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Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
Managed services   smb nation june 2011
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...
  • Transcript

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

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