using it assessments to get into managed services & expand

© 2014 RapidFire Tools, Inc.

Using IT Assessments To Get Into Managed Services & Expand Your

Client Relationships

www.rapidfiretools.com © 2014 RapidFire Tools, Inc.

RapidFire Tools, Inc.

• Founded by former MSP • Focus on tools for Service Providers • Committed To IT Service Community • Partners with the leading PSA and

RMM Vendors • Thousands of “Raving Fans”

Kevin Jones Sales Engineer RapidFire Tools, Inc.

www.rapidfiretools.com © 2014 RapidFire Tools, Inc.

• Lead Generation

• Pre-Engagement Checks

• CLOSING DEALS!

• Onboarding New Clients

• Regular Customer Audits

• Identification of New Projects

• Sell a Managed Security Service

• Sell an Exchange or Cloud Migration

• Sell MS SQL Server Health Checks

Top Ways to use IT Assessments


• “Free Assessment” is a powerful offer

1. Lead Generation


• “Free Assessment” is a powerful offer • With the right tools . . .

– Should be non-threatening/non-invasive – Should be quick – less than an hour – Should be automated – you talk while it works – Should demonstrate your level of professionalism – Should provide you with brandable reports – Identify poor practices and security holes

• Don’t give away “The Farm”

1. Lead Generation


• Know what you’re getting into before committing

• Check age, OS, configurations of all assets

• Check for existing security holes & vulnerabilities

• Validate AD configuration and setup

• If they have an Exchange or SQL Server, scan that too

• Share what you find with your prospect

2. Proposals/Pre-Engagement Checks


• Executive Summary is part of proposal – Issues and Recommendations

–Discuss Implications

• Assessment details back-up your analysis –Demonstrates your thoroughness /

attention to detail

–Sets you apart from your competition

–Thump factor!

3. Closing Deals


• Get a “baseline snapshot” of what you’re inheriting

• Document everything you can: – All assets (whether or not you plan to monitor) – All network settings (open ports, firewalls, etc) – All users in Active Directory

• Export information into Autotask and ConnectWise – Customer Contacts – Configurations

4. On-Boarding New Clients


• Assessments part of your regular services offerings

• Use to add value, or increase billing levels – Quarterly general technology appraisals – Validate Security

• Internal Vulnerabilities • External Vulnerabilities

– Exchange environment and permission reviews

• Audit yourself • Don’t just send over the reports

5. Regular Customer Checkups


• Types of projects coming out of assessments –Hardware/software upgrades/replacements

–Active Directory clean-up

– Security policies

– Exchange Migrations

• Documentation helps sell

• Before/After to show results

6. Identification Of New Projects


• Regular Security health checkup

–Guard against business downtime

– Ensure network and employee productivity

–Document Access Rights and Policies

• Add-on revenue to your existing clients

• Sell as quarterly service ($199 and up)

• Use as wedge to penetrate new accounts!

7. Sell a Managed Security Service


• The world is moving more toward the cloud

• Migrate Exchange to Office 365

• Scope and plan infrastructure migration

– Full cloud migration

– Hybrid

• Documentation demonstrates your credibility and helps you sell

• Document what’s in the cloud afterwards

8. Sell An Exchange OR Cloud Migration


• Opportunity:

– 700,000+ Covered Entities

– 2 Million+ Business Associates

• Make money delivering risk analyses

• Make money remediating what you find

• Recurring revenue from regular “Compliance-As-A-Service”

9. Sell A HIPAA Risk Assessment


• Use off-the-shelf tools to generate a high level SQL Server “Health Report”

• Use SQL Server Detail Reports to identify key issues

– If you have DBAs on staff, add a SQL Server Maintenance Plan to your service offerings

– If not, subcontract out to a DBA you can resolve the issues you find.

10. Sell A SQL Server Check-Up


IT Assessment Tool Checklist:

Quick

Easy to Run

Non-Invasive

Compelling

Brandable

Scalable

GET THE RIGHT TOOLS TO MAKE IT HAPPEN


Stop By Our Booth To Learn More

Thousand of service providers subscribe to Network Detective All RapidFire Tools have a 30-day money back guarantee!

I will be there to: • Answer your questions • Show you sample reports • Introduce you to people who use our tools • Make you an offer you can’t refuse!

using it assessments to get into managed services & expand

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