1. 1 Adding HaaS to Your MSP Offering Kyle Heath CSCM IT Solutions

2. 2 The future doesn't belong to the light-hearted. It belongs to the brave. Ronald Reagan

3. 3 What is HaaS and why would I offer this? » Hardware as a Service, providing hardware as a Managed Service. » Devices include Routers, Firewalls, Servers, Workstations. » Hardware sales have a one time profit value » Will you be supporting this hardware anyway? » Standardisation of hardware and management » Recurring Revenue Stream

4. 4 So why did we do this? » Low quality devices at client sites » Cost to support multiple vendor hardware devices » Cap Ex sales can be difficult to attain » Standardise management and support process » Improve cash flow » Build on Trusted Advisor role » Push Managed Services as future of IT Support

5. 5 The beginning is the most important part of the work. Ancient Greek Philosopher

6. 6 Here is what we did to get started. » Bundled Vendor Routers with Broadband Services » Provide Firewall Configuration and Updates into Service » Offer HaaS Servers for clients on hardware over five years old » Utilise Virtualisation to provide Managed Services » Offer Managed Firewalls to Leased Line and EFM clients » Bundled NAS Storage into our Managed Backup Services

7. 7 Patience, persistence and perspiration make an unbeatable combination for success. Napoleon Hill

8. 8 Managed Network Services » Client has one price for ADSL, Router and Management » When device needs upgrade, this is free to client » Hardware can be re used for new clients » MSP Cap Ex falls as client base builds » MSP benefits from economy of scale » Productivity improves through standardisation

9. 9 Managed Server Services » Utilise reconditioned hardware » Utilise Virtualisation and P2V skills to add value » Include hardware and software support in one package » Reduce MSP costs by maintaining one vendor hardware » Now you can sell the service not the hardware » Push the one Monthly Fee model

10. 10 Managed Workstation Services » Workstation sales can have low margins » Offer Microsoft Office on a per month basis » Microsoft now allow Rental Rights to workstations » Offer multiple products through SPLA rights » Client Cap Ex requirement is removed » Based on Trusted Advisor and Long Term relationships

11. 11 How to get it right » One hardware device for one role » Monitor, Monitor, Monitor » Offer the whole solution » Set it and Forget it » Recondition and reuse hardware » Always be selling the service

12. 12 How to get it wrong » Provide multiple vendor solutions » Allow client to buy the hardware » Do not offer complimentary services » Do not reuse hardware » Forget to make your margin » Forget to show your client the benefit

13. 13 The only real mistake is the one from which we learn nothing. Henry Ford.

14. 14 Things that are complex are not useful, Things that are useful are simple. Mikhail Kalashnikov

15. 15 Why would my client want this? » Reduce Cap Ex investment » Client knows upgrades are managed for them » Client simplifies costs to per month basis » Client has one point of reference » Move away from Break Fix » Compliment other Managed Services

16. 16 Did we make money then? » 95% of clients have Managed Router/Firewall » Revenue stream continuous » Support cost reduced significantly » Server Package more profitable than one time deal » Improved Client stickiness » HaaS growing year on year in business

17. 17 Innovation distinguishes between a leader and a follower. Steve Jobs

18. 18 MSP BUSINESS MANAGEMENT www.mspbusinessmanagement.com Your Managed Service Provider Resource! »Marketing articles »Sales articles »Templates »Advice »Videos »Whitepapers

19. 19 Upcoming Webinars The 5 Secret Roadblocks Keeping You from Your Marketing Goals March 28, 2013 11:00 AM Case Study: Managing Mobiles for Money April 25, 2013 11:00 AM www.mspbusinessmanagement.com/upcoming- webinars

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