MSP Sales TacticUsing Kaseya to Perform an ITNetwork Assessment to Win NewBusinessMay 21, 2013
Agenda• Introductions• Our sponsor• Our MSP expert – Erick Simpson– How to create a sales pitch for using IT networkassess...
Stay until the end or participate in thesession via Q&A and you may win!
From the Part 1 sessionWhy IT Network Assessments areGood Prospecting Tools for MSPs
Using IT Network Assessments as anMSP Sales Tool• What is an IT network assessment• What to offer for free AND what to cha...
1st Prospect Meeting – Sales Steps 1-3• 1st Client Meeting– You have prepared for themeeting– You have conducted yourWarm-...
Running a Network Assessment• Deploy first Kaseya agent• Remote deploy the rest– Scan the network for missing devices / ma...
Kaseya Demo9
Network Assessment Sales StrategyLeave behind a connection• Useful for “emergency” support• Beginning of other services• P...
Sales Step 4: Presentation2nd Appointment• Present your networkassessment results• Present your services• Present yournumb...
Sales Step 4: PresentationProspects invest for practical reasons,explain your services in practical terms…• Present in a c...
Step 1• NetworkAssessmentFindingsStep 2• ThePowerPointPresentationStep 3• TheManagedServicesProposalStep 4• The CostSaving...
Sales Step 5: Overcoming ObjectionsAn objection is only a misunderstanding orlack of information – avoid creating them…• D...
Overcoming ObjectionsWords mean things, don’t use wordsthat mean the wrong thing…Most common sales profanity:Bad Word Bett...
Overcoming ObjectionsAn objection is only a misunderstandingor lack of information…Step 1: Identify Objection(Minor, Major...
Overcoming ObjectionsThere are 3 types of objections, whichare you dealing with?Step 1:IdentifyMinor Objection – The prosp...
Overcoming ObjectionsTo be the trusted advisor, let yourprospects know you hear them…Step 2:Acknowledge“I understand Mr./M...
Overcoming ObjectionsBack up a few steps in the process tomove forward in the process…Step 3:QualifyRemember your qualifyi...
Overcoming ObjectionsClear the objection and close by invokingemotionStep 4:AnswerOnce you discover what themisunderstandi...
The Price Objection• When the perceived value of asolution exceeds its cost,decision making is easy• For prospects who hav...
Sales Step 6: ClosingClosing is not the most important step inthe sales cycle, it’s the 6th step…• Assume the sale – keep ...
This is the easiest step to get you more business, don’t skip it…Sales Step 7: Follow UpSimplify your service delivery bya...
Next Steps• More on SPC International’s Kaseya Optimization Serviceshttp://s.spc-intl.com/kaseyarmm• For a free live Kasey...
Attachments
Kaseya Network AssessmentWorking Notes• Deploy first Kaseya agent• Remote deploy the rest– Scan the network for missing de...
Agent DeploymentOrganization assignment• First Kaseya agent– URL Link– Email• Kaseya agent deployment toenvironment– Crede...
Policy• Wraps functionality together• Assign to an organization• Means we just deploy Kaseya agents tothe environment…and ...
Audit Scans• Baseline• Update30
Servers• Patch settings• Open shares• DNS / DHCP• Event logs• Disk utilization• Warranty• Sizing• Logon scripts• Time stat...
Patch• Run scan– (optional) Assign profile• View patch scan status• View automatic update settings32
Security• Patch– Windows auto update– Current missing patches• Antivirus– Installed and active?– Out of date?• Domain / Wo...
Hardware Lifecycle• Minimum hardware specs• Migration report– Hardware replacements– Hardware upgrades• Hardware expected ...
Software Check• Licenses for Office, others• Other remote control solutions• Undesirable software– Torrents– Toolbars– Cra...
Quick Monitoring CheckBasic consumables• Disk• Memory• Network• CPU36
Summary of Findings ReportComplete visibility of IT services• Integrated AcrossIT Disciplines• ComplianceReporting• Multip...
About Kaseya• Enterprise-class IT systemsmanagement for everybody• Key Facts– Founded 2000– Privately held, no debt, noext...
Unified Systems Management withKaseya EssentialsEvent Management• Alerts / Notifications• System Events• LogsAutomation• S...
Why MSPs Choose KaseyaA single Kaseya user can proactively manage 1,000s of automatedIT systems and network tasks in the s...
