The deal you're about to lose to "good enough"
They're not unhappy enough to switch. Yet.
Most prospects with an existing MSP aren't actively looking. But "satisfied" isn't the same as "well-served." The gap between what they have and what they could have is your opportunity - if you can make it visible without sounding desperate.
The scenario:
You're pursuing a prospect who has an incumbent MSP. They're not actively looking to switch but took your meeting anyway.
The prompt:
You're positioning against an incumbent MSP.
Context: [paste what you know about their current provider and pain points]
Create a discovery framework that:
- Opens with genuine curiosity about what's working (builds trust)
- Surfaces gaps through questions, not accusations
- Positions your differentiators as "what we've seen work" not "what they're doing wrong"
- Leaves them with a concrete next step to evaluate the gap
Include 5 questions that make prospects realise they're underserved without you saying it.