Presentation on theme: "Growing Your Business Using NOC and Help Desk Services"— Presentation transcript:
1 Growing Your Business Using NOC and Help Desk Services Welcome to today’s presentation – An Introduction to GFI MAX Building Blocks to Managed Services webinar, my name/role is .....Growing Your Business Using NOC and Help Desk Services
2 Today’s Presenters Kelly O’Bray Territory Manager with GFI Max Marketing and selling innovative IT solutions through the channel to the SMB Market for 20 yearsToday we will talk about the challenges and road blocks preventing many IT support company’s growing Managed Services, and look at benefits for both you and the customer - of building the recurring revenue Managed Services model for IT support.We’ll look at what the Building Blocks Program entails and take a deeper look at the first 2 building blocks in the Server& Network component.Any finally, we’ll show you how you can access the Building Blocks and start implementing them in your business today.Kelly O’Bray
4 Challenges for Existing MSP’s No. 1 Business Desire Worldwide view (No geographical difference) Absolutely top of mind 44.60% Grow your customer base/market share (Hunt) Other important 12.80% Run business more efficiently 12.30% Service Excellence 9.20% Build Profit 7.10% Organise business to prepare for future growth 6.60% Expand portfolio to existing base (Farm) Appear not to be top of mind 3.00% Reduce hassle & stress 2.50% Diversify business to allow for 'cloud' 1.50% Draw back from day to day running 0.40% Exit businessGrowth (profitably) is the key driver…
5 Challenges for Existing MSP’s - by company size Many more smaller companies than large, therefore data at the right hand end of the graph is statistically less valid than left hand side.Hooks – growth!Top line is key desireBottom line secondary desireServiceRiskExit & Business Value doesn’t seem to be a good hook.Interest in Exit seems slightly higher at customers – guess this the business plateau effect… taken it so far…. Now what effect..… (pretty much) regardless of size…
6 Challenges for Existing MSP’s How you sell to your clientsDisagreeorStronglyNeitherAgree orAgreeI advise on best solution to customers needs regardless of profit to be made5%6%89%I advise on best solution to customers needs with an eye to profit to be made22%23%56%Customers view me as somebody they trust - I'm VERY reluctant to jeopardise this3%1%96%I get bombarded with Software & Hardware marketing material that I don't use12%17%71%I prefer selling recurring revenue services to one-off sales4%11%84%I'm not a trained sales person but I get by because customers trust me14%74%I'd like marketing & sales ideas10%19%Do what’s right, but do the simple thing – repeatable (standardise) and predictable (reliable) don’t over complicateTrusted over ProfitConsistent with what they call themselves, ie: IT Support Provider/Company/Consultant – Solution lead. Definitely not a VAR – as I said previously, I suspect many IT CO’s view this as almost a derogatory term (backed up anecdotally in conversation). And if they function as VAR’s – it’s multiple vendors and they pick the best solution and add it into their product portfolio.Trade on Trust/Best Advice/SupportInteresting difference between first two questions – clearly shows they offer the best solution to customers needs (albeit, I think they like to repeat the same technology for practical/efficiency reasons).Will be tough to convince them to use new products unless they think they are the best tools for the job – with respect to Patch/AV/etc – would help to be VERY clear about products standalone credentials/etc and message around GFI MAX RM featuring VIPRE, etc (leverage existing brands).Would like marketing & sales leadership – consistent with % owner managed from previous surveys – hence Building Blocks/MSPBusinessManagement/etc – keep IT Support Companies viewing us as a source of expertise/commercial ideas/software tools/etcNeed to Maintain Trusted Advisor Status…
7 Challenges for Existing MSP’s Where you spend your time today and what is changing20112013Delta’sLittle Pro-ActiveEffortSomeMuch Pro-Active EffortServers & Server Applications4%13%83%2%10%88%-3%6%Workstations17%51%31%8%30%62%-9%-21%Mobile Devices (eg: Phones, Tablets)75%22%3%50%37%-62%27%34%Internet/Cloud Services (eg: SaaS solutions)47%41%12%9%54%-38%-4%42%Printers/MFDs58%35%7%49%20%-27%14%Networking Equipment26%-13%-12%24%Security38%53%19%79%-7%-19%Backup11%87%0%This slides shows in which devices/areas people focus their effort now and how they imagine they will in 2 years time.Shows that they think they will be doing more effort in every area – which clearly can’t be right – so concentrate on the really big delta’s:WorkstationsMobile DevicesCloud AppsNetworking EquipmentSecurityI’d suggest that Servers, Backup, Printers, etc – because of the relative low increase in effort – could actually mean they think they’ll be spending less time managing ??? (Contentious).Move to Cloud… mobile… workstations…Changing focus
30 GFI MAX Building Blocks Managed Services simplified Easy to implementEasy to sellNo costly trainingGet going with no change to your operationMove at the right paceDo the right thing for your clientManage the risk to your businessEasy to evolve with current Managed Services approachWe believe it can be easy.Our Building Blocks program provides a way for you to market services that your customers can:Easily understandEasily grasp the benefits ofEasily buyAnd best of all you’re able to get going right away – here’s no university style courses or costly training programs you need to sign up to, no 50 point plan to get going and “revolutionise” your business….Best of all you don’t have to “bet your shirt” to get going… we keep it low risk, quick to get going… were going to show you how and give you the tools to make it happen easily…..
