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MSP Sales Tactic | Conducting Effective Network Assessments to Win New Contracts


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MSP sales best practices. How to conduct a network assessment using Kaseya and how to do so to win new MSP contracts. Presented by MSP University and Kaseya. Apr 2013.

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MSP Sales Tactic | Conducting Effective Network Assessments to Win New Contracts

  1. 1. MSP Sales TacticConducting Effective NetworkAssessments that Win NewBusinessMarch 27, 2013
  2. 2. Agenda• Introductions• Our sponsor• Our MSP expert – Erick Simpson– What to offer for free AND what to charge for– How to leverage your current tools to do the heavy liftingduring the assessments– What gaps might exist with your current tools that maylimit your strategic success– What information to present to the prospect - and when– How to use the assessment to get the prospect to say "yes"to your managed services• Kaseya’s Network Assessment expert• Q&A2
  3. 3. 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)3
  4. 4. The Most Robust Managed Service SolutionOpen APIVirtual System AdministratorDevice & Network ManagementOther Third PartyIntegrationsCRM & PSAUnified ManagementPlatformIT Configuration Management Services•Remote Management•Software Deployment•Power ManagementAsset Management Services•Network Discovery & AD Management•Hardware / Software Inventory•Asset & VM ManagementSecurity Services•AntiVirus•AntiMalware•PatchBusiness Continuity Services•Image Backup•File & Folder Backup•Image VirtualizationService Delivery & Support Services•Service Desk / Ticketing•Policy Management•Service BillingSystems Monitoring Services•System Checks and Alerts•Log Monitoring•Enterprise MonitoringEvent Management• Alerts / Notifications• System Events• LogsAutomation & Policy• Scheduling• Procedures• API / MessagingBusiness Intelligence• Reporting• Dashboards• Interactive Data Views• Image Deployment• Desktop Migration• Mobile Device Management• Data Availability• System Availability• Site Availability• Software Updates• Policy Compliance• Time Tracking• Agent Monitoring• Agent-less Monitoring
  5. 5. 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
  6. 6. Erick SimpsonVice President & CIO, SPC InternationalMr. Simpson is a recognized IT and Managed ServicesAuthor, Speaker and Trainer, and contributor tonumerous industry publications and events. Author of"The Guide to a Successful Managed Services Practice",the definitive book on Managed Services, and the follow-ups in MSP University’s Managed Services Series “TheBest I.T. Sales & Marketing BOOK EVER!” and “The BestI.T. Service Delivery BOOK EVER!”, as well as his newestbook “The Best NOC and Service Desk Operations BOOKEVER!”, Erick has also co-authored the HTG publication“Peer Power – Powerful Ideas for Partners from Peers”.Ericks prior experience includes overseeing the design,development and implementation of Enterprise-levelHelp Desks and Call Centers for Fortune 1000organizations.ErickSimpsonVice President & CIOSPC• Over 20 years experience in the ITindustry• Microsoft MCP, SBSC• Author, Speaker and Trainer• Built Call Centers and Service Desks forFortune 1000 Organizations
  7. 7. A Network Assessment Is…• A process by which we determine aninfrastructure’s suitability to meetbusiness needs• A GAP analysis that compares actualperformance against desiredperformance• The activities that comprise the process• The tools used in these activities• The report that is the deliverable
  8. 8. Do We Sell Network Assessments?• Sometimes We Do– Depends on prospect/oppty– May price and sell– May price and apply towardsservices• Sometimes We Don’t– Marketing and Lead Generation• Either way, we ALWAYS dothem for qualifiedprospects
  9. 9. 2 Types of Assessments• Priced and Sold, or Priced and Appliedto Future Services– Thorough, Complete Assessment– Summary and Detailed Reporting• Free Assessments– Analysis of key areas needed only to winservice business– Summary Reporting with only specificdetails highlighted
  10. 10. What to ALWAYS Include at Minimum• Hardware Assets and Roles• OS, Application Software, Licensing andPatch Levels• Physical System Information (Memory,Disk Space, Drive Status, CPU Load,etc.)• Running Processes• System/Service Uptime• Backup Information
  11. 11. Marketing
  12. 12. Positioning• 1st Client Meeting– You have prepared for themeeting– You have conducted yourWarm-Up– You have conducted yourBusiness Needs Analysis• Introduce the NetworkAnalysis– Paid?– Free?
  13. 13. Conduct the Assessment• This is a Project – Treat it Like One– Kickoff Meeting• Set Expectations• Come to Agreements• Identify Resources• Schedule– Execute Provisioning• Follow Your Project Plan• Manage Risk• Use Change Management– Complete Onsite Monitoring– Analyze Data and Create Reports
  14. 14. Customized White Label ReportsComplete Visibility of IT Services• Integrated Across ITDisciplines• Compliance Reporting• Multiple Output andDelivery Options• Custom Report Layouts• Exportable
  15. 15. Presentation• 2nd Client Meeting– You have prepared for the meeting– You have conducted your Warm-Up• Introduce the Network Analysis– Paid• Prioritize Risk and Go Through Your DetailedAssessment From Highest Priority to Lowest• Include Your Analysis Time in Your Quote– Free• Prioritize Pain and Risk and Go through YourSummary Report from a “PAS” Approach
  16. 16. PAS vs SPA• Always use “PAS”: Pain,Alternatives, Solution– Highlight the Pain– Present the Alternatives• Do nothing• Fix it yourself• Go with a competitor– Present the Solution• Engage with you• Never use SPA – Solution,Pain, Alternatives– Promote the Solution– Communicate the Pain– Discuss Alternatives
  17. 17. Conversion• Leverage your Network Assessment toWin the Business– Project to bring infrastructure up torecommended standards– Managed Services Agreement
  18. 18. All in One Systems Management19
  19. 19. Deployment Architecture20
  20. 20. Kaseya Topology21One server, onpremise ORSaaSOne lightagentOne webconsole
  21. 21. Consolidated Network DiscoveryMultiple Scan MethodsNMAPPing Domain22
  22. 22. Kaseya Discovery
  23. 23. Next Steps• More on SPC International’s Kaseya Optimization Services• Learn more about Kaseya for• For a free live product• For a free• To speak with community.kaseya.comSave $100 with SPC’s special KaseyaOptimization Offer!