Starting up a Managed Service Provider (MSP) is hard work. Keeping it profitable? Even harder. That’s where stacking new lines of business on top of your core offerings can make a big difference. You’re already the trusted IT folks, so why not capitalize on that trust by expanding into areas your customers need but don’t know they need from you? Below are 10 business lines you can offer that naturally pair with your MSP services—and how to pitch them to existing customers while also luring in new ones.
Application Training and Support
Best pitch to existing customers: “Hey, you know how half your staff calls our helpdesk because they can’t remember how to send a calendar invite in Outlook? We can help with that!” Offering application training for tools like Microsoft 365 or CRMs makes your current customers more efficient and frees up your helpdesk to focus on actual problems.
How to attract new customers: Target industries where application proficiency equals productivity—law firms, real estate agencies, etc. Position your training services as part of a “productivity upgrade” package that includes IT support. Basically, you’re solving problems they didn’t know they had, before they even have a chance to complain.
Cybersecurity Services
Best pitch to existing customers: “We’ve kept your servers humming along, but have you thought about who’s knocking on the virtual door? With our cybersecurity services, we’ll make sure no one’s sneaking in.” Sell them on the peace of mind that comes with services like threat detection, penetration testing, and managed firewall solutions. Mention the risks of ransomware and phishing—you know, the stuff that gives IT managers nightmares.
How to attract new customers: Use scare tactics. (Okay, not that scary.) Offer free cybersecurity audits to non-customers to show where their defenses are weak. Use their inevitable security flaws as the lead-in for a managed IT package that includes monitoring and ongoing protection.
Backup and Disaster Recovery
Best pitch to existing customers: “Hey, remember that time you almost lost a week’s worth of data? Let’s not go through that again.” Position backup and disaster recovery (BDR) as a core insurance policy for their data. The pitch? You’re not just offering backup; you’re offering business continuity in the event of a crisis.
How to attract new customers: Partner with insurance brokers (insurance companies are a much harder nut to crack) to offer your BDR solutions as part of a “cyber-resilient business” package. Tell prospects that even the best IT teams can’t stop natural disasters, but a good MSP will have them back up and running in hours, not days.
Compliance Consulting
Best pitch to existing customers: “You know, your industry has regulations like HIPAA or GDPR… and they’re not exactly suggestions. We can help make sure you don’t get hit with a hefty fine.” Many companies struggle with compliance and are desperate for help—this is your opportunity to swoop in and save the day.
How to attract new customers: Offer a free compliance checkup and then show them the holes in their processes. Mention how compliance gaps can lead to costly audits, downtime, or even fines. No one wants to deal with government penalties, and you’re the knight in shining armor that’ll protect them from the worst.
Cloud Migration Services
Best pitch to existing customers: “Remember when everyone had their own server closet? Yeah, those days are over.” Help your clients get ahead of the curve by moving them to the cloud. Position it as a way to scale easily without the pain of physical hardware upgrades. Plus, you’re handling everything for them, which means less work on their end.
How to attract new customers: Pitch cloud migrations as a cost-saving measure for companies still using legacy systems. Calculate how much they’re spending on maintenance and energy costs for their servers, then hit them with the savings they’d enjoy by going cloud-first.
VoIP and Unified Communications
Best pitch to existing customers: “Remember how frustrated you get when your team can’t transfer a call properly? Imagine if all your communication systems were seamlessly integrated—VoIP, messaging, video calls—all from one vendor: us.” Explain how VoIP simplifies internal and external communications and boosts team productivity.
How to attract new customers: Target businesses that are expanding or looking to upgrade their old phone systems. Offer a VoIP trial or a demo of your unified communications platform, and then sneak in how your MSP services are the glue that holds everything together.
Back-Office Support
Best pitch to existing customers: “You know all those annoying back-office tasks—payroll, accounting software glitches, etc.? What if we handled those, too?” Your clients are already coming to you with random requests outside your normal scope, so why not monetize it?
How to attract new customers: Aim for smaller companies that don’t have the budget to hire full-time back-office staff. You can pitch it as a full package: “Why not let us handle your IT and back-office while you focus on growing your business?”
IT Staffing and vCIO Services
Best pitch to existing customers: “You’ve got the IT infrastructure, now you need someone to steer the ship. Enter our vCIO services!” Many SMBs don’t need a full-time CIO, but they do need strategic IT advice. This is where you come in—helping guide their tech decisions without the full-time salary.
How to attract new customers: Look for growing businesses that need to scale but lack the expertise. Offer a vCIO consultation to show them where their IT roadmap is taking them (and how far off course they might be).
Data Analytics and Business Intelligence
Best pitch to existing customers: “You’ve got tons of data—what are you doing with it? With our analytics and BI services, we can turn your data into actionable insights.” Show them how they can make better business decisions by tapping into the power of their own data. Tie this to any business improvement goals they have.
How to attract new customers: Everyone wants to be ‘data-driven’ these days. Offer a data audit to prospective clients, then demonstrate how they could be leveraging business intelligence tools to cut costs or increase sales. Your MSP services come bundled in to keep everything running smoothly.
Physical Security Solutions
Best pitch to existing customers: “You’ve secured your network, but what about the physical premises?” Many businesses overlook physical security systems like access control and surveillance cameras. You can manage and integrate these systems into their existing IT network, adding another layer of value.
How to attract new customers: Look for businesses with valuable physical assets—retail stores, manufacturers, even schools. Offer a free security assessment and pitch your physical security solution as part of a holistic IT and safety package.
Stack Wisely
The best thing about offering these new lines of business is that they all fit naturally within an MSP’s skillset. Your customers already trust you with their IT systems, so selling them on additional services is a no-brainer. And for prospective customers, bundling these services can make your MSP the total package they’ve been looking for.
Just remember: Don’t try to do everything at once. Start with one or two of these ideas, prove your value, and let the profits roll in. You’ll thank me later.
