rapid fire tools: top ways to use it assessments to win new business & grow

© 2014 RapidFire Tools, Inc.

Top 10 Ways to Use IT Assessments to Win New Business &

Grow Customer Relationships

www.rapidfiretools.com © 2014 RapidFire Tools, Inc.

RapidFire Tools, Inc.

• Founded by former MSP • Focus on tools for Service Providers • Committed To IT Service Community • Partners with the leading PSA and

RMM Vendors • Thousands of “Raving Fans”

Mark Winter VP / Sales RapidFire Tools, Inc.


• Lead Generation

• Pre-Engagement Checks

• CLOSING DEALS!

• Onboarding New Clients

• Regular Customer Audits

• Identification of New Projects

• Sell a Managed Security Service

• Sell an Exchange or Cloud Migration

• Sell MS SQL Server Health Checks

• HIPAA Assessment

Top Ways to use IT Assessments


• “Free Assessment” is a powerful offer

1. Lead Generation


• “Free Assessment” is a powerful offer • With the right tools . . .

– Should be non-threatening/non-invasive – Should be quick – less than an hour – Should be automated – you talk while it works – Should demonstrate your level of professionalism – Should provide you with brandable reports – Identify poor practices and security holes

• Don’t give away “The Farm”

1. Lead Generation


• Know what you’re getting into before committing

• Check age, OS, configurations of all assets

• Check for existing security holes & vulnerabilities

• Validate AD configuration and setup

• If they have an Exchange or SQL Server, scan that too

• Share what you find with your prospect

2. Proposals/Pre-Engagement Checks


• Executive Summary is part of proposal – Issues and Recommendations

–Discuss Implications

• Assessment details back-up your analysis –Demonstrates your thoroughness /

attention to detail

–Sets you apart from your competition

–Thump factor!

3. Closing Deals


• Get a “baseline snapshot” of what you’re inheriting

• Document everything you can: –All assets (whether or not you plan to monitor) –All network settings (open ports, firewalls, etc) –All users in Active Directory

• Export information into PSA – Customer Contacts – Configurations

4. On-Boarding New Clients


• Assessments part of your regular services offerings

• Use to add value, or increase billing levels – Quarterly general technology appraisals – Validate Security

• Internal Vulnerabilities • External Vulnerabilities

– Exchange environment and permission reviews

• Audit yourself • Don’t just send over the reports

5. Regular Customer Checkups


• Types of projects coming out of assessments –Hardware/software upgrades/replacements

–Active Directory clean-up

– Security policies

– Exchange Migrations

• Documentation helps sell

• Before/After to show results

6. Identification Of New Projects


• Regular Security health checkup

–Guard against business downtime

– Ensure network and employee productivity

–Document Access Rights and Policies

• Add-on revenue to your existing clients

• Sell as quarterly service ($199 and up)

• Use as wedge to penetrate new accounts!

7. Sell a Managed Security Service


• The world is moving more toward the cloud

• Migrate Exchange to Office 365

• Scope and plan infrastructure migration

– Full cloud migration

– Hybrid

• Documentation demonstrates your credibility and helps you sell

• Document what’s in the cloud afterwards

8. Sell An Exchange OR Cloud Migration


• Use off-the-shelf tools to generate a high level SQL Server “Health Report”

• Use SQL Server Detail Reports to identify key issues

– If you have DBAs on staff, add a SQL Server Maintenance Plan to your service offerings

– If not, subcontract out to a DBA you can resolve the issues you find.

9. Sell A SQL Server Check-Up


• Opportunity:

– 700,000+ Covered Entities

– 2 Million+ Business Associates

• Make money delivering risk analyses

• Make money remediating what you find

• Recurring revenue from regular “Compliance-As-A-Service”

10. Sell A HIPAA Risk Assessment


IT Assessment Tool Checklist:

Quick

Easy to Run

Non-Invasive

Compelling

Brandable

Scalable

GET THE RIGHT TOOLS TO MAKE IT HAPPEN


• Non invasive • Get in and out quickly • No long installs and licensing • Turns up items RMM doesn’t

– External Vulnerability Scan – Internal IP Port Scan – Identify systems added, but not charging – Identifies individual user access and security holes – Gives a deep-dive look into Exchange & SQL

Servers

How it differs from RMM


Fully Brandable Reports Look Great!


Data Explorer


• Network Assessment Module

• Security Assessment Module

• Exchange Assessment Module

• SQL Server Assessment Module

• HIPAA Compliance Module

Network Detective – Five Modules


• Reports:

• Client Risk

• Network Management Plan

• Full Assessment

• Excel Export

• Network Change

• Site Diagram (Word + Visio)

• Asset Detail

• XP Migration

• Export to PSA

Network Assessment Module


• Reports

• Security Risk

• Security Management Plan

• External Vulnerabilities

• Internal Vulnerabilities

• Policy Consistency

• Share Permission (by Share)

• Share Permission (by User)

• Login Failure by Computer

• Login Behavior Analysis

• Login History by User

Security Assessment Module


• Reports (.DOCX)

– Exchange Risk Report

– Exchange Management Plan

– Traffic and Use Report

– Mobile Device Report

– Mailbox Detail Report

– Distribution Lists and Public Folders Report

– Mailbox Permissions Report

– Mailbox Permissions by User Report

• Detailed information also in .XLSX

Exchange Assessment Module


• Reports

– Routine Health Report

– SQL Server Detail Report

– Database Detail Report

– Maintenance Plan Report

– Agent Jobs Report

SQL Server Assessment Module

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rapid fire tools: top ways to use it assessments to win new business & grow

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