Strategies to Establish More Effective MSP Sales Forecasts

MSP sales always benefit from co-opting available information toward more effective selling strategies. This can be done to establish a sales forecast which you can use to budget throughout the year, scale out, and generally establish your MSP more sustainably. 


How Does Sales Forecasting Work? 

You must know how many sales you average annually, what kind of sales they are, what sort of profitability they bring, how much it costs to make each sale, and when sales are most likely to occur. 

Additionally, you must know your demographic well enough to determine strategies most likely to affect them, inducing conversion or upsell. The best way to know these things is to incorporate the following strategies: 


  • Collect data on sales and prospects; consolidate it
  • Co-opt best practices from professional marketing companies
  • Use competitor metrics to identify if you’re where you should be


Collect Data on Sales and Prospects; Consolidate It 

MSP sales should be informed by data, so collect it. Establish systems digital and automated which collect statistics and put them in a single place where all personnel can consult them. The more data you have, the more accurately you can project future forecasts. 


Co-Opt Best Practices from Professional Marketing Companies 

SEO groups that regularly facilitate solutions technology companies benefit from help such businesses identify tactics will be most effective. Consider working with such groups to help determine where you can expect forecasts to be. 


Use Competitor Metrics to Identify If You’re Where You Should Be 

Competitor metrics from MSPs similar to your own additionally reveal what kind of sales you can expect to make on a regular basis and when those sales are most likely to occur. Keep an eye on competitors and estimate their metrics when you can’t attain them directly.  


Establishing Accurate Sales Forecasts 

MSP sales forecasts require data. Collect that data, consolidate it where sellers can access it, work with professionals to avoid reinventing the wheel, and keep an eye on competitors. Such tactics should help you construct sales forecasts that are increasingly accurate.

Yoon Choi

An 12 year veteran of the IT Support in LA industry with a broad background consisting of start-up, SMB and Enterprise level engagements, Yoon’s experience spans a gamut of industries including legal, financial, manufacturing, media, medical and professional services in both hands-on engineering and executive roles. Yoon brings a well-seasoned viewpoint and expertise in key operational areas such as service delivery, process improvement and workflow management as well as key technical competencies in the areas of cloud based PaaS/SaaS/IaaS, VDI and virtualization, telecommunications and traditional managed services. Currently Cisco certified, Yoon is a graduate of UCLA. When the partners started Advanced Networks in 2004, the vision was simple: Be the most trusted and respected IT services providers in Los Angeles and throughout Southern California with a reputation for reliability, innovation, and a commitment to customer service. That vision remains just as strong today as it did back then. We’ve made it a point to hire the brightest and most talented team members we could find who share this vision and Yoon Choi matches this description perfectly. Yoon shares the belief of the CEO that it’s that our IT support business in LA starts and ends with the happiness of our customers.