optimizing your it practice for the cloud · 2019. 11. 5. · optimizing your it practice for the...
TRANSCRIPT
1
Optimizing Your IT Practice for the Cloud
Erick Simpson
MSP Mastered®
2
3
4 Steps to Building Your Cloud Solutions Offering
1Define your cloud strategy
2Design your cloud portfolio
3Price your deliverables
4Go to market with bundles
4
Resell
Create competitive advantage
by reselling cloud-based
services that deliver more
value to them with less time,
trouble and technology
Build
1. Define Your Cloud Strategy
Host
Create competitive advantage
by selling, consulting, delivering,
supporting and hosting public and
private clouds
Create competitive advantage
by selling, consulting,
delivering, supporting and
building public and private
cloud infrastructures
5
2. Define Your Cloud Portfolio
IAAS? PAAS? SAAS?
6
IaaS – Hosted Infrastructure
PaaS – Hosted Platforms
SaaS – Hosted Applications
What’s In Your Cloud Solution Stack?
Office Productivity
Online Storage, File Sharing, Collaboration
Acronis Cyber Cloud, Acronis Backup Cloud for Office 365 and Acronis Backup for G Suite
Acronis Backup for Microsoft Azure
Amazon Web Services
Acronis Cyber Platform
Windows Azure
Application Software
Computing Infrastructure and Storage
Solution Stack
7
Business Model
Factors That Affect Pricing
1
Offering / Bundling2
Cost of Service Delivery3
Sales Sophistication4
Service Delivery Efficiency5
8
3. How Do You Price Your Deliverables?
User
• Easy to price
• Easily shopped
Tiered
• Most popular pricing model
• Clients usually take lowest point of entry
Value
• Requires more marketing and sales acumen to price and sell
• Can yield highest margins
Pricing Considerations
• Availability
• Redundancy
• Security
9
Business Model
Factors That Affect Pricing
1
Offering / Bundling2
Cost of Service Delivery3
Sales Sophistication4
Service Delivery Efficiency5
10
What Is Your Predominant Business Model?
Product-Centric
Product sales > 50%
of gross revenue & clients
are encouraged to buy
more products
Project Driven
Majority of service revenue is derived from projects and clients are encouraged to upgrade often
Time & Materials
Majority of service revenue is from billing clients on time to repair issuesas they arise
Managed Services / Cloud
Majority of service revenue is derived from flat rate-based services
11
Are You Bundling Your Offering for Maximum Value?
Managed Services
Office 365
Online Storage/File Sharing/Collaboration
Acronis Backup for Office 365
Acronis Disaster Recovery Services
Office 365
Unified Communications
Online Storage/File Sharing/Collaboration
Acronis Backup for One Drive and SharePoint
Online
VoIP
Unified Communications
Online Storage/File Sharing/Collaboration
Hosting/Virtualization
12
What Is Your Cost of Service Delivery?
Labor + Overhead Burden per HourHourly Cost of Service
Delivery (HCSD)
Number of Hours Per Month To Support Customer
Projected Support Hours Per Month
Cost For 3rd Party Cybersecurity Subscriptions and Services
Cost of Subscription
= HCSD x Projected Support Hours + Cost of Subscription
Total Cost of Service Delivery
13
Determining Your Cost of Service Delivery
$56.09
4
$400.00
$624.36
Hourly Cost of Service Delivery (HCSD)
Projected Support Hours Per Month
Cost of Subscription
Total Cost of Service Delivery
14
Add Desired Markup and Price to Determine “Stop-Loss”, Then Price and Sell On Value!
Divide By Total Users To
Get “Per User” Cost/Price
$624.36
$936.54
$1,560.90
Total Cost of
Service Delivery
Desired Markup
+ 60%
Retail Price –
Monthly
Divide By Total Users To Get “Per User” Cost/Price
15
How Would You Rate Your Team’s Sales Sophistication?
We’ve developed a great new service
to convert your money into our money!
16
How Efficiently Do You Deliver Services?
Higher Efficiencies and Automation
Result In Competitive Advantage
• Lower Costs
• Pricing Flexibility
• Increased Margins
• Greater Scalability
• Decrease churn
• Upsell
17
4. Go To Market With Bundles for Maximum Profit
Bundling
Backup | 24/7 Support | Vendor
Management
Cybersecurity Training and
Disaster Recovery managed services
Hosted VoiP| UC |
HaaS/IaaS
SaaS \Websites |
CRM | AppDev
Virtualization | Security |
Sales Automation
With Acronis Cyber Cloud
making bundles is easy:
• Backup +
• Disaster Recovery +
• File sync & share +
• Security +
• Management
18
Client Type Determines Potential
Technology Strategic Client
• Views technology spend as an investment
that provides a competitive advantage
Technology Dependent Client
• May not view technology spend as
strategically, but business is so reliant
technology that they are forced to maintain it
Technology Averse Customer
• Does not appreciate the importance of
technology and in certain cases may fear
it and its cost
19
2 Sales Targets
Longer Sales Cycles• Technology Strategic
• Technology Dependent
New Prospects
Shorter Sales Cycles• Technology Strategic
• Technology Dependent
• Technology Averse?
