Counting on Change

Leigh Stallard

5.0 (1)
TECHNOLOGY

Cloud Accounting promised to change the game for accountants, bookkeepers - but the majority of firms are still stuck, struggling to embrace change and adopt the tools the tools they've selected. This podcast is all about helping saas vendors, accountants and bookkeepers to navigate the difficult process of change together, with tips and advice from some of the leaders in our space.

28/10/2025

From Traditional Practice to SaaS Business: A New Model for Accounting? with Luke Farren

Is the "traditional" accounting firm still a viable model in 2025 and beyond? And what does its evolution mean for the entire Accounting Tech ecosystem? This week, we're joined by Luke Farren, founder of The Modern Firm and a consultant who helps accounting practices navigate their own Digital Transformation. We explore the massive shift from people-heavy practices to lean, tech-first firms that operate more like SaaS businesses themselves. We also debate the future of the profession, from data warehouses and AI in Accounting to whether AI bots create an "opportunity loss" by replacing the human touch. Join us for a deep dive into the other side of the coin—understanding the accountant's world is the key to solving your own activation puzzle. Follow Luke: LinkedIn: https://www.linkedin.com/in/lukefarren/ The Modern Firm: https://modernfirm.co.uk/ Follow Counting on Change: https://youtube.com/playlist?list=PLF2J1WlIWLMywubuNZt2RFWZECtkF4cVi&si=FzQ37NC7AyqwurGW https://www.linkedin.com/in/leighstallard/ Episode Chapters: 00:00 Coming Up... 00:53 Guest Introduction: Luke Farren's Journey (From in-practice to building a tech-first firm, getting acquired, and founding The Modern Firm). 02:28 The Evolution of Accounting Firms (The big idea: why firms are starting to operate and structure themselves more like SaaS businesses). 03:57 Impact of Technology on Accounting Practices (How tech is changing behaviour and why the pace of change is the real barrier, not the appetite for it). 05:54 Challenges and Opportunities for Firms (The #1 challenge for firms: well-structured data. Why it's a "garbage in, garbage out" problem for your tech). 09:11 Future Scenarios and Big Tech in Accounting *(Debating the future: will firms become "data warehouses"? Could Google or Amazon enter the accounting space?) * 14:14 AI and Automation in Accounting (The rise of AI agents for client queries and the "opportunity loss" of removing human interaction). 20:05 The Role of Accountants in a Tech-Driven World (Reframing automation: does it free up accountants to be proactive rather than reactive?) 22:40 Conclusion and Contact Information

23 min
25/08/2025

Can Dext's Playbook Save Your Tech Implementation?

Your activation rates are stalling and you're fighting churn. Before you blame the product, have you asked if your Customer Success team truly understands your customer's world? What's the difference between a CSM who just manages an account and one who drives deep adoption and makes your product indispensable? In this episode of Counting on Change, I talk to someone who has sat on both sides of the table: Katie Hawking, Head of Customer Success at Dext and a former accountant of 13 years. Katie shares an insider's perspective on building a world-class CS function that's built on deep industry empathy and a proactive approach to partner success. ✅ In this episode, we define what 'good' CSM looks like, including: Why your CSMs must train the client's middle managers to prevent project failure and churn. The critical difference between selling "practice benefits" and "client benefits"—and why your team must know it. The leading indicators of churn (like low feature adoption) and how to spot them in the first 90 days. A proven "workflow mapping" framework to unstick a stalled implementation and accelerate time-to-value. How to build a scalable, one-to-many CS motion with webinars and on-demand content when one-to-one isn't possible. This one’s especially useful for: 👉 SaaS Founders & CEOs defining their post-sale strategy to drive retention. 👉 GTM & Customer Success Leaders building and scaling effective, proactive teams. 👉 Onboarding & Implementation Specialists looking for new frameworks to increase activation. 👉 Sales Leaders who want to understand the customer journey post-sale to reduce churn. 👉Accountants and bookkeepers who aren't sure what to expect from post-sale support. 🔗 Connect with Katie: LinkedIn https://www.linkedin.com/in/katie-hawking-fmaat-baa6a071/ 🔔 Subscribe for weekly episodes on SaaS onboarding, tech strategy, and client success. Timestamps: 00:00 Coming Up 01:34 From Accountant to Head of CS: An Insider's Perspective 02:54 Why Your Customers Really Struggle with New Tech 04:52 The 'Middle Manager' Blind Spot in Your Onboarding Process 06:31 Defining 'Good' CSM: Key Implementation Strategies 10:44 Leading Indicators of Churn (And How to Track Them) 13:24 The Workflow Mapping Framework to Unstick Customers 18:42 Building a Scalable CS Motion (Even Without a Big Team) 23:16 Understanding the 'Why' Behind Customer Resistance to Change 25:31 How to Connect with Katie

