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MANAGED SERVICES - Best Practices for Security Solutions Greg Dixon, Technology Evangelist, ScanSource, Inc.

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Presentation on theme: "MANAGED SERVICES - Best Practices for Security Solutions Greg Dixon, Technology Evangelist, ScanSource, Inc."— Presentation transcript:

1 MANAGED SERVICES - Best Practices for Security Solutions Greg Dixon, Technology Evangelist, ScanSource, Inc.

2 Centralized control was replaced by distributed control Expensive hardware was replaced by cheap hardware Complicated maintenance was replaced by easier maintenance Out sourced service (MFG/VAR) was replaced by in-house service (Help Desk) The Evolution of IT Services

3 Distributed control was replaced by Centralized Control Cheaper hardware was replaced by Less hardware Easier maintenance was replaced by Automatic maintenance In-sourced service (HD) was replaced by Out-sourced service (MSP) The Evolution of IT Services

4 The movement of a market from a differentiated value proposition to undifferentiated price competition. Commoditization Smaller deals based on economic pressures Commoditized hardware Easier to get, use, support Some hardware moved to the Cloud Less margin on less hardware Perpetual licensing replaced by monthly usage model. Less margin on cloud software The Realities of Business

5 Response to Reality Old Deal Profile : Cameras (32) $20k Server/Stg (4) ---- $12k Switch (4) $4k Cable $2k Software (4) $5k Installation $12k Annual Service Contract $1k Total = $56,000 New Deal Profile: Cameras $10k Server/Stg $0k Switch (4) $3k Cable $2k Software Hosted Installation $6k Managed Service Contract $??/ monthly Total = $21,000 ? ! $$ - Revenue & Margin Time $$ Now $$ Later Getting Started: Carrier Services Hosting DR / BU Services Add NEW incremental services Sell more Services

6 MSP Business Model Managed Services model - an ongoing contractual arrangement in which the MSP remotely monitors, manages and updates a customers technology devices infrastructure, systems, and services. Billed on a flat rate monthly plan (3 year contract) Based on a Service Level Agreement - SLA Contract re-evaluated periodically

7 MSSP Business Model Managed Security Services Provider - an ongoing contractual arrangement in which the MSSP provides remote monitoring and verification, video storage, manages and updates a customers security devices, analytics, infrastructure, systems, and services. Billed on a flat rate monthly plan (3 year contract) Based on a Service Level Agreement - SLA Contract re-evaluated periodically

8 Keeps pace with current trends in technology delivery Protects customer base Efficient method to sell more profitable services Sustainable long-term business model Reasons to start: Cloud computing may bring a different model. Unconvinced about cloud computing. Unsure of the ROI Concerned over near-term cash flow Reasons to wait: The long- term lifeline for much of todays IT channel. CompTIA MSSP Transformation

9 Decide to be successful Write it in your business plan Focus on your markets and customers What services do they need? Start with a small portfolio 2-3 services that complement your current business How to start: Takes time and planning and investment New sales and technical skill sets New pricing model – SLA and new metrics New compensation model - annuity Automated delivery brings efficiency and profitability VAR MSSP MSSP Transformation

10 Professional Services Automation software - PSA Business process automation and management Service desk automation, billing, project management, and customer account management. Tiger Paw and ConnectWise Remote Monitoring & Management software - RMM Monitor technology for potential problems Aid in solving problems without dispatching personnel Remotely manage consistency, security, users, policies, analytics… In your NOC or in the cloud Tools you may need: MSSP Transformation

11 Managed Security & Video Surveillance Mobile Device Management Wireless Network Management Managed Services for Security Solutions Managed Services for IT

12 Managed Services for Security Solutions White Box solution – Your Brand Loss of video from a camera Bandwidth Management Storage Management Multi-site consolidation Periodic Security Assessment and Adjustments Managed Security & Video Surveillance

13 Access Point setup and initial configuration Monitoring and re- configuration Manage security of wireless network Manage network by zones and VLANs Manage bandwidth issues and over-subscription Wireless Network Management Motorola WaaS Ruckus ZoneDirector Remote Managed Services for Security Solutions

14 SOTI MobiControl Network access Application management Content/data security policies BYOD policies Device alerts Lost/stolen device O/S – F/W - runtime management Remote application help desk Mobile Device Management Managed Services for Security Solutions

15 Tyco Pulse Opportunities for new solutions Opportunities for new services WLAN & MDM / MAM Opportunities for the next gen customers Expectation of unlimited mobility, storage and flexibility. Mobility

16 Thank You

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