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The Playbook

Turn every QBR into a bigger contract.

Every Playbook scans a prospect’s — or an existing client’s — public footprint across 26 opportunity categories and surfaces 100+ ranked cross-sell and upsell opportunities, with talking points and likely decision-makers. Walk into the QBR with the annual technology plan already written. A strong starting point for the conversation — not a proposal; final validation needs an on-site review.

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Core IT Infrastructure

3 categories

The foundation. Hardware, software, and cloud — where most MSPs already deliver.

IT Hardware & Infrastructure
Servers, endpoints, laptops, desktops, networking equipment, storage, and physical IT infrastructure
Software & Productivity
Business applications, Microsoft 365, Google Workspace, ERP, CRM, LOB apps, and licensing optimization
Cloud & Infrastructure Services
Cloud migration, hybrid/multi-cloud, IaaS, PaaS, SaaS management, and cloud cost optimization

AI & Emerging Technology

4 categories

Where the conversation is going. Specific AI workloads, not generic “AI strategy.”

AI Projects & Implementation
AI strategy, machine learning projects, predictive analytics, NLP, computer vision, and AI-powered business process optimization
Agentic AI & Autonomous Systems
AI agents, autonomous workflows, multi-agent systems, AI copilots, and intelligent process automation that acts independently
Software Development & DevOps
Custom software development, application modernization, DevOps, CI/CD, low-code/no-code platforms, and API integrations
AI-Enabled Robotics & IoT
Robotic Process Automation (RPA), AI-enabled physical robotics, IoT sensors, smart building systems, and industrial automation

Security & Compliance

2 categories

ITIL 4-aligned cyber + the regulatory matrix mid-market prospects are usually wrestling with.

Cybersecurity
Security posture assessment aligned to ITIL 4 Information Security Management + NIST CSF. Covers preventive, detective, corrective and directive controls — EDR/XDR, SIEM/SOC, MFA, zero trust, email security, IAM/PAM, vulnerability mgmt, incident response, security awareness.
Compliance & Governance
Regulatory compliance (HIPAA, PCI-DSS, SOC 2, CMMC, GDPR/CCPA + newer state privacy laws, CAN-SPAM, TCPA), data privacy, GRC platforms, audit readiness, and policy management

Web, Marketing & Sales

7 categories

Top-line revenue opportunities most MSPs leave on the table because they aren’t marketing experts. Marketopia is.

Website & Web Applications
Website design/redesign, e-commerce, web applications, CMS, performance optimization, SEO technical health, GEO (Generative Engine Optimization — how the site surfaces in ChatGPT / Perplexity / Google AI Overviews / Claude answers), and ADA accessibility
Marketing Technology (MarTech)
Marketing automation platforms, CRM, ABM tools, email marketing, marketing analytics, CDP, and martech stack optimization
Digital Marketing Services
SEO, GEO (Generative Engine Optimization — getting cited in ChatGPT / Perplexity / Claude / Google AI Overviews), SEM/PPC, social media marketing, content marketing, email campaigns, video marketing, and online reputation management
Lead Generation & Sales Enablement
Pipeline programs, lead-gen tooling (intent data, sales engagement platforms), sales enablement assets, pipeline management, and sales process optimization. Pairs with Outsourced BDR and Marketing Strategy categories for the people-and-process side.
Brand & Creative
Brand identity, visual design, logo refresh, brand voice/messaging consistency, and creative production (video, photography, graphics).
Outsourced BDR / Sales Development
Outbound appointment setting, BDR-as-a-Service, sales sequencer setup, list-building + outreach execution, qualifying meetings, and SDR coaching. Filling the people-and-process gap behind the lead-gen tooling.
Marketing Strategy & Execution
Fractional CMO leadership, marketing operations, MarTech rationalization, demand generation programs, content strategy & production, ABM, marketing/sales alignment, and reporting / attribution. The strategic + operational layer above point-tools.

Communications & Connectivity

3 categories

Carriers, ISPs, voice — recurring-revenue lines most prospects already pay a vendor for.

Internet, ISP & Connectivity
Internet service, fiber, SD-WAN, MPLS, redundant connectivity, bandwidth optimization, and WAN management
Telephony & Unified Communications
VoIP, UCaaS, CCaaS (contact center), PBX replacement, Microsoft Teams voice, video conferencing, and communication platform consolidation
Printers, Copiers & Document Management
Managed Print Services (MPS), MFP fleet, document workflow automation, scanning solutions, and paper-to-digital transformation

Data & Operations

3 categories

Analytics, continuity, and the ITIL practices that mature prospects need next.

Data & Business Intelligence
Business intelligence, data warehousing, reporting dashboards, data visualization, ETL pipelines, and data-driven decision making
Backup, DR & Business Continuity
Backup solutions, disaster recovery, business continuity planning, high availability, and data protection
IT Service Management (ITIL)
ITIL 4 service management practices: Service Desk, Incident Management, Problem Management, Change Enablement, Configuration Management (CMDB), IT Asset Management (ITAM), Service Request, Service Level Management, Monitoring & Event Management, Service Continuity, Knowledge Management, Release Management. Identify which ITIL practices are in place, which are missing, and where the prospect should mature.

People & Physical

3 categories

Augmentation, physical security, and the AV/collab stack that shows up in most modern offices.

Managed Services, IT Staffing & Consulting
Managed IT services (MSP), vCIO/vCISO, co-managed IT, help desk outsourcing, IT staffing, project consulting, and technology advisory
Physical Security & Access Control
Video surveillance, access control systems, visitor management, alarm systems, and integrated physical/cyber security
AV, Collaboration & Meeting Rooms
Audio/visual systems, conference room technology, digital signage, collaboration platforms, and hybrid work enablement

Uncategorized

Answer-Engine Visibility (AEO)
Not cited in AI assistants (ChatGPT/Claude/Perplexity/Google AI Overviews): missing schema.org structured data, thin/unstructured content, no llms.txt, and weak entity presence — losing the zero-click / answer-engine channel.
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See all 26 on a real prospect.

First 2 Playbooks free. ~15 minutes each. Walk into your next meeting — new prospect or QBR — with 100+ potential cross-sell and upsell opportunities, AI-prioritized from public sources with talking points and likely decision-makers. The starting point for the conversation, not a finished proposal — final validation belongs to you and the prospect.

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