26 min
09/06/2025

Miss This Step & Your Tech Implementation Might Fail Before it's Begun

If your SaaS or tech implementation feels broken, it might not be the tools – maybe it’s your processes.In this episode of Counting on Change, I’m joined by Bethanie Hawkins – digital transformation consultant and accounting tech ninja – to unpack why so many firms fail at change initiatives, and what to do differently.✅ We explore: • Why workflow mapping is your step zero in digital transformation • Common red flags in accountants processes • How to get internal buy-in (without the usual drama) • When *not* to replace your systems • The real cost of untrained staff and verbal processesThis one’s especially useful for:👉 Accountants and bookkeepers who're trying to do new and interesting things in their practices👉 Customer success and onboarding leaders looking to reduce time-to-value👉 Sales leaders who want to empathise with post-sale tech implementation👉 Anyone trying to drive real change in SaaS without chasing shiny objects🔗 Connect with Bethanie: LinkedIn🔔 Subscribe for weekly episodes on SaaS onboarding, tech strategy, and client success.00:00 Coming Up01:27 Bethany Hawkins: Background and Experience02:18 Key Characteristics of Successful Firms03:15 The Role of a Change Champion05:03 Planning and Logistics of Change06:04 The Value of Process Mapping08:44 Common Pitfalls and Solutions15:22 Managing Change Effectively17:18 Identifying Red Flags and Initial Steps19:45 Challenges in Large Firms23:23 Building a Strong Business Case25:35 Conclusion and Final Thoughts

27 min
26/05/2025

The Dubai Cloud Connection - Ayman Kaouri

Could Dubai leapfrog the UK when it comes to B2B SaaS tech adoption in accounting? In this episode, we dive into what’s really happening on the ground in the UAE, with a focus on accounting firms, cloud migration, AI-driven automation and the evolving role of vendors.We’re joined by Ayman Kaouri—former Xero EMEA strategy lead and now driving change at Scope—who shares insights on the rise of Dubai as a hotspot for accounting SaaS, how local legislation like VAT, corporate tax and upcoming e-invoicing is pushing tech forward, and what UK firms can learn (or fear?) from the UAE’s breakneck pace.💡 Topics we cover: • B2B SaaS tech adoption: UK vs UAE • Dubai’s accounting tech scene post-VAT & corporate tax • AI, automation and the role of change agents in SaaS adoption • How tech conferences (or lack of them) impact awareness • Why some Dubai firms may soon compete in the UK • Vendor blind spots and opportunities in the Middle East00:00 Ayman Kaouri - The Dubai Crossover01:55 Personal Journey in the Accounting Tech Space03:48 Overcoming Resistance to Change in Accounting06:54 Dubai vs. UK: Tech Adoption in Accounting11:15 The Role of AI and Emerging Technologies16:29 The Future of Accounting Tech in Dubai29:42 Conclusion and Final Thoughts🎙️ Perfect for:SaaS vendors, accountants, tech consultants, and anyone watching the global shift in B2B accounting tech.🔗 Learn more about Scope and Accounting Refiguredhttps://scopecloudsolutions.com/https://refigured.tech/📬 Connect with Ayman on LinkedIn – he’s open to chathttps://www.linkedin.com/in/ayman-kaouri/This podcast is produced and edited by Nomad Videohttps://nomadvideo.co.uk/#saas #accountingtech #dubaitech #b2bsaas #uae #cloudaccounting #techadoption #fintech #xero #dext #accountingtransformation

