When Jamie Busic, CEO of Virtual Sprout, first attempted to scale his MSP’s lead generation efforts, he faced a familiar challenge. Like many MSP owners, he tried outsourcing his appointment setting – and spent nearly $250,000 with almost nothing to show for it.
Today, Virtual Sprout is experiencing 20-30% year-over-year growth, even in what Jamie calls “slow years.” The company now generates a consistent flow of qualified leads and maintains a pool of 300-400 warm prospects. So what changed?
Stop Selling, Start Educating
“The message is we’re here to deliver education,” Jamie explains. “We want you to understand what’s happening… we promise that when you get there, we’re not going to sell you anything at all.”
This education-first approach centers around brief, value-packed sessions that consistently draw 4-10 qualified prospects, with show rates between 25-40%. But getting there wasn’t instant – it took months of refinement and a willingness to play the long game.
Building a Systematic Approach
The key components of Virtual Sprout’s success include:
- High-Volume Outreach: Each SDR makes a minimum of 600 calls daily
- Value-First Offerings: Free cyber training, security checkups, and dark web scans
- Daily Team Alignment: Morning huddles to address challenges and share wins
- Continuous Optimization: Small, data-driven tweaks to improve results
- Investment in People: Competitive compensation to retain top talent
“We make a lot of small tweaks,” Jamie notes. “But you have to be able to see if it worked. You have to be able to run the reps to be able to see if it actually works.”
The Results Speak for Themselves
Virtual Sprout is now scaling rapidly, targeting 24 CSRAs (Cyber Security Risk Assessments) monthly. They’ve built a repeatable system that generates consistent results – a far cry from the uncertainty of outsourced solutions.
The company’s success hasn’t gone unnoticed. They’re now expanding their marketing channels to include LinkedIn ads and in-person speaking engagements, all while maintaining their core focus on driving warm leads to their SDR team.
Lessons for Other MSPs
- Build systems
- Hire the right people and give them the right tools
- Use data to make improvements
- Be patient while following the process
- Education over selling
“It’s absolutely a grind,” Jamie admits, “but once it starts paying… we’re just getting started.”
Virtual Sprout isn’t resting on its laurels. They’re planning to multiply their current successful strategies by 10x, while preparing for the new challenges that growth will bring.
For MSPs struggling with lead generation, Virtual Sprout’s story offers both hope and a blueprint.
Want to learn more about implementing these strategies in your MSP? Join our Leads Mastery program and discover how to build your own predictable lead generation machine.
