Managed Cloud and the MSP Market

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© 2015 N-able Technologies, Inc. All rights reserved.

Managed Cloud and the MSP Market

Presented By

David WeeksChannel Sales Manager


Webinar FAQ

How long is the webinar?

25min presentation + Q&A

Can I get a copy of the Webinar?

Yes! Recording & slides will be provided 1-2

business days after the webinar to attendees

Ask questions at any time


Agenda

• MSP Landscape & Managed Cloud

• Characteristics, Value & Benefits

• Pricing & Margin

• Return on Investment

• N-able Resources

• Discussion


Target MSP Market

7

5,000+Enterprise

1,000- 4,999

Upper Mid-Market

100-999

Mid-Market

6-99

Small Business

1-5

SOHO

Mid-Market & Upper Mid-Market• Mid-market Managed Services

• Managed Monitoring • Supplemental• Resell• Average IT Spend $15,000-$17,000 per user annually

SMB

• Managed Services

• Proactive Services• A la Carte• Average IT Spend $2000 per user annually


Cloud ServicesVirtual Server Virtual Network Managed Workstation Disaster Recovery

Included Services

• Advanced Performance Monitoring• Configuration Management• Hyper V & VM Ware monitoring• Hyper V & VM Ware management • Key Application Maintenance• OS Patch Management• 3rd Party Patch Management• Real Time Server Optimization• Scheduled Preventative

Maintenance• License & Asset Management• Unlimited Remote & Onsite support• Anti-Virus Monitoring• Integrated Anti-Virus Management• Regular Vulnerability Scanning• Backup Deployment & Configuration• Backup Performance Monitoring• Backup Software Updates• Scheduled Backup Jobs

• Firewall Management & Maintenance

• Router Monitoring• Switch Monitoring• Unlimited Remote & Onsite

support• Monthly Network Health

Review

• Advanced Performance Monitoring

• Configuration Management & Enforcement

• OS Patch Management• 3rd Party Patch Management• Real Time Workstation

Optimization• Scheduled Preventative

Maintenance• Anti-Virus Monitoring• Integrated Anti-Virus

Management• Regular Vulnerability

Scanning• Hosted Anti-Spam• Office 365 support (optional)

• Data Center Replication

• Disaster Recovery Planning

Program Pricing $100-$350/Server/Month$40-$100/Router, Switch,

Firewall/Month$20-$60/Workstation/Month

Optional$70/Server/Month +

$TBD/GB/Month

EstimatedMargin

62.92%-85.17% 59.38%-75% 72.92% 33.33%

Program Price: $1830-$3000month or $120-$150/user/monthMargin: 57.13%-66.61%


Cloud benefits according to cloud users

• #1 Increased efficiency (55%)

• #2 Improved employee mobility (49%)

• #3 Increased ability to innovate (32%)

• #4 Freed current IT staff for other projects (31%)

• #5 Reduced IT operating costs (25%)

• #6 Enabled us to offer new products/services (24%)

CDW’S 2013 STATE OF THE CLOUD REPORT


Biggest impeding factors to cloud

• #1 Concerns with security of proprietary data/ applications (39%)

• #2 Concerns with performance of cloud services (30%)

• #3 Lack of information to compare options/Based on cost analysis, cloud is not compelling enough to adopt (18%)

CDW’S 2013 STATE OF THE CLOUD REPORT


Managed Cloud Value Proposition

• Target Audience– SMBs that are critically dependant on their business systems,

and looking for a solution that will scale & grow with their business, provide flexible options for their end-users,

• Value Proposition– Our Managed Cloud solution provides a scalable IT solution

designed to deliver 100% of your critical business services from our secure data centers. This will eliminate unnecessary spending on infrastructure, guarantee service levels for all services, and empower your users with secure access from any device, anywhere.


How to build a cloud offering

• Be able to onboard, manage and monitor your customers needs from anywhere in any instance of cloud Hybrid, public, private, SaaS etc.

• Manage the Cloud Sale be the MCB (Managed Cloud Broker) for your customer

• Have options don’t dictate and be agile i.e. only private cloud – naturally this will evolve to Hybrid platforms

• Change your focus and value from Device management to End User management and experience

• What is your Cloud Roadmap?


How to Stay Relevant

• Have a defined cloud strategy if you don’t you are already behind in the market

• Understand you now have a more educated buyer

• Present all sales opportunities in physical and virtual even if the customer is not ready for the Cloud

• Have A La Carte cloud services available (e.g. Office 365®, additional apps, data storage and mgmt. etc.)

• Stay ahead of the curve – VDI, mobile security etc.


