From Outsourced to In-House: How White Glove Payroll Quadrupled Revenue 

What began as a handful of payroll filings for tax clients evolved into a dedicated division that now supports over 800 businesses across the country. Along the way, White Glove retired inefficient tools, moved away from risky outsourcing partnerships and built a service model designed around one thing: making life easier for business owners.

"We’ve always been forward-thinking," said Marcy Angelo, who leads the White Glove Payroll team. "And for us, that meant building a payroll experience where clients could pick up the phone and talk to someone who knows what they’re doing." 

By bringing payroll in-house and partnering with IRIS Payroll Software, White Glove has grown revenue more than fourfold—without ever sacrificing the high-touch service that defines them. 

For a time, QuickBooks Desktop worked well enough for White Glove Payroll. It was reliable. But as the firm grew, the cracks showed: the system was inefficient, server-based, and hard to scale. 

The Challenge: Outgrowing QuickBooks and the limits of outsourcing 

"QuickBooks Desktop is almost always accurate," Marcy said, "but it’s just inefficient. You have to get a backup, send it back, juggle accountant copies… it slows everything down." 

The bigger problem, though, was payroll outsourcing. Like many CPA firms, White Glove Payroll referred clients to ADP for full-service payroll. But as more clients complained about costly errors and confusing service, the leadership team knew they were losing trust—and control. 

"We were sending clients to ADP, and there were a lot of errors," Marcy recalled. "It’s a fine line, because automation is great. But when there’s no human review, things slip. Our clients were coming back to us saying, ‘Why did you send us there?’" 

CEO Tim Petrey realized it was time for a change. The firm needed to stop outsourcing payroll—and start owning it. 

"Tim always said: we don't want our clients stuck calling a 1-800 number. We want them calling someone they know." 

The Solution: Building a payroll model that’s personal—and powerful 

The search for a better system led White Glove Payroll to IRIS Payroll Software. It offered the best of both worlds: the automation needed to streamline operations and the control to ensure clients were never just numbers in a queue. 

"We don't want to just push buttons," Marcy said. "Anybody can click buttons. Our people understand what the buttons do." 

With IRIS, the team could manage complex setups—multi-state compliance, multiple pay types, customized schedules—all while layering in their own expertise and checks. 

"For our clients, it makes a difference that a human reviews everything before it’s filed. The system gives us the flexibility to double-check and fix things before they become problems." 

Control wasn’t just internal. White Glove built a model where every client gets a dedicated “concierge,” not a random support agent. CPA and payroll teams work together, sharing information through a cloud-based practice management system. No more chasing third-party vendors for simple adjustments. 

"Our clients can call someone who actually knows their account," Marcy said. "If they need to adjust wages, add a deduction, fix a local tax—they’re not waiting on hold. It’s seamless." 

Remote work was part of the solution as well. IRIS’s cloud-based platform fit perfectly with the firm’s flexible, family-friendly work culture. 

"Some people on our team work from 8 to 2, pick up their kids, do dinner, then hop back online later," Marcy explained. "The cloud setup means they're not chained to a desk—and we’re still getting everything done." 

The Results: Scaling smarter—and setting the stage for national growth 

Since bringing payroll in-house with IRIS Payroll Software, White Glove Payroll has seen transformative growth—quadrupling revenue without ballooning their staff. 

“In 2019, we closed payroll at about $350,000,” Marcy said. “Last year, we were close to $1.6 million.” 

When a team member managing 70 clients resigned, there was no mad scramble to replace her. Thanks to better systems and smarter workflows, the existing team absorbed the workload. "Each year we get more efficient. I wasn’t panicking when she resigned. We were able to split her clients among the team—and keep moving." 

Today, White Glove Payroll supports over 800 companies across almost every state, with a special edge in complex regions like Ohio, Pennsylvania, and California. "Over half our clients are in Ohio and Pennsylvania," Marcy noted. "If you can do payroll here, you can do it anywhere." 

Perhaps even more importantly, Marcy’s team has a voice at the table. They’re active contributors to Iris Payroll’s product development, helping shape improvements based on real-world needs. "No system is perfect. But now, when we spot something, we have a seat at the table. Iris listens—and that’s huge for us." 

With the backing of a private equity network, White Glove Payroll is poised for even bigger expansion—potentially rolling out its model to CPA firms across the country. 

"The growth potential is incredible," Marcy said. "And IRIS is going to be a huge part of how we get there."