© 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.
www.rapidfiretools.com © 2014 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
© 2014 RapidFire Tools, Inc.
• “Free Assessment” is a powerful offer
1. Lead Generation
© 2014 RapidFire Tools, Inc.
• “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
© 2014 RapidFire Tools, Inc.
• 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
© 2014 RapidFire Tools, Inc.
• 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
© 2014 RapidFire Tools, Inc.
• 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
© 2014 RapidFire Tools, Inc.
• 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
© 2014 RapidFire Tools, Inc.
• 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
© 2014 RapidFire Tools, Inc.
• 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
© 2014 RapidFire Tools, Inc.
• 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
© 2014 RapidFire Tools, Inc.
• 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
© 2014 RapidFire Tools, Inc.
• 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
© 2014 RapidFire Tools, Inc.
IT Assessment Tool Checklist:
Quick
Easy to Run
Non-Invasive
Compelling
Brandable
Scalable
GET THE RIGHT TOOLS TO MAKE IT HAPPEN
© 2014 RapidFire Tools, Inc.
• 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
www.rapidfiretools.com © 2014 RapidFire Tools, Inc.
Fully Brandable Reports Look Great!
www.rapidfiretools.com © 2014 RapidFire Tools, Inc.
Fully Brandable Reports Look Great!
www.rapidfiretools.com © 2014 RapidFire Tools, Inc.
Data Explorer
© 2014 RapidFire Tools, Inc.
• Network Assessment Module
• Security Assessment Module
• Exchange Assessment Module
• SQL Server Assessment Module
• HIPAA Compliance Module
Network Detective – Five Modules
© 2014 RapidFire Tools, Inc.
• 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
© 2014 RapidFire Tools, Inc.
• 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
© 2014 RapidFire Tools, Inc.
• 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
© 2014 RapidFire Tools, Inc.
• Reports
– Routine Health Report
– SQL Server Detail Report
– Database Detail Report
– Maintenance Plan Report
– Agent Jobs Report
SQL Server Assessment Module