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Build recurring revenue from reactive customers
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Presented by
<Scott’s headshot>
Scott ParkerProduct Manager
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Agenda
Demo
Build trust before selling
Some thoughts on the market
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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
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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
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Building recurring revenue from reactive customers
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Step 2: Build Trust
Step 1: Au1dit
Step 3: Sell
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Step 1: Learn their network
Patch Status
Antivirus Status
Backup Status
Network security
Hardware Inventory
Warranty Information
Agents
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Step 1: Learn their network
N-central®Agents
Patch Status
Antivirus Status
Backup Status
Network security
Hardware Inventory
Warranty Information
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Step 1: Learn their network
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
Warranty Information
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Provide value before you sellShow customers the current state of the network
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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
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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
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Step 2: Build Trust
Step 1: Audit
Step 3: Sell
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A-la-carte Managed Services
RMM agent
Managed Security Managed Backup Managed Patch
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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
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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
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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
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Sell Additional Services
Additional Services
Hardware refreshWarranty managementLicense management
Project services
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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
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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
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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.
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