Managed Cloud and the MSP Market
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With the adoption rate of cloud-based services showing no sign of slowing, MSPs need to ensure that they continue to generate revenue and create value. How do you move your customers to a cloud-based service without sacrificing revenue? How do you start, and how do you price and show value when hardware is seemingly out of sight and out of mind? Join Channel Manager David Weeks in a discussion focused on: • How to transition customers to a virtual environment and preserve revenue • The key to selling managed cloud services to reach the maximum addressable market • Demonstrating your value to customers • And more!
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Managed Cloud and the MSP Market
- 1. Webinar will start shortly Audio via phone Audio via computer
- 2. Starting in 1 Minute Audio via phone Audio via computer
- 3. © 2015 N-able Technologies, Inc. All rights reserved. Managed Cloud and the MSP Market
- 4. Presented By David Weeks Channel Sales Manager © 2015 N-able Technologies, Inc. All rights reserved.
- 5. Webinar FAQ How long is the webinar? 25min presentation + Q&A Can I get a copy of the Webinar? Yes! Recording & slides will be provided 1-2 business days after the webinar to attendees Ask questions at any time © 2015 N-able Technologies, Inc. All rights reserved.
- 6. Agenda • MSP Landscape & Managed Cloud • Characteristics, Value & Benefits • Pricing & Margin • Return on Investment • N-able Resources • Discussion © 2015 N-able Technologies, Inc. All rights reserved.
- 7. Target MSP Market 7 5,000+ Enterprise 1,000- 4,999 Upper Mid-Market 100-999 Mid-Market 6-99 Small Business 1-5 SOHO Mid-Market & Upper Mid-Market • Mid-market Managed Services • Managed Monitoring • Supplemental • Resell • Average IT Spend $15,000-$17,000 per user annually SMB • Managed Services • Proactive Services • A la Carte • Average IT Spend $2000 per user annually © 2015 N-able Technologies, Inc. All rights reserved.
- 8. Cloud Services Virtual Server Virtual Network Managed Workstation Disaster Recovery Included Services • Advanced Performance Monitoring • Configuration Management • Hyper V & VM Ware monitoring • Hyper V & VM Ware management • Key Application Maintenance • OS Patch Management • 3rd Party Patch Management • Real Time Server Optimization • Scheduled Preventative Maintenance • License & Asset Management • Unlimited Remote & Onsite support • Anti-Virus Monitoring • Integrated Anti-Virus Management • Regular Vulnerability Scanning • Backup Deployment & Configuration • Backup Performance Monitoring • Backup Software Updates • Scheduled Backup Jobs • Firewall Management & Maintenance • Router Monitoring • Switch Monitoring • Unlimited Remote & Onsite support • Monthly Network Health Review • Advanced Performance Monitoring • Configuration Management & Enforcement • OS Patch Management • 3rd Party Patch Management • Real Time Workstation Optimization • Scheduled Preventative Maintenance • Anti-Virus Monitoring • Integrated Anti-Virus Management • Regular Vulnerability Scanning • Hosted Anti-Spam • Office 365 support (optional) • Data Center Replication • Disaster Recovery Planning Program Pricing $100-$350/Server/Month $40-$100/Router, Switch, Firewall/Month $20-$60/Workstation/Month Optional $70/Server/Month + $TBD/GB/Month Estimated Margin 62.92%-85.17% 59.38%-75% 72.92% 33.33% Program Price: $1830-$3000month or $120-$150/user/month Margin: 57.13%-66.61% © 2015 N-able Technologies, Inc. All rights reserved.
- 9. Cloud benefits according to cloud users • #1 Increased efficiency (55%) • #2 Improved employee mobility (49%) • #3 Increased ability to innovate (32%) • #4 Freed current IT staff for other projects (31%) • #5 Reduced IT operating costs (25%) • #6 Enabled us to offer new products/services (24%) CDW’S 2013 STATE OF THE CLOUD REPORT © 2015 N-able Technologies, Inc. All rights reserved.
