So far in our series on Unit Economics, we’ve broken down several key metrics that are vital for MSPs to understand, such as CAC (Customer Acquisition Cost), Average Deal Size, and Payback Period. If you’ve followed along, you’ve probably realized how interwoven these metrics are in shaping the financial health of your MSP. But now, we’re zooming in on a metric that plays an essential role in sustaining and scaling your business: Retention Rate.
If you haven’t caught up on our previous blog posts, we highly recommend checking out the deep dives on WTF are Unit Economics, The CAC Trap, Average Deal Size, and Payback Period. Now, let’s take a look at Retention Rate, why it’s critical to your MSP’s long-term growth, and how you can improve it.
The Retention Rate refers to the percentage of customers you retain over a given period. For MSPs that rely on recurring revenue models, it’s one of the most important indicators of business stability and growth. After all, if you’re constantly losing clients as fast as you’re gaining them, all that hard work acquiring new business (and the steep CAC that comes with it) may go to waste.
Here’s why MSPs need to obsess over Retention Rate:
Retention Costs Less Than Acquisition: As we mentioned in our post about CAC, acquiring new customers is expensive — $32,000 in average! But retaining a customer costs far less and usually requires much less effort. In fact, it’s estimated that acquiring a new customer can be 5 to 25 times more expensive than retaining an existing one. With a higher retention rate, your CAC becomes more manageable, and your overall profitability improves.
Boosts Lifetime Value (LTV): The longer you retain a customer, the higher their Lifetime Value (LTV). And as we’ve mentioned before, it’s not enough to just bring in a customer; you need to keep them long enough to cover that CAC investment and generate profit.
Stronger Customer Relationships = Upsell Opportunities: Long-term customers are more likely to trust your services, and that trust opens doors for upselling or cross-selling additional services like cybersecurity offerings, advanced backup solutions, or even 24/7 SOC. Higher retention rates directly contribute to higher Average Deal Size over time.
Calculating retention is fairly simple and follows this basic formula:
For instance, if your MSP starts the year with 100 customers, adds 20 new clients, but ends up with 110 clients by the end of the year, your retention rate for that year would be:
Customer Support & Responsiveness: In a service industry like managed services, exceptional customer support is non-negotiable. MSPs that respond quickly and resolve issues promptly are far more likely to retain their customers. If clients feel like they’re not being heard, they’ll look elsewhere—plain and simple.
Proactive Communication: Don’t just reach out when there’s a problem. Regularly check in with your customers to offer system health reports, updates on new services, or upcoming IT trends. Proactive communication builds trust and strengthens your customer relationships, making it harder for competitors to swoop in.
Customized Solutions: Every client has unique IT needs. Offering tailored solutions rather than a one-size-fits-all package shows that you understand their business and are invested in their success.
Delivering on Value: Your customers need to see consistent value from your services. Don’t just maintain their IT infrastructure—continually demonstrate how your services are protecting their business from security threats, streamlining operations, or saving them money. Clear communication of ROI (Return on Investment) is key to long-term retention.
If your retention rate isn’t where you want it to be, here are some strategies to improve it:
Retention isn’t just about keeping the lights on—it’s about creating sustainable, scalable growth for your MSP. When you’re not constantly bleeding customers, your efforts to expand through marketing, sales, and new service offerings compound. In other words, a high retention rate serves as a multiplier for all your other business initiatives. It's like building a strong foundation; without it, the whole structure risks collapsing.
Retention Rate might not get as much attention as some flashier metrics like CAC or Average Deal Size, but its impact on your MSP’s success is profound. By keeping customers satisfied, delivering consistent value, and maintaining strong relationships, you’ll build a resilient, profitable business that’s poised for long-term growth.
So, how’s your retention rate looking these days? If it's not as high as you'd like, it’s time to roll up your sleeves and take action.