Pathway to the cloud event 25 april 2012 - N-able
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Pathway to the cloud event 25 april 2012 - N-able
- 1. Terugkerende Inkomsten Opbouwen met RMM Technologie Frederik Kunst Sales Manager
- 2. N-able Technologies – enkele feiten • Marktleider in RMM & • Channel-Only strategie Automatiserings -Platform voor IT dienstverleners • 158 Teamleden • Mission Statement: Onze Partners de • 2.400 MSP klanten meest successvolle MSPs te maken ter wereld • 60.000 Managed MKB eindklanten • Gemeten door: • Kantoren in Europa, Noord-Amerika, – Klant retentie Australie – MSP terugkerende inkomsten – Klanten groei
- 3. N-CENTRAL
- 4. Een Complete Oplossing Component Deliverables Execution • Advanced Monitoring • N-central™ • Automatisering (patch, scripting, software distributie) • End Point Security Manager™ RMM Platform • Zakelijke Reportage • Remote Backup Manager • Remote Control • Report Manager™ • End Point Security (AV) • Backup & Replicatie • 1-op-1 advies • Business Consulting • Operationele optimalisatie en Coaching • Essentials Program Consulting & Training • Online Training • Self-guided web tools • MSP program development • Verkoop training, Cold Call Scripts • Verkoop Presentaties • Business user Runbook MSP Runbooks • Best practices: koppelen van SLA’s aan technologie • Technical user Runbook • Best practices in Server Design • Zakelijke onboarding • Commercieel adviseur • Technische onboarding • Technisch Consultant • Een op een ondersteuning • Account Executive Fantastische Support • Technicsche Support
- 5. Managed Services Model (Gartner) Break Fix A la Carte Proactive Managed Utility Gem. Transactiewaarde €150 - €2499 > per €25 - 55 / Desktop ? €1 t/m €19 per device x / usage (€) netwerk €100- 275 / Server Bruto winst (%) <10 50 50-75 75> TBD Declarabiliteit (%) 50 50 70 90 TBD Bedrijfsresultaat (%) <1 1-5 5-10 10 - 20 TBD Bedrijfswaardering ? .30 1.5 1.5 - 2.8 TBD
- 6. MKB markt NL – de realiteit 75% 25% • 75% van de MKB-ers worden reactief ondersteunt • Deze 75% wil wél diensten afnemen en er maandelijks voor betalen zoals: Antivirus, Anti spam, Backup, Assessments, Migraties, Uren, Projecten • 25% van de MKB-ers zijn kandidaten voor de geavanceerde service modellen welke worden geassocieerd met oa verticals i.e. Zakelijke Dienstverlening, Medisch, Financieel
- 7. Essential vs Professional Licenties Essential Licentie Professional Licentie Light Monitoring (Scan Frequency) Management Monitoring Deep (Scan Frequency) Management Agent Status (15 minutes) Limited Remote Control Agent Status (5 minutes) Patch Software Connectivity (15 minutes) -Terminal Services / VNC Connectivity (5 minutes) Scheduled Scripts Generic TCP (15 minutes) -Direct Connect Generic TCP (5 minutes) Self-Healing CPU / Disk / Momory (4 hours) CPU / Disk / Memory (5 minutes) Software Distribution Systrey Icon (inclusief) Admin Features ESX (5 minutes) Remote Control Waranty status (4 hours) Alerts & Notifications Vmware (5 min) -Terminal Services DNS & SMTP (15 minutes) Reporting (limited) DNS & SMTP (5 minutes) -VNC Asset Information (4 hours) Asset Information (5 minutes) -Remote Support Manager Windows Security Center (4 hours) Add on Tools Windows Security Center (5 minutes) Asset Discovery Patch (4 hours) Security Manager Patch (4 hours) Backup Manager Event Log (5 minutes) Admin Features Audit Manager Printers (5 minutes) Alerts & Notifications Report Manager Traffic / Bandwith (5 minutes) Reporting (advanced) Return Windows Services (5 minutes) Application Compliance (5 minutes) Add on Tools Security Manager Backup Manager Audit Manager
