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Managed services smb nation june 2011

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GFI MAX presentation on building managed services business and revenue, delivered at SMB Nation in Toronto, June 2011

GFI MAX presentation on building managed services business and revenue, delivered at SMB Nation in Toronto, June 2011


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  • Welcome to today’s presentation – An Introduction to GFI MAX Building Blocks to Managed Services webinar, my name/role is .....
  • By some distance 35% … they think that the biggest problem is un-predictable user demand, ie: there’s problems they just can’t fix. However, I think that a lot of this business can become more predictable – if we give them the tools to do this – eg: in the PSA – define the problems in customer words/categorise and analyse it – demand capture (Failure/Value) (Lean Service thinking) – have some ideas. Also, what I would say is that these company look after IT systems, so the cost to them in deploying internal systems is lower in comparison to non IT Companies (hence it’s lower rating).
  • Show of hands
  • The point here: highlight that easy and straightforward is not a bad thing. It’s actually a good thing. You know when you meet someone who really understands a subject – when they can take what seems difficult and complicated, and see through the complexity to whats most important…. Lifes simplifiers…
  • The point here: highlight that easy and straightforward is not a bad thing. It’s actually a good thing. You know when you meet someone who really understands a subject – when they can take what seems difficult and complicated, and see through the complexity to whats most important…. Lifes simplifiers…
  • We believe it can be easy. Our Building Blocks program provides a way for you to market services that your customers can:Easily understandEasily grasp the benefits of Easily buy And best of all you’re able to get going right away – here’s no university style courses or costly training programs you need to sign up to, no 50 point plan to get going and “revolutionise” your business…. Best of all you don’t have to “bet your shirt” to get going… we keep it low risk, quick to get going… were going to show you how and give you the tools to make it happen easily…..
  • The Daily Server Health Check is a once-per-day scan of critical systems to ensure that the most important parts of the server and network are ready to support your customer’s business for the coming day. Whereas the Daily Server Safety Check verifies the condition of two very critical systems – backup and AV – the Daily Server Health Check provides an inspection of a much more comprehensive list of systems. - Sends own-brand report- Customer fixes – or VAR fixes for a fee- Sell for €/$/£1 per day/ or per server and make great profits- Get customers in with the ‘Try Before You Buy’ Program – where they trial the service free for a month and if they don’t sign-up you remove the GFI MAX agent from their servers within the 35 day trial period, and we won’t bill you. We share the risk – another way we make it easy for you to build your business without the risk.
  • The Daily Server Health Check is a once-per-day scan of critical systems to ensure that the most important parts of the server and network are ready to support your customer’s business for the coming day. Whereas the Daily Server Safety Check verifies the condition of two very critical systems – backup and AV – the Daily Server Health Check provides an inspection of a much more comprehensive list of systems. - Sends own-brand report- Customer fixes – or VAR fixes for a fee- Sell for €/$/£1 per day/ or per server and make great profits- Get customers in with the ‘Try Before You Buy’ Program – where they trial the service free for a month and if they don’t sign-up you remove the GFI MAX agent from their servers within the 35 day trial period, and we won’t bill you. We share the risk – another way we make it easy for you to build your business without the risk.
  • The Daily Server Health Check is a once-per-day scan of critical systems to ensure that the most important parts of the server and network are ready to support your customer’s business for the coming day. Whereas the Daily Server Safety Check verifies the condition of two very critical systems – backup and AV – the Daily Server Health Check provides an inspection of a much more comprehensive list of systems. - Sends own-brand report- Customer fixes – or VAR fixes for a fee- Sell for €/$/£1 per day/ or per server and make great profits- Get customers in with the ‘Try Before You Buy’ Program – where they trial the service free for a month and if they don’t sign-up you remove the GFI MAX agent from their servers within the 35 day trial period, and we won’t bill you. We share the risk – another way we make it easy for you to build your business without the risk.
  • Building BlocksEasy to sell – common sense. Easy to implement – get going todayMakes good margin & drives additional revenues.Ties customers in and gets them going in the right direction.Easy!As a GFI MAX customer you get access to this.... Collateral, webinars, seminars, tutorials, etc.. All served directly from your own dashboard...
  • Transcript

    • 1. Building Blocks to Growing Managed ServicesAlistair Forbes, General Manager, GFI MAX
    • 2. Presentation outline
      What you’re going to hear
      The Managed Service Challenge.
      Overview of the Award winning Building Blocks Approach
      Building Blocks to grow Managed Services Revenue
    • 3. What ARE Managed Services?
    • 4. What is Managed Services?
