Presentation on theme: "MANAGED SERVICES - Best Practices for Security Solutions"— Presentation transcript:
1 MANAGED SERVICES - Best Practices for Security Solutions Greg Dixon, Technology Evangelist, ScanSource, Inc.
2 The Evolution of IT Services Centralized controlwas replaced bydistributed controlExpensive hardwarecheap hardwareComplicated maintenanceeasier maintenanceOut sourced service (MFG/VAR)in-house service (Help Desk)20thCentury
3 The Evolution of IT Services Distributed controlwas replaced byCentralized ControlCheaper hardwareLess hardwareEasier maintenanceAutomatic maintenanceIn-sourced service (HD)Out-sourced service (MSP)21st Century
4 The Realities of Business The movement of a market from a differentiated value proposition to undifferentiated price competition.CommoditizationSmaller deals based on economic pressuresCommoditized hardwareEasier to get, use, supportSome hardware moved to the CloudLess margin on less hardwarePerpetual licensing replaced by monthly usage model.Less margin on cloud software
5 Add NEW incremental services ?!Response to RealitySell more ServicesOld Deal Profile:Cameras (32) $20kServer/Stg (4) ---- $12kSwitch (4) $4kCable $2kSoftware (4) $5kInstallation $12kAnnual Service Contract $1kTotal = $56,000New Deal Profile:Cameras $10kServer/Stg $0kSwitch (4) $3kCable $2kSoftware HostedInstallation $6kManaged Service Contract $??/monthlyTotal = $21,000Getting Started:Carrier ServicesHostingDR / BU Services$$ - Revenue & MarginTime$$ Later$$ NowAdd NEW incremental services
6 MSP Business ModelManaged Services model - an ongoing contractual arrangement in which the MSP remotely monitors, manages and updates a customer’s technology devices infrastructure, systems, and services.Billed on a flat rate monthly plan (3 year contract)Based on a Service Level Agreement - SLAContract re-evaluated periodically
7 MSSP Business ModelManaged Security Services Provider - an ongoing contractual arrangement in which the MSSP provides remote monitoring and verification, video storage, manages and updates a customer’s security devices, analytics, infrastructure, systems, and services.Billed on a flat rate monthly plan (3 year contract)Based on a Service Level Agreement - SLAContract re-evaluated periodically
8 “The long-term lifeline for much of today’s IT channel.” CompTIA MSSP TransformationKeeps pace with current trends in technology deliveryProtects customer baseEfficient method to sell more profitable servicesSustainable long-term business modelReasons to start:Cloud computing may bring a different model.Unconvinced about cloud computing.Unsure of the ROIConcerned over near-term cash flowReasons to wait:“The long-term lifeline for much of today’s IT channel.” CompTIA
9 MSSP Transformation How to start: VAR MSSP Decide to be successfulWrite it in your business planFocus on your markets and customersWhat services do they need?Start with a small portfolio2-3 services that complement your current businessHow to start:Takes time and planning and investmentNew sales and technical skill setsNew pricing model – SLA and new metricsNew compensation model - annuityAutomated delivery brings efficiency and profitabilityVAR MSSP
10 MSSP Transformation Tools you may need: Professional Services Automation software - PSABusiness process automation and managementService desk automation, billing, project management, and customer account management.Tiger Paw and ConnectWiseRemote Monitoring & Management software - RMMMonitor technology for potential problemsAid in solving problems without dispatching personnelRemotely manage consistency, security, users, policies, analytics…In your NOC or in the cloudTools you may need:
11 Managed Services for Security Solutions Network ManagementDesktop ManagementMobile Device Management/ Intranet / InternetHelp Desk / Problem ManagementServer/Storage ManagementSecurity Policy ManagementPayment GatewaysIT Asset ManagementApplication/Database ManagementBackup/Restore/Disaster RecoveryManaged Security & Video SurveillanceMobile Device ManagementWireless Network ManagementManaged Services for IT
12 Managed Services for Security Solutions White Box solution – Your BrandLoss of video from a cameraBandwidth ManagementStorage ManagementMulti-site consolidationPeriodic Security Assessment and AdjustmentsManaged Security & Video Surveillance
13 Managed Services for Security Solutions Access Point setup and initial configurationMonitoring and re-configurationManage security of wireless networkManage network by zones and VLANsManage bandwidth issues and over-subscriptionWireless Network ManagementMotorola WaaSRuckus ZoneDirector Remote
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