Managed services marketing won’t be as effective as it could be if it only focuses on lead acquisition and conversion. Once leads are converted, additional marketing throughout their relationship with your MSP is integral.
Over time, your MSP will grow, offering new products and services. Likewise, as your clientele transition forward, they likely experience some level of growth which naturally recommends increased technology acquisition for varying reasons.
You need to have automated outreach, as well as personalized marketing solutions aimed at clientele strategically throughout their life cycle with your business. It’s a different marketing angle, but when you get it right, you bring legitimate value to the table, fostering loyalty. A properly-balanced life cycle marketing campaign facilitates a positive upward spiral for all involved. Additionally, it lowers costs and increases revenue.
Increased Revenue and Lowered Costs
Managed services marketing which manages clientele over the long-term and continues marketing toward them will increase their average value to your company. The more effectively you do this, the further out you can project total client value over the course of their journey with your business.
A client spending $2k a month on varying tech services is spending $24k a year. In ten years, that’s $240k. But if you can sell increased services, you may double what they’re paying you on a monthly basis even as value is provided. This means the cost of marketing is outweighed by expanded ROI, meaning it represents a lower percentage of total costs spent reaching and converting clientele.
If the first year, this hypothetical client spends $2k a month, and balanced up-sell expands that average $500 a year, in ten years you’ll more than double the lifetime value of said client.
Efficiency and Profit
Managed services marketing needs to balance internal selling after client conversion. Doing so properly increases revenue and decreases costs. Working with MSP-centered SEO groups can help you get the balance right. Consider existing marketing, and if you don’t already strive to market clientele after conversion, it’s integral you start.