For managed service providers (MSPs) with 90% or more of your customer base on monthly subscriptions, what are the top 2 criteria for targeting ideal customers?

We don’t have even 25% of our customers on any of our managed service offerings. We target by volume and alignment with our physical offerings

Example - we sell physical safety harnesses. They require regular certification. We offer those customers our SaaS safety equipment management system. When the offering was first created we started with customers with the largest investment in equipment