Case Study

Campai - Whitespace

Campai's sales team needed help visualising service gaps and identifying up-and-cross-sell opportunities in Autotask PSA.

Campai - Whitespace

Campai is a Dutch MSP offering Managed IT, Cloud Services, and VoIP solutions to diverse sectors across the Netherlands. With 17 employees, they help businesses become more productive by taking over the complexities of IT management. To maximise customer lifetime value and boost profitability, the team at Campai needed a solution to uncover hidden revenue potential within their existing customer base.

Challenges

Campai's sales team needed help visualising service gaps and identifying up-and-cross-sell opportunities in Autotask PSA. The team was using Excel to observe their customer service landscape and contracts. Each month, their sales team would spend hours manually updating this spreadsheet from data in Autotask. This was error-prone, leading to missed opportunities for additional sales and unnecessary revenue leakage. Low-profit customers were also hard to identify, making it challenging to prioritise high-impact targeting. Contract renewals were also being missed, affecting Campai's bottom line.

At a glance...

Challenges:

  • Service gaps were hard to visualise in Autotask PSA.
  • Low profitable customers were hard to spot.
  • Contract renewals were being missed.
  • Missed up and cross-sell opportunities.

Results:

  • Instantly visualised service gaps and identified expansion opportunities.
  • Average MRR increased by 17%.
  • Easily compare current contracts against the latest pricing.
  • No more missed contract renewals, minimising revenue leakage.
  • Pinpoint top revenue-generating customers for high-impact targeting.
  • Can now build targeted customer lists for marketing campaigns.
  • Create and send personalised proposals with just a few clicks.

Solution

To tackle these issues, Campai turned to Salesbuildr's Whitespace Module, which helped them instantly visualise service gaps within their customer base and pinpoint untapped expansion opportunities. With a few clicks, Campai's team could compare current contracts against the latest pricing, making upselling and optimising effortless. 

‍

The Whitespace Module also enabled them to streamline their contract renewal process, eliminating missed renewals and significantly reducing revenue leakage. The team could now identify top revenue-generating customers, ensuring efforts were focused on high-impact targets. With the ability to generate targeted customer lists, Campai could launch effective, personalised marketing campaigns.

‍

Within the whitespace module, sales teams can create and send personalised proposals to customers with service gaps with just a few clicks, dramatically improving efficiency and reducing sales admin time.

Results

Campai's sales have seen fantastic results since using the Whitespace Module. They can instantly visualise service gaps, leading to more upsell and cross-sell opportunities. Their average customer MRR has increased by over 17% in the past quarter. 

‍

The sales team no longer use or have to manually update their spreadsheet of customer services, saving the team countless hours each month.

‍

With streamlined contract renewals, Campai no longer misses out on revenue opportunities, and by pinpointing high-revenue customers, they have enhanced their sales targeting and increased their average MRR. 

‍

The module's smart filtering features also enabled them to build targeted customer lists, driving personalised and highly effective marketing campaigns.

‍

Finally, the ease of creating and sending personalised proposals with just a few clicks has saved countless hours of admin and further increased sales productivity.

Salesbuildr's Whitespace Module has been a key part of our sales strategy this year and greatly improved our internal sales process. The team now has full visibility into service gaps and missed opportunities. We can easily compare contracts for better upselling and no longer worry about missed renewals. We can better target our most and least profitable customers, meaning more MRR across the board! We're spending even less time on manual tasks, meaning our sales guys have more time with customers.
Diederik Twickler | Director | Campai

Ready to start?
Try now for free.

Discover how Salesbuildr can help your MSP take control of its sales process. Start your free trial today and send your first quote in under 2 minutes.
Get Started Free