GFI MAX RemoteManagement Building Blocks to Managed services

Transcription

1 GFI MAX RemoteManagement Building Blocks to Managed services

2 Overview GFI s Building Block Program is all about making Managed Services a practical reality for IT support companies. A recent survey found that fifty-one percent of VARs had difficulty showing the value of a Managed Service to potential customers. Furthermore, over 40% believed that implementing a Managed Service was too difficult and too time-consuming 1. We think there s a better way. Building Blocks is all about making Managed Services easy, practical and fast. We don t believe implementing and selling Managed Services should involve lengthy and time-consuming training,or complex business models and complex software to implement. We do believe it can be easy. With Building Blocks you are able to get going today. Building Blocks provides a way for you to market services that your customers can:» Easily understand» Easily grasp the benefits of» Easily buy There are two approaches to selling Managed Services and building profitable, recurring revenues: 1. The Home Run Approach Propose an all-encompassing Managed Service agreement that sees you completely change the way you do business with your customer, introducing wide-ranging proactive services and flat monthly fees. Sure, it works sometimes and when it does, it s great. However, there are some big barriers you have to overcome if you are to make the sale: your customer may not be ready to place themselves completely in your hands, you need to cost the service accurately, and your customer may be scared off by high monthly charges. The odds of hitting this particular ball out of the park on a regular basis are slim. 1 Survey published in Business Solutions Magazine, October 2009 GFI MAX RemoteManagement Building Blocks to Managed services - UK 2

3 2. The Base Hit Approach Under this approach, you warm up your break/fix customer to the idea of flat-fee service contracts and you build a degree of trust one step at a time. Rather than trying to knock the ball out of the park on the first atbat, you sell them a small, low-priced service that helps them see the benefits of on-going monthly services, generates good profits for you, ties the customer to you so you can build trust, and forms the foundation for sales of progressively more complex and lucrative Managed Services. Building Blocks takes the second approach. At GFI MAX, we believe in easy and affordable and we extend this philosophy to Managed Services selling. After all, it s a lot easier to sell a low-priced service, get your foot in the door, and then work your way around the bases from there. All the Materials You Need Building Blocks provide everything you need to attract new prospects and migrate them through progressively more complex and lucrative Managed Services, including:» Sample sales collateral» Costing and pricing calculators» Implementation guides» Sample legal agreements» Sample website text GFI MAX RemoteManagement Building Blocks to Managed services - UK 3

4 Building Blocks can be used for all three types of customers that you have in your business orbit. Attract new prospects by selling low-cost, easily-explained propositions like the Daily Server Safety Check (a daily check of their backup and antivirus status) or Daily Server Health Check (includes antivirus and backup as well as RAID, disk space and health, event logs and more.). These are great propositions that:» You can explain on a postcard 2» Don t require them to replace any existing service provider they use at the moment» Help you build trust» You can implement in minutes and helps you generate break/fix income and spot opportunities for upsells» And generates great profits For break/fix customers, get on base with the easy-to-sell Daily Server Safety and Daily Server Health Check services, put down a solid foundation, and then migrate them towards more complex and lucrative Building Block services like Proactive Server & Network Management and Proactive Workstation Management. For contracted customers, use Building Blocks to sell additional services. You may be providing contracted Managed Services for servers and networks, but maybe not for workstations. Building Blocks can help you cost, price, sell and implement additional Managed Services that help you grow revenues. Note that if you have customers taking server and / or desktop support now, MAX is an extremely useful system to help you drive down costs while driving up customer service. For example, proactive monitoring shows the exact cause of the problem so that you can fix issues faster, and automated tasks allow you to automate routine maintenance functions so you can do more with less. At the same time, customer service is enhanced with proactive monitoring (fix issues before they cause downtime) and full-color graphical reports (illustrate the effective job you are doing and sell more upgrades). For thousands of VARs worldwide, MAX is bundled into their current offering to help cut the cost of servicing customers and boost their service levels at the same time. 2 Here s how: For just a few pennies per day, we ll check your two most critical and error-prone systems: your backup and your antivirus. We ll send you a daily report showing their status. If there s any problem, you can ask us to fix it (at a small extra charge) or you can fix it yourself. Don t leave your business at risk. Try our free Daily Health Check service free for 30 days. GFI MAX RemoteManagement Building Blocks to Managed services - UK 4

5 USA, CANADA AND CENTRAL AND SOUTH AMERICA Weston Parkway, Suite 104 Cary, NC 27513, USA Telephone: +1 (888) Fax: +1 (919) BB/0033/v1.0/EN UNITED KINGDOM Vision Building, Greenmarket, Dundee, DD1 4QB, UK Telephone: +44 (0) Fax: +44 (0) EUROPE, MIDDLE EAST & AFRICA GFI House, San Andrea Street, San Gwann, SGN 1612, Malta Telephone: Fax: AUSTRALIA AND NEW ZEALAND 83 King William Road, Unley 5061, South Australia Telephone: Fax: sales@gfiap.com Disclaimer GFI Software. All rights reserved. All product and company names herein may be trademarks of their respective owners. The information and content in this document is provided for informational purposes only and is provided as is with no warranty of any kind, either express or implied, including but not limited to the implied warranties of merchantability, fitness for a particular purpose, and non-infringement. GFI Software is not liable for any damages, including any consequential damages, of any kind that may result from the use of this document. The information is obtained from publicly available sources. Though reasonable effort has been made to ensure the accuracy of the data provided, GFI makes no claim, promise or guarantee about the completeness, accuracy, recency or adequacy of information and is not responsible for misprints, outof-date information, or errors. GFI makes no warranty, express or implied, and assumes no legal liability or responsibility for the accuracy or completeness of any information contained in this document. If you believe there are any factual errors in this document, please contact us and we will review your concerns as soon as practical. GFI MAX RemoteManagement Building Blocks to Managed services - UK 5