1 The Keys to a Successful MSP Mike Cullen VP – World Wide Sales and Business Strategy, MSP

2 N-able Technologies Fast Facts 2012 Solarwinds Company Channel-Only 2,600 MSP Customers 96,000 Managed SMB’s Offices in North America, Europe, Australia The Leading RMM & Automation Platform for MSPs Mission Statement: “To make our Partners the worlds most successful MSPs” Measured by: – Customer Retention – MSP Recurring Revenue – Customer Growth

3 Managed Services Definition Umbrella term for third-party monitoring and maintaining of computers, networks and software.term The actual equipment may be in-house or at the third- party's facilities, but the "managed" implies an ongoing effort; for example, making sure the equipment is running at a certain quality level or keeping the software up-to-date. Recurring Revenue paid for Uptime.

4 Managed Services is not a Technology Managed services is a – Business model – Contracting model – Service delivery model Managed services contracts create recurring revenue – IT IS ALL ABOUT RECURRING REVENUE For profitability and business evaluation Efficiencies are gained by delivering services remotely and in an automated fashion Typical managed services contracts run from pro-active through fixed-fee all the way to utility computing The greatest challenges facing prospective MSPs are migrating themselves and their customers from reactive service models to fixed-fee

5 Technology Complements the MSP Model Technology is used to deliver efficiencies, automate services and demonstrate value Technology is frequently used in a managed services engagement – Network Monitoring – Remote Control – Patching – Scripting – Software Distribution – Reporting – Ticketing

6 N-central. Rated #1 Technician Customer Interoperate Alert/Notify Dashboard / Report Monitor Manage / Automate Remote Control

7 Single Pane of Glass Integrated Tools Report Manager Report Manager | N-compass Backup Manager Backup Manager | Standard Edition Backup Manager | Advanced Edition Backup Manager | Advanced Virtual Edition Backup Manager | Workstation Edition Backup Manager | SBS Edition Backup Manager | Replication Security Manager Security Manager | AV Defender Security Manager | Exchange Defender Security Manager | Anti-spam Security Manager | Patch Remote Control Manager Remote Control Manager | Attended Remote Control Manager | Unattended Remote Control Manager | N-support Pro MSP Tools Platform Audit Manager Audit Manager | Assessment Audit Manager | Vulnerability Audit Manager | Compliance Audit Manager | Configuration Policy Manager Policy Manager | GPO Compare Policy Manager | GPO Exporter Policy Manager | GPO Health Reporter Policy Manager | GPO Enforcer Netflow Manager Netflow Manager | Tracker Netflow Manager | Reporter Monitor Cross-platform, servers, workstations, network devices Manage Reactive and proactive management tasks, scheduled tasks, patch management, AV, AS Optimize Best practise technician runbook, proactive maintenance Report Business and tactical reporting, Drag & drop report customization Mobile Device Manager

8 What’s Fueling our Growth Technicians love N-central Most advanced Automation and Cloud technologies Our unmatched worldwide support N-able MSP’s are successful in converting SMB’s to Managed Service Contracts Hybrid and freemium licensing Over 500 mature MSP’s worldwide have transitioned to N-able in the past 18 months z 1,600,000 1,400,000 1,200,000 1,000, , , ,000 Managed Devices on N-central 95,000 80,000 70,000 60,000 50,000 40,000 30,000 20,000 10,000 SMBs Managed on N-central Jan – 10 Dec – 10 Dec – 11 Dec – 12 Dec ,000 1,700, , Jan – 10 Dec – 10 Dec – 11 Dec – 12 Dec

9 Choosing The Right Platform MONITORING MANAGEMENTAUTOMATIONREPORTING REMOTE CONTROL INTEGRATION MDM MSP TOOLS MSP RESOURCES TECHNICAL SUPPORT BUSINESS SUPPORT CLOUD MANG’T

10 Services ModelTMBlockChecklistFixed FeeComsumption Gross Profit (%)< >TBD Utilization Rate (%) TBD Operating Income (%)< TBD Business Valuation? TBD N-able’s Value Proposition Profitability & Business Valuation Low High Maturity

11 SMB Market Reality 25% of SMB’s are candidates for advanced service models associated with verticals ‒Professional Services, Medical, Financial, Manufacturing, Energy 75% of SMB’s do not want or have the need for managed services instead they want to buy products and services on a monthly basis such as: ‒Anti-virus, Anti-spam, Backup, Assessments, Migrations, Hours, Projects 75% 25%

12 SMB & MSP Alignment Essential Licenses Used for Reactive and Break fix customers Demonstrate Value through Reporting Asset, Warranty, Licensing and Remote Control Flexibility to sell customers what they need and want Managed Anti-Virus, Managed Anti-Spam, Managed Back-Up etc….. Builds recurring revenue easily Professional Licenses Used for Proactive or Managed customers Lower Service Delivery Costs through Automation Increase gross profit and Increase Utilization Rates Deliver and demonstrate value Build a successful MSP practice License Types |Server, Network and Desktop Essential Licenses Professional Licenses A La Carte Programs