- 10. Biggest impeding factors to cloud • #1 Concerns with security of proprietary data/ applications (39%) • #2 Concerns with performance of cloud services (30%) • #3 Lack of information to compare options/Based on cost analysis, cloud is not compelling enough to adopt (18%) CDW’S 2013 STATE OF THE CLOUD REPORT © 2015 N-able Technologies, Inc. All rights reserved.
- 11. Managed Cloud Value Proposition • Target Audience – SMBs that are critically dependant on their business systems, and looking for a solution that will scale & grow with their business, provide flexible options for their end-users, • Value Proposition – Our Managed Cloud solution provides a scalable IT solution designed to deliver 100% of your critical business services from our secure data centers. This will eliminate unnecessary spending on infrastructure, guarantee service levels for all services, and empower your users with secure access from any device, anywhere. © 2015 N-able Technologies, Inc. All rights reserved.
- 12. How to build a cloud offering • Be able to onboard, manage and monitor your customers needs from anywhere in any instance of cloud Hybrid, public, private, SaaS etc. • Manage the Cloud Sale be the MCB (Managed Cloud Broker) for your customer • Have options don’t dictate and be agile i.e. only private cloud – naturally this will evolve to Hybrid platforms • Change your focus and value from Device management to End User management and experience • What is your Cloud Roadmap? © 2015 N-able Technologies, Inc. All rights reserved.
- 13. How to Stay Relevant • Have a defined cloud strategy if you don’t you are already behind in the market • Understand you now have a more educated buyer • Present all sales opportunities in physical and virtual even if the customer is not ready for the Cloud • Have A La Carte cloud services available (e.g. Office 365®, additional apps, data storage and mgmt. etc.) • Stay ahead of the curve – VDI, mobile security etc. © 2015 N-able Technologies, Inc. All rights reserved.
- 14. How to Stay Profitable • Take the complexity away • Automate where possible to drive efficiency • Understand how to translate end user experience back to the customer • N-able can help on removing the complexity © 2015 N-able Technologies, Inc. All rights reserved.
- 15. Microsoft® vs. Amazon® vs. BigData • Causing price commoditization • Big Data Players coming into the market changing how data management is monetized • Traditional data storage prices are dramatically dropping due to Azure vs. Amazon price war • How will MSP’s properly manage BigData? • How do you control the sale? • How do you remove the complexity from the Cloud? © 2015 N-able Technologies, Inc. All rights reserved.
- 16. Trends emerging 2014 and Beyond* • The Era of Personal Cloud • Big Data • VDI • Virtualized security needs • 3-D Printing • Mobile • Price vs. Value vs. End User Experience *Gartner © 2015 N-able Technologies, Inc. All rights reserved.
- 17. Gartner Predictions • By 2016, poor return on equity will drive more than 60 percent of banks worldwide to process the majority of their transactions in the cloud. • By 2017, more than 60 percent of government organizations with a CIO and a chief digital officer will eliminate one of these roles. • By year-end 2017, at least seven of the world's top 10 multichannel retailers will use 3D printing technologies to generate custom stock orders. • By 2015, 80 percent of life science organizations will be crushed by elements of big data, exposing poor ROI on IT investments. *Gartner: Top Vertical Industry Predictions for 2014 © 2015 N-able Technologies, Inc. All rights reserved.
- 18. Cloud Services Market Opportunity • Average MSP – 200 Customers – 20 Users • Cloud Service Offering – $150 per User – 62% Margin • Average Transaction – Price: $3000/month – GM: $1860/month © 2015 N-able Technologies, Inc. All rights reserved.
- 19. Customer ROI • Traditional Annual Service Spending – Monthly Services - $27,500 – Hardware Costs (36 Months) - $6,000 – Project Labour - $7,500 – Software Licensing - $3,920 – Backup & DR - $4,800 • Total Est. IT Spend - $49,720 • Annual Cloud Services - $36,000 • Return on Investment - $13,720/year © 2015 N-able Technologies, Inc. All rights reserved.
