7 keys to msp success
DESCRIPTION
In every industry, there are businesses who excel and dominate their market, enjoying a strong leadership position and market share. But they did not get there by chance or by good luck. Though a combination of careful planning, following best practices, setting achievable goals and having a clear vision as to where they want to be has led to their success. Listen to Ali Mahmoud, Product Marketing and Manager and Robert Jussup, Channel Sales Specialist as they share the 7 Keys to MSP Success and how our MSP partners have transformed their own businesses using these important 7 Keys, and how automation has been a key factor in that success. This interactive and informative discussion covers: • Why it’s important to create a plan with goals • How well do you really know your customers • The key steps in the MSP sales processTRANSCRIPT
7 Keys to MSP SuccessHow great MSPs scale their business
© 2014 N-able Technologies, Inc. All rights reserved.
Presented By
© 2014 N-able Technologies, Inc. All rights reserved.
Ali MahmoudProduct Marketing
@alimahmoud_
Robert Jussup MBAChannel Sales Specialist
Webinar FAQ
40min presentation Q&A
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© 2014 N-able Technologies, Inc. All rights reserved.
7 Keys to MSP Success
1. Have a plan
2. Know thy customer
3. Flexible offering
4. Researched pricing
5. Documented processes
6. Proactive sales
7. The right tools
© 2014 N-able Technologies, Inc. All rights reserved.
Key #1: Have a plan with SMART goals
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Specific – ‘6 new clients, $25000 in revenue…
Measurable – 1 net new in Q1, 2 Q2, 3 Q3…
Attainable – It’s Dec 2014, this is a 1 year plan…
Realistic – I have 2 FT employees and myself…
Timed – N Central® is up and running, Lead Gen program deployed, etc...’
© 2014 N-able Technologies, Inc. All rights reserved.
Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
Smart Goals
Key #2: Know thy Customer
© 2014 N-able Technologies, Inc. All rights reserved.
What Verticals are you in? Are you specific?
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Vertical
Retail Finance Healthcare Law etc
HorizontalABC
ABC
ABC
ABC
ABC
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What services are you trying to push?
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Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
What do your current clients consume?
© 2014 N-able Technologies, Inc. All rights reserved.
A la carte Packaged
Managed AntivirusManaged PatchManaged BackupManaged Mobile
Managed ServerManaged NetworkManaged Workstation
Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
Key #3: Provide Structured but Flexible Service Offerings
© 2014 N-able Technologies, Inc. All rights reserved.
Reactive vs Managed IT Mentality
Reactive Managed
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Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
Reactive mindset
• Price sensitive
• IT is a necessary evil
• No fixed IT budget
Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
© 2014 N-able Technologies, Inc. All rights reserved.
Proactive mindset
• Value Sensitive
• IT critical to operations
• Fixed budget
Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
© 2014 N-able Technologies, Inc. All rights reserved.
Fit your solution to the customer, don’t force what works for you
© 2014 N-able Technologies, Inc. All rights reserved.
Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
Key #4: Research-Driven Pricing
© 2014 N-able Technologies, Inc. All rights reserved.
Research-Driven Pricing
© 2014 N-able Technologies, Inc. All rights reserved.
Customer interviews Research Study the competition
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Market Segmentation
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Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
Research-Driven Pricing
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Price Driven Value Driven
Low marginRequires ultra-low costsStrong processesCookie-cutter offering
High marginSkilled techniciansProcess when necessaryFlexible offering
Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
Key #5: Have Documented & Repeatable Internal Processes
© 2014 N-able Technologies, Inc. All rights reserved.
Secret to scaling is repeatability
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Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
Key #6: Have a Proactive Sales Process
© 2014 N-able Technologies, Inc. All rights reserved.
Have a Proactive Sales Process
© 2014 N-able Technologies, Inc. All rights reserved.
Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
Key #7: Use the Right Tools
© 2014 N-able Technologies, Inc. All rights reserved.
Ad-hoc solutions will erode margins
© 2014 N-able Technologies, Inc. All rights reserved.
Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
Multiple tools to learn & manage
Ad-hoc solutions will erode margins
© 2014 N-able Technologies, Inc. All rights reserved.
Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
Single tool to learn and manage
Integration is the path to profits
© 2014 N-able Technologies, Inc. All rights reserved.
Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
Help DeskAutomation
Antivirus
Monitoring
Backup
PSA
Have room to grow
© 2014 N-able Technologies, Inc. All rights reserved.
Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
Provide Great Service
Automation Manager
Help Desk Manager
ReportManager
Remote Control
Manager
Build Recurring Revenue
SecurityManager
Backup Manager
Patch Manager
Audit Manager
Mobile Manager
N-central® RMMAn MSP’s complete toolkit
© 2014 N-able Technologies, Inc. All rights reserved.
Legal Information
The N-able Technologies and N-central trademarks are the exclusive property of N-able Technologies, Inc. and its affiliates, are registered with the U.S. Patent and Trademark Office and the Canadian Intellectual Property Office, and may be registered or pending registration in other countries. All other N-able trademarks, service marks, and logos may be common law marks, registered or pending registration in the United States, Canada, or in other countries. All other trademarks mentioned herein are used for identification purposes only and may be or are trademarks or registered trademarks of their respective companies.
© 2013 N-able Technologies, Inc. All rights reserved. © 2014 N-able Technologies, Inc. All rights reserved.