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21.3. Find Deals You Already Have: Renewals, T&M Conversions, Whitespace, and Aging Assets
AlgaPSA reads your contracts, billing history, and asset records to suggest MSP opportunities — approaching renewals, T&M clients who should be on an agreement, service gaps, and assets due for refresh.
The best MSP pipeline is usually hiding in the data you already have. A contract renews in five weeks and nobody has started the conversation. A client has paid time-and-materials rates every month for a year. Twelve workstations at one site passed seven years old. None of that shows up as a lead, because nobody entered it as one.
The Suggestions tab does that entry for you. Four generators read your contracts, billing history, and asset records, and surface each finding as a deal you can accept or dismiss.
Reading a suggestion
Figure 1: Suggestion cards. Each leads with the money and states the evidence behind it.
Every card leads with the value at stake, states the finding in one line, and then gives the number it came from. The suggestion is not a hunch — "12 assets past 7 years old at Summit Ridge Construction" and "Clearwater Environmental paid more on T&M than an agreement costs over the trailing 12 months" are both statements you can take straight into a client conversation.
Each card offers three responses:
| Action | Result |
|---|---|
| Create opportunity | Opens a new deal pre-filled with the client, value, and supporting evidence |
| Dismiss | Removes the suggestion permanently — it will not come back |
| Snooze | Hides it for now and re-surfaces it later |
Dismiss is final by design. If a client has told you they will never buy backup, you should not be asked about it every month.
The four generators
Renewals
Contracts approaching their renewal decision date. The card counts down — "Renews in 38 days. Starting now means the renewal conversation is not rushed." — so the conversation opens while there is still room to negotiate scope rather than defend price.
Controlled by the Renewal lead time (days) threshold, default 120 days.
T&M conversion
Clients whose billed support spend over the trailing twelve months exceeds what a recurring agreement would have cost. These are the easiest agreements an MSP ever sells, because the client has already demonstrated the demand and is already paying more than the contract price.
The See the numbers action on a T&M suggestion opens the comparison behind it — trailing spend against agreement cost — which is the one-pager the client needs to reach the conclusion themselves.
Controlled by the T&M conversion threshold (monthly), default 1,200.00 in the tenant's currency.
Service whitespace
Services that comparable agreement clients buy and this client does not. "Lakeshore Veterinary Clinic does not buy Endpoint Backup from you yet. Every comparable client does." is both a sales opportunity and a risk you should want to know about.
Asset refresh
Aging, out-of-warranty, and end-of-life client assets, drawn from asset records and RMM-discovered hardware. Quoting a refresh before the hardware fails turns an outage ticket into planned project revenue.
Controlled by the Asset refresh age (years) threshold, default 6 years.
The whole book
Below the cards, The whole book lays every agreement client against your service lines as a matrix. A tick is a service the client buys. An empty cell is a conversation you have not had yet.
Figure 2: The whole book. Reading down a column shows which service is underselling across your base; reading across a row shows how exposed a single client is.
Read it two ways:
- Down a column — a service almost nobody buys is either mispriced, badly explained, or genuinely unwanted. In the figure, Security Services is thin across the base.
- Across a row — a client buying only Support Services is a client with a single point of contact with your business, and the easiest kind to lose.
Meridian Behavioral Health in the figure above buys nothing at all in these four lines — that is a client relationship worth understanding before a competitor does.
Keeping suggestions useful
Suggestions are only as good as the data underneath them. Two habits keep them accurate:
- Keep contract renewal dates current. The renewal generator reads the decision date, not the end date. See contract renewals.
- Keep asset records and warranty dates populated. Asset refresh suggestions depend on purchase and warranty data; RMM-discovered devices arrive with much of it already filled in. See RMM integrations.
Generators run on a schedule and can also be run on demand from opportunity settings, which is where the thresholds above are configured.
When no generator has anything to report, the tab says so plainly — "No suggestions right now" — and still shows the whole-book matrix beneath it, because whitespace is always worth reading.