As an MSP, you're always looking for ways to grow your business and drive profitability, but did you know that the key to sustainable growth lies within your existing customers?
If you use Autotask or ConnectWise, you are sitting on a gold mine of data about your customers, contracts and recurring services. After talking to hundreds of MSPs we have learned that most are struggling to turn their data into actionable insights.
Introducing Salesbuildr's White Space module – the ultimate tool to help you uncover untapped revenue potential and maximise customer lifetime value! 🚀
With the new White Space module, you can:
✅ Instantly visualise service gaps and identify expansion opportunities
✅ Pinpoint top revenue-generating customers for high-impact targeting
✅ Streamline contract renewals and minimise revenue leakage
✅ Compare current contracts against latest pricing for upselling and price optimization
✅ Create and send personalised proposals with just a few clicks
✅ Build targeted customer lists for highly effective marketing campaigns
Salesbuildr's White Space Analysis module is designed to save you time, boost your sales and marketing effectiveness, and ultimately drive profitable growth for your MSP business.
How it works
The screen below shows the whitespace module. Customers are listed on rows, while the services codes that you use to group your recurring services are shown in columns.
When a customer has at least one service that is grouped under the services code, the tile is green. When you click the tile, you can view details about the contract. The green tiles show you the amount of MRR a customer spends on services that are grouped under that category
How to use filters to view specific customer segments
Service code
Use this filter to only show customers that have none or at least one active service that is grouped under the service code.
Contracts ending in
Use this filter to only show customers that have a contract that will expire in the time period selected (This week, month, quarter, year).
Contract name
Use this filter to only show customers that have contracts that match the selected contract name.
Contract category
Use this filter to only show customers that have contracts that match the selected contract category. Contract categories are used for reporting on contract revenue independently of the customer or the type of the contract. You can generate LiveReports by line of business or profit center that include both projects and tickets by simply creating a contract category for each profit center and applying them to contracts for any customer.
Accountmanager
Use this filter to only show customers for the selected account manager.
How to sort customers and categories
Sort customers by revenue size
Use this option so sort customers by revenue size from high to low.
Sort customers on revenue size within a category
How to use fields to narrow down results
I want to sell to
Use this field to select one or more services from your portfolio to analyse against your customer landscape. The results will show customers who have the service in green, a blue tile when the customer does not have the services or a yellow tile when a customer has an open proposal for the selected service.
To customers to have
Use this field to narrow down your results to only show the subset of customers that have one or more of the services you select. Powerful when used in combination with the ‘I want to sell to’ field.
Creating new proposals
When a customer does not have the service you selected under “I want to sell”, the tile will turn blue. When you click the tile you can create a new proposal for that customer based on one of your templates.
Viewing open proposals
When a customer has an open opportunity and proposal for the service you selected under “I want to sell”, the tile will turn yellow. When you click the tile you can review the proposal.
Building customer lists for marketing campaigns
When you want to target a specific customer segment for one of your solutions, you can use the smart filters to hide customers that already have the selected service. Then use the export filtered companies to provide you with a list of customers and related contacts that can then be used for highly targeted and personalised email campaigns. The export will contain the company name, contact name, contact email, company vertical and company size.
The example below can be used for a marketing campaign for the saas protection service that is targeted to all customers that have Microsoft 365, but do not yet have saas protection.
Creating and assigning company labels
In this video, we demonstrate how to efficiently add and manage labels for companies in your system. By following these steps, you can easily categorize and filter companies based on specific criteria. Take note of the process to add, edit, and apply labels, as well as how to utilize them for better organization and filtering.
Once your labels are setup, you can use the Whitespace filters to segment and then label the results.
Coming soon
A filter to only show customers that have services that are billed for less than your current pricing, inspect details by clicking the green tile.
Click a green tile to add a note to provide a reason as to why or why not sell that specific service to the customer. For example, if a customer already bought this service from a competitor, you can add that information for later reference.
Tag specific services in your sales portfolio with a custom label in order to group them together and use these labels in the ‘I want to sell’ and ‘To customers who have’ fields.