MSP Sales Tactic

Using Kaseya to Perform an IT

Network Assessment to Win New

Business

May 21, 2013

Agenda

• Introductions

• Our sponsor

• Our MSP expert – Erick Simpson– How to create a sales pitch for using IT network

assessments as an MSP prospecting tool

– The types of information to gather during the assessment and how to analyze the data

– How to use Kaseya as the technology that enables this sales tactic

– How to prepare for the recap customer meeting so you can handle typical questions – and handle common objections

– How to use the summary report of findings to convert the prospect to a customer with a new managed services agreement

• Kaseya demo & Network Assessment expert – Jeff Keyes

• Q&A

2

Stay until the end or participate in the

session via Q&A and you may win!

From the Part 1 session

Why IT Network Assessments are

Good Prospecting Tools for MSPs

Using IT Network Assessments as an

MSP Sales Tool

• What is an IT network assessment

• What to offer for free AND what to charge for

• Where 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

1st Prospect Meeting – Sales Steps 1-3

• 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

1. Strategic Preparation

2. Warm-Up

3. Qualifying

Running a Network Assessment

• Deploy first Kaseya agent

• Remote deploy the rest– Scan the network for missing devices / machines

• Policy assignment

• Audit

• Check general network configuration

• Check antivirus

• Check patch

• Check backup

• Check key monitoring stats

• Summary of Findings Report

8

Kaseya Demo

9

Network Assessment Sales StrategyLeave behind a connection

• Useful for “emergency” support

• Beginning of other services

• Periodic environmental “spot checks”

• Run specials

10

Sales Step 4: Presentation

2nd Appointment

• Present your network assessment results

• Present your services

• Present your numbers

• Present on your terms

• Don’t forget your warm up!!!

Sales Step 4: Presentation

Prospects invest for practical reasons, explain your services in practical terms…

• Present in a clear, concise, logical order

• Use your prospect’s words when you can

• Stay focused

• Don’t let the prospect take you off course (i.e. price)

• Don’t get technical

• Tie your features and benefits to their pain points

Step 1

• Network Assessment Findings

Step 2

• The PowerPoint Presentation

Step 3

• The Managed Services Proposal

Step 4

• The Cost Savings Analysis

How to Present in a Clear, Concise,

Logical Order

Sales Step 5: Overcoming Objections

An objection is only a misunderstanding or

lack of information – avoid creating them…

• Don’t create arguments

• Don’t oversell features and benefits

• Don’t move forward until you confirm

your prospect’s understanding

• Don’t ignore your prospect’s questions

• Don’t use sales profanity…

Overcoming Objections

Words mean things, don’t use words

that mean the wrong thing…

Most common sales profanity:

Bad Word Better Word

Customer Client

Contract Agreement

Buy Invest

Problem Challenge

Appointment/Meeting Visit

Overcoming Objections

An objection is only a misunderstanding

or lack of information…

Step 1: Identify Objection

(Minor, Major, or Conditional)

Step 2: Acknowledge Objection

(I understand Mr. Prospect&)

Step 3: Qualify Objection

(Ask more questions)

Step 4: Answer Objection

(Clarify the misunderstanding)

Overcoming Objections

There are 3 types of objections, which

are you dealing with?

Step 1: Identify

Minor Objection – The prospect’s way of saying

slow down. Overcome this objection NOW!

“I want to think about it�”

Major Objection – An objection that can be

overcome, but not today - such as public school

budgets

“Our budget cycle is not until next quarter�”

Conditions – Terms for doing business. You

cannot overcome conditional objections

“Our security measurements must meet HIPAA

Compliance�”

Overcoming Objections

To be the trusted advisor, let your

prospects know you hear them…

Step 2: Acknowledge

“I understand Mr./Ms.

Prospect&”

Overcoming Objections

Back up a few steps in the process to

move forward in the process…

Step 3: Qualify

Remember your qualifying process:

Discover what the misunderstanding is

Discover what information the prospect

is lacking

Overcoming Objections

Clear the objection and close by invoking

emotion

Step 4: Answer

Once you discover what the

misunderstanding is, simply clarify.

