6 Ways To Get Big Impact Out Of A Small MSP Marketing Budget

By Derik Belair, VP Marketing & Business Development, SolarWinds N-able

Smaller managed services providers (MSPs) don’t always have the time, expertise or resources to engage in large-scale, sophisticated marketing programs. The good news is it’s possible to have a big marketing impact without a big budget.

Successful marketing programs are rooted in understanding your customers and prospects, and that’s something an MSP of any size can accomplish. Follow these six steps to get the most out of your marketing spend:

STEP 1: Know Your Customers

All customers are not created equal. Some generate more revenue — and more profit — than others, and those higher-value customers (and prospects who have the same profile) should be the focus of your marketing efforts.

So how do you identify your best customers? Their spending is in the high range for your customer base, and year over year, they’re spending more. They also pay promptly, and the cost of selling to them is low (i.e., you don’t need to re-pitch for the business every year). You have several champions within the company (if one leaves, your business isn’t suddenly in jeopardy). Lastly, they’ve been recognized for excellence by the trade press, industry analysts or some other third-party source

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