EP133 – The Compliance Revenue You're Missing with Dom Haughton and Alastair Goodwin
About this episode
The episode discusses how MSPs can leverage compliance as a service to enhance revenue and meet customer demands for certifications.
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…
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