75% of SMBs purchasing IT services do so reactively, forcing you to wait for their business. This webinar will show you how to proactively monitor these customer’s networks at no cost and generate reports- a strategy that builds recurring revenue from reactive customers. Join Scott Parker and Somya Bahadur for this 30 minute presentation and learn about: • Using free licenses to collect information about a reactive customer’s network • Using discovery reports to identify upsell opportunities (Backup, AV, Patch) • Using business reports to build trust with reactive customer and win more business

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Build recurring
revenue from
reactive customers

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Presented by
<Scott’s headshot>
Scott Parker
Product Manager

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Agenda
Demo
Build trust before selling
Some thoughts on the market

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Some thoughts on the market

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IT Service Maturity Model
Reactive Managed

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75% of the market is reactive
• They aren’t interested in fixed-fee
managed services
• Your opportunity is selling a new
service or replacing existing
consumer software

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Show them a better way
Current Products Revenue Opportunity
Windows Update Managed patch
Consumer Antivirus Managed security
Consumer Backup Managed backup
Ad-hoc hardware upgrades PC refresh planning

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Building recurring revenue from
reactive customers

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Step 2: Build Trust
Step 1: Au1dit
Step 3: Sell

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Step 1: Audit

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Step 1: Learn their network
Patch Status
Antivirus Status
Backup Status
Network security
Hardware Inventory
Warranty Information
Agents

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Step 1: Learn their network
N-central®Agents
Patch Status
Antivirus Status
Backup Status
Network security
Hardware Inventory
Warranty Information

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Step 1: Learn their network
N-central
Provide value and sell
Keep your foot in the door
Fast remote control
Agents
Patch Status
Antivirus Status
Backup Status
Network security
Hardware Inventory
Warranty Information

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Step 2: Build Trust
Step 1: Audit

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Provide value before you sell
Show customers the current state of the network

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Free audit & assessment
Warranty of critical equipment
– Don’t want to have server out of warranty
– Reduce chance of lengthy downtime
Installed software report
– Identify software for replacement
– Identify custom software (had a custom application built, only works in
Windows XP)
License key inventory for Microsoft
– Customer’s rarely on top of their licensing
– Consolidate licenses (20 licenses of MS project but only 1 project manager)
Open ports review – Security Audit
– FTP ports, VNC or remote control ports open
Network share inventory
– Permissions audit
– Have the info so you can restore properly

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Identify Revenue Opportunities
Antivirus status
– Identify unprotected nodes and the quality of their AV
product
Full patch status overview
– Identify Security vulnerabilities and performance issues
Capacity planning
– Systems in need of upgrade Disk, RAM, etc
Full asset & hardware inventory
– PC refresh planning
– Understanding what they have in their network

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Step 2: Build Trust
Step 1: Audit
Step 3: Sell

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A-la-carte Managed Services
RMM agent
Managed Security Managed Backup Managed Patch

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Sell Managed Security
Consumer AV Managed Security
Range of protection
Have to manually add new nodes
Typically no centralized alerting
Antivirus and Anti-malware protection
Auto-discovers new nodes
Centralized alerting
Comprehensive reporting

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Sell Managed Backup
Consumer Backup Managed Backup
Many SMBs perform little/no backup
No verification of backups
No alerting
No reporting
Secure their critical systems and data
Reliable backup
Faster restores lead to less downtime
Off-site replication
Monitoring backup processes
Centralized alerting
Comprehensive reporting

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Sell Managed Patch
Windows Update Managed Patch
Users ignore updates
Users miss updates due to travel
No baseline across applications
Ensure all systems are patched
regardless of where they are
Uniform versions decreases problems
Require authorization for patches

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Sell Additional Services
Additional Services
Hardware refresh
Warranty management
License management
Project services

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Reporting Demo

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Conclusion
Step 1: Audit Learn as much as you can about
their network and environment
Step 2: Build Trust Provide value with free
assessments and reports
Step 3: Sell Fill in their gaps and replace their
consumer IT products that aren’t
delivering the value that you can

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The SolarWinds N-able difference
All-in-one RMM platform
Drag and drop automation
Business reporting
Fast support tools
Comprehensive support
Technical onboarding
Business strategies
Marketing resources
www.n-able.com/try

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Thank you

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