network assessments with the network detective

The Killer Offer for IT ServicesA Proven Way to Win New

Business

David HindererProduct SpecialistRapidFire Tools

Bob VogelFounder Sr ConsultantB2 Marketing

Mark WinterVP SalesPerformanceIT Inc

PART 1 Marketing Offers amp Why Network Assessments Work

PART 2 A fast amp easy way to conduct a ldquofreerdquo assessment

PART 3 How to sell what you uncover

PART 4 How to generate qualified leads for your assessment

SPECIAL OFFERS

QUESTION AND ANSWERS

Agenda

Bobrsquos Health check Point A

About Your Presentor

bull 25+ years of marketing experiencendash Marketing guru for the IT channel

ndash 5+ years driving force behind Autotaskrsquos marketing

ndash 5+ years as VP of tech marketing at global DM agency

ndash 15+ running own high tech ad agency in upstate NY

bull Author of hundreds of articles and blog posts on various marketing subject

A Killer Offer

ldquoIrsquom gonna make him an offer he canrsquot refuserdquo

-- Don Vito CorleoneThe Godfather (1972)

ldquoTake my networkassessment or elserdquo

bull What you propose to givebull What you ask for in returnbull ldquoWhatrsquos in it for merdquobull Not just your pricebull Itrsquos ldquothe dealrdquo

What is an ldquoofferrdquo

A U T O T A S K A C A D E M Y W E B I N A RExample ads with no offersManaged IT ServicesSecure and Reliable InfrastructureServices for Mid Size CompaniesacxiomcomIT‐Services

IT Service ProvidersFull IT Business Support CompanyOur IT Services Deliver Savingswwwitsolutions‐inccom

IT Services CompanyComplete Business IT ServicesFast Response Contact Us NowPhiladelphia PA wwwmilestechnologiescom

Managed IT ServicesSpam Filtering amp Disaster RecoveryMS Exchange amp More ‐ Contact Uswwwccexcom

IT Support ServicesPhiladelphia area IT SupportSmall and Mid‐sized Businesswwwdatatroopcom

Full Service Computer CoComputer sales service networkdesigninstall amp more (302)428‐1300Pennsylvania wwwfuturtechcom

Your IT Service SolutionSave 24 to 60 on IT CostsGet Your Free Consultation Todaywwwmindshiftcom

Small Business IT ServiceUnlimited IT Service ‐ Flat FeeFull IT Department for 10‐150 Userswwweveronitcom

It ServicesIncrease ProductivityAct Now for Free Support OfferPhiladelphia PA wwwssdelcom

Sample Ads With Offers

bullFree TrialbullFree GiftbullBundlesbullDiscountsbullBuy One Get One

The Top Direct Marketing Offers of All Time

bull Limited-Time Deadlinebull Exclusivitybull Payment plansbull Money-back guarantee

Best Offer Add-ons

1 Is your offer relevant2 Is your offer specific3 Is your offer valuable4 Is your offer useful5 Is your offer unique6 Is your offer exclusive

6 Check Points For Your Offer

bull Targeted at exactly the right audiencebull Compelling enough to get you in the doorbull Compatible with your organizationrsquos servicebull Flexible for any stage of the sales cyclebull Available to deliver immediate gratification

Other Key Factors For IT Offers

A U T O T A S K A C A D E M Y W E B I N A ROur Next Presenter


A new approach to network assessmentsbull Very fast

bull Minimally invasive

bull Flexible

bull Compelling

bull Brandable

bull Scalable

Introducing Network Detective

Download Data Collector

Extract and Launch App

Verify settings

Automated Data Collection

Upload Data Generate Report

lt3 Min

lt2 Min

lt2 Min

5-20 Min

lt5 Min

1 2

3

4

5

A Network Assessment in lt 30 Minutes

1 Assessment Summary2 Per Domain Assessment

21 Domain Controllers22 FSMO Roles23 Organizational Units24 Group Policy Objects25 Users26 Security Groups27 Computers in Domain28 Domain Service DHCP29 MS SQL Servers210 Web Servers211 Time Servers212 Printers213 Exchange Servers214 Network Shares215 Major Applications216 Domain DNS

3 Internet Access4 Non AD Devices5 Internet Domain6 System Password Strength Assessment7 Listening PortsAppendix I Detailed Computer Analysis

