Build recurring revenue from reactive customers 20140924
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75% of SMBs purchasing IT services do so reactively, forcing you to wait for their business. In this webinar we will show you how to proactively monitor these customer’s networks at no cost and generate reports- a strategy that builds recurring revenue from reactive customers. Listen in and learn about: • Using free licenses to collect information about a reactive customer’s network • Using discovery reports to identify upsell opportunities (Backup, AV, Patch) • Using business reports to build trust with reactive customer and win more business
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Build recurring revenue from reactive customers 20140924
- 1. Building Recurring Revenue from Reactive Customers © 2014 N-able Technologies, Inc.All rights reserved.
- 2. Some thoughts on the market © 2014 N-able Technologies, Inc.All rights reserved.
- 3. IT Service Maturity Model Reactive Managed
- 4. 75% of the market is reactive •They aren’t interested in fixed-fee managed services •Your opportunity is selling a new service or replacing existing consumer software © 2014 N-able Technologies, Inc.All rights reserved.
- 5. Show them a better way © 2014 N-able Technologies, Inc.All rights reserved. Current Products Revenue Opportunity Windows Update Managed patch ConsumerAntivirus Managed security Consumer Backup Managed backup Ad-hoc hardware upgrades PC refresh planning
- 6. Building recurring revenue from reactive customers © 2014 N-able Technologies, Inc.All rights reserved.
- 7. Step 2: Build Trust © 2014 N-able Technologies, Inc.All rights reserved. Step 1: Audit Step 3: Sell
- 8. © 2014 N-able Technologies, Inc.All rights reserved. Step 1: Audit
- 9. Step 1: Learn their network Patch Status Antivirus Status Backup Status Network security Hardware Inventory Warranty Information Agents © 2014 N-able Technologies, Inc.All rights reserved.
- 10. Step 1: Learn their network N-central® Agents © 2014 N-able Technologies, Inc.All rights reserved. Patch Status Antivirus Status Backup Status Network security Hardware Inventory Warranty Information
- 11. Step 1: Learn their network N-central Provide value and sell Keep your foot in the door Fast remote control Agents © 2014 N-able Technologies, Inc.All rights reserved. Patch Status Antivirus Status Backup Status Network security Hardware Inventory Warranty Information
- 12. Step 2: Build Trust © 2014 N-able Technologies, Inc.All rights reserved. Step 1: Audit
- 13. Provide value before you sell Show customers the current state of the network © 2014 N-able Technologies, Inc.All rights reserved.
- 14. Free audit & assessment Warranty of critical equipment –Don’t want to have server out of warranty –Reduce chance of lengthy downtime Installed software report –Identify software for replacement –Identify custom software (had a custom application built, only works in Windows XP) License key inventory for Microsoft –Customer’s rarely on top of their licensing –Consolidate licenses (20 licenses of MS project but only 1 project manager) Open ports review –Security Audit –FTP ports, VNC or remote control ports open Network share inventory –Permissions audit –Have the info so you can restore properly
- 15. Identify Revenue Opportunities Antivirus status –Identify unprotected nodes and the quality of their AV product Full patch status overview –Identify Security vulnerabilities and performance issues Capacity planning –Systems in need of upgrade Disk, RAM, etc Full asset & hardware inventory –PC refresh planning –Understanding what they have in their network
- 16. Step 2: Build Trust © 2014 N-able Technologies, Inc.All rights reserved. Step 1: Audit Step 3: Sell
- 17. A-la-carte Managed Services RMM agent Managed Security Managed Backup Managed Patch
- 18. Sell Managed Security © 2014 N-able Technologies, Inc.All rights reserved. Consumer AV ManagedSecurity Range of protection Have to manually add new nodes Typically no centralizedalerting Antivirus and Anti-malware protection Auto-discovers new nodes Centralized alerting Comprehensive reporting
- 19. Sell Managed Backup © 2014 N-able Technologies, Inc.All rights reserved. Consumer Antivirus ManagedBackup Many SMBs perform little/no backup No verificationof backups No alerting No reporting Secure their critical systems and data Reliablebackup Fasterrestores lead to lessdowntime Off-site replication Monitoring backup processes Centralized alerting Comprehensivereporting
- 20. Sell Managed Patch © 2014 N-able Technologies, Inc.All rights reserved. Windows Update ManagedPatch Users ignore updates Users miss updates dueto travel Nobaseline across applications Ensure all systems are patched regardless of where they are Uniform versionsdecreases problems Require authorization for patches
- 21. Sell Additional Services © 2014 N-able Technologies, Inc.All rights reserved. Additional Services Hardwarerefresh Warranty management License management Project services
- 22. © 2014 N-able Technologies, Inc.All rights reserved. Conclusion Step 1: Audit Learn as much as you can about theirnetwork and environment Step2: Build Trust Provide valuewith free assessments and reports Step 3: Sell Fillin their gaps and replace their consumer IT products that aren’t delivering the value that you can
- 23. Provide GreatService 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 RMMAn MSP’s complete toolkit © 2014 N-able Technologies, Inc.All rights reserved.
- 24. Download now: http://bit.ly/Nablepricing2014 © 2014 N-able Technologies, Inc.All rights reserved.
- 25. 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.