Customer acquisition in the CSP/Microsoft 365 area

Hey all,

I run a small IT company in Germany and also make certain sales here via CSP.
Unfortunately, not much -> which is why I can't put that much energy into the CSP business.

I have the feeling that many customers need to be convinced that “Office” now costs monthly or annually instead of buying a cheap full version every few years.

Arguments such as the fact that M365 is always kept up to date with updates, etc. often don't count. Customers often want their Word, Excel, PowerPoint and Outlook and that's all they want.

IT security is rarely an argument - and only if the customer has had to feel through pain in the past that security is important.

Surely there are people here who have been successful in this business for a long time.
Can you tell us how you acquired your CSP customers?

Are there any good methods "to get customers"?
Did you do any local marketing (put out flyers, etc.)? Or even online marketing with ads, etc.? I don't know anything about that and whether it's effective.
Or what did your marketing look like?

My customer acquisition is primarily cold calling at the moment. However, it would make sense for me to try other sales channels - what was most effective for you?

Thank you & best regards

Robin