How to Stay Profitable

• Take the complexity away

• Automate where possible to drive efficiency

• Understand how to translate end user experience back to the customer

• N-able can help on removing the complexity


Microsoft® vs. Amazon® vs. BigData

• Causing price commoditization • Big Data Players coming into the market changing

how data management is monetized• Traditional data storage prices are dramatically

dropping due to Azure vs. Amazon price war• How will MSP’s properly manage BigData? • How do you control the sale? • How do you remove the complexity from the

Cloud?


Trends emerging 2014 and Beyond*

• The Era of Personal Cloud• Big Data • VDI• Virtualized security needs• 3-D Printing • Mobile • Price vs. Value vs. End User Experience*Gartner


Gartner Predictions

• By 2016, poor return on equity will drive more than 60 percent of banks worldwide to process the majority of their transactions in the cloud.

• By 2017, more than 60 percent of government organizations with a CIO and a chief digital officer will eliminate one of these roles.

• By year-end 2017, at least seven of the world's top 10 multichannel retailers will use 3D printing technologies to generate custom stock orders.

• By 2015, 80 percent of life science organizations will be crushed by elements of big data, exposing poor ROI on IT investments.

*Gartner: Top Vertical Industry Predictions for 2014


Cloud Services Market Opportunity

• Average MSP– 200 Customers– 20 Users

• Cloud Service Offering– $150 per User– 62% Margin

• Average Transaction– Price: $3000/month– GM: $1860/month


Customer ROI

• Traditional Annual Service Spending– Monthly Services - $27,500– Hardware Costs (36 Months) - $6,000– Project Labour - $7,500– Software Licensing - $3,920– Backup & DR - $4,800

• Total Est. IT Spend - $49,720 • Annual Cloud Services - $36,000• Return on Investment - $13,720/year


Average MSP has 100 to 200 customers in in their database

Average SMB = 20 Employees• 20 Desktops| 100% • 2 Servers | 10% • 2 Network | 10%

25% | Proactive or Managed

Successful MSP ProgramsFULLY MANAGEDPROACTIVEESSENTIAL A LA CARTE

Server - $100• Advanced Performance Monitoring• Key Application Maintenance• Scheduled Preventative Maintenance• License & Asset Management• Managed Anti-Virus• Managed Backup• Additional Support Billed at T&M Rates

Network - $25• Quarterly Network Health Review• Firewall Management & Maintenance• Router Monitoring• Switch Monitoring• Additional Support Billed at T&M Rates

Workstation - $20• Availability Monitoring• OS & 3rd Party Patch Management• Scheduled Preventative Maintenance• Managed Anti-Virus• Hosted Anti-Spam

$650/month $32.50/user/month

Proactive Options• Hosted Backup - $70 + $0.75/GB• Managed Mobile - $5/device• Managed Compliance - $4/IP

Server - $250• Advanced Performance Monitoring• Configuration Management• Key Application Maintenance• OS & 3rd Party Patch Management• Real Time Server Optimization• Scheduled Preventative Maintenance• License & Asset Management• Managed Anti-Virus• Managed Backup• Managed Audit• Unlimited Remote & Onsite support

Network - $65• Firewall Management & Maintenance• Router Monitoring• Switch Monitoring• Unlimited Remote & Onsite support • Monthly Network Health Review

Workstation - $60• Advanced Performance Monitoring• Configuration Management & Enforcement• OS & 3rd Party Patch Management• Real Time Workstation Optimization• Scheduled Preventative Maintenance• Managed Anti-Virus• Hosted Anti-Spam


Managed Options• Hosted Backup - $70 + $0.75/GB• Managed Mobile - $5/device

INTERNAL IT DEPARTMENTS

Billable Services - $100-$150/hour• End-user support (Helpdesk)• Onsite & Remote Support• Moves, adds, changes• Project Planning• Upgrades & Hardware• After hours Support

Billable Services - $100-$150/hour• Project Planning• Upgrades & Hardware


Essential IT Support – Free• Light Monitoring• Asset/Software/Hardware Reporting• Branded Sys-tray Icon• Remote Control

Managed Anti-Virus - $3/device• Integrated AV deployment• AV Monitoring• AV Updates• Threat/Status Reporting

Managed Patch - $3/device• Windows Patch Management• 3rd Party Patch Management• Patch Reporting

Managed Backup - $100-$150/server• Integrated Backup Deployment• Backup Management & Monitoring• Capacity/Status Reporting

Hosted Backup - $40 + $TBD/GB• Offsite storage to a secure datacenter

Managed Mobile - $5/device• Mobile management, support & reporting

Managed Compliance - $4/IP• Monthly Vulnerability/Compliance

reporting

$50 - $250/month

Advanced Performance Monitoring• CPU• Disk Space• Disk Queue Length• Memory• Patch Status • Connectivity