MSP Sales Tactic | Using Kaseya to Perform an IT Network Assessment to Win New Business
MSP Sales Tactic | Using Kaseya to Perform an IT Network Assessment to Win New Business
MSP Sales Tactic | Using Kaseya to Perform an IT Network Assessment to Win New Business
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MSP Sales Tactic | Using Kaseya to Perform an IT Network Assessment to Win New Business

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MSP sales tips and techniques. How to use Kaseya to perform an IT network assessment as an effective sales prospecting tool. Topics include how to create a sales pitch for using IT network assessments, what types of network information to gather, and how to analyze the data. Also discussed are tips on how to use Kaseya as the technology that enables this sales tactic, how to prepare for the client meeting to be ready to answer questions - and objections. See a sample Report of Findings and learn how to use the summary report to convert the prospect to a new MSP client.

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MSP Sales Tactic | Using Kaseya to Perform an IT Network Assessment to Win New Business

  1. 1. MSP Sales TacticUsing Kaseya to Perform an ITNetwork Assessment to Win NewBusinessMay 21, 2013
  2. 2. Agenda• Introductions• Our sponsor• Our MSP expert – Erick Simpson– How to create a sales pitch for using IT networkassessments as an MSP prospecting tool– The types of information to gather during the assessmentand how to analyze the data– How to use Kaseya as the technology that enables this salestactic– How to prepare for the recap customer meeting so you canhandle typical questions – and handle common objections– How to use the summary report of findings to convert theprospect to a customer with a new managed servicesagreement• Kaseya demo & Network Assessment expert – Jeff Keyes• Q&A2
  3. 3. Stay until the end or participate in thesession via Q&A and you may win!
  4. 4. From the Part 1 sessionWhy IT Network Assessments areGood Prospecting Tools for MSPs
  5. 5. Using IT Network Assessments as anMSP Sales Tool• What is an IT network assessment• What to offer for free AND what to chargefor• Where to leverage your current tools todo the heavy lifting during theassessments• What gaps might exist with your currenttools that may limit your strategic success• What information to present to theprospect - and when
  6. 6. 1st Prospect Meeting – Sales Steps 1-3• 1st Client Meeting– You have prepared for themeeting– You have conducted yourWarm-Up– You have conducted yourBusiness Needs Analysis• Introduce the NetworkAnalysis1. Strategic Preparation2. Warm-Up3. Qualifying
  7. 7. 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 Report8
  8. 8. Kaseya Demo9
  9. 9. Network Assessment Sales StrategyLeave behind a connection• Useful for “emergency” support• Beginning of other services• Periodic environmental “spot checks”• Run specials10
  10. 10. Sales Step 4: Presentation2nd Appointment• Present your networkassessment results• Present your services• Present yournumbers• Present on yourterms• Don’t forget yourwarm up!!!
  11. 11. Sales Step 4: PresentationProspects 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 offcourse (i.e. price)• Don’t get technical• Tie your features and benefits to theirpain points
  12. 12. Step 1• NetworkAssessmentFindingsStep 2• ThePowerPointPresentationStep 3• TheManagedServicesProposalStep 4• The CostSavingsAnalysisHow to Present in a Clear, Concise,Logical Order
  13. 13. Sales Step 5: Overcoming ObjectionsAn objection is only a misunderstanding orlack of information – avoid creating them…• Don’t create arguments• Don’t oversell features and benefits• Don’t move forward until you confirmyour prospect’s understanding• Don’t ignore your prospect’s questions• Don’t use sales profanity…
  14. 14. Overcoming ObjectionsWords mean things, don’t use wordsthat mean the wrong thing…Most common sales profanity:Bad Word Better WordCustomer ClientContract AgreementBuy InvestProblem ChallengeAppointment/Meeting Visit
  15. 15. Overcoming ObjectionsAn objection is only a misunderstandingor 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)
  16. 16. Overcoming ObjectionsThere are 3 types of objections, whichare you dealing with?Step 1:IdentifyMinor Objection – The prospect’s way of sayingslow down. Overcome this objection NOW!“I want to think about it ”Major Objection – An objection that can beovercome, but not today - such as public schoolbudgets“Our budget cycle is not until next quarter ”Conditions – Terms for doing business. Youcannot overcome conditional objections“Our security measurements must meet HIPAACompliance ”
  17. 17. Overcoming ObjectionsTo be the trusted advisor, let yourprospects know you hear them…Step 2:Acknowledge“I understand Mr./Ms.Prospect ”
  18. 18. Overcoming ObjectionsBack up a few steps in the process tomove forward in the process…Step 3:QualifyRemember your qualifying process:Discover what the misunderstanding isDiscover what information the prospectis lacking
  19. 19. Overcoming ObjectionsClear the objection and close by invokingemotionStep 4:AnswerOnce you discover what themisunderstanding is, simply clarify.Once you discover what informationthe prospect is missing, simplydeliver it.
