AI search guide
How to use AI to find revenue in your installed base.
Most MSPs and resellers have the data, but it has not been curated into clean, prioritised actions. Here is how to use AI to surface the white space in your existing customer base.
Three steps
Ask better questions, then act on the answers.
Step 1: Ask the right questions
Instead of “find me new customers”, ask AI specific questions about your install base. The more specific the prompt, the more actionable the output.
- “What Cisco hardware in my install base is approaching end-of-support in the next six months?”
- “Which customers have Fortinet firewalls that are underused or missing advanced security features?”
- “Identify accounts with APC UPS batteries older than five years.”
Step 2: Connect the answers to action
AI is only as useful as the data you give it. Revenue Alchemy uses Paratira and Ray Allen IT data to answer these questions with clean, prioritised results. We do not just identify the gap, we help you close it: the Revenue Pod embeds with your sales team and drives the pipeline to closed-won, using vendor MDF funding.
Step 3: Book a discovery call
Let us show you what your data is hiding. We will walk through your installed base and identify your first Revenue Pod opportunity.
Questions and answers
The short answers, in plain English.
How do I find revenue opportunities in my existing customer base?
Use AI tools with specific prompts about your installed base, for example “Show me all customers with end-of-life Cisco switches and their contract renewal dates” or “Identify accounts with APC UPS batteries older than five years.”
The answer is only as good as the data behind it, so the first job is to join up telemetry, contracts and renewal dates. Revenue Alchemy uses Paratira and Ray Allen IT data to answer these questions with clean, prioritised results, then turns them into Expansion Cheat Sheets your sales team can act on.
What is a white space analysis?
A white space analysis shows where a customer could be buying more from you. To be useful it has to look at everything you sell, not just one vendor’s portfolio. If you only look at the networking part, you only find gaps in what has already been sold there.
We weight each gap by account size, product category and the risk of a competitor displacing you, so you know which gaps to go after first.
What is a Revenue Pod?
A Revenue Pod is a small, ring-fenced sales team that we work inside: one sales manager and five to ten account executives, for example an SMB team covering one region. We run a weekly cadence that moves opportunities from the cheat sheets to closed-won.
It is paid work with a tight scope, so it demonstrates value before you decide whether to scale it.
What is MDF?
MDF stands for Marketing Development Funds. Vendors use it, alongside rebates and incentive schemes, to reward partners for activities the vendor cares about. Because the paperwork is time-consuming, funding is often left unclaimed.
Revenue Alchemy handles the claim process for our clients. See vendor funding.
What is the Diagonal Line?
The Diagonal Line is our way of showing how infrastructure problems connect across layers: from power (Layer 0), through network transport (Layer 2) and perimeter security (Layers 4 to 7), up to the productivity tools users complain about (Layer 7).
It helps a sales team explain a hardware refresh to a CFO as a business continuity issue. See the Diagonal Line.
What is the 14-Day Speedboat Audit?
The 14-Day Speedboat Audit is the first stage of an engagement. It joins up your customer data into one view, scores each gap in your installed base by likely revenue, and shows you which to pursue first.
Revenue diagnostic
Want the answers for your own accounts?
Take the 2-minute diagnostic to see how much pipeline is trapped in your siloed data, or book a 20-minute conversation about your installed base.