Customer Story
How Right Pace Techmedia Accelerated Pipeline Growth & Unlocked $300K in Opportunities for a Leading MSP
Some campaigns deliver leads.
A few deliver meetings.
But once in a while – a campaign delivers momentum.
A fast-growing Managed Service Provider wanted to break into accounts that were actively considering a switch from their existing IT partners. They weren’t looking for awareness or “interested leads.” They wanted sales-ready opportunities that could impact their quarterly revenue – now, not later.
That’s where Right Pace Tech Media stepped in.
Headquarters
Europe
Company Size
1000+ employees
Industry
Healthcare Technology
About the Company
This leading Managed Service Provider (MSP) had a strong track record of implementation and support for enterprise clients. Their delivery was solid, onboarding smooth, and customer retention high.
But growth had slowed – not due to product issues, but because they couldn’t consistently enter high-value deals at the right time: when a contract was ending, satisfaction was low, or a buyer was actively re-evaluating vendors.
They needed a partner who could spot churn-ready accounts, filter for intent, and deliver sales-ready conversations – not just leads.
The Challenge
The client wasn’t looking for volume.
What they needed was precision:
❌ Most target accounts were locked into long-term MSP contracts, not open to change
❌ Their sales team lacked real intelligence on who was ready to switch providers
❌ “Leads” from previous vendors were unqualified time-wasters
❌ They needed BANT-qualified opportunities that could convert in-quarter
The ask was clear:
“Bring us opportunities that can move this quarter’s revenue needle – not six months later.”
This meant finding accounts with current dissatisfaction or imminent renewal timelines — the hardest kind to uncover.
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The Turning Point
Right Pace Techmedia approached the problem differently.
Instead of cold-calling everyone with an MSP need, we asked one question:
“How do we identify who is ready to switch now?”
Our strategy focused on intent, timing, and competitor displacement potential:
- Compressed a 7M+ IT Contact Database to isolate high-fit accounts showing change signals
- Created a Contract-Cycle Intelligence Model to identify accounts nearing MSP renewal
- Pre-Qualified Prospects to confirm dissatisfaction, current provider issues, and openness to switch
- Used strict BANT criteria to ensure only revenue-worthy leads reached the client
- Categorized meetings into Hot, Warm, and Nurture to prioritize sales effort
This wasn’t demand generation.
It was sales acceleration.
The Results
In just 30 days:
✨ 120+ Sales-Qualified Opportunities Delivered
🔥 7% “Hot” Conversion-Ready Leads (immediate switch potential)
🌡️ 19% “Warm” Leads (mid-cycle, active evaluation)
💰 $300,000 in Pipeline generated from just 14 opportunities
♻️ 100% Quarterly Renewals – the client kept coming back
The most impressive part?
The $300K pipeline came from just 14 leads –
meaning the strategy didn’t just work…
it produced high-value outcomes with exceptional efficiency.
The Shift We Created
Before Right Pace Techmedia
→ “We don’t know which accounts are ready to switch.”
After Right Pace Techmedia
→ “We’re speaking to prospects who are dissatisfied today and ready to explore us.”
The win wasn’t the volume.
It was the accuracy, timing, and revenue proximity of each opportunity.
For the client, this campaign didn’t just bring leads –