What the Assessment can Find

TURNING FINDINGS INTO DOOR-OPENERS FOR

NEW BUSINESS

Issue Discoveredbull Inactive usersClient Riskbull Security Unauthorized AccessWhat To Sellbull User audit AD clean-up

Sample Door Opener 1


Issue Discoveredbull Some computers not logged-inClient Riskbull Poor maintenance Lack processWhat To Sellbull Routine maintenance plan MSP

A U T O T A S K A C A D E M Y W E B I N A R

Issue Discoveredbull Misalignment of IT asset organizationClient Riskbull Potential for unauthorized accessWhat To Sellbull Consulting project


Issue Discoveredbull Second domain controller issueClient Riskbull Single Point of failureWhat To Sellbull Consulting project DR Plan


Issue Discoveredbull Inappropriate user accessClient Riskbull SecurityWhat To Sellbull Network lock down project


Issue Discoveredbull Weak Insecure passwordsClient Riskbull SecurityWhat To Sellbull Project to set up security policies


Issue Discoveredbull Insecure Protocols In UseClient Riskbull SecurityWhat To Sellbull Full security audit


Issue Discoveredbull External VulnerabilityClient Riskbull Hacking and IntrusionWhat To Sellbull Project to remediate vulnerabilitiesbull Completely security audit


Issue Discoveredbull Poor patch managementClient Riskbull Security and malware riskWhat To Sellbull Patch Management Services


Fully white-labeledCustomize

ImagePhotoLogoCompany Name

DocX file can be edited

Customize IT

Client Risk Report (docx)6-8 pagesRisk ScoreIssue List

Full Assessment Report (docx)50+ pagesDetailed Appendix

Excel Export (xslx)

Ready-to-Use Deliverables

Export to ExcelUse the new Autotask integration

Export What You Uncover



The ROI of Network Assessments

Using Network Assessments

Throughout The Customer Lifecycle


When To Offer The Assessment

bull Lead Generation

bull Pre‐Engagement Check

bull Project For Existing Clients

bull Regular ldquoAuditsrdquo

Bobrsquos Health check Point E

Create Proposal

Create Contract

Create Invoice

Convert To Opportunity

Assessment-As-A-Service

bull Founded in 1996 as a ldquoBox Shoprdquobull Based in Southern Californiabull Autotask customer since 2007 currently using RapidFireToolsbull Services offered include

ndash Managed Servicesndash Business Continuity Planningndash IT Consultingndash VoIPndash Virtualizationndash Email Spam Protectionndash Hardware as a Servicendash Hosted Solutions

Case Study Computer Solutions Group

Integrated into main company offer

bull Introductory session with prospect to understand current set‐up and situation

bull Set up and run the Network Detective scanning tool on Domain Server

bull While scan is running they sit down with prospect for discovery session to determine companyrsquos goals expectations and needs

bull After meeting they schedule a time to come back with results of the assessment

bull They retrieve the scanned data file return to office and run report

bull Based on results they build a proposal to fix problems detected and establish ongoing relationship

What they do with their leads

bull Tremendous ldquoValue‐Addrdquo for their existing customers for 2‐3 hours of work

bull They give them the entire report which has perceived value of the assessment and the report is in the $1200‐$1500 range

bull CSG charges $600 for clients where they think it will lead to something bigger

bull Client reactions to the report and deliverables have been very favorable

Running assessments for existing clients

bull Much quicker to collect the information

bull Prospects are more comfortable with no agents

bull Gives us data not available with other tools

bull Pulls everything into a single output

bull Report is automatically produced

bull Content is easily edited customized

Better than other assessment tools

bull CSG runs the reports multiple times throughout the year for all of their clients

bull They look at it as a marketing expense so just one or two new clients or sold assessments pays for the software for the entire year

bull Much less expensive than buying them one‐off or in bundles (but available that way)

bull They really like automatically getting all the updates and improvements

The Value Of The Annual Subscription

Successful customers are using these tools amp techniquesbull Promote It on your home page

