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 often avoid selling them due to perceived documentation burden and lack of in-house compliance expertise. Adoptech’s guided, automated platform and “done-for-you” delivery model aim to shorten ISO 27001 delivery to 8–12 weeks and reduce costs versus traditional consultants, while enabling MSPs to wrap professional services around technical remediation identified through gap analysis. Partners report adding roughly 25–30% margin, with growing demand in regulated sectors and supply chains (e.g., legal, finance, automotive).
00:00 Compliance as a Service Intro
01:32 Why MSPs Should Care
02:36 How MSPs Get Started
04:01 Market Awareness Today
05:37 Productising Compliance
07:09 Automation Removes Friction
08:20 Pricing Mindset Interlude
09:25 Delivery Models and Partnering
13:33 Margins and Upsell Opportunities
18:04 Selling Value and Positioning
23:22 Target Sectors and Demand
28:16 Is It Worth It at Small Scale
31:08 Wrap Up and Contact Details
Listen on Spotify or Apple Podcasts
Connect with Dom Houghton on LinkedIn by clicking here – https://www.linkedin.com/in/domhaughton/
Connect with Alastair Goodwin on LinkedIn by clicking here – https://www.linkedin.com/in/alastair-goodwin-b165894/
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/
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We look forward to catching up with you on the next one. Stay tuned!