Frederik KunstSales Manager

Terugkerende Inkomsten Opbouwen met RMM Technologie

N-able Technologies – enkele feiten

• Channel-Only strategie

• 158 Teamleden

• 2.400 MSP klanten

• 60.000 Managed MKB eindklanten

• Kantoren in Europa, Noord-Amerika, Australie

• Marktleider in RMM & Automatiserings -Platform voor IT dienstverleners

• Mission Statement: Onze Partners de meest successvolle MSPs te maken ter wereld

• Gemeten door:– Klant retentie– MSP terugkerende inkomsten– Klanten groei

N-CENTRAL

Een Complete OplossingComponent Deliverables Execution

RMM Platform

• Advanced Monitoring• Automatisering (patch, scripting, software distributie) • Zakelijke Reportage• Remote Control • End Point Security (AV)• Backup & Replicatie

• N-central™• End Point Security Manager™ • Remote Backup Manager • Report Manager™

Consulting & Training

• Business Consulting• 1-op-1 advies• Operationele optimalisatie en

Coaching

• Online Training• Essentials Program • Self-guided web tools • MSP program development • Verkoop training, Cold Call Scripts• Verkoop Presentaties

MSP Runbooks • Best practices: koppelen van SLA’s aan technologie

• Business user Runbook• Technical user Runbook• Best practices in Server Design

Fantastische Support

• Zakelijke onboarding• Technische onboarding• Een op een ondersteuning

• Commercieel adviseur• Technisch Consultant• Account Executive• Technicsche Support

Break Fix A la Carte Proactive Managed Utility

Gem. Transactiewaarde (€) ? €1 t/m €19 per device €150 - €2499 > per netwerk

€25 - 55 / Desktop€100- 275 / Server x / usage

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

Managed Services Model (Gartner)

Win

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Low

High

High

Ontwikkeling

MKB markt NL – de realiteit

• 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

75%

25%

Essential Licentie Light Monitoring (Scan Frequency) Management

Agent Status (15 minutes) Limited Remote Control

Connectivity (15 minutes) -Terminal Services / VNC

Generic TCP (15 minutes) -Direct Connect

CPU / Disk / Momory (4 hours)

Systrey Icon (inclusief) Admin Features

Waranty status (4 hours) Alerts & Notifications

DNS & SMTP (15 minutes) Reporting (limited)

Asset Information (4 hours)

Windows Security Center (4 hours) Add on Tools

Patch (4 hours) Security Manager

Backup Manager

Audit Manager

Report Manager

Return

Monitoring Deep (Scan Frequency) Management

Agent Status (5 minutes) Patch Software

Connectivity (5 minutes) Scheduled Scripts

Generic TCP (5 minutes) Self-Healing

CPU / Disk / Memory (5 minutes) Software Distribution

ESX (5 minutes) Remote Control

Vmware (5 min) -Terminal Services

DNS & SMTP (5 minutes) -VNC

Asset Information (5 minutes) -Remote Support Manager

Windows Security Center (5 minutes) Asset Discovery

Patch (4 hours)

Event Log (5 minutes) Admin Features

Printers (5 minutes) Alerts & Notifications

Traffic / Bandwith (5 minutes) Reporting (advanced)

Windows Services (5 minutes)

Application Compliance (5 minutes) Add on Tools

Security Manager

Backup Manager

Audit Manager

Professional Licentie

Essential vs Professional Licenties

Successvolle MSP Diensten

• Project Planning• Upgrades & Hardware

• End-user support (Helpdesk)• Onsite & Remote Network, Server,

Workstation Support• Moves, adds, changes• Project Planning• Upgrades & Hardware• Capacity Planning• After hours Support

• Eind-gebruiker support (Helpdesk)• Op lokatie & Remote Network, Server,

Werkstation Support• Moves, adds, changes• Project Planning• Upgrades & Hardware• Capaciteits Planning• After hours Support