31 min
12/05/2025

THE Standard for SaaS Customer Success - Aleisha Hales

Customer Success & Digital Transformation in Accounting What does good look like when it comes to implementing SaaS tools in an accounting firm? This week, I’m joined by Aleisha Hales (ex-Xero, now at Silverfin) to talk about the messy, human reality of accounting tech success – and how vendors and firms can both do better. We dig into: – Why enablement matters in SaaS customer success – The red flags of self-implementation gone wrong – How accountants can push back and ask more from vendors – What the chain of change looks like in practice – And how to build a culture that’s actually ready for digital transformation If you’re in an accounting practice wrestling with change – or a SaaS vendor selling into the space – this one’s essential listening. 00:00 Coming Up 00:46 Customer Success in Digital Transformation 01:29 Aleisha Hales' Professional Background 02:49 Navigating Change Management in Accounting 05:40 Common Pitfalls in Software Implementation 09:22 Balancing Vendor and Firm Responsibilities 14:44 Strategies for Effective Change Management 21:27 The Chain of Change in Sales 22:03 Non-Negotiables for Industry Standards 22:30 Understanding Customer Success 24:19 Balancing Sales Aggression and Customer Needs 25:03 The Importance of Intentional Projects 25:51 Risk and Change in the Accounting Industry 28:31 Customising Business Reviews 31:12 Continuous Customer-Vendor Relationship 37:27 Final Thoughts and Fun Questions 🎧 Subscribe for more on accountant digital transformation, SaaS customer success, and what it takes to get accounting tech projects over the line.

39 min
05/05/2025

Transformation-as-a-Service (aka Digital Services)

Turning a challenge into a service line - how accountancy firms can take their digital transformation lessons and turn them into new service lines - and why this might be more crucial than you think.Ryan Pearcy shares his journey from a small firm to leading digital transformation teams, discussing the major hurdles firms face, the importance of AI, and the shift from compliance to assurance. The conversation covers the need for a strategic approach, the critical role of communities and collaboration, and the intrinsic link between internal and external digital initiatives. Learn what steps firms can take to stay ahead and why digital transformation is set to become the cornerstone of future success in accounting.00:00 Introduction to Digital Transformation00:02 Challenges in Implementing AI and Digital Transformation00:40 The Evolution of Compliance in Accounting00:58 Career Journey and Building Digital Transformation Departments03:47 The Art of Digital Transformation05:06 Balancing Risk and Growth in Digital Services07:49 The Future of AI in Accounting12:33 Steps for Firms to Embrace Digital Transformation20:38 The Importance of Collaboration and Niching24:27 Practical Steps to Start Digital Transformation26:15 Conclusion and Final Thoughts

27 min
28/04/2025

The AI Revolution in Accounting: Opportunities and Threats with Billie Mcloughlin

In this captivating episode, Billie Mcloughlin, an ACCA qualified accountant, looks into the explosive growth of artificial intelligence and its transformative impact on the accounting profession. With 16 years of experience, Billie shares insights on how AI models are evolving at unprecedented rates, predicting that 90% of Google's code will be written by AI within the next year. She discusses the current state and future implications of AI in professional services, revealing how firms can stay ahead of the curve and mitigate potential threats. Billie also emphasises the importance of a mindset shift and intentional action to harness AI's benefits effectively. Tune in to discover practical advice, the challenges and opportunities AI presents, and why missing the AI train now could leave you stranded. 00:00 Introduction to the AI Revolution 00:59 Meet Billie McLaughlin 01:41 The Rise of AI in Accounting 03:52 AI's Impact on Work Hours and Job Security 05:32 Training and Adapting to AI 06:33 The Future of Compliance and Advisory Services 08:36 Getting Ahead with AI: Practical Steps 11:52 The Rapid Evolution of AI 15:58 Cutting-Edge AI Applications in Firms 19:58 The Importance of Starting Early with AI 22:46 Career Opportunities and Specialisation in AI 27:16 Final Thoughts and Connecting with Billie

30 min
21/04/2025

Creating the Conditions for Change - Andy Collings

Counting on Change is the place to learn about how to embrace change and digital transformation in the accounting tech space. This episode I'm speaking to Andy Collings, who has a strong background in getting tech into large and enterprise-level practices and businesses, and is currently driving rapid growth at Active Workpapers, where he's trying to disrupt one of the few very few processes in accounting firms that has largely remain untouched over the last three decades.

27 min

Cloud Accounting promised to change the game for accountants, bookkeepers - but the majority of firms are still stuck, struggling to embrace change and adopt the tools the tools they've selected. This podcast is all about helping saas vendors, accountants and bookkeepers to navigate the difficult process of change together, with tips and advice from some of the leaders in our space.

Creator

Leigh Stallard
Years Active

2023 - 2025
Episodes

18
Rating

Explicit
Copyright

© Leigh Stallard
Show Website

Counting on Change