Tag
revenue-operations
6 posts
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.
The Vertical Premium Is Real. The Proof Is Narrower Than the Pitch.
Vertically specialized MSPs charge measurably more, and the churn and speed advantages everyone claims have no published data behind them. The verified numbers, the mechanisms that remain logic, and how to run verticalization as a revenue program.
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.
The Growth Engine Moved
Existing-account expansion just jumped to the #2 MSP growth driver. What a new client costs, why most MSPs do not measure their own retention, and how to build the expansion motion.
The Revenue Architecture Problem Nobody Talks About
PE-backed services companies have sales teams but no revenue system. Here is what real revenue architecture looks like and why it matters.