There are a ton of things to consider and decisions to make when it comes to running a successful MSP. But have you stopped for a minute to consider how important it is to make sure you’re doing business with the right customer? We’ve discussed this topic before in webinars and on The BrightGauge Podcast, and it’s an extremely popular conversation in our community. BrightGauge co-Founder and CEO, Eric Dosal, recently spoke in depth about the customer characteristics that paralleled successful business relationships during the days he owned one of the largest MSPs in the South Florida market. In 5 years, Eric grew his MSP 10x and now he’s sharing the specifics you should be utilizing: from revenue and profit contributions to referral opportunities, client personalities, soft benefits and so much more. Some of the topics covered: - breaking customers down into 4 buckets: A,B,C,D - characteristics of customers for each bucket - your game plan for each group - ideas to move customers “up” to a new bucket See the video recording for free at http://www.brightgauge.com/video-how-to-help-grow-your-msp-by-understanding-your-ideal-customer/

1. Understanding Your
Ideal Customer
presented by Eric Dosal, Co-Founder & CEO

2. Revenue
Time
$8.8MM
$800K
BIG EXIT
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A Little About Me & Compuquip

3. Compuquip’s Ideal Customers
Banks
1. Security Concerns
2. Valued Reputation
3. Required IT Audits
SMB Services Firms
1. 40 +/- Users
2. Multiple Offices
3. Services Firm
Big Boys
1. 200+ Employees
2. Technology Based
3. Needing Flexibility
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4. Break Them Down Into 4 Buckets
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A - Customers
B - Customers
C - Customers
D - Customers

5. Objective Characteristics of Each
¨ Total Revenue Contribution
¨ Total Profit Contribution
¨ Types of Services Match Your Goals
¨ Referral Business Opportunity
¨ Perception Amongst Your Team
¨ Personality of the Client
¨ Payment History
¨ Soft Benefits (Logo, Market Importance, etc)
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6. Game Plan For Each Group
¨ Group A
¤ What are the top 2 or 3 themes of this list
¤ Where do their friends hang out?
¨ Group B
¤ What qualities are they missing from Group A?
¤ Can you upsell / change relationship?
¨ Group C
¤ Do they bring enough incremental margin?
¨ Group D
¤ FIRE THEM TOMORROW
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7. Let’s Keep The Conversation Going
Email: edosal@brightgauge.com
Business: http://www.brightgauge.com/blog
Twitter: @EricDosal & LinkedIn: Eric Dosal
To Learn More: http://www.brightgauge.com/resources
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