  20. 20. The Price Objection• When the perceived value of asolution exceeds its cost,decision making is easy• For prospects who havepressing needs, not buying yourproduct or service might betheir most expensive option
  21. 21. Sales Step 6: ClosingClosing is not the most important step inthe 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
  22. 22. This is the easiest step to get you more business, don’t skip it…Sales Step 7: Follow UpSimplify your service delivery byasking for vertical-specificreferralsGet more referrals by using aReferral Lead SheetExecute your Preparation step forthe next sale with your new clientNOW!
  23. 23. Next Steps• More on SPC International’s Kaseya Optimization Serviceshttp://s.spc-intl.com/kaseyarmm• For a free live Kaseya product demowww.kaseya.com/mspdemo• For a free trialwww.kaseya.com/trynow• To speak with uswww.kaseya.com/contactme25@kaseyacorp/company/kaseya/KaseyaFan community.kaseya.comSave $100 with SPC’s special KaseyaOptimization Offer!http://s.spc-intl.com/kaseyarmmsvc
  24. 24. Attachments
  25. 25. 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 Report27
  26. 26. Agent DeploymentOrganization assignment• First Kaseya agent– URL Link– Email• Kaseya agent deployment toenvironment– Credentials– Domain– LAN Watch28
  27. 27. Policy• Wraps functionality together• Assign to an organization• Means we just deploy Kaseya agents tothe environment…and then printreports29
  28. 28. Audit Scans• Baseline• Update30
  29. 29. Servers• Patch settings• Open shares• DNS / DHCP• Event logs• Disk utilization• Warranty• Sizing• Logon scripts• Time status31
  30. 30. Patch• Run scan– (optional) Assign profile• View patch scan status• View automatic update settings32
  31. 31. Security• Patch– Windows auto update– Current missing patches• Antivirus– Installed and active?– Out of date?• Domain / Workgroup33
  32. 32. Hardware Lifecycle• Minimum hardware specs• Migration report– Hardware replacements– Hardware upgrades• Hardware expected life34
  33. 33. Software Check• Licenses for Office, others• Other remote control solutions• Undesirable software– Torrents– Toolbars– Crapware35
  34. 34. Quick Monitoring CheckBasic consumables• Disk• Memory• Network• CPU36
  35. 35. Summary of Findings ReportComplete visibility of IT services• Integrated AcrossIT Disciplines• ComplianceReporting• Multiple Outputand DeliveryOptions• Custom ReportLayouts• Exportable37
  36. 36. About Kaseya• Enterprise-class IT systemsmanagement for everybody• Key Facts– Founded 2000– Privately held, no debt, noexternal capital requirements• Multi-million dollar R&D– 33 offices worldwide in 23countries with 450+ employees• 12,000+ customers• Millions of assets managed– 6 patents issued for IT servicedelivery processes & remote ITmanagement processes• 37 patents pending– Common Criteria (EAL2+) certifiedand FIPS 140-2 security compliant– ITIL v2 and v3 compatible (PinkElephant cert in progress)38
  37. 37. Unified Systems Management withKaseya EssentialsEvent Management• Alerts / Notifications• System Events• LogsAutomation• Scheduling• Procedures• API/MessagingBusiness Intelligence• Reporting• Dashboards• Interactive Data ViewsIT Configuration ManagementAsset ManagementSecurityBusiness ContinuityService DeliverySystems Monitoring• Remote Management• Software Deployment• Power Management• Image Deployment• Desktop Migration• Mobile Device Management• Network Discover & AD• Hardware/Software• Asset Management• Virtual MachineManagement• 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 Monitoring39
  38. 38. Why MSPs Choose KaseyaA single Kaseya user can proactively manage 1,000s of automatedIT systems and network tasks in the same amount of timerequired by a team of technicians using other techniquesIt’s the industry’s only patented single-server-single-agentarchitecture; MSPs get enterprise-class capability that is easy touse and easy to affordWith 60+% of top MSPs worldwide using Kaseya, they get accessto the most robust community availableAnd with so many ISVs plugging in to Kaseya via a seamlessintegration process, they get an easy way to leverage theirexisting strategic technology partnerships

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