Wes SpencerCo-Founder, Empath · Co-Founder of Empath | Recovering Cybersecurity Guy| Keynote Speaker | 2020 Cyber Educator of the Year | Building the MSP Workforce Operating System

Engaging to New and Existing Customers

2 Oct 2024 · 1 min

Watch on YouTube

0:43

In this presentation segment, the speaker walks MSPs through a Forester visual that uses color coding to highlight growth opportunities. Light green areas on the far left represent potential new customers that Forester helps identify. As the view moves right, darker green shades indicate existing customers where there is significant potential to re‑engage after a deal is closed. The speaker emphasizes strategies to upsell these clients into longer contracts or higher‑value services, and to cross‑sell between product lines such as moving customers from VoIP phone solutions to managed services or vice‑versa, thereby expanding revenue from the current base.

Chapters

We'll talk about the language, this in the language that MSPs currently use. But what I want you to see is those light green sections over on the far left. Those are new customers that Forester's trying to help us identify. But then there's the darker shades of green as we work our way to the right where Forester is saying there is a lot of opportunity for us to loop back after we've won a deal, to loop back and reengage with those existing customers, to upsell them into a longer contract or a more expensive product or service, to cross-sell them out of maybe a VoIP phone and into managed services, or maybe out of managed services into a VoIP phone and other features and products that we offer.