"How to Sell More and Service Less with Automated Asset Lifecycle Management" Learn why thousands of MSPs voted Warranty Master “Best Revenue Opportunity” and “Best in Show” at DattoCon 2019. Award-winning 25 year Channel veteran, Warranty Master CEO, Dan Wensley along with special guest Mike Brooks from audIT share the impact Asset Lifecycle Management (ALM) has on both an IT Service Provider and their customers. Hear about the process that lead one New Jersey based MSP to increase their revenue by over $500,000. During this dynamic session you’ll learn how ALM: - Provides a sales pipeline for your business and a budget plan for your customers - Automates manual processes and lowers service delivery costs - Improves network performance and security for your customers - Provides best practices for conducting Quarterly Business Reviews (QBRs)

1. How to Sell More and Service Less with
Automated Asset Lifecycle Management
Dan Wensley Mike Brooks

2. Dan Wensley
CEO, Warranty Master
● Vice President, Level Platforms Inc (LPI)
● President, of Passportal (until 2019)
● CompTIA board of directors alumni
● MSP Hall of Fame member
● 15 years CRN channel chief
● CEO of Warranty Master
● Likes long walks on the beach
● Married, three children, one dog, one ex-wife

3. Delivering the ability to proactively monitor & manage hardware refresh &
warranty renewal sales improving the services, performance, security &
budgeting capabilities for clients.
Automated Asset Lifecycle Management application that helps IT Service
Providers sell more & service less by automating the reporting on the age
and warranty status of all devices.

4. Our partners
Partners in 25 countries
6,500
New partners monthly
250>
500k>
SMB customers
assets
10m
workstations
7m>
servers
500k>>
networking devices
500k>

5. Why Asset Lifecycle
Management (ALM) is important
For IT Service Providers (ITSPs) & your customers

6. Performance
degrades with age
IT networks with outdated equipment are at
risk, fail more often, increase down time &
cost more money to maintain.
HIGH COST. LOWER SATISFACTION.MISSED REVENUE

7. 70%
58% OVER 4 YEARS OLD
The percentage of devices out of warranty
64%

9. Specifically...
● 71% of NA businesses cite the
need to upgrade outdated IT
infrastructure as the biggest driver
of budget increases to date
● 88% expect their IT budget to grow
or stay steady over the next 12
months
● Hardware budgets have the highest
allocation of an organization's IT
budget, averaging at around ~35%
of the budget

10. How the ALM landscape is changing
Asset Lifecycle Management (ALM) is the core
of your IT asset management strategy, which
is directly impacted by these three factors:
● Information security
● Information Asset Management
● Emerging license models
By 2022, 50% of asset management
initiatives will be primarily driven by the
needs and concerns around information
security.

11. Challenges of Traditional Asset Lifecycle Management
Lack of continuous data automation
No integrated data collection
Requires manual data entry & tracking
No internal or customer facing reporting
Missed replacement and renewal revenue
No proactive sales and budget planning capability
Exposing customers to performance degradation and
security vulnerabilities

12. Modern Asset Lifecycle Management provides
Automated asset
data collection
Reporting on
asset status
Replace or renew
aging assets
Sales & budget
planning
Proactive, zero-touch, real-time, accurate, and integrated with the platforms you
use today.
Integration with OEMs and able to deliver purchase date, warranty status, and OS
support status on every device under management by customer.
Accurate opportunity and sales pipeline forecasting for IT service providers and
budget planning reporting for your customers.
The ability for IT service providers to sell more and service less by proactively
managing the replacement and renewal of aging assets to their clients;
delivering better network performance, improving security, and increasing
operational efficiency.
Sell More. Service Less.

13. Automation & Reporting
Automated asset
data collection
Reporting on
asset status

14. Every asset
At a glance on your live dashboard

16. Sales and Budget Planning
That deliver replace & renewal sales
Sales & budget
planning

17. Executive Reports
Generate

18. Identify which of your
clients are at highest risk
and greatest opportunity

19. Asset analysis
for your customers
With comprehensive
Your PDF reports make us
look like heroes.
John Noble
Founder, CompuPartners

20. Evergreen reports
for sales forecasting & budgeting
Including
Sell More. Service Less.

21. ASSET REPLACEMENT
REVENUE OPPORTUNITY
$365,000
$1,095,000
$3,285,000
The opportunity
1,000
TOTAL
MANAGED DEVICES
3,000
9,000

22. Mike Brooks
Director of Sales & Marketing, AudIT

23. Mike Brooks
Director of Sales & Marketing, AudIT
● 18 years in sales and marketing
● Former martial arts school owner and digital
marketing agency owner
● Director of Sales and Marketing for AudIT
● Advisor to Two River Technology Group

