7 Keys to MSP Success
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The document outlines 7 keys to managed service provider (MSP) success when scaling a business. The keys are: 1) having a strategic plan with SMART goals, 2) thoroughly understanding customers, 3) providing flexible yet structured service offerings, 4) using research-driven pricing approaches, 5) establishing documented internal processes, 6) implementing proactive sales processes, and 7) utilizing integrated technology tools to automate services. The presentation provides details on each key and emphasizes the importance of having repeatable processes and an integrated platform to scale efficiently while maintaining service quality and profitability.
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7 Keys to MSP Success
- 1. 7 Keys to MSP Success How great MSPs scale their business © 2014 N-able Technologies, Inc. All rights reserved.
- 2. Presented By © 2014 N-able Technologies, Inc. All rights reserved. Ali Mahmoud Product Marketing @alimahmoud_ Robert Jussup MBA Channel Sales Specialist
- 3. Webinar FAQ 40min presentation Q&A Copies will be emailed and posted online Audio is only available via phone: • North America Toll-Free: 1-866-398-2885 • International Toll-Free: Ask moderator • Access Code: 909 169 4223 Ask questions at any time © 2014 N-able Technologies, Inc. All rights reserved.
- 4. 7 Keys to MSP Success 1. Have a plan 2. Know thy customer 3. Flexible offering 4. Researched pricing 5. Documented processes 6. Proactive sales 7. The right tools © 2014 N-able Technologies, Inc. All rights reserved.
- 5. Key #1: Have a plan with SMART goals © 2014 N-able Technologies, Inc. All rights reserved.
- 6. Specific – ‘6 new clients, $25000 in revenue… Measurable – 1 net new in Q1, 2 Q2, 3 Q3… Attainable – It’s Dec 2014, this is a 1 year plan… Realistic – I have 2 FT employees and myself… Timed – N Central® is up and running, Lead Gen program deployed, etc...’ © 2014 N-able Technologies, Inc. All rights reserved. Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7 Smart Goals
- 7. Key #2: Know thy Customer © 2014 N-able Technologies, Inc. All rights reserved.
- 8. What Verticals are you in? Are you specific? © 2014 N-able Technologies, Inc. All rights reserved. Vertical Retail Finance Healthcare Law etc Horizontal A B C A B C A B C A B C A B C Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
- 9. What services are you trying to push? © 2014 N-able Technologies, Inc. All rights reserved. Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
- 10. What do your current clients consume? © 2014 N-able Technologies, Inc. All rights reserved. A la carte Packaged Managed Antivirus Managed Patch Managed Backup Managed Mobile Managed Server Managed Network Managed Workstation Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
- 11. Key #3: Provide Structured but Flexible Service Offerings © 2014 N-able Technologies, Inc. All rights reserved.
- 12. Reactive vs Managed IT Mentality Reactive Managed © 2014 N-able Technologies, Inc. All rights reserved. Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
- 13. Reactive mindset • Price sensitive • IT is a necessary evil • No fixed IT budget Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7 © 2014 N-able Technologies, Inc. All rights reserved.
- 14. Proactive mindset • Value Sensitive • IT critical to operations • Fixed budget Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7 © 2014 N-able Technologies, Inc. All rights reserved.
- 15. Fit your solution to the customer, don’t force what works for you © 2014 N-able Technologies, Inc. All rights reserved. Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
- 16. Key #4: Research-Driven Pricing © 2014 N-able Technologies, Inc. All rights reserved.
- 17. Research-Driven Pricing © 2014 N-able Technologies, Inc. All rights reserved. Customer interviews Research Study the competition Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
- 18. Market Segmentation © 2014 N-able Technologies, Inc. All rights reserved. Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
- 19. Research-Driven Pricing © 2014 N-able Technologies, Inc. All rights reserved. Price Driven Value Driven Low margin Requires ultra-low costs Strong processes Cookie-cutter offering High margin Skilled technicians Process when necessary Flexible offering Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
- 20. Key #5: Have Documented & Repeatable Internal Processes © 2014 N-able Technologies, Inc. All rights reserved.
- 21. Secret to scaling is repeatability © 2014 N-able Technologies, Inc. All rights reserved. Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
- 22. Key #6: Have a Proactive Sales Process © 2014 N-able Technologies, Inc. All rights reserved.
- 23. Have a Proactive Sales Process © 2014 N-able Technologies, Inc. All rights reserved. Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
- 24. Key #7: Use the Right Tools © 2014 N-able Technologies, Inc. All rights reserved.
- 25. Ad-hoc solutions will erode margins © 2014 N-able Technologies, Inc. All rights reserved. Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7 Multiple tools to learn & manage
- 26. Ad-hoc solutions will erode margins © 2014 N-able Technologies, Inc. All rights reserved. Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7 Single tool to learn and manage
- 27. Integration is the path to profits © 2014 N-able Technologies, Inc. All rights reserved. Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7 Help DeskAutomation Antivirus Monitoring Backup PSA
- 28. Have room to grow © 2014 N-able Technologies, Inc. All rights reserved. Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
- 29. Provide Great Service Automation Manager Help Desk Manager Report Manager Remote Control Manager Build Recurring Revenue Security Manager Backup Manager Patch Manager Audit Manager Mobile Manager N-central® RMM An MSP’s complete toolkit © 2014 N-able Technologies, Inc. All rights reserved.
- 30. Legal Information The N-able Technologies and N-central trademarks are the exclusive property of N-able Technologies, Inc. and its affiliates, are registered with the U.S. Patent and Trademark Office and the Canadian Intellectual Property Office, and may be registered or pending registration in other countries. All other N-able trademarks, service marks, and logos may be common law marks, registered or pending registration in the United States, Canada, or in other countries. All other trademarks mentioned herein are used for identification purposes only and may be or are trademarks or registered trademarks of their respective companies. © 2013 N-able Technologies, Inc. All rights reserved. © 2014 N-able Technologies, Inc. All rights reserved.