How a Spokane MSP Closed $10,300 MRR from Two Replies 12 Days Apart
In August 2025, two finance leaders answered our client’s Managed IT campaign on the day the email arrived. One had been on the list for almost two years.
What wasn't working
Our client serves businesses across Spokane and North Idaho. In many mid-size companies there, nobody owns IT full-time, so the person who decides on an MSP is often the controller or head of finance. Those buyers are busy and rarely answer cold outreach, so the campaign had to stay in front of them until the timing was right.
- 2 statesSpokane, WA and Coeur d’Alene, ID
- Finance buyersController and Head of Finance
- 11–200employees at the companies that signed
- 698 dayslongest wait for a reply
From first email to signed contract
- Aug 1, 2025 · Same day
Aerospace and defense composites manufacturer: Finance repliesThe campaign email reached a team member at a Coeur d’Alene manufacturer (11–50 employees), who forwarded it to the Head of Finance. He replied the same day asking to meet the following week.
The email was passed on internally to the right person - Sep 15, 2023 → Aug 13, 2025 · Day 698
Auto dealership group: the Controller repliesThe Controller of a Spokane dealership group (51–200 employees) replied on day 698 and asked to talk at 8 am the next morning. The call was held on Aug 14.
698 days of follow-up before the reply - 2025
Two deals closed at $10,300 per monthDealership group at $5,300 a month and manufacturer at $5,000 a month.
The words that got the reply
Both replies came from finance, and both asked for a meeting straight away. The subject lines on their replies:
- Trying to schedule a call
- IT Support
How our client answered every pain point
[[The replies|Short replies, ready to meet|Who replied|What they wrote]] Neither reply asked for more information first. Both prospects went straight to booking a time.
- Dealership, Controller“I would like to speak with you. Will 8:00am tomorrow work?”
- Manufacturer, Head of Finance“We would like to meet with you to discuss our ongoing IT needs and support.”
What the deal delivered
[[Results|What the deals delivered]] Two new clients from one month of replies.
- $123,600annual recurring revenue from two deals
- 16xreturn on the MSP's annual TLM spendThe MSP invested $7,690 with TLM in 2025: $600 a month plus $70 for each of 7 appointments. One month of the new MRR covers 16 months of fees.
- 12 daysbetween the two repliesTwo new clients came from one month of campaign activity.
- Across state linesone client in IdahoThe campaign extended our client's reach into North Idaho.
How a Spokane MSP Closed $10,300 MRR from Two Replies 12 Days Apart
In August 2025, two finance leaders answered our client’s Managed IT campaign on the day the email arrived. One had been on the list for almost two years.
Business Problem
Our client serves businesses across Spokane and North Idaho. In many mid-size companies there, nobody owns IT full-time, so the person who decides on an MSP is often the controller or head of finance. Those buyers are busy and rarely answer cold outreach, so the campaign had to stay in front of them until the timing was right.
Prospect Timeline
Both buyers replied on the day the email reached them. The dealership’s controller asked to talk at 8 am the next morning.
Result
$123,600 annual recurring revenue from two deals
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