Case Study: Finding Qualified Buyers for an NYC-Based MSP
The following Q&A is taken from a client review VSA Prospecting received on Clutch:
VSA provides ongoing prospecting services. After reviewing the criteria, they cold call potential leads, explain the business’s offerings, and schedule meetings for the internal team to close the deal.
Introduce your business and what you do there.
We’re a managed service provider (MSP) that implements technology services for companies within the New York City metro area. As the operations manager, it’s my duty to make sure the company is running smoothly.
What challenge were you trying to address with VSA?
We’ve traditionally secured a lot of our leads through client referrals, networking, and internet hits. But we also leverage outbound strategies. VSA provides prospecting services for us, which involves cold calling individuals to find qualified leads.
What was the scope of their involvement?
I typically work with my client manager to go over my list of criteria before they start pursuing leads. Then, they use an email account that we’ve set up to contact prospective clients as if they were a part of our firm. This requires them to have an in-depth understanding of our services, from our cloud offerings to the intricacies of our systems.
During the outreach process, they answer any questions a lead may have and try to schedule a sales meeting with me. I appreciate how well they can communicate with the leads—they aren’t just saying anything to secure a meeting; they’re using the right terms to really vet for qualified buyers.
What is the team composition?
I work with Mark (Program Manager, VSA), Ken (Registered Representative, VSA), and two other reps. In the 7–8 years I’ve worked with them, they’ve retained their team members well. That has given me the chance to know their people one-on-one. They know my personality, and I know theirs.
How did you come to work with VSA?
I met them years ago after using several cold-calling companies around the country. Because VSA is located in New Jersey, I think that they have the right temperament to deal with the clientele in our area.
How much have you invested with them?
I’ve spent between $50,000–$100,000 in total so far. I pay them $3,000 per month just for cold calling, $500 for the first meeting that they get us, $600 for the second meeting, and so on. My spend varies between $5,000–$5,500 per month.
What is the status of this engagement?
I started working with VSA in April 2014 and still do. I’ve also brought on another prospecting company to get a bit more diversity, but VSA is still my primary bread and butter.
Results & Feedback
What evidence can you share that demonstrates the impact of the engagement?
For the most part, they’ve been helpful in getting 1–2 meetings per month, which is no easy task. There have been times when we couldn’t get a single meeting. Other months, they’ll score 4–5 meetings, and my partners will tell me to slow down. Having them take on client outreach has also allowed me to work on other tasks.
In terms of feedback, they’re well-equipped to deal with New Yorkers. I sometimes listen to recordings of their calls to check how leads respond to them. Dealing with people can be hard because it’s not a black-and-white matter, but VSA, Inc. does well.
How did VSA perform from a project management standpoint?
They run the campaign themselves and are phenomenal about communication. They email me as soon as they get a lead, providing all of the necessary information and accommodating my schedule as it changes.
What did you find most impressive about them?
I respect how much their reps care about their work; it’s not just about making the most money to them. A couple of months ago, we hit a lull in meetings, so I told my point of contact that I needed to bring in another company. They said that they only wanted what was best for my business and were completely honest about it all.
Do you have any advice for future clients?
It’s important to remain involved in the process. You can’t just throw money and demand clients—you need to work with them so they understand what kind of company you are and how to convey that over the phone.