VectisMSP - Pipeline System for ANZ MSP Owners

For MSP Owners in NZ + AU

You don't have a pricing problem. You have a pipeline problem.

When 15 qualified MSP buyers are in a room with you every month, you stop chasing whoever is ready to write a cheque, and start picking the clients who actually fit, at the price you set. We source the venue, build the list, run the outbound. You show up and choose.

See If You Qualify

2 beta slots per quarter. We only earn meaningfully when you close.

Tim Clarkson, Founder of OxygenIT and VectisMSP. 20+ years running an NZ MSP. Built this system inside his own business first. Once the pipeline filled, the pricing conversation changed. OxygenIT moved average seat pricing from $135 to $300+ in 12 months and closed $288K TCV in the first 4 months of 2026 after 4 quarters of zero new sales.

Watch: 8-minute walkthrough

Why pipeline beats pricing every time, and how the system works.

No time? Read the reframe below.

The shift that changes everything

Pricing is the symptom. Pipeline is the disease.

Every MSP owner I have shared a beer, a peer group, or a coaching call with has the same conversation in their head:

My prices are too low.

My competitors are undercutting me.

I should charge more, but the market won't bear it.

That is the wrong conversation. I had it for years. I dropped prices to win deals. I bundled in extra services to justify the rate. I told myself the market was the problem.

Then I worked the maths backwards.

When you have 2 prospects in pipeline, you take whoever is ready to write a cheque. When you have 20 qualified prospects in pipeline, you pick the client who fits, and you charge what you are worth.

The MSPs charging $300+ per seat are not smarter. Their service is not different in kind. They have more pipeline than they can serve, so they get to be selective, and selection sets the price.

Once your pipeline is full of qualified buyers, three things change:

You raise prices, because you are no longer desperate to land the next deal.
You sell the higher price, because you have the confidence that comes with options.
You pick aligned clients, the ones who match your ICP, respect your process, and stay 5+ years.

Pipeline is the lever. Pricing is the lagging indicator. Fix the pipeline and the pricing fixes itself.

What pipeline scarcity actually costs you

Three ways a thin pipeline silently caps your business.

Most MSP owners blame pricing, the market, or the economy. The real cost of a thin pipeline shows up in three places:

You compete on price

With 2 to 3 prospects in motion, every objection becomes a discount. You bundle, you absorb, you concede. Margin slips because you cannot afford to walk away from any deal.

You take the wrong clients

Misaligned clients cost 3x in support load and churn at twice the rate of aligned ones. But when there is no one else in the queue, you say yes anyway, then spend the next 2 years cleaning up that decision.

You cannot invest in growth

Owners on a thin pipeline run on cashflow anxiety. You delay hiring, defer marketing, and skip the productisation work. The business stays small because the pipeline keeps it small.

None of this is a pricing fix. No proposal template, no objection-handling course, and no LinkedIn post is going to break this loop. The only thing that breaks it is more qualified prospects than you can serve.

And the way to get there is not louder marketing. It is the right outreach, to the right list, ending in the right room.

The epiphany

Why I stopped competing on price and started fixing the pipeline.

I have been running OxygenIT for over 20 years.

For most of that time, the business grew on referrals and a couple of acquisitions. A happy client told a friend, that friend became a client, that client told two more. It worked, until it didn't.

In 2022 I made a deliberate decision to cut our client base by around 80%. We had grown to $4 million in revenue after acquiring another business, but the company was financially strained and we were serving clients we never should have taken on. So I cut. I focused on alignment and profitability, not headcount.

It was the right call. But it meant I had to rebuild pipeline from scratch, without referrals.

I tried a cold-calling agency first. They didn't understand MSPs. The scripts were generic, the targeting was off, and after a few months we'd burnt through a list of prospects without a single qualified conversation. I tried building an in-house SDR position. Cost us $80,000 for the year, six months to get them trained well enough to be useful, and they left before month 12.

Four consecutive quarters of zero new closed sales.

And while that was happening, I kept thinking the answer was sharper pricing. A better proposal. A bigger discount. I was wrong. The answer was opportunity scarcity. I had no choice in front of me, so every conversation became a negotiation.

That is when I stopped trying to copy what worked for other industries and built something for MSPs specifically.

The insight was simple. MSP buyers are not inbound leads. They are time-poor business owners who respond to trust, not to cold outreach. The best conversations I have ever had with prospects were at local in-person events. Low pressure, shared context, high intent. So I built a system around that.

We mapped the ICP precisely. We built a prospect list for our city. We ran targeted outbound to fill a single in-person event per month. Not a trade show, not a webinar, but a small local breakfast or lunch where 15 people who actually fit our profile showed up and had real conversations with us.

The results: $288,000 in closed sales in the first four months of 2026, with $720,000 sitting in pipeline. After four quarters of nothing.

And here is what surprised me most. As soon as the pipeline filled, I stopped negotiating on price. I had three buyers in the room saying yes. I no longer needed to drop my rate to land the fourth. We moved our average seat pricing from $135 to $300+ in 12 months. Not because the product changed. Because the answer to "would you take a discount" became "no thanks, we are full".

