EP137 – Why MSP Sales Decisions Aren’t as Rational as You Think with Marino Vigliotti
Marino joins the podcast to discuss decision-making psychology for MSPs, emphasising that B2B buying differs from B2C because decisions require justification to others and are shaped by different goals. He describes common friction caused by misalignment between what MSPs pitch as “gains” and what business owners perceive as “losses,” highlighting loss aversion, status quo bias, […]
EP136 – How I F’d Up Three Acquisitions: Lessons From Apple MSP M&A with Justin Esgar
Justin returns to the podcast and discusses the challenges and lessons from acquiring three Apple-focused businesses since 2020 amid consolidation in the Apple consultant community and difficulty targeting Mac-using clients. He describes buying a small Iowa Apple consultancy with the seller kept on for business development, only to learn ownership doesn’t equal sales skill and […]
EP135 – How MSPs Can Get Paid Faster with Tom Pope
Tom discusses Adfin as a “new, better GoCardless,” arguing it offers stronger support, more competitive pricing, and a broader product: direct debits, cards (including Apple Pay/Google Pay), open banking, and bank transfers in one platform with integrated chasing and reconciliation via Xero. He says the market has lacked innovation for 15–20 years and positions Adfin’s […]
EP134 – The MSP M&A Landscape in 2026 with Paul Vanstone
Paul joins the podcast to discuss MSP M&A trends and what 2026 may look like after years of consolidation driven by PE-backed platforms, self-funded acquirers, listed buyers, and newer permanent capital vehicles. He explains why the market has been attractive (fragmentation, cloud migration, cyber demand, COVID-driven working changes, inflation-led price increases) but notes the bar […]
EP133 – The Compliance Revenue You’re Missing with Dom Haughton and Alastair Goodwin
Adam Morris and Daniel Welling discuss how MSPs can offer compliance as a service to differentiate and create recurring, high-margin revenue, joined by Dom Haughton (Brigantia Partners) and Alastair Goodwin (Adoptech). They explain that MSPs are increasingly asked by customers for certifications such as Cyber Essentials, ISO 27001, ISO 9001 and ISO 42001, but […]
EP132 – Rehearse the Chaos – Why every MSP should be running tabletop exercises with their clients – with Adam Pilton, Heimdal Security
Daniel Welling welcomes back cybersecurity advisor Adam Pilton (Heimdal Security) for a masterclass on cyber tabletop exercises. Adam defines a tabletop as a staged rehearsal where senior leaders and key responders use the organisation’s incident response procedure while a facilitator introduces evolving information, aiming to build confidence, stress-test decision-making, and improve communication. They discuss common […]
EP131 – The Devil’s in the Detail – Why your billing team, your margins and your processes need to be ready before you scale – with David Middleton, Flotek
Dave discusses how Flotek scaled its finance and billing operations from a simple setup (a bookkeeper and a director overseeing finances) to a more structured team while growing rapidly through acquisitions. He explains their philosophy that client-facing billing is part of service delivery, with SLAs and a “wow” mindset to protect relationships and reduce friction […]
EP130 – 14 MSP Acquisitions in 4 Years – What Buyers Really Look For with Dave Middleton
Dave joins the podcast to discuss Flotek’s M&A journey, having completed 14 acquisitions in three and a half years, and argues the MSP market is diverse, fragmented, and active, with frequent inbound opportunities. He explains deal sourcing through SEO, brokers, network reputation, and supplier referrals, and stresses sellers should do due diligence on buyers. Flotek […]
EP129 – Why Most MSPs get PR wrong with Rahme Mehmet
In this episode, the hosts Adam and Daniel are joined by PR consultant Rahme to discuss an upcoming 2026 collaboration and unpack what PR means for MSPs and vendors: public relations as audience-focused communication that builds reputation, brand awareness, and relationships with influencers such as reporters, editors, analysts, and advisors. They contrast PR with marketing, […]
EP128 – Using the Working Genius Model to Build Better MSP Teams – with Chris Cooke
Chris joins Daniel and Adam to discuss Patrick Lencioni’s Working Genius assessment, a 40-question framework about where people get energy and joy at work, contrasting it with tools like Myers-Briggs and DISC (communication preference). He explains the WIDGET model: Wonder (identify gaps), Invention (generate ideas), Discernment (judge ideas), Galvanizing (rally action), Enablement (help others move […]