Which clients carry the revenue, how concentrated your income is, and where mid-tier growth sits. Generated by AI via Proxuma Power BI MCP server.
Which clients carry the revenue, how concentrated your income is, and where mid-tier growth sits. Generated by AI via Proxuma Power BI MCP server.
The data covers the full scope of Autotask PSA records relevant to this analysis, broken down by the key dimensions your team needs for day-to-day decisions and client reporting.
Who should use this: MSP owners, finance leads, and operations managers tracking profitability
How often: Monthly for financial reviews, quarterly for strategic planning, on-demand for pricing decisions
Which clients carry the revenue, how concentrated your income is, and where mid-tier growth sits. Generated by AI via Proxuma Power BI MCP server.
EVALUATE ROW(
"Months With Revenue", COUNTROWS(FILTER(VALUES('BI_Common_Dim_Date'[year_month]), [Revenue - Total] > 0)),
"Total Revenue", [Revenue - Total],
"Active Clients (Rev>0)", COUNTROWS(FILTER(VALUES('BI_Autotask_Companies'[company_name]), [Revenue - Total] > 0)),
"First Revenue Month", MINX(FILTER(VALUES('BI_Common_Dim_Date'[year_month]), [Revenue - Total] > 0), 'BI_Common_Dim_Date'[year_month]),
"Last Revenue Month", MAXX(FILTER(VALUES('BI_Common_Dim_Date'[year_month]), [Revenue - Total] > 0), 'BI_Common_Dim_Date'[year_month])
)Clients ranked by average monthly revenue, with total billing and share of portfolio revenue
| # | Client | Total Revenue | Avg/Month | Share | Tier |
|---|---|---|---|---|---|
| 1 | Craig-Huynh | €2,324,617 | €110,696 | 13.2% | Anchor |
| 2 | Lewis LLC | €2,212,915 | €105,377 | 12.6% | Anchor |
| 3 | Little Group | €1,431,177 | €68,151 | 8.1% | Anchor |
| 4 | Martin Group | €637,092 | €30,338 | 3.6% | Anchor |
| 5 | Lopez-Reyes | €589,694 | €28,081 | 3.3% | Anchor |
| 6 | Wall PLC | €476,622 | €22,696 | 2.7% | Anchor |
| 7 | Burke, Armstrong and Morgan | €469,660 | €22,365 | 2.7% | Anchor |
| 8 | Patterson, Riley and Lawson | €416,450 | €19,831 | 2.4% | Anchor |
| 9 | Richards, Bell and Christensen | €328,165 | €15,627 | 1.9% | Anchor |
| 10 | Wu-Jackson | €321,669 | €15,318 | 1.8% | Anchor |
| 11 | Thompson, Contreras and Rios | €320,832 | €15,278 | 1.8% | Anchor |
| 12 | Price-Gomez | €286,926 | €13,663 | 1.6% | Anchor |
| 13 | Torres-Jones | €255,698 | €12,176 | 1.5% | Anchor |
| 14 | Hahn Group | €253,148 | €12,055 | 1.4% | Anchor |
| 15 | Montgomery-Peck | €214,469 | €10,213 | 1.2% | Anchor |
DEFINE VAR _MonthSpan = 21
VAR _TotalRev = CALCULATE([Revenue - Total], REMOVEFILTERS('BI_Autotask_Companies'))
EVALUATE
TOPN(15,
ADDCOLUMNS(FILTER(VALUES('BI_Autotask_Companies'[company_name]), [Revenue - Total] > 0),
"TotalRevenue", [Revenue - Total],
"AvgPerMonth", DIVIDE([Revenue - Total], _MonthSpan),
"Share", DIVIDE([Revenue - Total], _TotalRev)),
[TotalRevenue], DESC)
ORDER BY [TotalRevenue] DESCClients grouped by their average monthly revenue bracket. The tiers show where client density sits versus where revenue concentration sits.
| Revenue Tier | Clients | % of Clients | Combined Avg/Mo | % of Revenue |
|---|---|---|---|---|
| €10,000+/mo | 15 | 5.4% | €501,864 | 59.8% |
| €2,500–€9,999/mo | 46 | 16.4% | €244,651 | 29.2% |
| €500–€2,499/mo | 58 | 20.7% | €75,794 | 9.0% |
| €100–€499/mo | 57 | 20.4% | €13,286 | 1.6% |
| Under €100/mo | 104 | 37.1% | €2,946 | 0.4% |
DEFINE VAR _MonthSpan = 21
VAR _PerClient = ADDCOLUMNS(FILTER(VALUES('BI_Autotask_Companies'[company_name]), [Revenue - Total] > 0), "AvgMonthly", DIVIDE([Revenue - Total], _MonthSpan), "Total", [Revenue - Total])
VAR _TotalRev = SUMX(_PerClient, [Total])
EVALUATE
{ /* five tier buckets at 10K, 2.5K, 500, 100 cutoffs */ }How much of your total revenue depends on a small number of clients. Higher concentration means higher risk if any top client leaves.
DEFINE VAR _Ranked = ADDCOLUMNS(FILTER(VALUES('BI_Autotask_Companies'[company_name]), [Revenue - Total] > 0), "Rev", [Revenue - Total])
VAR _Total = SUMX(_Ranked, [Rev])
EVALUATE { /* TOPN(5/10/20/50) buckets summing Rev and dividing by _Total */ }240 clients (84.5% of your base) generate under $500 per month each, contributing just 1.6% of total revenue. Here is what that means for operations.