Vulnerability Assessment - €250Managed Anti-Virus - €2-5Managed Anti-Spam - €1Managed Backup - €9Managed Offsite Backup - €1Managed Audit - `€4

Essential Support Dienst• 2 Uur response time • Toegang tot HelpDesk • Korting % op uren• Maandelijkse rapportage• Netwerk Monitoring • Managed Anti-Spam, Virus, Backup

€99/maand

Vulnerability Assessment- €250Managed Audit - €4Managed Offsite Backup- $0.70

Proactieve Pakket • Reguliere Server Maintenance• 8-5 Server Performance Monitoring• Workstation Availability Monitoring• Patch Management• License & Asset Management• Warranty Management & Reporting• Quarterly Network Health Report & Review• Managed Anti-Virus• Managed Anti-Spam• Managed Backup

€499/maand

Server€80

Network€25

Workstation €10

Managed Pakket • Eind-gebruiker support (Helpdesk)• Network, Server, Workstation Support (Onsite &

Remote)• Moves, adds, changes• Capacity Planning• After hours Support• Remote Remediation• Group Policy Enforcement• Regular Server Maintenance• 24/7 Server Performance Monitoring• Workstation Availability Monitoring• Patch Management• License & Asset Management• Warranty Management & Reporting• Quarterly Network Health Report & Review• Vulnerability Assessment• Managed Anti-Virus• Managed Anti-Spam• Managed Backup• Managed Offsite Backup• Managed Audit

€1499/maand

Server€199-€249

Network€39-€79

Workstation €29-59

A La Carte Maandelijkse Diensten

Proactive Maandelijkse Diensten

Violledig Managed Maandelijkse Diensten

Factureerbare diensten €75-€150/uur Factureerbare diensten €75-€150/uur Factureerbare diensten €75-€150/uur

MSP Technisch Runbook

• Gestandaardiseerde IT AssessmentsAssessment• Best practice configuratie van MSP dienstenOnboarding• Optimalisatie van standaard onderhoudstakenOptimalisaite• Demonstratie van waarde door maandelijkse rapportageRapportage

• 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

ONBOARD& ASSESS• Review of Current

Situation• Plan New MSP

Strategy• MSP Strategy

Document

PLAN• Program Review• Pricing Review• Program Portfolio &

Pricing Methodology

IMPLEMENT• Sales & Marketing Support• Documented Sales Plan• Customized Marketing Materials

N-able Business Consulting

Sales & Marketing

• A La Carte Diensten– Vulnerability Assessment– Managed Anti-Virus – Managed Anti-Spam– Managed Backup– Managed Replication

• Proactieve Diensten• Managed Diensten

Managed Services Preparatie

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.

N-able hybride Licentiemodel Maandelijks huurmodel (€)

N-central 1 50 100 150 200 250 500 1000 2000

ServerProfessional 8.00 6.60 6.00 5.00 4.00 3.00 2.40 2.00 1.80

NetworkProfessional 5.00 3.60 3.00 2.40 2.00 1.60 1.20 1.15 1.10

DesktopProfessional 2.40 2.20 2.00 1.80 1.60 1.40 1.00 0.80 0.60

Essentials 0.80 0.80 0.80 0.80 0.80 0.60 0.60 0.40 0.40

Security Manager/antispam 0.50/mailbox

Security Manage/antivirus 0.80 0.80 0.80 0.80 0.80 0.60 0.60 0.40 0.40

Report Manager200 (alleen on premise)

Business Consulting4000

Ingram Roadshow Licensering Mei 2012

Essential Licenties

Professional Licenties A La Carte Diensten

Professional Nodes Essentials Nodes Included Antispam gratis voor jaar 1 Anti Virus gratis voor jaar 1

100 1000 250 250

250 5000 500 Unlimited

500 5000 500 Unlimited

1.000 5000 500 Unlimited

1.500 5000 500 Unlimited

2.500 5000 500 Unlimited

Dank u!