MSP SPOTLIGHT
How Michael Glasser G
7-Figure Profit Whi
And Attracted A BIG Buy
Company :
Glasser Tech
Founded :
2008 ( Acquired in 2021 by Frontline Managed Services , founded in 1985 )
Headquartered :
Hicksville , New York / Glasser Tech , St . Louis , MO / Frontline Managed Services ( FMS )
Geographical Markets Served :
New York ( Glasser Tech ), United States ( FMS )
Top Growth Indicator :
Revenue
YoY Percentage Of Revenue Growth :
Double-digit growth year over year for the last 17 years
President :
Michael Glasser
What Are The Top 3
1 Business Indicators You Use To Measure Your Company And Why ?
Revenue growth from existing clients , client growth for new clients , and retention levels . Our retention levels are in the mid- 90s , which is why we ’ re growing at double digits . When you ’ ve got existing clients , you ’ re adding more revenue to existing clients . You ’ re also adding new clients , then backing it up with awesome client service . If you ’ re not backing up with awesome client services , you ’ re not going to have retention levels in the mid-90s .
2
You Were Recently Acquired By Frontline Managed Services On July 1 , 2021 . What Do You Attribute To Making That Happen ?
Technology Marketing Toolkit and being around Robin Robins . I joined Technology Marketing Toolkit in June 2016 , and within five years , my revenues and profits more than doubled . Robin Robins and Technology Marketing Toolkit are beyond marketing . I learned a heck of a lot about marketing , but I also learned about what it takes to run a business and how to do that . Robin said , “ There are lots of people who strive to be a seven-figure company in terms of revenue , but why stop there ?” With the help of Technology Marketing Toolkit , I not only became a seven-figure company in terms of revenue , but also a seven-figure company in terms of profit . To do that , you must be a student and continually learn . I was a member of the Technology Marketing Toolkit Producers Club , which taught me to be a better businessperson and a better person in general . The meetings have a lot of marketing , but they also have meaningful speakers who talk about a host of topics regarding personal growth and business growth . You need all of that to be successful in business . In addition , I was exposed to all the Technology Marketing Toolkit members . Even though we ’ re sort of competitors , we collaborate amongst ourselves tremendously . It ’ s a huge community of like-minded people who want to grow , and Technology Marketing Toolkit fostered that , which created stellar results .
3
What Specific Strategy
From Technology Marketing Toolkit Did You Use To Help Position Your Company To Make It Attractive To A Buyer ?
I wasn ’ t actually looking to sell my company . They approached me and said , “ You ’ ve got this amazing business , and we ’ d like to make you an offer .” Robin Robins always says , “ Pick a niche market and stick with it . Own that market and become the expert and trusted advisor in that market .” That ’ s what we did . I reaffirmed my core target market , which is law firms and the legal community . We drove better results because people in that community considered us the expert and trusted advisor , and we backed that up with awesome service , which allowed us to charge a premium . One of the reasons my company was acquired was because 95 % of my revenues come from the legal and law firm community .
My profits also made my company attractive . One thing that helped my profits came from what I learned through the Greg Crabtree program within Technology Marketing Toolkit . That ’ s where I learned that you must pay attention to the revenues per