TL;DR
A four-month B2B lead generation campaign became a 16-month partnership between GenSales and an IT managed service provider. The campaign brought the provider new business, including an early win that helped it broaden its target market.
What Came From the Initial Campaign?
The MSP continued working with GenSales beyond its initial four-month campaign, reaching 16 months by September 2026.
- Initial commitment: A four-month calling campaign to find new clients.
- Continued engagement: The partnership is continuing to expand.
- Sales learning: An early client win encouraged the MSP to consider additional types of prospects.
Why the MSP started with a four-month campaign
The managed service provider wanted GenSales to help it find new clients through an initial four-month calling campaign.
The business offered managed IT services and consulting. Part of its work involved reviewing technology spending and improving existing service arrangements. That gave prospective customers a reason to discuss how their current setup could work better.
The campaign began by targeting smaller companies. GenSales contacted prospects and introduced the provider through sales appointments.
A call to another MSP changed the campaign
GenSales reached another managed service provider that became an early client win.
The prospect initially wanted to understand how the company helped other businesses reduce costs. During the appointment, the two businesses found an opportunity to work together.
The conversation led the client to reconsider its original targeting. After seeing interest from another MSP, it became open to a broader range of prospects. GenSales could then pursue additional types of businesses that might benefit from the client's services.
Explore appointment setting for an IT business
GenSales provides B2B lead generation and appointment setting through a fully US-based calling team whose callers average 15 years of experience. Its managed programs cover prospect list development, outreach and qualified appointments, with the client's sales team handling the sales conversation.
The guide to B2B appointment setting for technology and telecom companies explains how outsourced calling supports technology sales teams.
Build a calling program around the customers an IT business wants to reach.
Talk with GenSales about appointment setting to discuss the service, target market and qualifications for a useful sales appointment.
Frequently asked questions
How does GenSales qualify appointments for an MSP?
Each client defines what counts as a qualified appointment. GenSales checks prospects against the client's required criteria and passes an appointment along when those requirements are met. The MSP can share feedback from meetings and refine the criteria as the campaign develops.
David Juris is the Founder and CEO of GenSales, a B2B lead generation and appointment setting company founded in 2002. GenSales reports more than 300,000 scheduled appointments and uses a fully US-based calling team. Connect with David Juris on LinkedIn.