- 8. Successvolle MSP Diensten Factureerbare diensten €75-€150/uur Factureerbare diensten €75-€150/uur Factureerbare diensten €75-€150/uur • Eind-gebruiker support (Helpdesk) • End-user support (Helpdesk) • Project Planning • Op lokatie & Remote Network, Server, • Onsite & Remote Network, Server, • Upgrades & Hardware Werkstation Support Workstation Support • Moves, adds, changes • Moves, adds, changes Violledig Managed Maandelijkse Diensten • Project Planning • Project Planning Managed Pakket • Upgrades & Hardware • Upgrades & Hardware • Eind-gebruiker support (Helpdesk) • Capaciteits Planning • Capacity Planning • Network, Server, Workstation Support (Onsite & • After hours Support • After hours Support Remote) • Moves, adds, changes Proactive Maandelijkse Diensten • Capacity Planning • After hours Support Vulnerability Assessment- €250 • Remote Remediation Managed Audit - €4 • Group Policy Enforcement A La Carte Maandelijkse Diensten Managed Offsite Backup- $0.70 • Regular Server Maintenance Vulnerability Assessment - €250 • 24/7 Server Performance Monitoring Proactieve Pakket Managed Anti-Virus - €2-5 • Workstation Availability Monitoring • Reguliere Server Maintenance Managed Anti-Spam - €1 • Patch Management • 8-5 Server Performance Monitoring Managed Backup - €9 • License & Asset Management • Workstation Availability Monitoring • Warranty Management & Reporting Managed Offsite Backup - €1 • Patch Management • Quarterly Network Health Report & Review Managed Audit - `€4 • License & Asset Management • Vulnerability Assessment • Warranty Management & Reporting Essential Support Dienst • Managed Anti-Virus • Quarterly Network Health Report & Review • 2 Uur response time • Managed Anti-Spam • Managed Anti-Virus • Toegang tot HelpDesk • Managed Backup • Managed Anti-Spam • Korting % op uren • Managed Offsite Backup • Managed Backup • Maandelijkse rapportage • Managed Audit €1499/maand • Netwerk Monitoring €499/maand • Managed Anti-Spam, Virus, Backup Server Network Workstation Server Network Workstation €99/maand €80 €25 €10 €199-€249 €39-€79 €29-59
- 9. MSP Technisch Runbook • Gestandaardiseerd en gedefinieerde best practices en procedures voor de operatie voor IT dienstverlening, gebaseerd op de collectieve kennis van top MSPs wereldwijd • Community: MSPs kunnen bijdragen aan het technisch Runbook Assessment • Gestandaardiseerde IT Assessments Onboarding • Best practice configuratie van MSP diensten Optimalisaite • Optimalisatie van standaard onderhoudstaken Rapportage • Demonstratie van waarde door maandelijkse rapportage
- 10. N-able Business Consulting ONBOARD PLAN • Program Review & ASSESS • Pricing Review • Review of Current • Program Portfolio & Situation Pricing Methodology • Plan New MSP Strategy • MSP Strategy Document IMPLEMENT • Sales & Marketing Support • Documented Sales Plan • Customized Marketing Materials
- 11. Sales & Marketing • A La Carte Diensten – Vulnerability Assessment – Managed Anti-Virus – Managed Anti-Spam – Managed Backup – Managed Replication • Proactieve Diensten • Managed Diensten
- 13. MSP Materiaal • Inclusief: – Brochure maker – Email teaser – PowerPoint presentaties – SLA’s – Prijs calculators – Case studies – Newsletters – Press releases – Call guides N-able’s sales & marketing tools help you get started quickly.
- 14. N-able hybride Licentiemodel Maandelijks huurmodel (€) N-central 1 50 100 150 200 250 500 1000 2000 Server 8.00 6.60 6.00 5.00 4.00 3.00 2.40 2.00 1.80 Professional Network 5.00 3.60 3.00 2.40 2.00 1.60 1.20 1.15 1.10 Professional Desktop 2.40 2.20 2.00 1.80 1.60 1.40 1.00 0.80 0.60 Professional Essentials 0.80 0.80 0.80 0.80 0.80 0.60 0.60 0.40 0.40 Security 0.50/mailbox Manager/antispam Security 0.80 0.80 0.80 0.80 0.80 0.60 0.60 0.40 0.40 Manage/antivirus 200 (alleen on premise) Report Manager 4000 Business Consulting
- 15. Ingram Roadshow Licensering Mei 2012 Essential Licenties Professional Licenties Professional Nodes Essentials Nodes Included Antispam gratis voor jaar 1 Anti Virus gratis voor jaar 1 100 250 250 5000 Unlimited 500 5000 Unlimited 1.000 5000 Unlimited 1.500 5000 Unlimited 2.500 5000 Unlimited
- 16. Dank u!
