Lower-Risk MSP Growth: Niche by Company Size Instead of Industry

Most MSP growth advice gives you the same instruction: niche down by industry.

Pick healthcare. Or legal. Or manufacturing. Reorganize everything around it and commit.

I think that's a high-risk bet most MSPs shouldn't make.

Choosing an industry means throwing your entire operation around a single vertical and hoping it pays off. If it doesn't, you've spent a year and a lot of money rebuilding for nothing.

Here's the lower-risk alternative I'd recommend instead.

Niche by company size, not industry.

Pick a band that fits how you already operate. 20 to 50 users. 40+ users. Whatever matches your strengths.

Then do the real work: figure out exactly why businesses of that size leave their current MSP. For larger environments, it's often the case that their provider can't handle the complexity, so they churn. That churn reason is your opening.

Now you position yourself as exceptional at solving those specific problems for those specific companies.

The beauty of this approach: you don't overhaul anything. You stay open to every kind of business. You simply add sharp, specific messaging that pulls out one clear avatar from your local market.

No reorganization. No, hoping an industry works out. Just better-aimed positioning on top of what you already do well.

Are you niching by size, by industry, or not at all yet?

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