      MANY THINGS TO MANY FOLK
      24x7x365 Systems Management, Helpdesk & Vendor Mngt
      Planned Revenue - Pre-paid hours/Support Bank
      Recurring Revenues
      Proactive vs. Reactive Service
      Labor based or non labor based
      Software at the core with
      labor overlay
      And more...
      Value
      Managed
      Proactive
      Reactive
      Chaotic
    • 5. Research … that shaped the Building Blocks Program
      GFI MAX Quarterly Survey Program
      Both GFI MAX and non GFI MAX customers
      Large (1246 responses) world-wide survey response
      70% US.
      Facts that shape our thinking
    • 6. #1 - Sales Ethos
      Trusted Advisor Status… best practical solution
    • 7. #2 (1) – Business Goals
      • No. 1 Business Desire Worldwide view (No geographical difference)
      • 8. 44.60% Grow your customer base/market share (Hunt)
      • 9. Other important
      • 10. 12.80% Run business more efficiently
      • 11. 12.30% Service Excellence
      • 12. 9.20% Build Profit
      • 13. 7.10% Organise business to prepare for future growth
      • 14. 6.60% Expand portfolio to existing base (Farm)
      • 15. Appear not to be top of mind
      • 16. 3.00% Reduce hassle & stress
      • 17. 2.50% Diversify business to allow for 'cloud'
      • 18. 1.50% Draw back from day to day running
      • 19. 0.40% Exit business
      (Profitable) growth is the key driver…
    • 20. # 2(2) – Business Goals – by company size
      … (pretty much) regardless of size…
    • 21. #3 Biggest Difficulty providing IT Support to Customers
      Unpredictable customers the big MSP headache
    • 22. #4 Where you focus your effort?
      Cloud… mobile… workstations… focus
    • 23. Research Summary
      MSPs / IT Support Companies want :
      to earn and retain trusted advisor status
      growth – new & more profitable business
      to build recurring revenue
      to break the hassle of software renewal
      to mitigate un-predictable business (risk in fixed price)
      • A value Relationship not transactional relationship
      Know work will change (workstations, mobile & cloud)
    • 24. 4 Scenarios
      Doing nothing
      Change Started... but... wrestling with the transition
      Delivering some Managed Services BUT what now
      Everything's Great – loads of customers, loads of revenue and growing like crazy….
    • 25. GFI MAX Building Blocks to Managed ServicesManaged Services Simplified
    • 26. “The human race has this
      strange compulsion to take the
      most straightforward concepts
      and make them complicated.”
      Warren Buffett
    • 27. “I would not give a fig for the simplicity this side of complexity, but I would give my life for the simplicity on the other side of complexity.”
      Oliver Wendell Holmes Snr(1809–1894)
      “Make everything as simple as possible, but not simpler.”
      Albert Einstein (1879–1955)
    • 28. Simplicity on the far side of complexity …
      Complexity
      X
      Understanding
    • 29. GFI MAX Building Blocks - Managed Services Simplified
      Easy to implement
      Easy to sell
      No costly training
      Get going with no changeto your operation
      Move at the right pace
      Do the right thing for your client
      Manage the risk to your business
      Easy to evolve with current Managed Services approach
    • 30. The Building Blocks Approach – Any Business Model
      Starting out… Building Blocks – 101
      Sales tools - Deliver easily understood, easily sold services
      Door openers - Low-cost services, easy entry point – to get you in the door
      Get customers used to contracted service
      Start up-selling to a fully managed service
      Advanced… Building Blocks – 201
      Profitable Growth - Building revenue AND profit
      Manage the risk transfer - Once you know your customers IT
      Plan your growth - Resource to and manage for SoW & SLA
      Move towards “All you can eat” managed services 24x7x365 systems management, help desk and vendor management– profitably.
    • 31. GFI MAX Building Blocks for Managed Services
      Increase Recurring Revenue
      Efficiency, Scalability
      Business Value
      Retain Advisor/Leadership
      Reduce Risk/Unpredictability
      Attract New Customers
      Add Profitable Services
      Lucrative but more complex
      Managed Mobile Devices
      Managed Cloud Services
      Enhanced Continuity
      Enhanced Security
      Managed Central Infrastructure
      Managed
      Workstations
      Managed
      Email
      Support
      Support
      Backup Testing
      Data Leakage Protection
      Support
      Support
      Email Archiving
      Mobile Security
      3rd Party Management
      Connectivity Monitoring
      Penetration Testing
      Pro-Active Maintenance
      Pro-Active Maintenance
      Email Continuity
      Monitoring
      Monitoring
      Availability Monitoring
      Managed Antivirus
      Monitoring
      Monitoring
      Email Security
      Lower value but simple
      Un-Managed Mobile Devices
      Un-Managed Cloud Services
      Un-Managed Continuity
      Un-Managed Security
      Un-Managed Central Infrastructure
      Un-Managed Workstations
      Un-Managed Email
      Extra In-Depth Focuses
      Infrastructure Components
      Lowering your business risk
    • 32. Patch Management Report
      Closer Look at Central Infrastructure
      Fault History Report
      All branded as yours
      Managed Central Infrastructure
      Customer Reporting
      Support
      Remote Support
      PSA Integration
      Pro-Active Maintenance
      SW Patch Management
      Automated Maintenance
      Performance Management
      Asset Management
      Customer Reporting
      Client Confidence Email
      Critical Event Report
      Monitoring
      Server Monitoring
      Antivirus Monitoring
      Backup Monitoring
      Connectivity Monitoring
      Website Monitoring
      Customer Reporting
      Un-Managed Central Infrastructure
    • 33. Managed Workstations
      Lucrative but more complex
      Managed Workstations
      Support
      Remote Support
      PSA Integration
      Pro-Active Maintenance
      SW Patch Management
      Automated Maintenance
      Asset Tracking
      Customer Reporting
      Lower value but simple
      Monitoring
      Workstation Monitoring
      Antivirus Monitoring
      Customer Reporting
      Lowering your business risk
      Un-Managed Workstations
    • 34. For $xx a day, check your systems health
      Manage more issues which un-checked can cause big problems
      Customers sleep an night knowing It is taken care of.
      Problems on the Break/Fix $
      Own-brand report to show you’re
      on top of things
      Customers get used to hearing from you everyday
      Block #1 - Daily Safety Check
    • 35. Daily Audit: Are your IT guys doing their job?
      One off Health Check Audit – show issues with IT
      Independent Daily check of the health of your systems
      Daily Audit – showing back-up status, Antivirus definitions etc.
      Pitched at the business owner/business
      Become the Trusted Adviser
      First step to managed services
    • 36. Block #2 - 24/7 Real-time Server & Network Monitoring
      For $x a day, we keep a check on your systems… around the clock
      Own-Brand Dash & Customer Portal
      WallChart – NOC
      Lot of chances to find B/F $$$$
      • Learn about your customer’s systems
      before you go “all you can eat”
    • 37. For ??? a day, check:
      Fully Managed Server & Network (Inc. Labor)
      Likely to pick up all sorts of other ProjectsMuch longer, more firm and strategic relationship
      Gets to the heart of the customer desire‘Get my IT working and keep it off my desk’
      Fixed price service & agreed SLA & Scope of work
      On the ???, we’ve got calculators to help you price
      Block #3 – Full Out-source.
    • 38. Free Assets to sell managed services
      Increase Recurring Revenue
      Efficiency, Scalability
      Business Value
      Retain Advisor/Leadership
      Reduce Risk/Unpredictability
      Attract New Customers
      Additional Profitable Services
      Managed Central Infrastructure
      Managed
      Workstations
      Support
      Support
      Pro-Active Maintenance
      Pro-Active Maintenance
      Cloud, Mobiles
      Monitoring
      Monitoring
      Un-Managed Central Infrastructure
      Un-Managed Workstations
      Extra In-Depth Focuses
      Infrastructure Components
      What’s in Each Building Block?
    • 39. Your Logo
      Here
      Free Assets to sell managed services
      Increase Recurring Revenue
      Efficiency, Scalability
      Business Value
      Retain Advisor/Leadership
      Reduce Risk/Unpredictability
      Attract New Customers
      Additional Profitable Services
      Your strap line here
      Managed Central Infrastructure
      Managed
      Workstations
      Support
      Support
      Pro-Active Maintenance
      Pro-Active Maintenance
      Cloud, Mobiles
      Monitoring
      Monitoring
      Un-Managed Central Infrastructure
      Un-Managed Workstations
      Extra In-Depth Focuses
      Infrastructure Components
      What’s in Each Building Block?
    • 40. Free Assets to sell managed services
      Increase Recurring Revenue
      Efficiency, Scalability
      Business Value
      Retain Advisor/Leadership
      Reduce Risk/Unpredictability
      Attract New Customers
      Additional Profitable Services
      Managed Central Infrastructure
      Managed
      Workstations
      Support
      Support
      Pro-Active Maintenance
      Pro-Active Maintenance
      Cloud, Mobiles
      Monitoring
      Monitoring
      Un-Managed Central Infrastructure
      Un-Managed Workstations
      Extra In-Depth Focuses
      Infrastructure Components
      What’s in Each Building Block?