bull Create a dedicated landing page with lead form

bull Launch the service with email marketing

bull Create a news release ndash send out over wires

bull Tweet amp Blog pointing to your landing page

bull Send out lead nurturing letters every 30‐45 days

bull Launch a Google Ad campaign to drive more traffic

The only missing piece LEADS


4 Service Launch Lead Generation Letters

Google Ad Campaign

Press Release

9 Lead Nurturing Letters PLUS2 Additional Customer Letters

Web Site Copy

Marketing kits supplied through B2 Marketing

wwwrapidfiretoolscomB2WebSpecial

Network Assessment Marketing Kit


Thanks Questions

Offer Slides Deleted From Presentation

Visit wwwRapidFireToolscomnetworkdetective

The Killer Offer for IT ServicesA Proven Way to Win New Business

Agenda


A Killer Offer

Slide Number 5

Example ads with no offers



Best Offer Add-ons



Our Next Presenter

Slide Number 13

Slide Number 14

Slide Number 15

Turning Findings Into Door-openers For New Business

Slide Number 17

Slide Number 18

Slide Number 19

Slide Number 20

Slide Number 21

Slide Number 22

Slide Number 23

Slide Number 24

Slide Number 25

Slide Number 26

Slide Number 27

Slide Number 28











Slide Number 39

Thanks Questions

PART 1 Marketing Offers amp Why Network Assessments Work

PART 2 A fast amp easy way to conduct a ldquofreerdquo assessment

PART 3 How to sell what you uncover

PART 4 How to generate qualified leads for your assessment

SPECIAL OFFERS

QUESTION AND ANSWERS

Agenda








A Killer Offer



















Best Offer Add-ons









bull Flexible

bull Compelling

bull Brandable

bull Scalable




Verify settings



lt3 Min

lt2 Min

lt2 Min

5-20 Min

lt5 Min

1 2

3

4

5







NEW BUSINESS























Customize IT



Excel Export (xslx)
















Create Proposal

Create Contract

Create Invoice









































Google Ad Campaign

Press Release


Web Site Copy





Thanks Questions




Agenda


A Killer Offer

Slide Number 5




Best Offer Add-ons



Our Next Presenter

Slide Number 13

Slide Number 14

Slide Number 15


Slide Number 17

Slide Number 18

Slide Number 19

Slide Number 20

Slide Number 21

Slide Number 22

Slide Number 23

Slide Number 24

Slide Number 25

Slide Number 26

Slide Number 27

Slide Number 28











Slide Number 39

Thanks Questions








A Killer Offer



















Best Offer Add-ons









bull Flexible

bull Compelling

bull Brandable

bull Scalable




Verify settings



lt3 Min

lt2 Min

lt2 Min

5-20 Min

lt5 Min

1 2

3

4

5







NEW BUSINESS























Customize IT



Excel Export (xslx)
















Create Proposal

Create Contract

Create Invoice









































Google Ad Campaign

Press Release


Web Site Copy





Thanks Questions




Agenda


A Killer Offer

Slide Number 5




Best Offer Add-ons



Our Next Presenter

Slide Number 13

Slide Number 14

Slide Number 15


Slide Number 17

Slide Number 18

Slide Number 19

Slide Number 20

Slide Number 21

Slide Number 22

Slide Number 23

Slide Number 24

Slide Number 25

Slide Number 26

Slide Number 27

Slide Number 28











Slide Number 39

Thanks Questions
















Best Offer Add-ons









bull Flexible

bull Compelling

bull Brandable

bull Scalable




Verify settings



lt3 Min

lt2 Min

lt2 Min

5-20 Min

lt5 Min

1 2

3

4

5







NEW BUSINESS























Customize IT



Excel Export (xslx)
















Create Proposal

Create Contract

Create Invoice









































Google Ad Campaign

Press Release


Web Site Copy





Thanks Questions




Agenda


A Killer Offer

Slide Number 5




Best Offer Add-ons



Our Next Presenter

Slide Number 13

Slide Number 14

Slide Number 15


Slide Number 17

Slide Number 18

Slide Number 19

Slide Number 20

Slide Number 21

Slide Number 22

Slide Number 23

Slide Number 24

Slide Number 25

Slide Number 26

Slide Number 27

Slide Number 28











Slide Number 39

Thanks Questions









bull Flexible

bull Compelling

bull Brandable

bull Scalable




Verify settings



lt3 Min

lt2 Min

lt2 Min

5-20 Min

lt5 Min

1 2

3

4

5







NEW BUSINESS























Customize IT



Excel Export (xslx)
















Create Proposal

Create Contract

Create Invoice









































Google Ad Campaign

Press Release


Web Site Copy





Thanks Questions




Agenda


A Killer Offer

Slide Number 5




Best Offer Add-ons



Our Next Presenter

Slide Number 13

Slide Number 14

Slide Number 15


Slide Number 17

Slide Number 18

Slide Number 19

Slide Number 20

Slide Number 21

Slide Number 22

Slide Number 23

Slide Number 24

Slide Number 25

Slide Number 26

Slide Number 27

Slide Number 28











Slide Number 39

Thanks Questions



Verify settings



lt3 Min

lt2 Min

lt2 Min

5-20 Min

lt5 Min

1 2

3

4

5







NEW BUSINESS























Customize IT



Excel Export (xslx)
















