‘We aren’t targeting a specific type of customer but rather those with the right mindset’: Nebula IT MD

Chris Pottrell reflects on the rising importance of nonprofit organisations, the AI shift, and the impact of UK regulations

Launched in 2012, Nebula IT is an MSP which has developed by working with businesses that understand the value of technology, MD Chris Pottrell tells CRN.

This focus on customers with the right mindset is the reason why the company operates across a variety of sectors.

As of today, it serves over 200 customers across the UK, ranging from teams of two to 250 staff.

Its largest vertical is professional services, followed by defence, and a growing nonprofit segment.

Pottrell attributes the latter’s rising importance partly because Nebula IT is based in “big charity city” Bristol.

“We align [charities] with Microsoft tools and services that they can access through charity programmes, essentially helping them modernise and run more efficiently.

“That’s where we’re seeing some of the fastest adoption of AI, because they are often eager to improve efficiency and do more with limited resources.”

This broad approach has led to 20 to 25 per cent year-on-year revenue growth for the past four years.

It is now approaching £3m and expects further improvements in the future.

“I can see us reaching around £3.5m to £3.6m next year, maybe with one or two more hires.

“The MSP side will keep growing steadily, while my focus shifts more toward the AI track; the managed intelligence provider (MIP) model.”

To support its clients, the firm currently hires 19 people and expects to add two to three more operations specialists by the end of the year, particularly to grow Nebula Labs, its MIP engine, a project which has already gained “good traction.”

While its core business is managed IT services, it also layers cybersecurity, cloud migration, and Microsoft 365 services on top.

Its next goal is to support clients in adopting automation and AI agents, “showing that AI and LLMs aren’t some scary future concepts but practical tools,” says Pottrell.

“We aim to deliver quick ROI so customers can see results fast. That builds trust and gives us room to focus on long-term transformation projects.”

Worldwide activities and foreign expansion

Most of Nebula IT’s clients are UK-based, but some have satellite offices abroad in South Africa, the US, Australia, New Zealand, and across mainland Europe.

Expansion is in the back of Pottrell’s mind, as he “would love to have a US or mainland European presence” to meet the demand of its customers’ branches in those regions.

For now, he still sees plenty of opportunity in the UK, as Nebula IT’s operations do not require a physical presence.

Channel connections

The organisation’s core stack is built around its relationship with Microsoft, but it also works with vendors such as Huntress for security, as well as Halo for its central system.

In terms of distributors, it deals mainly with TD SYNNEX and Westcoast, as well as Ingram Micro, even though Pottrell would rather “have a single strong relationship with one distributor rather than spreading too thin; a true partnership instead of a transactional setup.”

It also collaborates with cloud commerce marketplace Pax8.

The importance of AI

The MSP leader sees AI as the main growth driver moving forward, especially where it intersects with cybersecurity.

“It’s not just about generating revenue but improving efficiency and delivering better service.

“We’re also exploring how to use AI internally.

“We call it ‘AI with ethics’: not replacing people but augmenting and enabling them. That’s the mindset we want to bring to our customers too.”

The UK government impact on small businesses

According to Pottrell, Nebula IT hasn’t been impacted too severely by recent macroeconomic changes, such as the tariffs coming from the US, as it is not a big hardware supplier.

Covid has also reinforced the MSP’s belief that its cloud-first approach was the right one.

On the other hand, the UK government policy changes around budgets, taxes, and inflation have affected hiring and the cost of living, Pottrell tells CRN.

“Sometimes it feels like the UK government can make things harder for small businesses,” he explains.

“But what’s great about the MSP community is the sense of collaboration.

“Whether it’s a one-person shop or a large provider, everyone’s open and willing to share advice, which is rare but invaluable.”