MSP appointment setting in Spokane: who to call first

8 things to know before prospecting MSP in Spokane

1. 01547 IT services firms work the Spokane-Spokane Valley metro (+37 in a year), 1.8 times the national concentration.
2. 021.5 target businesses per IT firm ranks Spokane #88 of 100 markets and #1 of 2 in Washington.
3. 03The biggest buyer group is medical, dental and outpatient practices: 197 sites with 20 to 499 employees.
4. 04Spokane-Spokane Valley over-indexes on construction contractors at 1.67x the national mix, so build references inside that group.
5. 05Nonprofits and member organizations added 25 establishments in a year: new sites without a managed service provider relationship.
6. 06Tier 1 is 201 sites with 50 to 499 employees among medical, dental and outpatient practices and construction contractors; those deserve two or three contacts each.
7. 07Spokane County holds 98% of the target businesses across 2 counties.
8. 08Portland (285 miles) has more target businesses per IT firm, if your engineers can cover it.

These are the 12 industries Abstrakt's SDRs call for MSP work, with how many of each are in the Spokane-Spokane Valley metro and who to ask for. Compared with the U.S. as a whole, Spokane-Spokane Valley leans toward construction contractors (1.67x), accounting, tax and bookkeeping firms (1.31x) and nonprofits and member organizations (1.29x). Build the list around those categories.

1. 01
   Medical, dental and outpatient practices197

   Ask for: Practice administrator 67 with 50 to 499 employees 0.95x U.S. mix +16 in a year
2. 02
   Construction contractors167

   Ask for: Owner or president 56 with 50 to 499 employees 1.67x U.S. mix -14 in a year
3. 03
   Manufacturers155

   Ask for: Owner or president 78 with 50 to 499 employees 1.11x U.S. mix +17 in a year
4. 04
   Wholesale distributors132

   Ask for: Owner or president 45 with 50 to 499 employees 0.96x U.S. mix +8 in a year
5. 05
   Nonprofits and member organizations40

   Ask for: Executive director 6 with 50 to 499 employees 1.29x U.S. mix +25 in a year
6. 06
   Private schools and education providers30

   Ask for: Head of school or director 13 with 50 to 499 employees 1.19x U.S. mix +21 in a year
7. 07
   Real estate brokerages and property management offices25

   Ask for: Broker-owner 11 with 50 to 499 employees 0.90x U.S. mix +15 in a year
8. 08
   Architecture and engineering firms22

   Ask for: Principal or owner 7 with 50 to 499 employees 1.11x U.S. mix +15 in a year
9. 09
   Accounting, tax and bookkeeping firms15

   Ask for: Managing partner 5 with 50 to 499 employees 1.31x U.S. mix +8 in a year
10. 10
    Insurance agencies and brokerages15

    Ask for: Agency principal or owner 6 with 50 to 499 employees 1.08x U.S. mix
11. 11
    Law firms13

    Ask for: Managing partner 0.91x U.S. mix -8 in a year
12. 12
    Wealth management and investment firms9

    Ask for: Firm principal 1.02x U.S. mix +4 in a year

Businesses are establishments with 20 to 499 employees (U.S. Census Bureau, County Business Patterns 2023), the small and mid-sized range MSPs sell to; the SBA Office of Advocacy counts firms under 500 employees as small businesses. Change and concentration: U.S. Bureau of Labor Statistics, Quarterly Census of Employment and Wages, private ownership, 2025 Q2.

Nonprofits and member organizations, architecture and engineering firms and law firms run smaller, so those groups need a seat-count question before a meeting is booked.

• Medical, dental and outpatient practices are the largest group in Spokane with 197 businesses of 20 to 499 employees, fewer than Seattle has (934): close to the national mix, up 16 establishments in a year, and typical in size (15% with 50 or more employees).

• Construction contractors are the second-largest group in Spokane with 167 businesses of 20 to 499 employees, fewer than Seattle has (1,296): more concentrated than nationally (1.67x), down 14 establishments in a year, and typical in size (16% with 50 or more employees).

• Manufacturers are the third-largest group in Spokane with 155 businesses of 20 to 499 employees, fewer than Seattle has (872): close to the national mix, up 17 establishments in a year, and typical in size (30% with 50 or more employees).

• Wholesale distributors are the fourth-largest group in Spokane with 132 businesses of 20 to 499 employees, fewer than Seattle has (853): close to the national mix, up 8 establishments in a year, and typical in size (18% with 50 or more employees).