Create Proposal

Create Contract

Create Invoice









































Google Ad Campaign

Press Release


Web Site Copy





Thanks Questions




Agenda


A Killer Offer

Slide Number 5




Best Offer Add-ons



Our Next Presenter

Slide Number 13

Slide Number 14

Slide Number 15


Slide Number 17

Slide Number 18

Slide Number 19

Slide Number 20

Slide Number 21

Slide Number 22

Slide Number 23

Slide Number 24

Slide Number 25

Slide Number 26

Slide Number 27

Slide Number 28











Slide Number 39

Thanks Questions






NEW BUSINESS























Customize IT



Excel Export (xslx)
















Create Proposal

Create Contract

Create Invoice









































Google Ad Campaign

Press Release


Web Site Copy





Thanks Questions




Agenda


A Killer Offer

Slide Number 5




Best Offer Add-ons



Our Next Presenter

Slide Number 13

Slide Number 14

Slide Number 15


Slide Number 17

Slide Number 18

Slide Number 19

Slide Number 20

Slide Number 21

Slide Number 22

Slide Number 23

Slide Number 24

Slide Number 25

Slide Number 26

Slide Number 27

Slide Number 28











Slide Number 39

Thanks Questions























Customize IT



Excel Export (xslx)
















Create Proposal

Create Contract

Create Invoice









































Google Ad Campaign

Press Release


Web Site Copy





Thanks Questions




Agenda


A Killer Offer

Slide Number 5




Best Offer Add-ons



Our Next Presenter

Slide Number 13

Slide Number 14

Slide Number 15


Slide Number 17

Slide Number 18

Slide Number 19

Slide Number 20

Slide Number 21

Slide Number 22

Slide Number 23

Slide Number 24

Slide Number 25

Slide Number 26

Slide Number 27

Slide Number 28











Slide Number 39

Thanks Questions



Excel Export (xslx)
















Create Proposal

Create Contract

Create Invoice









































Google Ad Campaign

Press Release


Web Site Copy





Thanks Questions




Agenda


A Killer Offer

Slide Number 5




Best Offer Add-ons



Our Next Presenter

Slide Number 13

Slide Number 14

Slide Number 15


Slide Number 17

Slide Number 18

Slide Number 19

Slide Number 20

Slide Number 21

Slide Number 22

Slide Number 23

Slide Number 24

Slide Number 25

Slide Number 26

Slide Number 27

Slide Number 28











Slide Number 39

Thanks Questions















Create Proposal

Create Contract

Create Invoice









































Google Ad Campaign

Press Release


Web Site Copy





Thanks Questions




Agenda


A Killer Offer

Slide Number 5




Best Offer Add-ons



Our Next Presenter

Slide Number 13

Slide Number 14

Slide Number 15


Slide Number 17

Slide Number 18

Slide Number 19

Slide Number 20

Slide Number 21

Slide Number 22

Slide Number 23

Slide Number 24

Slide Number 25

Slide Number 26

Slide Number 27

Slide Number 28











Slide Number 39

Thanks Questions








































Google Ad Campaign

Press Release


Web Site Copy





Thanks Questions




Agenda


A Killer Offer

Slide Number 5




Best Offer Add-ons



Our Next Presenter

Slide Number 13

Slide Number 14

Slide Number 15


Slide Number 17

Slide Number 18

Slide Number 19

Slide Number 20

Slide Number 21

Slide Number 22

Slide Number 23

Slide Number 24

Slide Number 25

Slide Number 26

Slide Number 27

Slide Number 28











Slide Number 39

Thanks Questions


Thanks Questions




Agenda


A Killer Offer

Slide Number 5




Best Offer Add-ons



Our Next Presenter

Slide Number 13

Slide Number 14

Slide Number 15


Slide Number 17

Slide Number 18

Slide Number 19

Slide Number 20

Slide Number 21

Slide Number 22

Slide Number 23

Slide Number 24

Slide Number 25

Slide Number 26

Slide Number 27

Slide Number 28











Slide Number 39

Thanks Questions

network assessments with the network detective

Technology