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.

It's a Numbers Game is a business podcast hosted by Daniel Welling, with 143 episodes on record and a Required Pod Score of 80.

Daniel Welling hosts It's a Numbers Game, a business show with 143 episodes published.

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  Episode #143

  EP143 – From Chaos to Traction - How EOS Builds Better More Valuable MSPs with Larry Garcia

  Sep 21, 202629 min

  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 25:59 Coffee farm wrap up Start your Strety free trial at https://2.strety.com/daniel-welling-dbf459/join Connect with Larry Garcia on LinkedIn by clicking here – https://www.linkedin.com/in/lgarcia314/ 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!

  ListenShow Notes
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  Episode #142

  EP142 – MSP Global, M&A, Specialisation and the Power of Meeting People with Christian Jaeger

  Sep 8, 202633 min

  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 – https://www.linkedin.com/in/christianjaeger/ 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!

  ListenShow Notes
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  Episode #141

  EP141 – How MSPs Can Turn Client Testimonials into a Marketing Engine with James Steel

  Aug 24, 202632 min

  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 MSP Testimonials free toolkit download – https://msptestimonials.com/itsanumbersgame Connect with James Steel on LinkedIn by clicking here – https://www.linkedin.com/in/james-steel-8964947/ 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!

  ListenShow Notes
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  Episode #140

  EP140 - Why MSP Security Needs to Be Simpler with Shaun Farrow of Arctic Wolf

  Aug 16, 202622 min

  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.linkedin.com/in/shaunfarrow/ 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!

  ListenShow Notes
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  Episode #139

  EP139 – The MSP Joiner-Leaver Problem Nobody Talks About with Cristian Bogdan from CooperBox

  Aug 9, 202627 min

  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 Connect with Cristian Bogdan on LinkedIn by clicking here – https://www.linkedin.com/in/c-bogdan/ 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!

  ListenShow Notes

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