- 20. Average MSP has 100 to 200 customers in in their database Average SMB = 20 Employees • 20 Desktops| 100% • 2 Servers | 10% • 2 Network | 10% 25% | Proactive or Managed Successful MSP Programs FULLY MANAGEDPROACTIVEESSENTIAL A LA CARTE Server - $100 • Advanced Performance Monitoring • Key Application Maintenance • Scheduled Preventative Maintenance • License & Asset Management • Managed Anti-Virus • Managed Backup • Additional Support Billed at T&M Rates Network - $25 • Quarterly Network Health Review • Firewall Management & Maintenance • Router Monitoring • Switch Monitoring • Additional Support Billed at T&M Rates Workstation - $20 • Availability Monitoring • OS & 3rd Party Patch Management • Scheduled Preventative Maintenance • Managed Anti-Virus • Hosted Anti-Spam $650/month $32.50/user/month Proactive Options • Hosted Backup - $70 + $0.75/GB • Managed Mobile - $5/device • Managed Compliance - $4/IP Server - $250 • Advanced Performance Monitoring • Configuration Management • Key Application Maintenance • OS & 3rd Party Patch Management • Real Time Server Optimization • Scheduled Preventative Maintenance • License & Asset Management • Managed Anti-Virus • Managed Backup • Managed Audit • Unlimited Remote & Onsite support Network - $65 • Firewall Management & Maintenance • Router Monitoring • Switch Monitoring • Unlimited Remote & Onsite support • Monthly Network Health Review Workstation - $60 • Advanced Performance Monitoring • Configuration Management & Enforcement • OS & 3rd Party Patch Management • Real Time Workstation Optimization • Scheduled Preventative Maintenance • Managed Anti-Virus • Hosted Anti-Spam $1830/month $91.50/user/month Managed Options • Hosted Backup - $70 + $0.75/GB • Managed Mobile - $5/device INTERNAL IT DEPARTMENTS Billable Services - $100-$150/hour • End-user support (Helpdesk) • Onsite & Remote Support • Moves, adds, changes • Project Planning • Upgrades & Hardware • After hours Support Billable Services - $100-$150/hour • Project Planning • Upgrades & Hardware Billable Services - $100-$150/hour • End-user support (Helpdesk) • Onsite & Remote Support • Moves, adds, changes • Project Planning • Upgrades & Hardware • After hours Support Essential IT Support – Free • Light Monitoring • Asset/Software/Hardware Reporting • Branded Sys-tray Icon • Remote Control Managed Anti-Virus - $3/device • Integrated AV deployment • AV Monitoring • AV Updates • Threat/Status Reporting Managed Patch - $3/device • Windows Patch Management • 3rd Party Patch Management • Patch Reporting Managed Backup - $100-$150/server • Integrated Backup Deployment • Backup Management & Monitoring • Capacity/Status Reporting Hosted Backup - $40 + $TBD/GB • Offsite storage to a secure datacenter Managed Mobile - $5/device • Mobile management, support & reporting Managed Compliance - $4/IP • Monthly Vulnerability/Compliance reporting $50 - $250/month Advanced Performance Monitoring • CPU • Disk Space • Disk Queue Length • Memory • Patch Status • Connectivity Automated Preventative Maintenance • Check Disk • Defragment • Delete Temporary Files • Firmware Updates • Remote Access Enabled • Sync time with Domain ControllerAutomated Preventative Maintenance • Check Disk • Defragment • Delete Temporary Files • Firmware Updates • Remote Access Enabled • Sync time with Domain Controller Advanced Performance Monitoring • CPU • Disk Space • Disk Queue Length • Memory • Patch Status • Connectivity Cloud Reseller • Full N-central access • Full Reporting capabilities • Internal Attended & UnattendedRemoteControl • Advanced Performance Monitoring • Automation management • Custom Services $10/Server $5/Network $2.50/Deskto p $150/month/ Report Manager Supplemental Services • Custom Dashboard Access • Performance Reporting • Attended & Unattended Remote Control • Advanced Performance Monitoring $20/Server $8/Network $5/Desktop Managed Monitoring • 24/7 Monitoring NOC & Triage of alerts and notifications • Automated Maintenance & Remediation • Performance & Strategic Reporting • Access to MSP support as needed $250/Server $150/Network Mid-Market MSP Server - 24x7 Full Outsourced Management Network - 24x7 Full Outsourced Management Workstation - 24x7 Full Outsource Management $350/Server $100/Network $60/Workstati on Outsourced Helpdesk & Project Support • 24/7 remote support services for end users $25/User $150/Hour Managed Cloud Services Cloud Services • Virtual Online Workplace • Application Management • Microsoft Office Suite • Hosted Exchange • Backup & Disaster Recovery • Secure Cloud Storage • Mobile Device Access $199/user/month OnPremise Services • Workstation & Infrastructure Management • Managed Anti-Virus • Unlimited Remote & Onsite support • Guaranteed Service Levels Cloud Services Options • Managed Mobile $5/device MSP PROGRAMS FOR SMBs © 2015 N-able Technologies, Inc. All rights reserved.