When I shared this with my TruMethods and Evolve peer group, the question I kept getting was: "Can you do this for us?"

VectisMSP is the answer to that question.

Tim ClarksonFounder, OxygenIT + VectisMSP

How it works

The VectisMSP system in three steps.

We build your foundation

In Month 1 we configure your CRM to your brand, define your ICP precisely, build a targeted prospect list, and source and book your first in-person event venue. Our SDR team begins opening calls to warm your list.

We run the outbound

Our shared SDR team, led by Team Lead Mareez with four outbound callers, works your list using scripts trained specifically for the MSP market. Every call is made in the context of your event, your market, and your ICP.

15 buyers in a room with you

From Month 2 we guarantee 15 in-person attendees at one event per month in your city. Webinar overflow handles prospects outside your area. You show up. You have real conversations. You pick the right ones.

Month 1 is setup. Months 2 and 3 are full delivery. The pipeline from Month 3 alone typically covers your full investment, and resets your pricing power for every deal that follows.

Live proof

Already running in 4 locations across NZ and AU.

Itro
Melbourne, AU

Anspired
Brisbane, AU

OxygenIT
Christchurch, NZ - internal POC

Non-MSP Client - Brand Consulting
Auckland, NZ

TBC

April 2026 SDR activity (across 3 client programmes)

5,054Dials

2,804Conversations

1,034Pitches

443Interested

That activity converted into 114 event registrations and a confirmed pipeline of 12 upcoming events between May and June.

Per client, per month, the system is delivering:

700 to 800 conversations with target buyers
200 to 500 qualified pitches
100 to 220 interested prospects
15 to 75 event registrations

OxygenIT - the internal proof of concept

April 2026 SDR activity: 2,280 dials, 738 conversations, 520 pitches, 220 interested (42.3% interest-to-pitch rate), 75 event registrations, 7 first-time appointments booked.

Year-to-date result: OxygenIT ran four consecutive quarters without a single closed sale from outbound activity. In the first four months of 2026, using the same VectisMSP system now being offered to you, OxygenIT closed $288,000 in new business, with a further $720,000 in active pipeline. All figures are TCV.

What's included

Everything in your 90-Day Beta.

What you get	Indicative value
Done-for-you event venue sourcing and booking (2 events)	$2,400
ICP definition + targeted prospect list build	$3,000
CRM configured and branded to your business	$2,500
Dialler setup + local calling numbers	$1,200
MSP-trained shared SDR team (Mareez + 4 callers)	$18,000
15-attendee monthly event KPI guarantee	Priceless
Webinar overflow capacity for out-of-area prospects	$1,500
Weekly reporting and live monitoring	$1,200
Automation backend (nurture, reminders, follow-up)	$2,000
Tim's direct involvement during beta	You decide the value :-)
Total included value	$31,800+

Your beta investment

$2,000 / month + 10% of MRR on clients we deliver The $2,000/month base covers the full system: SDR team, dialler, list, venue, CRM, automation. We earn the 10% only when a prospect we surfaced becomes a paying client of yours, and only for as long as they stay your client.

We eat what we kill.
If our pipeline does not convert into your customers, we do not earn beyond the base. Our incentive and yours are perfectly aligned.

Who's behind this

Built by an MSP owner who tried everything else first.

Tim Clarkson has been running OxygenIT, a New Zealand managed IT services business, for over 20 years.

OxygenIT serves 100+ businesses with 10 to 200 staff across New Zealand, from offices in Christchurch and Wellington.
ISO 27001 and ISO 42001 certified. Dual certification that is rare in the NZ SMB IT sector.
98% client retention rate from 2022 to 2025.
Under 15-second phone response time as a standard.
Active TruMethods and Evolve peer group member.
Currently leading OxygenIT's pivot from cybersecurity-focused IT services into AI transformation, driving all-in seat pricing from the industry average of $100 to $150 to $300 per seat.

VectisMSP launched in January 2026 as a productised version of the internal lead generation system Tim built for OxygenIT. He uses it himself. It is not a side project.

Why the risk is low

Three reasons this is a low-risk decision.

We only win when you win

You pay $2,000/month for the system. The 10% is paid only when prospects we surface become your clients, and only for as long as they stay. If our pipeline does not convert, we do not earn. Our risk and yours are aligned.

KPI guarantee on attendance

We guarantee an average of 15 in-person attendees at your monthly event. If we don't hit it, we work until we do. The base fee is paid against delivery, not against effort.

3-month term, not 12

This is not a 12-month agency retainer. It's a 90-day engagement with a clear outcome: pipeline built, events run, buyers in the room, pricing power restored.

Common questions

FAQ

How does the $2,000/month + 10% pricing actually work?

You pay $2,000 per month flat. That covers the full system: venue sourcing, prospect list, MSP-trained SDR team, CRM, automation, dialler, weekly reporting. There is no setup fee on top.

The 10% is performance based. When a prospect we surfaced through our outbound or events becomes a paying client of yours, we take 10% of that client's monthly recurring revenue, for as long as they remain your client. If they churn, our commission stops the same month. If we don't surface clients who close, we earn nothing beyond the base $2,000.

