Everyone loves a big win.
The 200-seat deal.
The one client that could “make your year.”
The whale.

But here’s the thing about whales: they’re big, unpredictable, and dangerous if you get too close.

And most of the time, they’ll crush your pipeline, demand all your resources, and leave you stranded if they swim away.

If you’re an MSP trying to build long-term, recurring revenue? Chasing whales can sink your ship.

Let’s talk about a smarter way.

The Power of the Twenty

Let’s say you land one 200-seat client. Sounds great, right?

Now, let’s compare that to 20 clients with 10 seats each.

The big client:

• Takes longer to close
• Involves more red tape
• Expects enterprise-level service on a small business budget
• Can churn suddenly — leaving a huge hole in your MRR

The small clients (we call them Very Small Businesses, or VSBs):

• Decide faster
• Stay loyal longer
• Are easy to support
• Don’t churn all at once

That’s the beauty of VSBs: each one is a gold nugget — and when you’ve got twenty, fifty, one hundred of them, you’ve built a stable, profitable, low-risk revenue stream that lasts.

Why Serving VSBs Is a Smarter Play

Chasing Whales	Mining Nuggets (VSBs)
Feast or famine	Predictable monthly revenue
High support burden	Simple, repeatable needs
One big churn = pain	Diversified client base
Long sales cycles	Quick YES from decision-maker

Real Stories from the Stream

Here’s what we’ve seen:

A Midwest MSP had his CTO and top phone tech resign and start their own VoIP company, and start marketing his existing 25 customers. D3UC help the MSP move all 25 companies (with over 350 phones) to D3UC in 10 days.

A husband & wife MSP in Florida wanted to add voice revenues to their security & surveillance business.  They signed up a Five Guys Burgers location, and the owner was so impressed with the UCaaS solution, they have deployed it to another six Five Guys Burgers locations.

A Texas MSP in business for over 30 years was unhappy with his current UCaaS provider, “they just keep adding fees and charges that made no business sense except to make more money for them.” They joined D3UC at the beginning of the year and have already migrated 9 businesses and their office to the platform.

The Myth of the “Big Win”

You don’t need one whale to make it.

You need a 20, 50, or 100 loyal trout who pay on time, stick around, and treat you like the expert you are.

“Pan for nuggets, not blast for boulders.”

Chuck said it for a reason: steady wins every time.

What’s Next?

In our next post, we’ll talk to MSPs who said, “But I’ve never sold voice before.”
And how they became recurring revenue pros without needing a degree in telecom.

Because the only thing standing between you and $10K/month MRR isn’t a whale — it’s a strategy that fits your size, your values, and your vision.

Let’s Kick This Around — What’s Your Growth Strategy?

Be honest: Would you rather have one client with 200 seats… or ten clients with 20?

We’ve seen both — and we’ve got strong opinions. But we want to hear yours.

• Want to debate the tradeoffs?
• Curious how others are handling it?
• Or just want a gut-check on your approach?

Call me.
Email me.
Drop a comment on the blog.

Let’s talk shop. You’ve got our attention — and our full support.

Because this isn’t just about VoIP.  It’s about building something durable.