June 09 - build recurring revenue from reactive customers

© 2015 N-able Technologies, Inc. All rights reserved. 1

Build recurring revenue from reactive customers


Presented by

<Scott’s headshot>

Scott ParkerProduct Manager


Agenda

Demo

Build trust before selling

Some thoughts on the market


Some thoughts on the market


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


Show them a better wayCurrent 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


Step 2: Build Trust

Step 1: Au1dit

Step 3: Sell


Step 1: Audit


Step 1: Learn their network

Patch Status

Antivirus Status

Backup Status

Network security

Hardware Inventory

Warranty Information

Agents



N-central®Agents

Patch Status

Antivirus Status

Backup Status

Network security

Hardware Inventory




N-central

Provide value and sell

Keep your foot in the door

Fast remote control

Agents

Patch Status

Antivirus Status

Backup Status

Network security

Hardware Inventory



Step 2: Build Trust

Step 1: Audit


Provide value before you sellShow customers the current state of the network


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 OpportunitiesAntivirus 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

Step 1: Audit

Step 3: Sell


A-la-carte Managed Services

RMM agent

Managed Security Managed Backup Managed Patch


Sell Managed Security

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

Consumer Backup 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

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

Additional Services

Hardware refreshWarranty managementLicense management

Project services


Reporting Demo


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


The SolarWinds N-able difference

All-in-one RMM platform

Drag and drop automation

Business reporting

Fast support tools

Comprehensive support

Technical onboarding

Business strategies

Marketing resources

www.n-able.com/try

http://www.n-able.com/try


Thank you


The N-ABLE TECHNOLOGIES and N-CENTRAL marks are the exclusive property of N-ableTechnologies, Inc. and its affiliates, are registered with the U.S. Patent and TrademarkOffice and the Canadian Intellectual Property Office, and may be registered or pendingregistration in other countries. All other N-able trademarks, service marks, and logos maybe common law marks, registered or pending registration in the United States, Canada, orin other countries. All other trademarks mentioned herein are used for identificationpurposes only and may be or are trademarks or registered trademarks of their respectivecompanies.

June 09 - build recurring revenue from reactive customers

Technology

Transcript of June 09 - build recurring revenue from reactive customers