Client Case Studies

“How Much Growth Can A Sales Manager Bring To Your MSP Business? For Us, It Was A $591,392 Increase – And Growing!”

Jim Bryce,
Debian IT

After More Than DOUBLING The Business In Under 3 Years, A Plateau Was On The Horizon

Maybe you’ve heard about the legend of Vincent Fung. I assure you, he is a REAL person. But yes, his seismic growth a few years back was legendary. From the spring of 2014 to the close of 2017, with the support of Robin’s Producers Club and his Accountability Group, Vince had grown his business from $1.9 million to $4.2 million.

In the US, where the economy is strong, doubling an IT business in less than three years is a significant accomplishment. But here in Alberta, Canada, where the oil and gas economy has been decimated, it was nothing short of a modern-day miracle.

We’ve lost more than 100,000 jobs in Alberta in such a short time. We now have 13 million square feet of vacant office space in the downtown area. Vince knew his business would shrink considerably if he didn’t take the RIGHT action and take that action VERY quickly.

Here’s how…

Read full article and comment →

“5 IT Services Marketing Strategies That Transformed My $200K Break/Fix Business To A $1.3 Million MSP”

Bhavin Mehta,
Fusion Factor

“If You Build IT, They Will Come.” NOPE!

I started Fusion Factor in 2005 with the mission to help small and medium-sized businesses get a real return on their technology investments. Since we would be dedicated to providing state-of- the-art IT support, phenomenal service and products that allow our clients to get ahead of their competition, I figured we were destined for greatness.

This was my vision (don’t laugh): I thought that simply by opening my IT business, it would grow on its own. AUTOMATICALLY. I truly believed people would find Fusion Factor in the Yellow Pages (it’s under F – I checked). Then the phones would ring off the hook. I envisioned having to turn business away because we couldn’t handle the tidal wave of new customers.

I kept waiting and waiting for that tidal wave. But nothing happened. Not even a small wave or a ripple. Nope, my phone didn’t ring at all. When it did ring, I ran to it like a middle schooler before the big dance. Yet it was always telemarketers selling insurance.

Here are the 5 IT Marketing Strategies That Transformed My $200k Break/Fix Business To A $1.3 Million MSP:

Read full article and comment →

“After Losing Two Of Our Largest Clients Representing $12,000 A Month In MRR… I Increased My Revenue By $7,100 A Month In JUST 10 MINUTES!”

Jill Eaton,
Sweetwater Technology

For A Decade, I Was “Comfortable” With My Referral-Only Business – “Comfortable” With NOT Growing

Comfortable. That one word perfectly described my IT business for way too many years. I was comfortable with my customer base, comfortable with my revenue and salary. I was comfortable living off of referrals because that’s all we did for about 10 years.

I was comfortable not marketing. Seriously. We never really did ANY kind of real marketing or advertising. We never even hired a salesperson. For an entire decade, because all we ever knew were referrals, we never knew when (or IF) our business would grow.

I guess I figured because we lived in a small, rural town, we weren’t supposed to be stressed with big-city business headaches. The Wyoming town I live in has a population of about 300. I have a husband, kids and over 600 head of cattle. I also have a gas station and a novelty store. I work in my IT business so I can buy land and retire on my ranch one day, not so I can be stressed, take on more debt and deal with business headaches. Read full article and comment →

“From Marketing Newbies To $21,528 In MRR And 194 Leads In Just 90 Days!”

Mat Zoglio,
Zog, Inc.

15 Years In Business. Practically Zero Marketing.

Most IT business owners unsuccessfully “dabble” in marketing. They send out a sales letter or postcard, get few or no results and then swear off direct mail. Later, they might test their luck with an ad in a trade publication or newspaper. Again, no results. Then they’re on to the next “shiny object” everyone is talking about…only to test it once and throw it away when the phones don’t ring. There’s another kind of marketing that is even LESS effective: our go-to approach for way too many years of NO marketing at all.

Zog, Inc., was founded nearly 20 years ago, in 1999. The majority of my clients came from referrals and JV partners. For about 15 years, we never did any type of marketing. I simply didn’t know how. With a degree in electrical engineering and a background in technology and infrastructure, marketing was far outside my comfort zone.

Back then, Zog did have a marketing/salesperson on staff. However, since I was a champion of sales and largely ignored marketing, he followed in my footsteps. Sure, he implemented some Google AdWords campaigns that helped us acquire a few new clients, but we needed more. MUCH more. Read full article and comment →

“After Just 12 Weeks, We’ve Added 20 Clients And $24,924 Of Monthly Recurring Revenue”

Nathan Whittacre,
Stimulus Technologies

Bill Gates And Steve Jobs Aren’t The Only Computer Guys Who Started In A Garage!

For as long as I can remember, I wanted to run a technology company. Even as a teenager, I worked for a small computer shop and loved it. At that young age, I approached my father and brother about starting our own computer company. We founded Whittrio, Inc. (which eventually became Stimulus Technologies), in 1995 and operated out of my brother’s garage.

I often joke that I must have missed the class in Computer Science School about how to run a business. I was practically forced to become a student of business through the school of hard knocks and by devouring tons of business books. Through that self-training, certain parts of business came easy to me: analyzing financials, policies and procedures, and, of course, the tech work. That’s where I wanted to focus ALL of my time.

But I quickly learned those areas of business didn’t pay the bills. Marketing and sales were the moneymakers. Yet marketing always seemed like a “soft” subject to me. It seemed scary. It was difficult to understand. It just didn’t come natural to me. But deep down I knew that if I wanted our business to grow, it was a necessary evil to learn. Read full article and comment →