- 21. MSP Cloud Landscape MANAGED INFRASTRUCTURE Hosting Services - $100.00 • Data Center & Service Management of core Server • Performance Based Monitoring • Application Maintenance • Automated Preventative Maintenance • Security Manager - AV and Patch • Guaranteed Service Level agreement on uptime Workstation – $20.00 • Availability Monitoring • OS & 3rd Party Patch Management • Automated Preventative Maintenance • Managed Anti-Virus • Additional Support Billed at T&M rates OPTIONAL • Hosted Exchange • Office365 • Proprietary Application Hosting $2400/month $120.00/user/month Managed Infrastructure Options • Hosted Backup – $TBD per gig • Managed Mobile - $5/device • Managed Compliance - $4/IP Per User - $150/month Cloud Services • Virtual Online Workplace (DaaS) • Application Management • Microsoft Office Suite • Hosted Exchange • Backup & Disaster Recovery • Secure Cloud Storage • Mobile Device Access OnPremise Services • Workstation & Infrastructure Management • Managed Anti-Virus • Unlimited Remote & Onsite support • Guaranteed Service Levels $3000/month $150/user/month Cloud Services Options • Managed Mobile - $3/device MANAGED CLOUD SERVICES Billable Services - $100-$150/hour • End-user support (Helpdesk) • Onsite & Remote Support • Moves, adds, changes • Project Planning • Upgrades & Hardware • After hours Support Essential IT Support – Free • Light Monitoring • Asset/Software/Hardware Reporting • Branded Sys-tray Icon • Remote Control Managed Anti-Virus - $3/device • Integrated AV deployment • AV Monitoring • AV Updates • Threat/Status Reporting Managed Server - $25.00/server • Server setup and configuration • Monthly automated maintenance • Monthly Reporting Managed Backup - $100-$150/server • Integrated Backup Deployment • Backup Management & Monitoring • Capacity/Status Reporting Cloud Applications • Office365 - $14.00/user/month • Hosted Exchange - $7.00/user/month • Web hosting • SaaS Managed Mobile - $5/device • Mobile management, support & reporting $50 - $250/month Billable Services - $100-$150/hour • Moves, adds, changes • Project Planning • Upgrades & Hardware • Workstation data backup • After hours Support A LA CARTE CLOUD © 2015 N-able Technologies, Inc. All rights reserved.
- 22. Sales & Marketing Digital Binder • Ready to go Marketing Materials – Flysheets – PowerPoint Presentations – E-mail Teasers – Other supporting resources • Fully Customizable © 2015 N-able Technologies, Inc. All rights reserved.
- 23. Discussion Points • Charge for Assessment & Migration? • Customer Demand? • Customer Readiness? • Increase in data store size? © 2015 N-able Technologies, Inc. All rights reserved.
- 24. Thank you! For more information please contact me: David.Weeks@solarwinds.com David Weeks Channel Sales Manager © 2015 N-able Technologies, Inc. All rights reserved.
- 25. Questions? © 2015 N-able Technologies, Inc. All rights reserved.
- 26. N-central® Remote Management Made Easy www.n-able.com © 2015 N-able Technologies, Inc. All rights reserved.
- 27. 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. © 2015 N-able Technologies, Inc. All rights reserved.