Bringing in a steady stream of new monthly recurring revenue clients is the life-blood of a thriving Managed Services business. So, building a formidable sales engine is a profound desire for most owners. But, this goal eludes all except a rare few MSPs.
When I started working extensively in the MSP industry years back, I noticed a strange phenomenon.
Most MSPs hit a sales ceiling and would stagnate there for years. This sales barrier confronted 80-90% of the MSPs in the industry. For some reason, it always seemed to hit somewhere around the $2M–$4M revenue level. Why I wondered?
Talking with these MSPs, I heard the same stories. They invest in marketing toolkits; hire sales people or marketing talent; and engage telemarketing services. All of these investments result in marginal, temporary results. Fundamentally, the typical MSP owner can end up spinning their wheels year after year – leaving a wake of fired sales and marketing people who never had a chance to succeed. Always, the sales ceiling remained intact.
There are a few MSPs that thrive by driving new MRR business each and every month.
Here are what my clients in the sales transformation program are producing: