Managed services   smb nation june 2011
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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...

Managed services   smb nation june 2011 Managed services smb nation june 2011 Presentation Transcript

  • Building Blocks to Growing Managed ServicesAlistair Forbes, General Manager, GFI MAX
  • 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
  • What ARE Managed Services?
  • 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
  • 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
  • #1 - Sales Ethos
    Trusted Advisor Status… best practical solution
  • #2 (1) – Business Goals
    • No. 1 Business Desire Worldwide view (No geographical difference)
    • 44.60% Grow your customer base/market share (Hunt)
    • Other important
    • 12.80% Run business more efficiently
    • 12.30% Service Excellence
    • 9.20% Build Profit
    • 7.10% Organise business to prepare for future growth
    • 6.60% Expand portfolio to existing base (Farm)
    • Appear not to be top of mind
    • 3.00% Reduce hassle & stress
    • 2.50% Diversify business to allow for 'cloud'
    • 1.50% Draw back from day to day running
    • 0.40% Exit business
    (Profitable) growth is the key driver…
  • # 2(2) – Business Goals – by company size
    … (pretty much) regardless of size…
  • #3 Biggest Difficulty providing IT Support to Customers
    Unpredictable customers the big MSP headache
  • #4 Where you focus your effort?
    Cloud… mobile… workstations… focus
  • 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)
  • 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….
  • GFI MAX Building Blocks to Managed ServicesManaged Services Simplified
  • “The human race has this
    strange compulsion to take the
    most straightforward concepts
    and make them complicated.”
    Warren Buffett
  • “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)
  • Simplicity on the far side of complexity …
    Complexity
    X
    Understanding
  • 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
  • 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.
  • 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
  • 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
  • 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
  • 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
  • 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
  • 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”
  • 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.
  • 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?
  • 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?
  • 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?
  • 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?
  • 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?
  • 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
  • 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
  • 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
  • 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)
  • 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
  • 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!