MSP sales best practices. How to conduct a network assessment using Kaseya and how to do so to win new MSP contracts. Presented by MSP University and Kaseya. Apr 2013.

1. MSP Sales Tactic
Conducting Effective Network
Assessments that Win New
Business
March 27, 2013

2. Agenda
• Introductions
• Our sponsor
• Our MSP expert – Erick Simpson
– What to offer for free AND what to charge for
– How to leverage your current tools to do the heavy lifting
during the assessments
– What gaps might exist with your current tools that may
limit your strategic success
– What information to present to the prospect - and when
– How to use the assessment to get the prospect to say "yes"
to your managed services
• Kaseya’s Network Assessment expert
• Q&A
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3. About Kaseya
• Enterprise-class IT systems
management for everybody
• Key Facts
– Founded 2000
– Privately held, no debt, no
external capital requirements
• Multi-million dollar R&D
– 33 offices worldwide in 23
countries with 450+ employees
• 12,000+ customers
• Millions of assets managed
– 6 patents issued for IT service
delivery processes & remote IT
management processes
• 37 patents pending
– Common Criteria (EAL2+) certified
and FIPS 140-2 security compliant
– ITIL v2 and v3 compatible (Pink
Elephant cert in progress)
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4. The Most Robust Managed Service Solution
Open API
Virtual System Administrator
Device & Network Management
Other Third Party
Integrations
CRM & PSA
Unified Management
Platform
IT Configuration Management Services
•Remote Management
•Software Deployment
•Power Management
Asset Management Services
•Network Discovery & AD Management
•Hardware / Software Inventory
•Asset & VM Management
Security Services
•AntiVirus
•AntiMalware
•Patch
Business Continuity Services
•Image Backup
•File & Folder Backup
•Image Virtualization
Service Delivery & Support Services
•Service Desk / Ticketing
•Policy Management
•Service Billing
Systems Monitoring Services
•System Checks and Alerts
•Log Monitoring
•Enterprise Monitoring
Event Management
• Alerts / Notifications
• System Events
• Logs
Automation & Policy
• Scheduling
• Procedures
• API / Messaging
Business Intelligence
• Reporting
• Dashboards
• Interactive Data Views
• Image Deployment
• Desktop Migration
• Mobile Device Management
• Data Availability
• System Availability
• Site Availability
• Software Updates
• Policy Compliance
• Time Tracking
• Agent Monitoring
• Agent-less Monitoring

5. Why MSPs Choose Kaseya
A single Kaseya user can proactively manage 1,000s of automated
IT systems and network tasks in the same amount of time
required by a team of technicians using other techniques
It’s the industry’s only patented single-server-single-agent
architecture; MSPs get enterprise-class capability that is easy to
use and easy to afford
With 60+% of top MSPs worldwide using Kaseya, they get access
to the most robust community available
And with so many ISVs plugging in to Kaseya via a seamless
integration process, they get an easy way to leverage their
existing strategic technology partnerships

6. Erick Simpson
Vice President & CIO, SPC International
Mr. Simpson is a recognized IT and Managed Services
Author, Speaker and Trainer, and contributor to
numerous industry publications and events. Author of
"The Guide to a Successful Managed Services Practice",
the definitive book on Managed Services, and the follow-
ups in MSP University’s Managed Services Series “The
Best I.T. Sales & Marketing BOOK EVER!” and “The Best
I.T. Service Delivery BOOK EVER!”, as well as his newest
book “The Best NOC and Service Desk Operations BOOK
EVER!”, Erick has also co-authored the HTG publication
“Peer Power – Powerful Ideas for Partners from Peers”.
Erick's prior experience includes overseeing the design,
development and implementation of Enterprise-level
Help Desks and Call Centers for Fortune 1000
organizations.
Erick
Simpson
Vice President & CIO
SPC International
www.spc-intl.com
• Over 20 years experience in the IT
industry
• Microsoft MCP, SBSC
• Author, Speaker and Trainer
• Built Call Centers and Service Desks for
Fortune 1000 Organizations

7. A Network Assessment Is…
• A process by which we determine an
infrastructure’s suitability to meet
business needs
• A GAP analysis that compares actual
performance against desired
performance
• The activities that comprise the process
• The tools used in these activities
• The report that is the deliverable

8. Do We Sell Network Assessments?
• Sometimes We Do
– Depends on prospect/oppty
– May price and sell
– May price and apply towards
services
• Sometimes We Don’t
– Marketing and Lead Generation
• Either way, we ALWAYS do
them for qualified
prospects

9. 2 Types of Assessments
• Priced and Sold, or Priced and Applied
to Future Services
– Thorough, Complete Assessment
– Summary and Detailed Reporting
• Free Assessments
– Analysis of key areas needed only to win
service business
– Summary Reporting with only specific
details highlighted

10. What to ALWAYS Include at Minimum
• Hardware Assets and Roles
• OS, Application Software, Licensing and
Patch Levels
• Physical System Information (Memory,
Disk Space, Drive Status, CPU Load,
etc.)
• Running Processes
• System/Service Uptime
• Backup Information

11. Marketing

12. Positioning
• 1st Client Meeting
– You have prepared for the
meeting
– You have conducted your
Warm-Up
– You have conducted your
Business Needs Analysis
• Introduce the Network
Analysis
– Paid?
– Free?

13. Conduct the Assessment
• This is a Project – Treat it Like One
– Kickoff Meeting
• Set Expectations
• Come to Agreements
• Identify Resources
• Schedule
– Execute Provisioning
• Follow Your Project Plan
• Manage Risk
• Use Change Management
– Complete Onsite Monitoring
– Analyze Data and Create Reports

14. Customized White Label Reports
Complete Visibility of IT Services
• Integrated Across IT
Disciplines
• Compliance Reporting
• Multiple Output and
Delivery Options
• Custom Report Layouts
• Exportable

15. Presentation
• 2nd Client Meeting
– You have prepared for the meeting
– You have conducted your Warm-Up
• Introduce the Network Analysis
– Paid
• Prioritize Risk and Go Through Your Detailed
Assessment From Highest Priority to Lowest
• Include Your Analysis Time in Your Quote
– Free
• Prioritize Pain and Risk and Go through Your
Summary Report from a “PAS” Approach

16. PAS vs SPA
• Always use “PAS”: Pain,
Alternatives, Solution
– Highlight the Pain
– Present the Alternatives
• Do nothing
• Fix it yourself
• Go with a competitor
– Present the Solution
• Engage with you
• Never use SPA – Solution,
Pain, Alternatives
– Promote the Solution
– Communicate the Pain
– Discuss Alternatives

17. Conversion
• Leverage your Network Assessment to
Win the Business
– Project to bring infrastructure up to
recommended standards
– Managed Services Agreement

19. All in One Systems Management
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20. Deployment Architecture
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21. Kaseya Topology
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One server, on
premise OR
SaaS
One light
agent
One web
console

22. Consolidated Network Discovery
Multiple Scan Methods
NMAPPing Domain
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23. Kaseya Discovery

24. Next Steps
• More on SPC International’s Kaseya Optimization Services
http://s.spc-intl.com/kaseyarmm
• Learn more about Kaseya for MSPs
www.kaseya.com/msp
• For a free live product demo
www.kaseya.com/mspdemo
• For a free trial
www.kaseya.com/trynow
• To speak with us
www.kaseya.com/contactme
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@kaseyacorp/company/kaseya/KaseyaFan community.kaseya.com
Save $100 with SPC’s special Kaseya
Optimization Offer!
http://s.spc-intl.com/kaseyarmmsvc