Hinweis der Redaktion
- For any service provider entering into the MSP space, one of the most important things they will need in order to meet their SLA’s is to have the most complete monitoring and remote management product available to them. This is where N-Central 6.7 comes into play. It is virtually impossible to deliver proper managed services if you can’t monitor critical and non-critical devices, have the ability to remote control devices, manage those devices and report on them. What N-Central gives you is a complete all in one solution to manage and remediate problems from one central dashboard. Receive alerts 24/7 so that you can deal with issues before they arise and reduce your service delivery costs to your customers while giving them much better support. Through N-Central, you can now monitor virtually everything that has an IP address from servers and desktops to switches, routers, firewalls etc. N-Central allows you to differentiate yourself from the competition and gives you the ability to provide a tighter and much more effective SLA than any other product in the market space.Talk to the solution in these 4 quadrants 1 – Monitoring – N-able has built best in industry Remote Monitoring and Management solution to assist Service Providers understand their customer needs Monitoring the network is important to understanding the customer environment Ease of DeploymentAutomated Configuration Management to assist in Automation – SNMP, WMI, Port scanning, Interface discovery, OID matching Templates which automate associating what to monitor with different types of devices Cross Platform – Windows, Linux, Novell, Macintosh and Non-Windows devices2 - Remote Control – N-able has developed the best remote control solution for your business needsAttendedRemote control– for un-managed devices (replacing Citrix or Logmein)Reporting on requests coming into your support desks is also possible to ensure you follow up with prospect to offer a service contract for your business Attended or Unattended Remote Control - if action is needed on the device – there is no limitationsWindows or No-Windows (VNC, Telnet, Web, SSH, Terminal Services)3 – Remote Management – N-able recognizes that value lowering support costs addressing ongoing maintenance is key N-central can push out scripts or software to one or multiple devices to assist in meeting contract obligations N-central can also address the need of managing a device on the back end to increase end user productivityRemote Support ManagerRemote Environment Manager (Optional)4 – Reporting – N-able has built a Reporting engine to address Reporting needs on all levelsTactical reports built into the product for technicians48 reports available N-compass has 30 reports available – Business level reports to provide business owners to show the value of the services you have offeredincluding comprehensive Executive Report – ability to create custom reports and tailor reports to the customer
- $100 per hour – Billable Rate MSP Proactive Program For a 20 seat SMB customer the typical monthly rate is $650/month 2 servers @ $100 = $200 20 desktops @ $20 = $400 2 network @ $25 = $50 Total = $650 Therefore $32.50/desktop ($650/month/20desktops)Time Included in Proactive Program a) 12.5 mins per desktop b) 60.0 mins per serverc) 15.0 mins per network $100/60mins = $1.666/minute$650/20 devices = $32.50/device Managed Program 2 servers @ $250 = $500 20 desktops @ $60 = $1200 2 network @ $65 = $130 Total = $1830
- Our goal is to tailor the engagement to fit your specific needs.
- The a la carte services included in the solution all leverage N-able products in their delivery, and include:Vulnerability Assessment, which is a one time scan, assessment & report delivered to a customer on security vulnerabilities within their environment. This is frequently used during the managed services sales cycle to highlight the need to work with the MSPManaged Anti-Virus is service in which the MSP deploys, monitors and manages a customers anti-virus solution, in place of a traditional software purchase.Managed Anti-Spam, a hosted perimeter spam solution managed by the MSPManaged Backup, where the MSP manages, monitors and maintains every aspect of a customers local backup.Managed Replication adds an additional layer to managed backup, by replicating the customers data to the MSP’s data center.Managed Audit is regular security and compliance reporting for organizations that are regulated by legislation such as HIPAA or PCI.Each of these a la carte services has it’s own tab within the binder, with it’s own flysheet, e-mail teaser, and powerpoint presentation.
- Service Providers have generally been successful converting 20% of their customers to a proactive or managed solution.That leaves 80% of customers that are still being serviced in a reactive modelWorks against the systems and processes implemented to manage higher maturity customersNot generating recurring revenueHow can we manage reactive customers more efficiently, and generate recurring revenue?