    • 41. Free Assets to sell managed services
      Increase Recurring Revenue
      Efficiency, Scalability
      Business Value
      Retain Advisor/Leadership
      Reduce Risk/Unpredictability
      Attract New Customers
      Additional Profitable Services
      Managed Central Infrastructure
      Managed
      Workstations
      Support
      Support
      Pro-Active Maintenance
      Pro-Active Maintenance
      Cloud, Mobiles
      Monitoring
      Monitoring
      Un-Managed Central Infrastructure
      Un-Managed Workstations
      Extra In-Depth Focuses
      Infrastructure Components
      What’s in Each Building Block?
    • 42. Free Assets to sell managed services
      Increase Recurring Revenue
      Efficiency, Scalability
      Business Value
      Retain Advisor/Leadership
      Reduce Risk/Unpredictability
      Attract New Customers
      Additional Profitable Services
      Managed Central Infrastructure
      Managed
      Workstations
      Support
      Support
      Pro-Active Maintenance
      Pro-Active Maintenance
      Cloud, Mobiles
      Monitoring
      Monitoring
      Un-Managed Central Infrastructure
      Un-Managed Workstations
      Extra In-Depth Focuses
      Infrastructure Components
      What’s in Each Building Block?
    • 43. Online Support and Live Coaching - FREE
      The MSP Community:
      Webinar Recordings
      White Papers
      Blog Postings
      Videos: Ideas to growyour MSP business
      Guest Presenters
      Building Blocks toManaged Services content
      mspbusinessmanagement.com
    • 44. GFI MAX Building Blocks 201
      Increase Recurring Revenue
      Efficiency, Scalability
      Business Value
      Retain Advisor/Leadership
      Reduce Risk/Unpredictability
      Attract New Customers
      Additional Profitable Services
      Lucrative but more complex
      Managed Mobile Devices
      Managed Cloud Services
      Enhanced Continuity
      Enhanced Security
      Managed Central Infrastructure
      Managed
      Workstations
      Managed
      Email
      Support
      Support
      Backup Testing
      Data Leakage Protection
      Support
      Support
      Email Archiving
      Mobile Security
      3rd Party Management
      Connectivity Monitoring
      Penetration Testing
      Pro-Active Maintenance
      Pro-Active Maintenance
      Email Continuity
      Monitoring
      Monitoring
      Availability Monitoring
      Managed Antivirus
      Monitoring
      Monitoring
      Email Security
      Un-Managed Mobile Devices
      Un-Managed Cloud Services
      Un-Managed Continuity
      Un-Managed Security
      Un-Managed Email
      Un-Managed Central Infrastructure
      Un-Managed Workstations
      Lower value but simple
      Extra In-Depth Focuses
      Infrastructure Components
      Lowering your business risk
    • 45. Closer Look at Managed Security Service
      ASSET MODIFICATION REPORT
      DAILY HACKER CHECK
      Managed Security
      Internal Security
      Data Leakage Protection
      Customer Reporting
      Mobile Security Management
      VIRUS PROTECTION REPORT
      Perimeter Security
      Penetration Testing
      SW Patch Management
      Vulnerability management
      Customer Reporting
      INTEGRATED MANAGED AV
      Customer Reporting
      Malware Management
      Managed Antivirus
      Antivirus Monitoring
      Asset Management
      Un-Managed Security
    • 46. GFI MAX Building Blocks Summary
      Focused on delivering the 6 wants:
      Want new & more business
      Retain trusted advisors/service
      Value, not transactional relationship
      Build recurring revenue (cf: gym memberships)
      Break the hassle of software renewal
      Mitigate un-predictable business (risk in fixed price)
      Know work will change (move to workstations, mobile & cloud)
    • 47. GROWING MANAGED SERVICES – MADE EASY
      Everything you need to get going and keep going in one place.
      Technology, SLA & Sales/Marketing material
      System that’s easy to use, low cost to run, and low maintenance
      Builds recurring revenue round core systems and core business services
      Sticky
      High value
      Easy to sell and affordable to deliver
    • 48. How to Get Going with Building Blocks
      Sign-up to a FREE 30-day trial of GFI MAX RemoteManagement
      http://www.gfi.com/maxrm/
      You get the full system
      Set up in less than 10 minutes!
      No commitment
      No hard-sell
      Or contact us for more information on the Building Blocks
      to Managed Services Program at: sales@gfi.com
      Thank You!