The document outlines 7 keys to managed service provider (MSP) success when scaling a business. The keys are: 1) having a strategic plan with SMART goals, 2) thoroughly understanding customers, 3) providing flexible yet structured service offerings, 4) using research-driven pricing approaches, 5) establishing documented internal processes, 6) implementing proactive sales processes, and 7) utilizing integrated technology tools to automate services. The presentation provides details on each key and emphasizes the importance of having repeatable processes and an integrated platform to scale efficiently while maintaining service quality and profitability.

1. 7 Keys to MSP Success
How great MSPs scale their business
© 2014 N-able Technologies, Inc. All rights reserved.

2. Presented By
© 2014 N-able Technologies, Inc. All rights reserved.
Ali Mahmoud
Product Marketing
@alimahmoud_
Robert Jussup MBA
Channel Sales Specialist

3. Webinar FAQ
40min presentation Q&A
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Ask questions at any time
© 2014 N-able Technologies, Inc. All rights reserved.

4. 7 Keys to MSP Success
1. Have a plan
2. Know thy customer
3. Flexible offering
4. Researched pricing
5. Documented processes
6. Proactive sales
7. The right tools
© 2014 N-able Technologies, Inc. All rights reserved.

5. Key #1: Have a plan with SMART goals
© 2014 N-able Technologies, Inc. All rights reserved.

6. Specific – ‘6 new clients, $25000 in revenue…
Measurable – 1 net new in Q1, 2 Q2, 3 Q3…
Attainable – It’s Dec 2014, this is a 1 year plan…
Realistic – I have 2 FT employees and myself…
Timed – N Central® is up and running, Lead Gen
program deployed, etc...’
© 2014 N-able Technologies, Inc. All rights reserved.
Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
Smart Goals

7. Key #2: Know thy Customer
© 2014 N-able Technologies, Inc. All rights reserved.

8. What Verticals are you in? Are you specific?
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Vertical
Retail Finance Healthcare Law etc
Horizontal
A
B
C
A
B
C
A
B
C
A
B
C
A
B
C
Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7

9. What services are you
trying to push?
© 2014 N-able Technologies, Inc. All rights reserved.
Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7

10. What do your current clients consume?
© 2014 N-able Technologies, Inc. All rights reserved.
A la carte Packaged
Managed Antivirus
Managed Patch
Managed Backup
Managed Mobile
Managed Server
Managed Network
Managed Workstation
Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7

11. Key #3: Provide Structured but Flexible
Service Offerings
© 2014 N-able Technologies, Inc. All rights reserved.

12. Reactive vs Managed IT Mentality
Reactive Managed
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Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7

13. Reactive mindset
• Price sensitive
• IT is a necessary evil
• No fixed IT budget
Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
© 2014 N-able Technologies, Inc. All rights reserved.

14. Proactive mindset
• Value Sensitive
• IT critical to operations
• Fixed budget
Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
© 2014 N-able Technologies, Inc. All rights reserved.

15. Fit your solution to the customer,
don’t force what works for you
© 2014 N-able Technologies, Inc. All rights reserved.
Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7

16. Key #4: Research-Driven Pricing
© 2014 N-able Technologies, Inc. All rights reserved.

17. Research-Driven Pricing
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Customer interviews Research Study the competition
Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7

18. Market Segmentation
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Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7

19. Research-Driven Pricing
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Price Driven Value Driven
Low margin
Requires ultra-low costs
Strong processes
Cookie-cutter offering
High margin
Skilled technicians
Process when necessary
Flexible offering
Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7

20. Key #5: Have Documented &
Repeatable Internal Processes
© 2014 N-able Technologies, Inc. All rights reserved.

21. Secret to scaling is repeatability
© 2014 N-able Technologies, Inc. All rights reserved.
Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7

22. Key #6: Have a Proactive Sales Process
© 2014 N-able Technologies, Inc. All rights reserved.

23. Have a Proactive Sales Process
© 2014 N-able Technologies, Inc. All rights reserved.
Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7

24. Key #7: Use the Right Tools
© 2014 N-able Technologies, Inc. All rights reserved.

25. Ad-hoc solutions will erode margins
© 2014 N-able Technologies, Inc. All rights reserved.
Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
Multiple tools to learn & manage

26. Ad-hoc solutions will erode margins
© 2014 N-able Technologies, Inc. All rights reserved.
Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
Single tool to learn and manage

27. Integration is the path to profits
© 2014 N-able Technologies, Inc. All rights reserved.
Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7
Help DeskAutomation
Antivirus
Monitoring
Backup
PSA

28. Have room to grow
© 2014 N-able Technologies, Inc. All rights reserved.
Key #1 Key #2 Key #3 Key #4 Key #5 Key #6 Key #7

29. Provide Great Service
Automation
Manager
Help Desk
Manager
Report
Manager
Remote
Control
Manager
Build Recurring Revenue
Security
Manager
Backup
Manager
Patch
Manager
Audit
Manager
Mobile
Manager
N-central® RMM
An MSP’s complete toolkit
© 2014 N-able Technologies, Inc. All rights reserved.

30. Legal Information
The N-able Technologies and N-central trademarks are the exclusive property of
N-able Technologies, Inc. and its affiliates, are registered with the U.S. Patent
and Trademark Office and the Canadian Intellectual Property Office, and may be
registered or pending registration in other countries. All other N-able
trademarks, service marks, and logos may be common law marks, registered or
pending registration in the United States, Canada, or in other countries. All
other trademarks mentioned herein are used for identification purposes only
and may be or are trademarks or registered trademarks of their respective
companies.
© 2013 N-able Technologies, Inc. All rights reserved. © 2014 N-able Technologies, Inc. All rights reserved.