Existing Clients
20
Existing Clients – SCHEDULE MEETINGS
2 Marketing Approaches – Campaigns
• Multiple, diverse touches to schedule appointments, invite to Webinars and Lunch n’ Learns
• Direct mail, email, social media, LinkedIn marketing
• Call-downs
• Webinars
• Lunch ‘n Learns
• Calls or emails to calendar meetings, invite to Webinars and Lunch n’ Learns
• Email, Newsletter marketing
New Prospects – BUILD TRUST
21
Marketing (& More) Resources Offered by Acronis
Dedicated Account
Manager
+ Unlimited ability to engage
all needed resources
Co-marketing initiatives
Build your market presence with
Acronis press releases, joint PR
activities, case studies, and other
marketing initiatives
Sales tools and
collaterals
Leverage our whitepapers
Training and
Certifications
Tailored to teach you how to sell
and implement data protection
strategies and solve all challenges
in the shortest time possible
Regular communications
Quality partner webinars to keep
informed of new features will help
you to improve your service
offerings
Professional Services
Acronis team to help ensure the
Technical Support
Tier il technical support available
24/7/365 free of charge, exclusively
for certified Acronis partners
Sales Support
Presales and post sales support
by a designated team of
specialists in all stages of the
customer lifecycle
Advisory Board
Be the one, who change
22
2 Sales Approaches
New Prospects –
BUILD TRUST
Preparation – Web Qualify
Warm Up – Ease them into opening up
Qualify – Immediate pain AND latent
needs, build buying temperature through
implication questions and explore budget
Existing Customers –
QUALIFY FOR SOLUTION
Warm Up – Ease them
into opening up
Qualify – Immediate pain AND latent
needs, build buying temperature through
implication questions and explore budget
23
Qualifying Using QBS*
Use Diagnostic / Status Questions to
uncover needs and Qualify Prospect
Step 1:
Credibility
Use Issue Questions to discover if there
are Active or Latent Needs and to make
Client aware of Need
Step 2:
Identify Need
Use Implication Questions to create
Emotional Connection to Solution
and Build Urgency
Step 3:
Connect Implication
Let them know you can helpStep 4:
Position Away
Alternatives * Secrets of Question Based Selling –Thomas A. Freese
24
Most Successful Sales Approach:
QBRs With Technology
Strategic Clients
25
If We Do Our Job Right…
Technology Strategic
ClientsSeek
Technology Dependent
ClientsAccept
Dependent Clients to Strategic
Transform
26
Business Reviews – How Often?
Every 30 Days
Every 60 Days
Every Quarter
1st Quarter
2nd Quarter
3rd Quarter
27
QBR Process
Preparation
Service Delivery Reports
Security Reports (AV/AS, Web Filtering, PEN, etc.)
Backup Reports
DR Plan Failover Test Results
Patching/Updating Reports
User Surveys
Trending
Delivery
High-Level Overview of Reports
Attention to Customer SAT
Conduct Business Needs Analysis
Align Service and Solution Recommendations to increase efficiencies, reduce costs, mitigate pain and reduce risk
Conduct Budget Discussions
28
Transforming Dependent to Strategic
1st
Quarter Introduce Budget Discussions
2nd
QuarterAccelerate Budget Discussions
3rd
QuarterEach Meeting Revolves Around Budget
30
QBR Do’s and Don’ts
Create a recurring schedule• Prepare and be on time
• Develop a consistent Agenda
• Transform Dependents
• Be strategic
Do:Miss or reschedule QBRs• Spend too much time in weeds
• Perform service
• Leave without a budget commitment
Don’t
31
Who Performs QBRs?
Sales Professionals Business Owners
32
Browse to: www.ericksimpson.com/acroniscalculator
Use Coupon Code: Acronis!
Get My Cloud & MSP Pricing Calculator!
33
34
www.acronis.org
Building new schools • Providing educational programs • Publishing books
CREATE, SPREAD
AND PROTECT
KNOWLEDGE WITH US!
Building a more knowledgeable future