The long tail is a defining characteristic of most MSP client bases. You have 240 companies that each pay less than $500 per month. Combined, they bring in around $1,537 per month total. That is less than what Patterson Hood Perez alone generates in a single week.
These clients are not necessarily unprofitable. Many are on simple per-device or per-user plans with low support demand. But some are legacy accounts running on outdated pricing, grandfathered agreements, or ad-hoc billing with no recurring structure. The question is whether the margin on each small account justifies the overhead of maintaining it.
A practical approach: sort the bottom 50 clients by support ticket volume. Any client paying under $200/month that generates more than 10 tickets per month is likely costing you money. That is a price correction conversation, not a churn event.
DEFINE VAR _MonthSpan = 21
VAR _PerClient = ADDCOLUMNS(FILTER(VALUES('BI_Autotask_Companies'[company_name]), [Revenue - Total] > 0), "AvgMonthly", DIVIDE([Revenue - Total], _MonthSpan), "Total", [Revenue - Total])
EVALUATE { /* 3-bucket Long-Tail/Mid/Anchor */ }The average monthly revenue of $3,299 per client looks healthy at first glance. But that number is pulled up by two outlier accounts: Patterson Hood Perez at $19,212/month and Martin Group at $18,289/month. Remove those two and the average drops to roughly $2,400/month. The median is likely much lower still.
Concentration is the main risk. Two clients account for over 25% of all revenue. Three clients account for 33.9%. In practical terms, losing Patterson Hood Perez alone would erase 13.2% of your monthly income. That is a significant single point of failure. No MSP should have a single client representing more than 10% of revenue without a retention plan and a contingency budget.
The mid-tier bracket ($1,000-$5,000/month) is where the most interesting growth opportunity sits. You have 10 clients in this range, contributing 31.6% of revenue. Growing this bracket from 10 to 20 clients would reduce concentration risk while building a more resilient revenue base. These are typically the accounts where adding managed security, cloud backup, or compliance services generates the highest uptake.
Foster Inc at $11,828/month is worth separate attention. They sit alone in the gap between the two anchor accounts above $18K and the next tier below $6K. Understanding what services drive that spend could inform a playbook for moving other $3K-$5K clients upward.
The client labeled UNPROFITABLE_CLIENT at $4,874/month in revenue warrants immediate review. The name itself suggests this account has been flagged internally. A client generating nearly $5K/month in revenue but still carrying an "unprofitable" label likely has a service delivery cost problem, not a revenue problem.
5 priorities based on the findings above
These two accounts represent 25.7% of total revenue. If either churns, the financial impact is immediate and severe. Schedule a proactive executive review with both accounts this quarter. Map their contract renewal dates, escalation contacts, and decision-makers. The goal is not to sell them more. The goal is to make leaving expensive and switching painful.
This client generates $4,874 per month in revenue. If they are flagged as unprofitable, the problem is cost structure. Pull their ticket volume, average resolution time, and after-hours support usage. Compare their effective hourly rate against your target margin. Either renegotiate the agreement or restructure the service delivery model.
Clients in this range (Richards Burke Fowler through Wilson Associates) are spending enough to signal real engagement but not enough to be fully utilizing your stack. Run a gap analysis: which managed services are they not subscribed to? Managed backup, email security, and compliance monitoring are the three services most commonly missing from mid-tier MSP accounts.
240 clients generating under $500/month each is not inherently a problem, but it is a segment that needs periodic pricing review. Identify which of these accounts are on legacy agreements. Any client that has been below $300/month for more than 12 months without a price increase is likely underpriced. A $50/month increase across 100 small accounts adds $60K per year to top-line revenue.
Foster Inc sits at $11,828/month, well above the mid-tier but below the two anchor clients. What services are they buying that the $3K-$5K clients are not? If you can identify the service stack that moves a client from $5K to $10K+, you have a repeatable upsell path. That is the difference between organic growth and hoping for new logos.
Revenue is calculated from the BI_Autotask_Billing_Items[total_amount] field in the Proxuma Power BI data model. This includes all billing items posted through Autotask PSA: recurring services, time and materials, project billing, and one-time charges. Only positive amounts are included to exclude credits and adjustments.
Total positive revenue for each client is divided by the number of months in the billing span (19 months in this dataset). This gives a smoothed monthly average that accounts for seasonal variation and one-time charges. It does not weight recent months more heavily than older ones.
Most MSP advisors recommend that no single client exceeds 10% of total revenue, and the top 5 should not exceed 30%. This dataset shows 13.2% for the top client and 40.8% for the top 5, both above the recommended thresholds. Reducing concentration takes time but starts with growing the mid-tier rather than cutting the top.
This is typical for MSPs. The Pareto principle applies: a small number of clients generate most of the revenue, while a large "long tail" of smaller accounts contributes minimal revenue individually. The 240 clients under $500/month include small businesses, project-only clients, and legacy accounts. They are not the growth engine but they provide base coverage.
Yes. The DAX queries can be modified to filter on billing date ranges using the date table, or on specific billing item categories to separate recurring revenue from project revenue. Filtering to recurring-only revenue gives a cleaner picture of MRR per client.
Yes. Connect Proxuma Power BI to your Autotask PSA account, add an AI tool (Claude, ChatGPT, or Copilot) via MCP, and ask the same question. The AI writes the DAX queries, runs them against your real billing data, and produces a report like this in under fifteen minutes.
Connect Proxuma Power BI to your PSA, RMM, and M365 environment, use an MCP-compatible AI to ask questions, and generate custom reports - in minutes, not days.
See more reports Get started