WatchGuard Member Shares Their Success

Doug Godard

Bill Moser

About Turner Teleco

•Location: Alexandria, LA

•20 employees

•$6M annual revenue

Awards

30% EBITDA 3 years in a row

• 2019 Managed Technology Services Provider Award

• 2018 Business Achievement Award

• 2017 Business Achievement Award

Old Way of Selling Firewalls

• Sent Amazon link for the customer to purchase online

• Only billed for installation and small management fee

Why The Move From SonicWall to WatchGuard?

• Introduced by TAG

• Got IT Director interested

• TAG supported WatchGuard training at the 2018 Convention

• Recurring revenue of the TAG WatchGuard Program

Why WatchGuard Firewalls

• Security solution

• DNS Watch

• Intelligent AV

• APT Blocker

• TDR

• Recurring revenue

WatchGuard Wireless Access Points

• Security

• Easy deployment

• Recurring revenue

0 to 250 in 2 Years

• Intentional effort

• Consistent with process

• Don’t take no for an answer

• Provide no other option

• Initially only existing MSA clients

• Have sold to voice clients with in-house IT

Sales Process

CREATED A LIST FROM EXISTING BASE

NOTED RENEWAL DATES PROACTIVELY GENERATED QUOTES FOR EACH 60 TO 90

DAYS PRIOR TO RENEWAL

Conversation With Customer About WatchGuard/Cybersecurity

SecurityNever

obsolete

No more renewals

Incremental increase to MSA with

small upfront cost

Case Study – Holy Savior Menard High School

Case Study –Holy Savior Menard High School

• Problem: Ubiquiti wireless access points with SonicWall

• New Solution:

• Replaced with complete WG solution

• WatchGuard FW and 28 AP420 access points

• High density for BYOD access and next level security

Advice to Members to Increase WatchGuard Sales

• Just to be focused

• Set goals

• Methodically target your customers

• Grow one device at a time

We are not special. Anyone can do this.

“Be Like Doug”

Bill Moser

Channel Development Manager

WatchGuard Technologies

Sell the product…it’s just easy

✓ Easy to sell

✓ One package, Total

Security Suite

✓ Easy to install

✓ Rapid deploy

✓ Easy to manage

✓ Real-time, actionable

monitoring

✓ Automated alerts

One platform…one package…size to match

Recurring revenue

$$$$$$$$$$$$$$$

Total

Security

Suite

T80 Review – SC MEDIA

➢ https://www.scmagazine.com/review/watchguard-firebox-t80-vfireware-os-12-6-1/

“The WatchGuard Firebox T80 operates as an MSP-

focused security platform that simplifies every aspect

of security to make enterprise-grade security

accessible to midmarket organizations. WatchGuard

focuses on flexible integrations that seamlessly layer

complex security services and assemble network

traffic payloads.” Written by Katelyn Dunn &

Tested by Tom Weil SC Labs