That means the only way we make real money is when you make real money. The base fee covers our infrastructure. The 10% is the bet we are taking on our own system.

Why are you confident enough to take 10% of MRR instead of a higher base fee?

Because the system works. OxygenIT closed $288K TCV in the first 4 months of 2026 from this exact system, after 4 consecutive quarters of zero. We would rather take a smaller base fee and earn the upside through performance than charge a fat retainer and not have to deliver.

If our pipeline converts the way it has for OxygenIT, we both do very well. If it does not, you have spent $2K/month on infrastructure and we have spent a quarter of SDR capacity for very little return. That is a fair bet on both sides, and it keeps us pointed at the right outcome: closed clients, not vanity activity.

Does the 10% apply to every deal, including referrals or inbound?

No. The 10% only applies to clients sourced by VectisMSP through our outbound, events, or webinar overflow. Your existing pipeline, referrals, and any inbound leads are 100% yours. We track attribution carefully through the CRM so there is no ambiguity.

Isn't the answer just to raise my prices?

That is the most common mistake MSP owners make. You cannot raise prices when you only have 2 prospects in pipeline, because every prospect feels like the last one. You will discount to win that deal, and you will keep doing it.

Raising prices works when you have abundance. Once you have 15 to 20 qualified buyers in the room each month, you stop fearing rejection, you start qualifying out the bad fits, and the price you ask for is the price you get. Pricing is the lagging indicator. Pipeline is the lever.

What cities do you currently operate in?

We are currently live in Melbourne, Brisbane, and Christchurch. We can evaluate other cities for beta clients with a sufficient prospect base. Webinar overflow supplements in-person events where geography is a factor.

Is this just another cold-calling service?

No. Cold calling is one component of the outbound sequence, but the goal is always to book attendance at a local in-person event. The event is where qualified MSP prospects actually engage. We are not optimising for call volume. We are optimising for 15 buyers in seats per month, and the closed clients that follow.

What does "shared SDR team" mean?

Your SDR activity is run by a team led by Mareez, our SDR Team Lead, supported by four outbound callers. The team is shared across beta clients, not dedicated to one. This is what keeps the base cost at $2,000/month versus $6,000 to $8,000 for a dedicated resource. The 10% on closed revenue is what aligns the team to your specific outcome.

How is this different from what I've tried before?

Generic lead generation agencies charge a retainer regardless of outcome. They are paid the same whether you close zero clients or twenty. We are not. The base fee covers infrastructure. The real money for us only arrives when clients close. That single change in the commercial model rewires the whole engagement.

The system itself is built specifically for the MSP buying cycle. Our callers are trained on MSP context, objections, and ICP criteria. The event model creates a low-pressure, high-intent setting that MSP buyers respond to.

What do I have to do?

You show up to the event. We do everything else. You'll spend time with us in Month 1 to confirm your ICP and review your CRM setup. After that, your primary commitment is attending the monthly event, having real conversations with the 15 buyers in the room, and following up with attendees.

Why only 2 slots per quarter?

Each new client requires onboarding bandwidth from Tim and the SDR team. Launching too many locations at once reduces quality. The 2-slot cap is a quality gate, not a marketing tactic. Because we earn on closed revenue, capping intake also protects our own economics.

What happens after the 3 months?

Tim will contact you before the end of Month 3 to discuss options. Beta clients who continue move to a rolling retainer at the same $2,000 + 10% structure. The pipeline you have built by then typically makes the decision straightforward.

Can I see results from existing beta clients?

OxygenIT (Christchurch) - April 2026: 2,280 dials, 738 conversations, 520 pitches, 220 interested (42.3% interest-to-pitch rate), 75 event registrations, 7 first-time appointments. Year-to-date: $288,000 closed in the first 4 months of 2026, $720,000 in pipeline, after 4 consecutive quarters of zero new closed sales.

Itro (Melbourne) - April 2026: 1,560 dials, 1,171 conversations, 289 pitches, 118 interested, 18 event commitments, 5 events booked through June.

Anspired (Brisbane) - April 2026: 1,214 dials, 895 conversations, 225 pitches, 105 interested, 21 event registrations, 7 events booked through June.

Both AU clients are in Month 2 to 3 of delivery. Closed sale figures will be added as those deals are reported and approved for publication.

2 slots per quarter. No exceptions.

Apply for one of the 2 remaining beta slots.

This is not a contact form. It's an application. We accept 2 MSP clients per quarter. Each one gets Tim's direct attention during onboarding and the full bandwidth of the SDR team. That cap is firm, and it's firmer now that we earn on closed revenue.

If your application is a strong fit, you'll receive a confirmation email and a link to book a 20-minute call with Tim directly. If all slots are currently filled, you'll be placed on the waitlist for the next quarter.

Slots for Q3 2026 close on 31st May or when filled.

Apply Now

Application takes approximately 5 minutes. $2,000/month base. 10% of MRR on clients we deliver.

Apply for the Beta