7 keys to msp success

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

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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

Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7

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?

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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

Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7

Market Segmentation

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Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7

Research-Driven Pricing

© 2014 N-able Technologies, Inc. All rights reserved.

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

© 2014 N-able Technologies, Inc. All rights reserved.

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.