Automated Preventative Maintenance• Check Disk • Defragment • Delete Temporary Files• Firmware Updates • Remote Access Enabled• Sync time with Domain

ControllerAutomated Preventative Maintenance• Check Disk • Defragment • Delete Temporary Files• Firmware Updates • Remote Access Enabled• Sync time with Domain

Controller

Advanced Performance Monitoring• CPU• Disk Space• Disk Queue Length• Memory• Patch Status • Connectivity

Cloud

Reseller • Full N-central access• Full Reporting capabilities• Internal Attended &

Unattended Remote Control• Advanced Performance

Monitoring• Automation management • Custom Services

$10/Server

$5/Network

$2.50/Deskto

p

$150/month/

Report Manager

Supplemental Services• Custom Dashboard Access• Performance Reporting• Attended & Unattended

Remote Control• Advanced Performance

Monitoring

$20/Server$8/Network$5/Desktop

Managed Monitoring• 24/7 Monitoring NOC &

Triage of alerts and notifications

• Automated Maintenance & Remediation

• Performance & Strategic Reporting

• Access to MSP support as needed

$250/Server$150/Network

Mid-Market MSP Server - 24x7 Full Outsourced ManagementNetwork - 24x7 Full Outsourced ManagementWorkstation - 24x7 Full Outsource Management

$350/Server

$100/Network

$60/Workstati

on

Outsourced Helpdesk & Project Support • 24/7 remote support

services for end users

$25/User$150/Hour

Managed Cloud Services

Cloud Services• Virtual Online Workplace• Application Management• Microsoft Office Suite• Hosted Exchange• Backup & Disaster Recovery• Secure Cloud Storage• Mobile Device Access $199/user/month

OnPremise Services• Workstation & Infrastructure Management• Managed Anti-Virus• Unlimited Remote & Onsite support • Guaranteed Service Levels

Cloud Services Options• Managed Mobile

$5/device

MSP PROGRAMS FOR SMBs


MSP Cloud LandscapeMANAGED INFRASTRUCTURE

Hosting Services - $100.00• Data Center & Service Management of core Server • Performance Based Monitoring• Application Maintenance• Automated Preventative Maintenance• Security Manager - AV and Patch• Guaranteed Service Level agreement on uptime

Workstation – $20.00• Availability Monitoring• OS & 3rd Party Patch Management• Automated Preventative Maintenance• Managed Anti-Virus• Additional Support Billed at T&M ratesOPTIONAL• Hosted Exchange• Office365• Proprietary Application Hosting


Managed Infrastructure Options• Hosted Backup – $TBD per gig • Managed Mobile - $5/device• Managed Compliance - $4/IP

Per User - $150/monthCloud Services• Virtual Online Workplace (DaaS)• Application Management• Microsoft Office Suite• Hosted Exchange• Backup & Disaster Recovery• Secure Cloud Storage• Mobile Device Access

OnPremise Services• Workstation & Infrastructure Management• Managed Anti-Virus• Unlimited Remote & Onsite support • Guaranteed Service Levels

$3000/month $150/user/month

Cloud Services Options• Managed Mobile - $3/device

MANAGED CLOUD SERVICES


Essential IT Support – Free• Light Monitoring• Asset/Software/Hardware Reporting• Branded Sys-tray Icon• Remote Control

Managed Anti-Virus - $3/device• Integrated AV deployment• AV Monitoring• AV Updates• Threat/Status Reporting

Managed Server - $25.00/server• Server setup and configuration• Monthly automated maintenance• Monthly Reporting

Managed Backup - $100-$150/server• Integrated Backup Deployment• Backup Management & Monitoring• Capacity/Status Reporting

Cloud Applications• Office365 - $14.00/user/month• Hosted Exchange - $7.00/user/month• Web hosting • SaaS

Managed Mobile - $5/device• Mobile management, support &

reporting

$50 - $250/month

Billable Services - $100-$150/hour• Moves, adds, changes• Project Planning• Upgrades & Hardware• Workstation data backup• After hours Support

A LA CARTE CLOUD


Sales & Marketing Digital Binder

• Ready to go Marketing Materials

– Flysheets

– PowerPoint Presentations

– E-mail Teasers

– Other supporting resources

• Fully Customizable


Discussion Points

• Charge for Assessment & Migration?

• Customer Demand?

• Customer Readiness?

• Increase in data store size?


Thank you!For more information please contact me:

[email protected]

David WeeksChannel Sales Manager


mailto:[email protected]

Questions?


N-central®

Remote Management Made Easy

www.n-able.com


http://www.n-able.com/

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.



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Managed Cloud and the MSP Market