How a Rural Pennsylvania MSP Won $11,333 MRR Across Three Counties
In a 1,000-square-mile territory with few dense business districts, a Managed IT email campaign found an industrial shop, a medical practice and a Head Start program that each needed a new IT partner.
What wasn't working
Our client is based in Kingston, PA and covers a rural territory of roughly 1,000 square miles. Businesses are spread out, and there are few of the office parks where an MSP can find ten prospects on one street. The MSP needed a way to reach decision-makers in every county without driving to each one first.
- ~1,000 sq mirural territory to cover
- 3 countiesMonroe, Wayne and Columbia in this story
- Few hubsnot many dense business districts
- Part-time ITat one prospect, two staff handled IT on top of other jobs
From first email to signed contract
- Apr 29, 2024 → Aug 16, 2024 · Day 109
Turbo-machinery shop: the Operations Manager repliesThe Operations Manager of a fabrication and repair shop in Monroe County (11–50 employees) replied on day 109. The call was held on Aug 19, followed by an onsite discovery visit.
109 days of follow-up before the reply - Oct 7, 2023 → Dec 4, 2024 · Day 424
Gastroenterology practice: the new Administrator repliesThe original contact at a Wayne County practice had left. The Practice Administrator replied instead, asking for a security assessment, and met our client in person the next day.
424 days of follow-up before the reply - Jul 23, 2024 → Dec 27, 2024 · Day 157
Head Start program: the Director of IT repliesThe Director of IT of a Columbia County Head Start program with 5 centers replied on day 157 with a full inventory of their IT needs. The call was held on Dec 30.
157 days of follow-up before the reply - 2025
Three deals closed at $11,333 per monthFabrication shop at $3,000 a month, medical practice at about $58,000 a year and Head Start program at about $42,000 a year.
The words that got the reply
In two of the three organizations, the reply came from someone other than the original contact. The campaign still reached the right person.
- security assessment
- continued monitoring
- IT support needs
- 5 centers
How our client answered every pain point
[[The replies|They told us exactly what they needed|Who replied|What they wrote]] These prospects replied with specific needs, not just a meeting time, so our client could prepare a relevant proposal before the first conversation.
- Fabrication shop, Operations Manager“Call me Monday at 10:30 and we will talk.”
- Medical practice, Administrator“I would be interested in having your company come out to provide us with a security assessment.”
- Head Start program, Director of IT“Below is an overview of our current IT support needs across our 5 centers.”
It is me and one other staff member who deal with all of the tech issues, but it is not either of our sole jobs which makes it challenging at times.
What the deal delivered
[[Results|What the deals delivered]] Three new clients, without leaving the office to find them.
- $136,000annual recurring revenue from three deals
- 17xreturn on the MSP's annual TLM spendThe MSP invested $7,760 with TLM in 2024: $600 a month plus $70 for each of 8 appointments. One month of the new MRR covers almost 18 months of fees.
- 3 sectorsmanufacturing, healthcare and nonprofit educationEach one is a reference for similar organizations in the territory.
- 1 dayfrom reply to an in-person meeting at the practiceThe campaign did the travel; the MSP only drove out to qualified meetings.
How a Rural Pennsylvania MSP Won $11,333 MRR Across Three Counties
In a 1,000-square-mile territory with few dense business districts, a Managed IT email campaign found an industrial shop, a medical practice and a Head Start program that each needed a new IT partner.
Business Problem
Our client is based in Kingston, PA and covers a rural territory of roughly 1,000 square miles. Businesses are spread out, and there are few of the office parks where an MSP can find ten prospects on one street. The MSP needed a way to reach decision-makers in every county without driving to each one first.
Prospect Timeline
The medical practice replied on a Wednesday and met our client in person on Thursday.
Result
$136,000 annual recurring revenue from three deals
“Simply the best!”
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.
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Email-focused sales/lead generation partner services
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TLM Service Review
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Lead generation that works
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