Daniel Shone is the Managing Director of Apex Computing, and Chris Gorman is the CEO. Based in the North West, they support their clients with cybersecurity, hardware and software procurement, BDR and consultancy. Here, they share their MSP success story.
An Interview with Daniel Shone and Chris Gorman
How Having a Business Partner Leads to MSP Success
Daniel explains that he and Chris have different skillsets in specific areas that allow them to focus and drive the business forward. “We’re able to pass things between each other as needed. But it’s more of a marathon than a sprint after 20 years!”
He says: “If you choose to work with someone else, it should be someone at a similar stage to you and with a shared outlook. Chris and I are the same age and we want the same things from our business. That shared mission reduces conflict.
Chris adds: “Of course we clash. But we know each other so well and each other’s strengths and weaknesses. We’re able to support each other and have the skills the other lacks. So we complement each other, too.”
Why Strategic Relationships with Vendors are Essential
Daniel explains why he and Chris have worked to cultivate strong vendor relationships: “So, I think there are certain barriers you’ve got to break through when you’re growing an MSP. When that happens, speak to your vendors to see who’s prepared to help you.”
Daniel says that doing this in the past enabled Apex to become a Microsoft Gold Partner, secure MDF funding and get Azure accreditation. “But when you when you’re trying to overcome these hurdles, don’t try and reinvent the wheel. Choose partners that will come on board and give you practical support.”
If this is something you’re considering, Chris and Daniel recommend speaking to your vendors and asking how you can be a better partner to them. Try to help them to reach their objectives too.
How Building a Strong Company Culture Grows a Successful MSP
Chris says that they’ve worked hard to build a company culture where every employee feels involved. “I’d say our USP is our culture. But how would I describe it? In four words: welcoming, supportive, collaborative, and nimble.
“You can’t just define your culture and values and call it a day. You’ve got to embed them and allow them to evolve over time. We got clear on our values, and then we promoted them so that all our staff understand and embody them.”
Dan explains that the company cultures are displayed around the office: “They’ve become an integral part of the business. They’re not just words – our staff can recite them and live by them every day.”
Why Apex Have In-House and External Cybersecurity Support
While Chris and Daniel talk positively about their relationship with cybersecurity outsourcing experts Huntress, they also have their own, internal Head of Cybersecurity. Chris explains why having Nathanial Gill in the role is a game-changer:
“Because it’s pivotal in allowing us to deliver a range of products. When we want to deliver consultancy or security strategy, it makes sense to have someone in-house who knows the tools we use.
“And then there are other things that have to be outsourced, such as the alerting. We don’t employ people to monitor networks 24/7. But Nathaniel oversees all of that too, and keeps the clients in the loop.”
How a Business Mentor Helps with Growth and MSP Success
For Daniel and Chris, having a business mentor has helped them to reach a specific goal at key stages of their journey. “For instance, Ian Luckett and Stuart Warwick helped us with financials and growing the SLT.”
Daniel adds: “One thing we’ve learned, though, is if you invest, you have to do what you say. Because you agree objectives with your coach, and they expect you to follow through on them.
“If you can do that, you’ll grow as a business. And each coach can help in a different way and for a short time. Then you outgrow them and move on to someone else. But you don’t have to make a big investment at the start – find something affordable and build from there.”
Why Peer Groups are Worth the Time Investment
Chris sums it up simply: “It’s about being part of a community. You attend events and you start to understand so much more about the industry. Because you see that your peers have faced similar challenges to you.
“Or they’re further ahead, and you can see what might be coming next.And what you’ll find is that everybody is willing to help. Some are open books. We certainly are. When we speak to MSPs, it’s complete disclosure.
“And we’re not unique in that approach. Everybody wants to help, and they will help you. They’re happy to share. But remember that you need to give back. Look for ways you can offer support. Collaboration not competition is key.”
How to Connect With Chris and Daniel
- Apex Computing
- Follow Apex on Twitter
- Like Apex on Facebook
- Follow Apex on LinkedIn
- Connect with Daniel on LinkedIn
- Connect with Chris on LinkedIn
How to Connect With Me
- Subscribe to TubbTalk RSS feed
- Subscribe, rate and review TubbTalk on iTunes
- Subscribe and rate TubbTalk on Spotify
- Follow TubbTalk on iHeartRadio
- Follow @tubblog on Twitter
Mentioned in This Episode
- IT conference: Dattocon
- Podcast interview with Daniel
- Scale your business: MSP Growth Hub
- IT and MSP Business Growth Expert: Ian Luckett
- Helping Ambitious MSPs to Scale to £1m: Stuart Warwick
- Cloud marketplace: Pax8
- Cybersecurity stack: Apex Security Sphere
- Email security: Sendmarc
- Cybersecurity platform: Sonic Wall
- IT and security platform: Kaseya
- Cybersecurity solutions: Brigantia
- Cybersecurity and data protection: Acronis
- Enterprise cybersecurity solutions: Threat Locker
- Cybersecurity platform: Huntress
- IT distributor: TD SYNNEX
- Microsoft Gold Partner programme
- Microsoft Azure ladder programme
- Microsoft Azure infrastructure accreditation
- MDF Funding
- Apex Computing on YouTube
- Daniel Welling of Welling MSP
- Podcast interview with Daniel Welling
- Darren Strong at Scalable (workplace productivity software)
- Podcast interview with Darren Strong
- Business expert: Karl Palachuk
- Peer group: CompTIA
- Peer group: SBS Network Group North West
- Peer group: The Tech Tribe
You Might Also be Interested in
Richard Tubb is one of the best-known experts within the global IT Managed Service Provider (MSP) community. He launched and sold his own MSP business before creating a leading MSP media and consultancy practice. Richard helps IT business owner’s take back control by freeing up their time and building a business that can run without them. He’s the author of the book “The IT Business Owner’s Survival Guide” and writer of the award-winning blog www.tubblog.co.uk
All PostsYou might like:
Comments