13 ESSENTIAL LICENSE Light Monitoring (Scan Frequency)Management Agent Status (15 minutes)Remote Control Connectivity (15 minutes) - Unattended Generic TCP (15 minutes) DNS & SMTP (15 minutes) Windows Security Center (4 hours)Admin Features Patch (4 hours)Alerts & Notifications CPU (4 hours)Reporting (limited) Disk (4 hours) Memory (4 hours)Add on Tools Asset Information (4 hours)Patch Manager Mobile Manager Warranty lookupSecurity Manager Backup Manager Audit Manager Netflow Manager Monitoring Deep (Scan Frequency)Management Agent Status (5 minutes)Patch Software Connectivity (5 minutes)Scheduled Scripts Generic TCP (5 minutes)Self-Healing CPU (5 minutes)Automation Manager Disk (5 minutes)Software Distribution Memory (5 minutes)Remote Control DNS & SMTP (5 minutes) - Attended/Unattended Asset Information (5 minutes) - Remote Support Manager Windows Security Center (5 minutes)Asset Discovery Event Log (5 minutes)Admin Features Printers (5 minutes)Alerts & Notifications Traffic (5 minutes)Reporting (advanced) Windows Services (5 minutes)Add on Tools Application Compliance (5 minutes)Patch Manager Warranty LookupMobile Manager Patch (4 hours)Security Manager Backup Manager Audit Manager Netflow Manager PROFESSIONAL LICENSE Licensing for all SMBs

14 Average MSP has 100 to 200 customers in in their database Average SMB = 20 Employees 20 Desktops| 100% 2 Servers | 10% 2 Network | 10% 25% | Proactive or Managed Successful MSP Programs Fully Managed ProactiveEssential A La Carte Server – R800 Advanced Performance Monitoring Key Application Maintenance Scheduled Preventative Maintenance License & Asset Management Managed Anti-Virus Managed Backup Additional Support Billed at T&M Rates Network - R200 Quarterly Network Health Review Firewall Management & Maintenance Router Monitoring Switch Monitoring Additional Support Billed at T&M Rates Workstation – R160 Availability Monitoring OS & 3rd Party Patch Management Scheduled Preventative Maintenance Managed Anti-Virus Hosted Anti-Spam R5200/monthR260/user/month Proactive Options Hosted Backup – R560 + R7.50/GB Managed Mobile – R40/device Managed Compliance – R35/IP Server – R2000 Advanced Performance Monitoring Configuration Management Key Application Maintenance OS & 3rd Party Patch Management Real Time Server Optimization Scheduled Preventative Maintenance License & Asset Management Managed Anti-Virus Managed Backup Managed Audit Unlimited Remote & Onsite support Network – R520 Firewall Management & Maintenance Router Monitoring Switch Monitoring Unlimited Remote & Onsite support Monthly Network Health Review Workstation – R480 Advanced Performance Monitoring Configuration Management & Enforcement OS & 3rd Party Patch Management Real Time Workstation Optimization Scheduled Preventative Maintenance Managed Anti-Virus Hosted Anti-Spam R14640/monthR732/user/month Managed Options Hosted Backup – R560 + R7.50 GB Managed Mobile – R40/device Managed Cloud Services Billable Services – R400-R650/hour End-user support (Helpdesk) Onsite & Remote Support Moves, adds, changes Project Planning Upgrades & Hardware After hours Support Billable Services – R400 – R650/hour Project Planning Upgrades & Hardware Billable Services – R400-R650/hour End-user support (Helpdesk) Onsite & Remote Support Moves, adds, changes Project Planning Upgrades & Hardware After hours Support Essential IT Support – Free Light Monitoring Asset/Software/Hardware Reporting Branded Sys-tray Icon Remote Control Managed Anti-Virus – R25/device Integrated AV deployment AV Monitoring AV Updates Threat/Status Reporting Managed Anti-Spam – R12/mailbox Hosted Perimeter Anti-Spam Threshold Management Monthly Reporting Managed Backup – R /server Integrated Backup Deployment Backup Management & Monitoring Capacity/Status Reporting Hosted Backup – R560 + R6/GB Offsite storage to a secure datacenter Managed Mobile – R40/device Mobile management, support & reporting Managed Patch – R35/device Monthly reporting R400 – R3000/month Advanced Performance Monitoring CPU Disk Space Disk Queue Length Memory Patch Status Connectivity Automated Preventative Maintenance Check Disk Defragment Delete Temporary Files Firmware Updates Remote Access Enabled Sync time with Domain Controller Automated Preventative Maintenance Check Disk Defragment Delete Temporary Files Firmware Updates Remote Access Enabled Sync time with Domain Controller Advanced Performance Monitoring CPU Disk Space Disk Queue Length Memory Patch Status Connectivity Per User – R1500 Cloud Services Virtual Online Workplace Application Management Microsoft Office Suite Hosted Exchange Backup & Disaster Recovery Secure Cloud Storage Mobile Device Access OnPremise Services Workstation & Infrastructure Management Managed Anti-Virus Unlimited Remote & Onsite support Guaranteed Service Levels R30,000/monthR1500/user/month Cloud Services Options Managed Mobile - R5/device

15 Unmatched Business Support ASSESS Review of Current Situation Plan New MSP Strategy MSP Strategy Document PLAN Program Review Pricing Review Program Portfolio & Pricing Methodology IMPLEMENT Sales & Marketing Support Documented Sales Plan Customized Marketing Materials Onboarding | Channel Sales Blueprint for Success

16 Support Desk Onboarding | Sales Engineer Unmatched Technical Support Daily Technical Access

17 Unmatched MSP Resources Digital BinderMSP RunbookNOC in a Box

18 Summary Partner with a company that invests in your business Align technology and programs to address SMB financial requirements Drive efficiencies by leveraging N-central Increase profitability Build recurring revenue

19 (Rand) Tools Monthly Subscription Pricing Details (Rand) N-central Monthly Subscription Pricing Details Report ManagerMonthly Subscription 1500 Quantity Break Professional Server Professional Network Professional Desktop Essential 1 to to to to to to to to to to to CALL 8.00CALL Quantity Break Security Manager AV Defender Security Manager Exchange Defender Mobile Manager Patch Manager for Third Party Applications (for use on Pro & Ess) Patch Manager for Windows (a la carte)

20 Thank You