{"id":114468,"date":"2025-07-28T22:48:45","date_gmt":"2025-07-29T02:48:45","guid":{"rendered":"https://mercurylabsmarketing.com/?page_id=114468"},"modified":"2026-06-19T08:30:14","modified_gmt":"2026-06-19T12:30:14","slug":"msp-client-acquisition-success","status":"publish","type":"page","link":"https://mercurylabsmarketing.com/__callbox_upstream/cms/case-studies/msp-client-acquisition-success/","title":{"rendered":"MSP Lead Generation Case Study: 150 SMB Clients in 90 Days"},"content":{"rendered":"\n<h2 class=\"wp-block-heading\" id=\"h-the-client\">The Client</h2>\n\n\n\n<p class=\"wp-block-paragraph\">The Client is a U.S.-based managed services provider offering IT support, cybersecurity, cloud, and data protection solutions. With over 500 employees, they serve businesses of all sizes, with tailored packages designed specifically for SMBs.</p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-the-challenge\">The Challenge</h2>\n\n\n\n<p class=\"wp-block-paragraph\">Although the Client was a nationally recognised MSP with a solid track record, they faced challenges scaling their SMB customer base quickly. Their in-house team was focused on servicing existing clients, leaving little bandwidth for a large-scale outbound push.</p>\n\n\n\n<p class=\"wp-block-paragraph\">They needed a partner who could help them execute a short-term, hyper-focused program to capture SMB market share in key U.S. regions and fill their pipeline with sales-ready opportunities.</p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-the-callbox-solution\">The Mercury Labs Solution</h2>\n\n\n\n<p class=\"wp-block-paragraph\">To help the Client refine its marketing efforts and boost its sales pipeline, Mercury Labs deployed a tailored Account-Based Marketing (ABM) program focused on Lead Generation and Appointment Setting.</p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Account-Based Multi-Channel Lead Management, leveraging Voice, Email, Chat, Web, and Social Media.</li>\n\n\n\n<li>Sales Enablement and support, including Product Training, Account Setup, and Back-office Sales Support</li>\n\n\n\n<li>Access to cutting-edge Tools &amp; Subscriptions for the Smart Engage and HubSpot CRM</li>\n\n\n\n<li>Strategic Account Management, incorporating Strategy Building, Reporting, and Product Knowledge</li>\n</ul>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-the-goals\">The Goals</h3>\n\n\n\n<p class=\"wp-block-paragraph\">Mercury Labs aimed to:</p>\n\n\n\n<ol class=\"wp-block-list\">\n<li>Launch a targeted, multi-channel program to expand SMB market share.</li>\n\n\n\n<li>Identify prospect needs through personalised discovery calls, highlighting IT challenges and compliance needs.</li>\n\n\n\n<li>Set meetings with SMB decision-makers, seamlessly connecting them with the Client\u2019s sales team.</li>\n</ol>\n\n\n\n<p class=\"wp-block-paragraph\">The program unfolded in three main stages:</p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-account-research-and-selection\">Account Research and Selection</h3>\n\n\n\n<ol class=\"wp-block-list\">\n<li>In collaboration with the Client, Mercury Labs utilised an AI-powered Ideal Customer Profile (ICP) to hone in on the Client&#8217;s target accounts.</li>\n\n\n\n<li>The Client also submitted specific criteria such as industries, annual revenues, and employee size to determine its best-fit accounts.</li>\n\n\n\n<li>The Mercury Labs team then compiled a list of potential target accounts, which the client reviewed and approved.</li>\n</ol>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-account-and-prospect-profiling\">Account and Prospect Profiling</h3>\n\n\n\n<ol class=\"wp-block-list\">\n<li>The Client provided detailed buyer persona profiles encompassing thorough demographic and firmographic descriptions to engage prospects in the outbound program effectively.</li>\n\n\n\n<li>The program primarily focused on engaging key positions, including the SMB Business Owners, CFOs, IT Directors, and Operations Managers.</li>\n\n\n\n<li>The master contact list was segmented based on these buyer personas and categorised by industry and business size.</li>\n</ol>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-multi-touch-multi-channel-outreach\">Multi-touch, Multi-channel Outreach</h3>\n\n\n\n<p class=\"wp-block-paragraph\">The Mercury Labs team developed a customised lead nurturing strategy, delivering tailored messages that resonated with different decision-maker groups. Using an AI-powered approach, they created nurture paths that integrated phone, email, web, and LinkedIn interactions within a flexible outreach framework.