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 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