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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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Building Recurring Revenue from Reactive Customers
© 2014 N-able Technologies, Inc. All rights reserved.
Some thoughts on the market
© 2014 N-able Technologies, Inc. All rights reserved.
IT Service Maturity Model
Reactive Managed
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.
Show them a better way
© 2014 N-able Technologies, Inc. All rights reserved.
Current Products Revenue Opportunity
Windows Update Managed patch
Consumer Antivirus Managed security
Consumer Backup Managed backup
Ad-hoc hardware upgrades PC refresh planning
Building recurring revenue from reactive customers
© 2014 N-able Technologies, Inc. All rights reserved.
Step 2: Build Trust
© 2014 N-able Technologies, Inc. All rights reserved.
Step 1: Audit
Step 3: Sell
© 2014 N-able Technologies, Inc. All rights reserved.
Step 1: Audit
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.
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
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
Step 2: Build Trust
© 2014 N-able Technologies, Inc. All rights reserved.
Step 1: Audit
Provide value before you sellShow customers the current state of the network
© 2014 N-able Technologies, Inc. All rights reserved.
Free audit & assessmentWarranty 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
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
Step 2: Build Trust
© 2014 N-able Technologies, Inc. All rights reserved.
Step 1: Audit
Step 3: Sell
A-la-carte Managed Services
RMM agent
Managed Security Managed Backup Managed Patch
Sell Managed Security
© 2014 N-able Technologies, Inc. All rights reserved.
Consumer AV Managed Security
Range of protectionHave to manually add new nodesTypically no centralized alerting
Antivirus and Anti-malware protectionAuto-discovers new nodesCentralized alertingComprehensive reporting
Sell Managed Backup
© 2014 N-able Technologies, Inc. All rights reserved.
Consumer Antivirus Managed Backup
Many SMBs perform little/no backupNo verification of backupsNo alertingNo reporting
Secure their critical systems and dataReliable backupFaster restores lead to less downtimeOff-site replicationMonitoring backup processesCentralized alertingComprehensive reporting
Sell Managed Patch
© 2014 N-able Technologies, Inc. All rights reserved.
Windows Update Managed Patch
Users ignore updatesUsers miss updates due to travelNo baseline across applications
Ensure all systems are patched regardless of where they areUniform versions decreases problemsRequire authorization for patches
Sell Additional Services
© 2014 N-able Technologies, Inc. All rights reserved.
Additional Services
Hardware refreshWarranty managementLicense management
Project services
© 2014 N-able Technologies, Inc. All rights reserved.
Conclusion
Step 1: Audit Learn as much as you can about their network and environment
Step 2: Build Trust Provide value with free assessments and reports
Step 3: Sell Fill in their gaps and replace their consumer IT products that aren’t delivering the value that you can
Provide Great Service
Automation Manager
Help Desk Manager
ReportManager
Remote Control
Manager
Build Recurring Revenue
SecurityManager
Backup Manager
Patch Manager
Audit Manager
Mobile Manager
N-central RMMAn MSP’s complete toolkit
© 2014 N-able Technologies, Inc. All rights reserved.
Download now: http://bit.ly/Nablepricing2014
© 2014 N-able Technologies, Inc. All rights reserved.
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.