25. Frank Debenedetto
President & CTO, Two River
Technology Group
● Mechanical Engineering - Rutgers University
● President & CEO, 14 years in business
● He sucks at selling!
● Founded audIT to sell higher value IT Services

29. Business Review Process
● Review the Solution Stack Spreadsheet and
identify opportunities
● Generate a Warranty Master report
● Print a copy of the latest agreement and invoice
● Generate and print the audIT report
● Generate a proposal for sales opportunities
● Confirm the QBR appointment with the client
(30-45 minute preparation)

30. Client Meeting
● Review audIT report
● Report Warranty Master report
● Discuss any service items
● Review proposal for sales opportunities and
make any revisions and notes
● Close more MRR!!!
● Pick the next QBR date while at the meeting
(60-75 minutes)

32. I wanted to let you know what an improvement the product has made in our
QBR process. The AudIT report is a great guide for our meeting, and then we
couple that Warranty Master, Brightgauge, a dark web scan, and
Connectwise ticket history. The clients love it and every QBR thus far has
created additional revenue for the company.
Vincent Vittorio - Dir | Business Development
Tech Advisors

33. Get Frank’s QBR System and Training
• Training video
• Frank’s Quarterly Business Review process and QBR process flow chart
• Client Solution Stack sample
• QBR Calendar sample
• QBR Meeting Email Confirmation
• Sample QBR audIT report
• Sample QBR package
• Auditforit.com/wmqbr

34. Automated ALM delivers
Automated asset
data collection
Reporting on
asset status
Replace or renew
aging assets
Sales & budget
planning

35. Replace, Renew, or Regret!
Replace or renew
aging assets

36. Instant Renewals™
If you can’t replace a server, you need to renew it

37. 64%
The average number of servers out of warranty

38. Improves security
Safeguards business continuity
Delivers more uptime
No rolling a truck
Service delivered in less than 4 hours
No additional cost for you or your customer
Drives topline revenue and margin
Security vulnerability
Threat to business continuity
Rolling a truck
Sourcing all the parts
Incurring the cost of delivery
Wasting time fixing obsolete machines
Clients experience more technical issues
Incurring responsibility for those issues
Server warranties are important
Extended warranty
Sell Less. Service More. Sell More. Service Less.
Out of warranty
CREATES PROBLEMS GIVES YOU SOLUTIONS

39. 1. It is challenging to define and reconcile what assets are at or near end-of-life
2. Lack of defined reporting to help communicate the assets requiring renewal to the customer
3. Renewing even a single warranty requires multiple manual touchpoints that can take days to
complete:
a. Require contacting reps
b. Comparing estimates
c. Presenting estimates to the customer
d. Create purchase orders
e. Time required for processing purchase order
f. Fulfill warranty
g. Update your manual tracking form
Traditional Procurement
Takes time, costs money, low margin, room for error, and must be performed by qualified resources
The Challenges of Manual Warranty Procurement
Sell Less. Service More.
High effort.
Low reward.

40. 1. Provides the data
2. Generates the quote
3. Automated fulfilment

41. In-app solution
Purchase Instant Renewals™ directly
from the Warranty Master™ app
1. Provides the data

42. 2. Generates the quote

43. 3. Automated fulfilment

44. The opportunity
1,000
TOTAL
MANAGED DEVICES
3,000
9,000
WARRANTY RENEWAL
REVENUE OPPORTUNITY
$48,250
50 SERVERS
$144,750
150 SERVERS
$434,250
450 SERVERS
ASSET REPLACEMENT
REVENUE OPPORTUNITY
$365,000
$1,095,000
$3,285,000

45. Why Warranty Master™?
One of the best products we have.
Nathan Davis
CEO, iTEAM Consulting, LLC

46. For your business
Sell more. Service less.
Increased internal efficiency
Sales opportunity pipeline
Lower service delivery cost
Increased competitiveness
For your customers
Automated ALM
Masterful reporting
Budgeting & planning
Improved performance
Automated asset
data collection
Reporting on
asset status
Replace or renew
aging assets
Sales & budget
planning

47. DattoCon 2019
Best Revenue Generator
&
Overall Best In Show

48. Discover which of your customers are most at risk
and represent the largest revenue opportunity for you
See your total asset replacement revenue opportunity
by accurately identifying every device that is at end-of-life
Instantly identify the number of warranty sales opportunities
you have and the margin available with Instant Renewals
Learn exactly how many assets you have under management
and each asset’s precise lifecycle status
Try it for free. Why?
Automated asset
data collection
Reporting on
asset status
Replace or renew
aging assets
Sales & budget
planning

49. Thank you
Come visit us at Booth #310!
ITN@warrantymaster.com
To receive a copy of this presentation, as well as a recorded
demo and partner success stories, send us an email!