31 GFI MAX Building Blocks for Managed Services Increase Recurring RevenueAttract New CustomersAdditional Profitable ServicesRetain Advisor/ LeadershipReduce Risk/ UnpredictabilityEfficiency, ScalabilityBusiness ValueLucrative but more complexManaged Central InfrastructureManagedWorkstationsManagedManaged Mobile DevicesManaged Cloud ServicesEnhanced ContinuityEnhanced SecuritySupportSupportArchivingSupportSupportBackup TestingData Leakage ProtectionPro-Active MaintenancePro-Active MaintenanceContinuityMobile Security3rd Party ManagementConnectivity MonitoringPenetration TestingMonitoringMonitoringSecurityMonitoringMonitoringAvailability MonitoringManaged AntivirusLower value but simpleUn-Managed Central InfrastructureUn-Managed WorkstationsUn-ManagedUn-Managed Mobile DevicesUn-Managed Cloud ServicesUn-Managed ContinuityUn-Managed SecurityInfrastructure ComponentsExtra In-Depth FocusesLowering your business risk
32 GFI MAX Building Blocks 201 Increase Recurring RevenueAttract New CustomersAdditional Profitable ServicesRetain Advisor/ LeadershipReduce Risk/ UnpredictabilityEfficiency, ScalabilityBusiness ValueLucrative but more complexManaged Central InfrastructureManagedWorkstationsManagedManaged Mobile DevicesManaged Cloud ServicesEnhanced ContinuityEnhanced SecuritySupportSupportArchivingSupportSupportBackup TestingData Leakage ProtectionPro-Active MaintenancePro-Active MaintenanceContinuityMobile Security3rd Party ManagementConnectivity MonitoringPenetration TestingMonitoringMonitoringSecurityMonitoringMonitoringAvailability MonitoringManaged AntivirusUn-Managed Central InfrastructureUn-Managed WorkstationsUn-ManagedUn-Managed Mobile DevicesUn-Managed Cloud ServicesUn-Managed ContinuityUn-Managed SecurityLower value but simpleInfrastructure ComponentsExtra In-Depth FocusesLowering your business risk
33 Managed Workstations Lucrative but more complex Managed Workstations Management andSupportAutomated ScriptsManaged AntivirusPSA IntegrationCustomer ReportingPro-Active MaintenanceRemote SupportAutomated TasksSW Patch ManagementCustomer ReportingLower value but simpleMonitoringWorkstation MonitoringAntivirus MonitoringAsset TrackingCustomer ReportingLowering your business riskUn-Managed Workstations
34 Client reporting for central infrastructure Client confidenceAll branded as yoursPatch Management report
35 What’s in each Building Block? The assets to sell managed services for FREEInformation about the service, context in which it sits in Building BlocksFinancials (pricing & profit) calculatorsPromotional material (flyers, letters, Fax Backs, phone scripts, web site text, etc.), value proposition, marketing and sales strategyImplementation documents (contracts, SLAs, statements of work)Implementation considerations: Integration, billing, scaling, etc.3Managed2Maintenance1Monitor
36 The Building Blocks Approach: Any business model Starting out: Building Blocks 101Sales tools - Deliver easily understood, easily sold servicesDoor openers - Low-cost services, easy entry point – to get you in the doorGet customers used to contracted servicestart up-selling to a fully managed serviceAdvanced: Building Blocks 201Profitable Growth - Building revenue AND profitManage the risk transfer - Once you know your customers ITPlan your growth - Resource to and manage for SoW & SLAMove towards “All you can eat” managed services 24x7x365 systems management, help desk and vendor management– profitably.
38 Online support and live coaching - FREE The MSP Community:Webinar RecordingsWhite PapersBlog PostingsVideos: Ideas to grow your MSP businessGuest PresentersBuilding Blocks to Managed Services contentmspbusinessmanagement.com
39 How to get going with Building Blocks Sign-up to a FREE 30-day trial of GFI MAX RemoteManagementYou get the full systemSet up in less than 10 minutes!No commitmentNo hard-sellOr contact us for more information on the Building Blocksto Managed Services Program at:Thank You!The easiest way to get going is with a Free 30-day trial of GFI MAX RemoteManagement. You get the full system, can beset up in less than 10 minutes, and there’s no commitment or hard-sell from us.Try RemoteManagement on as many servers as you like to get full benefit. Sign-up on our websiteOr for more information on the Building Blocks Program please contact us at