-day transition dashboard, a legally drafted customer notification email with a novation agreement requiring the buyer to honour the existing MSA, and protections if a customer declines the transfer. Sellers complete a detailed intake form; buyers can ask questions via in-platform chat. Pricing includes $149/year membership, 7% seller commission, 1–2% escrow fee for buyers, and an optional $599/year "first look" tier. The main challenge is limited awareness due to bootstrapped marketing. 00:00 Welcome and Setup 00:36 MSPX Marketplace Explained 02:06 Why Sell Contracts 03:39 Pricing Multiples and Examples 06:22 Valuation and Risk Controls 09:19 End Client Consent and Escrow 13:48 Communication and Transition Playbook 18:34 Contract Intake and Buyer Due Diligence 20:32 Growth Challenges and Pricing Plans 25:00 Global Expansion Use Cases 28:26 Wrap Up and How to Join Connect with Matt Yesbeck on LinkedIn by clicking here – <a href= "https://www.linkedin.com/
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About 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.
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