• Nonprofits and member organizations are the fifth-largest group in Spokane with 40 businesses of 20 to 499 employees, fewer than Seattle has (286): more concentrated than nationally (1.29x), up 25 establishments in a year, and smaller than across our 100 metros (7% have 50 or more employees, against 15%), so confirm the seat count early on the call.

• Private schools and education providers are the sixth-largest group in Spokane with 30 businesses of 20 to 499 employees, fewer than Seattle has (348): more concentrated than nationally (1.19x), up 21 establishments in a year, and typical in size (20% with 50 or more employees).

After those six come real estate brokerages and property management offices (25), architecture and engineering firms (22), accounting, tax and bookkeeping firms (15), insurance agencies and brokerages (15), law firms (13) and wealth management and investment firms (9), smaller groups to work by fit rather than volume.

Where a rule or a client review puts a date on security work in Spokane: medical, dental and outpatient practices (197, HIPAA), manufacturers (155, CMMC where they supply defense work), accounting, tax and bookkeeping firms (15, the FTC Safeguards Rule), insurance agencies and brokerages (15, carrier and state insurance data security requirements), law firms (13, client security questionnaires) and wealth management and investment firms (9, SEC and FINRA exams); together, 404 businesses where the first message can lead with the requirement instead of the service.

What leads in each core county

• Spokane County: medical, dental and outpatient practices (190), construction contractors (163) and manufacturers (144) lead its 795 target businesses.
• Stevens County: manufacturers (9), medical, dental and outpatient practices (4) and construction contractors (4) lead its 20 target businesses.

Employee bands: U.S. Census Bureau, County Business Patterns 2023, establishments with 10 to 499 employees; suppressed size classes count as zero. Concentration and one-year change: U.S. Bureau of Labor Statistics, Quarterly Census of Employment and Wages, private ownership, 2025 Q2. The 100-metro average is the same share summed across every market we publish.

547 IT services firms are based in the Spokane-Spokane Valley metro. 37 more opened over the past year, so buyers are fielding new names. The IT services industry is 1.8 times the national concentration. Business owners and office managers here already hear from managed service providers, and a specific reason to talk beats a generic pitch. 1.5 target businesses per IT firm puts Spokane 88 of 100 markets, and 1 of 2 in Washington. That is toward the crowded end, so growth here comes mostly from displacing incumbents at renewal. If you can serve Portland and Boise City, they have more target businesses per IT firm than Spokane.

Tier 1 covers medical, dental and outpatient practices, construction contractors and manufacturers with 50 to 499 employees.

Spokane County holds 98% of the target businesses across the 2-county metro. The other 1 county splits the remaining 2%, which is where Tier 1 accounts justify the drive and smaller sites do not.

A new office or location needs network, devices and security set up before people move in, and the provider who does that work is in the best position to support it after.

• Nonprofits and member organizations: 25 more establishments than a year ago

  In this category the usual openings are a grant or funder requirement, a new executive director, a phishing loss, a donor database change.

• Private schools and education providers: 21 more establishments than a year ago

  In this category the usual openings are a device refresh, a wireless upgrade, a new building, a summer project list, a security incident.

• Manufacturers: 17 more establishments than a year ago

  In this category the usual openings are an ERP upgrade, a ransomware incident in the industry, a defense supplier CMMC requirement, a new line or facility.

• Construction contractors: 14 fewer establishments than a year ago

  An acquisition puts a business under new owners, who usually review who runs IT and fold it into their own systems.

More questions for every prospect type, and how to follow up after the meeting, are in the MSP prospecting playbook.

If your engineers travel, Seattle, Portland, Boise City and Salt Lake City are the closest metros we track. Here are the same counts used above for Spokane.

• Seattle, WA

  205 miles away, with 5,555 target businesses and 7,023 IT services firms, or 0.8 businesses per IT firm (#100 of 100 markets); the largest buyer group is construction contractors, and it over-indexes on nonprofits and member organizations at 1.48x the national mix.

• Portland, OR

  285 miles away, with 3,864 target businesses and 1,737 IT services firms, or 2.2 businesses per IT firm (#69 of 100 markets); the largest buyer group is manufacturers, and it over-indexes on nonprofits and member organizations at 1.95x the national mix.

• Boise City, ID

  293 miles away, with 1,174 target businesses and 504 IT services firms, or 2.3 businesses per IT firm (#64 of 100 markets); the largest buyer group is construction contractors.

• Salt Lake City, UT

  552 miles away, with 2,178 target businesses and 1,664 IT services firms, or 1.3 businesses per IT firm (#94 of 100 markets); the largest buyer group is construction contractors, and it over-indexes on architecture and engineering firms at 1.60x the national mix.