Download - Adding HaaS to Your MSP Offering
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Adding HaaS to Your MSP OfferingKyle Heath
CSCM IT Solutions
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“The future doesn't belong to the light-hearted. It belongs to the brave.” Ronald Reagan
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What is HaaS and why would I offer this?
» Hardware as a Service, providing hardware as a Managed Service.
» Devices include Routers, Firewalls, Servers, Workstations.
» Hardware sales have a one time profit value
» Will you be supporting this hardware anyway?
» Standardisation of hardware and management
»Recurring Revenue Stream
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So why did we do this?
» Low quality devices at client sites
» Cost to support multiple vendor hardware devices
» Cap Ex sales can be difficult to attain
» Standardise management and support process
» Improve cash flow
» Build on Trusted Advisor role
» Push Managed Services as future of IT Support
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The beginning is the most important part of the work.
Ancient Greek Philosopher
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Here is what we did to get started.
» Bundled Vendor Routers with Broadband Services
» Provide Firewall Configuration and Updates into Service
» Offer HaaS Servers for clients on hardware over five years old
» Utilise Virtualisation to provide Managed Services
» Offer Managed Firewalls to Leased Line and EFM clients
» Bundled NAS Storage into our Managed Backup Services
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Patience, persistence and perspiration make an unbeatable combination for success. Napoleon Hill
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Managed Network Services
» Client has one price for ADSL, Router and Management
» When device needs upgrade, this is free to client
» Hardware can be re used for new clients
» MSP Cap Ex falls as client base builds
» MSP benefits from economy of scale
» Productivity improves through standardisation
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Managed Server Services
» Utilise reconditioned hardware
» Utilise Virtualisation and P2V skills to add value
» Include hardware and software support in one package
» Reduce MSP costs by maintaining one vendor hardware
» Now you can sell the service not the hardware
» Push the one Monthly Fee model
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Managed Workstation Services
» Workstation sales can have low margins
» Offer Microsoft Office on a per month basis
» Microsoft now allow Rental Rights to workstations
» Offer multiple products through SPLA rights
» Client Cap Ex requirement is removed
» Based on Trusted Advisor and Long Term relationships
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How to get it right
» One hardware device for one role
» Monitor, Monitor, Monitor
» Offer the whole solution
» Set it and Forget it
» Recondition and reuse hardware
» Always be selling the service
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How to get it wrong
» Provide multiple vendor solutions
» Allow client to buy the hardware
» Do not offer complimentary services
» Do not reuse hardware
» Forget to make your margin
» Forget to show your client the benefit
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“The only real mistake is the one from which we learn nothing.”Henry Ford.
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“Things that are complex are not useful, Things that are useful are simple.” Mikhail Kalashnikov
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Why would my client want this?
» Reduce Cap Ex investment
» Client knows upgrades are managed for them
» Client simplifies costs to per month basis
» Client has one point of reference
» Move away from Break Fix
» Compliment other Managed Services
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Did we make money then?
» 95% of clients have Managed Router/Firewall
» Revenue stream continuous
» Support cost reduced significantly
» Server Package more profitable than one time deal
» Improved Client stickiness
» HaaS growing year on year in business
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“Innovation distinguishes between a leader and a follower.” Steve Jobs
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MSP BUSINESS MANAGEMENTwww.mspbusinessmanagement.com
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Upcoming Webinars
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www.mspbusinessmanagement.com/upcoming-webinars
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THANK YOU!