In the world of B2B growth, it’s easy to chase vanity metrics—clicks, opens, impressions. But for vendors targeting MSPs and MSPs looking to scale, there’s one KPI that truly matters: the hand-raise.
A hand-raise is more than a lead. It’s a signal. It’s intent. It’s someone leaning in. And if you know how to treat a hand-raise right, it can be the catalyst that turns campaigns into revenue.
Here’s what vendors and MSPs need to know:
1. What Is a Hand-Raise?
A hand-raise is when someone fills out a form to access gated content—typically a listicle, guide, or special report. They’ve given their email, company info, and essentially said:
“I want to know more.”
For vendors, this means an MSP is intrigued. For MSPs, it means a prospect just stepped into your orbit.
2. It’s the Start of a Sales Conversation
This isn’t a cold call. It’s not a bought list. A hand-raise is permission to engage.
For vendors, it’s a cue to reach out to that MSP with relevant offers.
For MSPs, it’s the moment to follow up with value, not volume.
For vendors, it’s a cue to reach out to that MSP with relevant offers.
For MSPs, it’s the moment to follow up with value, not volume.
3. Why They Matter More Than Clicks
Clicks are passive. Opens are curiosity. But hand-raises are active signals of interest.
They’re not just clicking a blog—they’re entering the conversation.
And when you track hand-raises over time, you get a much clearer view of campaign ROI.
They’re not just clicking a blog—they’re entering the conversation.
And when you track hand-raises over time, you get a much clearer view of campaign ROI.
4. Hand-Raises Shorten Sales Cycles
Because a hand-raise is self-initiated, the lead is warmer than anything you’d get from cold outreach.
They already know who you are. They’ve read your value.
They’re further down the funnel than you think—if you respond quickly and effectively.
They already know who you are. They’ve read your value.
They’re further down the funnel than you think—if you respond quickly and effectively.
5. Vendors: Want to Sell to MSPs? Build Hand-Raise Triggers
If you’re a vendor targeting MSPs, your marketing should be built around gated, value-rich content:
- Listicles (“Top 5 Reasons MSPs Switch Vendors”)
- Tools (“Free NIST Compliance Checklist”)
- Research (“MSP Cybersecurity Trends 2025”)
These are more than PDFs—they’re conversation starters.
6. MSPs: Want More Business? Treat Hand-Raises Like Gold
When a prospect downloads your content or signs up for a resource, don’t wait.
Have a system in place:
Have a system in place:
- Quick outreach (within 24–48 hours)
- Personal follow-up (reference what they downloaded)
- Warm CTA (“Would it make sense to explore how we can help?”)
This is where your growth starts.
7. Track, Optimize, Repeat
The beauty of hand-raises is that they’re measurable.
Track your conversion from hand-raise to meeting to close.
Use the data to double down on what’s working—and ditch what isn’t.
Track your conversion from hand-raise to meeting to close.
Use the data to double down on what’s working—and ditch what isn’t.
Hand-raises are the moment of truth in your sales journey.
They aren’t cold leads. They aren’t noise.
They are real, actionable signals from people who want to know more.
They aren’t cold leads. They aren’t noise.
They are real, actionable signals from people who want to know more.
Ignore them, and you miss the sale.
Engage them, and you build a growth engine.
Engage them, and you build a growth engine.
-Joe Pannone
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