<br>MB Business Owners, CFOs, IT Directors, Operations Managers. Mercury Labs&#8217;s proprietary CRM, Smart Engage, streamlined the coordination of all outreach activities, ensuring the Client stayed updated on the program&#8217;s progress and results.</p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-results\">Results</h2>\n\n\n\n<p class=\"wp-block-paragraph\">In just 90 days, Mercury Labs helped the Client secure 150 new SMB clients, driving a sharp increase in pipeline growth. The program also generated 420 marketing-qualified leads and established 690 new social media connections, providing the Client with greater visibility in target markets and a solid foundation for continued expansion.</p>\n","protected":false},"excerpt":{"rendered":"<p>Mercury Labs helped IT MSP land 150 SMB clients in 90 days through a targeted ABM program targeting IT and business decision-makers.</p>\n","protected":false},"author":1,"featured_media":114471,"parent":3796,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"template-single-case-study.php","meta":{"_acf_changed":false,"footnotes":""},"categories":[],"tags":[1220],"class_list":["post-114468","page","type-page","status-publish","has-post-thumbnail","hentry","tag-case-study-3"],"acf":{"cb_acf_hero":{"h1_title":"","headline":"","description":"","image":false,"video":"","video_header":false,"cta_link":"","cta_link_hs":"","cta":"BOOK A MEETING"},"has_contact_form":false,"dark_themed_form":false,"has_review_section":false,"leadgen_apac":false,"cb_asset":"https://mercurylabsmarketing.com/external/casestudies/CS_Callbox-Helped-an-MSP-Land-150-SMB-Clients-in-90-Days.pdf","cb_web_property":"MAIN","cb_acf_relational":{"case_study":"","cs_industry_image":false},"cb_acf_testimonial":"","cb_regional_pages":false,"cb_acf_ctas":{"contact_form":"","banner_image":false,"goto_form_button":"BOOK A MEETING"},"cb_acf_post_alt":{"alt_post_title":"","alt_post_image":false,"alt_post_excerpt":"","alt_post_image_url":false},"form_redirect_url":"","cb_banner_announcement":false,"cs_gated_content":"<h2>The Client</h2>\n<p>The Client is a U.S.-based managed services provider offering IT support, cybersecurity, cloud, and data protection solutions. With over 500 employees, they serve businesses of all sizes, with tailored packages designed specifically for SMBs.</p>\n<h2>The Challenge</h2>\n<p>Although the Client was a nationally recognised MSP with a solid track record, they faced challenges scaling their SMB customer base quickly. Their in-house team was focused on servicing existing clients, leaving little bandwidth for a large-scale outbound push.</p>\n<p>They needed a partner who could help them execute a short-term, hyper-focused program to capture SMB market share in key U.S. regions and fill their pipeline with sales-ready opportunities.</p>\n","cs_campaign_type":"","cs_campaign_types":[{"value":"0","label":"Lead Generation"},{"value":"1","label":"Appointment Setting"}],"cs_campaign_duration":"6","cs_client_industry":"IT Managed Services/MSP","cs_client_location":"United States","cs_client_hq":"United States","cs_client":{"name":"Dataprise","website":"https://www.dataprise.com/","lob":"IT Managed Services/MSP"},"cs_target_location":"US-wide (Focus: Mid-Atlantic, Southeast, Midwest)","cs_target_industry":"Small and Medium Businesses (SMB)","cs_target_dm":"SMB Business Owners, CFOs, IT Directors, Operations Managers","cs_results":[{"label":"Sales Qualified Leads","value":"150"},{"label":"Marketing Qualified Leads","value":"420"},{"label":"Social Media Connections","value":"690 "}],"cs_highlights":[{"highlight":"Completed a 3-month MSP lead generation program focused on SMB IT marketing."},{"highlight":"Strengthen and increase brand awareness and engagement through multiple channels."},{"highlight":"Enabled the Client to build valuable connections with key decision-makers, enhancing their sales outreach and marketing effectiveness."}],"cs_challenge":{"cs_challenge_category":["Pipeline Growth","Market Expansion","Improved Targeting"],"cs_challenge_category_long":"Although the Client was a nationally recognised MSP with a solid track record, they faced challenges scaling their SMB customer base quickly. 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