Once you discover what information

the prospect is missing, simply

deliver it.

The Price Objection

• When the perceived value of a

solution exceeds its cost,

decision making is easy

• For prospects who have

pressing needs, not buying your

product or service might be

their most expensive option

Sales Step 6: Closing

Closing is not the most important step in

the sales cycle, it’s the 6th step…

• Assume the sale – keep moving until they say stop

• Don’t oversell – listen for the buying signs to close

• Don’t stumble through your closes – Practice,

Practice, Practice

• Remember your “value info” from your warm up

This is the easiest step to get you more business, don’t skip it…

Sales Step 7: Follow Up

Simplify your service delivery by

asking for vertical-specific

referrals

Get more referrals by using a

Referral Lead Sheet

Execute your Preparation step for

the next sale with your new client

NOW!

Next Steps

• More on SPC International’s Kaseya Optimization Services

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

• For a free live Kaseya product demo

www.kaseya.com/mspdemo

• For a free trial

www.kaseya.com/trynow

• To speak with us

www.kaseya.com/contactme

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

Save $100 with SPC’s special Kaseya

Optimization Offer!

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

Attachments

Kaseya Network AssessmentWorking Notes

• Deploy first Kaseya agent

• Remote deploy the rest– Scan the network for missing devices / machines

• Policy assignment

• Audit

• Check general network configuration

• Check antivirus

• Check patch

• Check backup

• Check key monitoring stats

• Summary of Findings Report

27

Agent DeploymentOrganization assignment

• First Kaseya agent

– URL Link

– Email

• Kaseya agent deployment to

environment

– Credentials

– Domain

– LAN Watch28

Policy

• Wraps functionality together

• Assign to an organization

• Means we just deploy Kaseya agents to

the environment…and then print

reports

29

Audit Scans

• Baseline

• Update

30

Servers

• Patch settings

• Open shares

• DNS / DHCP

• Event logs

• Disk utilization

• Warranty

• Sizing

• Logon scripts

• Time status31

Patch

• Run scan

– (optional) Assign profile

• View patch scan status

• View automatic update settings

32

Security

• Patch

– Windows auto update

– Current missing patches

• Antivirus

– Installed and active?

– Out of date?

• Domain / Workgroup

33

Hardware Lifecycle

• Minimum hardware specs

• Migration report

– Hardware replacements

– Hardware upgrades

• Hardware expected life

34

Software Check

• Licenses for Office, others

• Other remote control solutions

• Undesirable software

– Torrents

– Toolbars

– Crapware

35

Quick Monitoring CheckBasic consumables

• Disk

• Memory

• Network

• CPU

36

Summary of Findings ReportComplete visibility of IT services

• Integrated Across IT Disciplines

• Compliance Reporting

• Multiple Output and Delivery Options

• Custom Report Layouts

• Exportable37

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)

38

Unified Systems Management with

Kaseya Essentials

Event Management

• Alerts / Notifications

• System Events

• Logs

Automation

• Scheduling

• Procedures

• API/Messaging

Business Intelligence

• Reporting

• Dashboards

• Interactive Data Views

IT Configuration Management

Asset Management

Security

Business Continuity

Service Delivery

Systems Monitoring

• Remote Management

• Software Deployment

• Power Management

• Image Deployment

• Desktop Migration

• Mobile Device Management

• Network Discover & AD

• Hardware/Software

• Asset Management

• Virtual Machine

Management

• AntiVirus

• AntiMalware

• Patch Management

• Software Updates

• Image Backup

• Image Virtualization

• File & Folder Backup

• Service Desk/Ticketing

• Policy Management

• Service Billing

• Policy Compliance

• Time Tracking

• Systems Checks & Alerts

• Agent Monitoring

• Enterprise Monitoring

• Agent-less Monitoring

• Log Monitoring

39

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