Pennsylvania-Based MSP Closed a $20,000 MRR Deal
A Pennsylvania MSP won a contract by addressing compliance challenges with targeted outreach and a tailored IT security solution.
Campaign type
Managed IT Services
Duration
2 months
Resources engaged
3
Top MRR booked
$20000
Business Problem
- Strained Internal IT at the Research Firm: A clinical research services company—was overwhelmed by compliance demands (HIPAA, 21 CFR Part 11), data security concerns, and unreliable infrastructure affecting trial efficiency.
- Disjointed Vendor Ecosystem: Their IT environment was fragmented across multiple vendors, leading to gaps in accountability, inconsistent service levels, downtime issues, and weak incident response coordination.
- MSP Struggling to Break Into Regulated Markets: They lacked traction and credibility in high-value, compliance-heavy verticals like healthcare and life sciences, which are critical for success.
Our Plan
- Niche-Focused Targeting & Messaging: With TLM, the MSP launched a targeted campaign focused on life sciences firms—speaking directly to pain points in compliance, uptime, and trial data integrity.
- Multi-Touch, Persona-Specific Outreach: A sequenced 8-touch email marketing program cadence reached CTOs and Compliance Officers, with personalized emails. The appointment was scheduled for them on their calendar.
- Solution-Led Discovery & Tailored Proposal: After securing a qualified meeting, the MSP involved a solution architect early, showcasing deep technical fluency and delivering a custom, phased proposal with clear ROI.
Result
- $20,000 MRR Secured via 3-Year Deal: The MSP closed a 36-month managed services agreement covering IT operations, cybersecurity, and compliance monitoring—totaling $720,000 in contract value.
- Positioned as a Strategic Compliance Partner: The MSP transitioned from a generalist IT vendor to a trusted partner for clinical-grade infrastructure—enabling future vertical wins.
- Accelerated Sales Cycle by 40%: The consultative approach, technical presence on the first call, and tailored messaging significantly reduced the time to close.
I've worked with V and his team for a few years now. They are experts in their field. Since we've used them, we've acquired more clients and lead appointments at a very fair rate for their services.
Leeanna Raposo,
CFO
We have multiple companies that TLM has assisted with Lead Generation. Their process is highly adaptable and works across multiple industries.
Alan Harlan,
President
We are pleased with the response time and quality of leads that TLM has provided.
Matt Trimble,
Regional Manager
