MSP Sales Tactic | Conducting Effective Network Assessments to Win New Contracts

MSP Sales Tactic

Conducting Effective Network

Assessments that Win New

Business

March 27, 2013

Agenda

• Introductions

• Our sponsor

• Our MSP expert – Erick Simpson– What to offer for free AND what to charge for

– How to leverage your current tools to do the heavy lifting during the assessments

– What gaps might exist with your current tools that may limit your strategic success

– What information to present to the prospect - and when

– How to use the assessment to get the prospect to say "yes" to your managed services

• Kaseya’s Network Assessment expert

• Q&A

2

About Kaseya

• Enterprise-class IT systems management for everybody

• Key Facts– Founded 2000

– Privately held, no debt, no external capital requirements• Multi-million dollar R&D

– 33 offices worldwide in 23 countries with 450+ employees• 12,000+ customers

• Millions of assets managed

– 6 patents issued for IT service delivery processes & remote IT management processes• 37 patents pending

– Common Criteria (EAL2+) certified and FIPS 140-2 security compliant

– ITIL v2 and v3 compatible (Pink Elephant cert in progress)

3

The Most Robust Managed Service Solution

Open API

Virtual System Administrator

Device & Network Management

Other Third Party

Integrations

CRM & PSA

Unified Management

Platform

IT Configuration Management Services

•Remote Management

•Software Deployment

•Power Management

Asset Management Services

•Network Discovery & AD Management

•Hardware / Software Inventory

•Asset & VM Management

Security Services

•AntiVirus

•AntiMalware

•Patch

Business Continuity Services

•Image Backup

•File & Folder Backup

•Image Virtualization

Service Delivery & Support Services

•Service Desk / Ticketing

•Policy Management

•Service Billing

Systems Monitoring Services

•System Checks and Alerts

•Log Monitoring

•Enterprise Monitoring

Event Management• Alerts / Notifications

• System Events

• Logs

Automation & Policy• Scheduling

• Procedures

• API / Messaging

Business Intelligence• Reporting

• Dashboards

• Interactive Data Views

• Image Deployment

• Desktop Migration

• Mobile Device Management

• Data Availability

• System Availability

• Site Availability

• Software Updates

• Policy Compliance

• Time Tracking

• Agent Monitoring

• Agent-less Monitoring

Why MSPs Choose Kaseya

A single Kaseya user can proactively manage 1,000s of automated

IT systems and network tasks in the same amount of time

required by a team of technicians using other techniques

It’s the industry’s only patented single-server-single-agent

architecture; MSPs get enterprise-class capability that is easy to

use and easy to afford

With 60+% of top MSPs worldwide using Kaseya, they get access

to the most robust community available

And with so many ISVs plugging in to Kaseya via a seamless

integration process, they get an easy way to leverage their

existing strategic technology partnerships

Erick SimpsonVice President & CIO, SPC International

Mr. Simpson is a recognized IT and Managed Services Author, Speaker and Trainer, and contributor to numerous industry publications and events. Author of "The Guide to a Successful Managed Services Practice", the definitive book on Managed Services, and the follow-ups in MSP University’s Managed Services Series “The Best I.T. Sales & Marketing BOOK EVER!” and “The Best I.T. Service Delivery BOOK EVER!”, as well as his newest book “The Best NOC and Service Desk Operations BOOK EVER!”, Erick has also co-authored the HTG publication “Peer Power – Powerful Ideas for Partners from Peers”. Erick's prior experience includes overseeing the design, development and implementation of Enterprise-level Help Desks and Call Centers for Fortune 1000 organizations.

Erick

Simpson

Vice President & CIO

SPC International

www.spc-intl.com

• Over 20 years experience in the IT

industry

• Microsoft MCP, SBSC

• Author, Speaker and Trainer

• Built Call Centers and Service Desks for

Fortune 1000 Organizations

A Network Assessment Is…

• A process by which we determine an

infrastructure’s suitability to meet

business needs

• A GAP analysis that compares actual

performance against desired

performance

• The activities that comprise the process

• The tools used in these activities

• The report that is the deliverable

Do We Sell Network Assessments?

• Sometimes We Do

– Depends on prospect/oppty

– May price and sell

– May price and apply towardsservices

• Sometimes We Don’t

– Marketing and Lead Generation

• Either way, we ALWAYS do them for qualified prospects

2 Types of Assessments

• Priced and Sold, or Priced and Applied

to Future Services

– Thorough, Complete Assessment

– Summary and Detailed Reporting

• Free Assessments

– Analysis of key areas needed only to win

service business

– Summary Reporting with only specific

details highlighted

What to ALWAYS Include at Minimum

• Hardware Assets and Roles

• OS, Application Software, Licensing and

Patch Levels

• Physical System Information (Memory,

Disk Space, Drive Status, CPU Load,

etc.)

• Running Processes

• System/Service Uptime

• Backup Information

Marketing

Positioning

• 1st Client Meeting– You have prepared for the

meeting

– You have conducted your Warm-Up

– You have conducted your Business Needs Analysis

• Introduce the Network Analysis– Paid?

– Free?

Conduct the Assessment

• This is a Project – Treat it Like One

– Kickoff Meeting

• Set Expectations

• Come to Agreements

• Identify Resources

• Schedule

– Execute Provisioning

• Follow Your Project Plan

• Manage Risk

• Use Change Management

– Complete Onsite Monitoring

– Analyze Data and Create Reports

Customized White Label Reports

Complete Visibility of IT Services

• Integrated Across IT

Disciplines

• Compliance Reporting

• Multiple Output and

Delivery Options

• Custom Report Layouts

• Exportable

Presentation

• 2nd Client Meeting

– You have prepared for the meeting

– You have conducted your Warm-Up

• Introduce the Network Analysis

– Paid

• Prioritize Risk and Go Through Your Detailed Assessment From Highest Priority to Lowest

• Include Your Analysis Time in Your Quote

– Free

• Prioritize Pain and Risk and Go through Your Summary Report from a “PAS” Approach

PAS vs SPA

• Always use “PAS”: Pain, Alternatives, Solution

– Highlight the Pain

– Present the Alternatives

• Do nothing

• Fix it yourself

• Go with a competitor

– Present the Solution

• Engage with you

• Never use SPA – Solution, Pain, Alternatives

– Promote the Solution

– Communicate the Pain

– Discuss Alternatives

Conversion

• Leverage your Network Assessment to

Win the Business

– Project to bring infrastructure up to

recommended standards

– Managed Services Agreement

All in One Systems Management

19

Deployment Architecture

20

Kaseya Topology

21

One server, on

premise OR

SaaS

One light

agent

One web

console

Consolidated Network Discovery

Multiple Scan Methods

NMAPPing Domain

22

Kaseya Discovery

Next Steps

• More on SPC International’s Kaseya Optimization Services

http://s.spc-intl.com/kaseyarmm

• Learn more about Kaseya for MSPs

www.kaseya.com/msp

• For a free live product demo

www.kaseya.com/mspdemo

• For a free trial

www.kaseya.com/trynow

• To speak with us

www.kaseya.com/contactme

24@kaseyacorp/company/kaseya/KaseyaFan community.kaseya.com

Save $100 with SPC’s special Kaseya

Optimization Offer!

http://s.spc-intl.com/kaseyarmmsvc