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Adding HaaS to Your MSP Offering

Kyle HeathCSCM IT Solutions

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“The future doesn't belong to the light-hearted. It belongs to the brave.” Ronald Reagan

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What is HaaS and why would I offer this?

» Hardware as a Service, providing hardware as a Managed Service.

» Devices include Routers, Firewalls, Servers, Workstations.

» Hardware sales have a one time profit value

» Will you be supporting this hardware anyway?

» Standardisation of hardware and management

»Recurring Revenue Stream

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So why did we do this?

» Low quality devices at client sites

» Cost to support multiple vendor hardware devices

» Cap Ex sales can be difficult to attain

» Standardise management and support process

» Improve cash flow

» Build on Trusted Advisor role

» Push Managed Services as future of IT Support

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The beginning is the most important part of the work.

Ancient Greek Philosopher

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Here is what we did to get started.

» Bundled Vendor Routers with Broadband Services

» Provide Firewall Configuration and Updates into Service

» Offer HaaS Servers for clients on hardware over five years old

» Utilise Virtualisation to provide Managed Services

» Offer Managed Firewalls to Leased Line and EFM clients

» Bundled NAS Storage into our Managed Backup Services

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Patience, persistence and perspiration make an unbeatable combination for success. Napoleon Hill

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Managed Network Services

» Client has one price for ADSL, Router and Management

» When device needs upgrade, this is free to client

» Hardware can be re used for new clients

» MSP Cap Ex falls as client base builds

» MSP benefits from economy of scale

» Productivity improves through standardisation

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Managed Server Services

» Utilise reconditioned hardware

» Utilise Virtualisation and P2V skills to add value

» Include hardware and software support in one package

» Reduce MSP costs by maintaining one vendor hardware

» Now you can sell the service not the hardware

» Push the one Monthly Fee model

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Managed Workstation Services

» Workstation sales can have low margins

» Offer Microsoft Office on a per month basis

» Microsoft now allow Rental Rights to workstations

» Offer multiple products through SPLA rights

» Client Cap Ex requirement is removed

» Based on Trusted Advisor and Long Term relationships

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How to get it right

» One hardware device for one role

» Monitor, Monitor, Monitor

» Offer the whole solution

» Set it and Forget it

» Recondition and reuse hardware

» Always be selling the service

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How to get it wrong

» Provide multiple vendor solutions

» Allow client to buy the hardware

» Do not offer complimentary services

» Do not reuse hardware

» Forget to make your margin

» Forget to show your client the benefit

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“The only real mistake is the one from which we learn nothing.”Henry Ford. 

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“Things that are complex are not useful, Things that are useful are simple.” Mikhail Kalashnikov

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Why would my client want this?

» Reduce Cap Ex investment

» Client knows upgrades are managed for them

» Client simplifies costs to per month basis

» Client has one point of reference

» Move away from Break Fix

» Compliment other Managed Services

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Did we make money then?

» 95% of clients have Managed Router/Firewall

» Revenue stream continuous

» Support cost reduced significantly

» Server Package more profitable than one time deal

» Improved Client stickiness

» HaaS growing year on year in business

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“Innovation distinguishes between a leader and a follower.” Steve Jobs 

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