Tag
customer-retention
5 posts
The Milestone That Counts the Wrong Thing
MSP platforms report how fast an acquisition was integrated and never what the acquired revenue did afterward. One platform published the number that would count, and most MSPs cannot report it.
Four Dollars in Ten Start Over
The 2026 MSP 501, the industry's own honor roll, averages almost 60 percent recurring revenue. The buyers who set MSP prices want 80 or more. Closing that gap is a selling job, and the gap sets how much of this year's revenue is still there next year.
Your Next Client Already Has an MSP. Sell Like It.
Only 12% of MSPs say their new clients are mostly first-timers, and just 2% of buyers rule out ever switching. The MSP market circulates clients instead of minting them. The verified numbers behind the displacement dynamic, and the sales playbook built for it: switch triggers, evidence packs, and an instrumented defense.
Your QBR Is a Sales Meeting. Run It Like One.
The quarterly business review is the cheapest, highest-intent sales meeting an MSP has, and most run it as a service report. What effective reviews correlate with, the agenda that makes the meeting sell, and why the strongest part teaches the client about their own business.
Churn Is a Contract-Design Problem
MSP churn gets blamed on service. Most of the leak is designed in at signing. The contract terms that keep clients, and the truth about churn benchmarks.