1. MANAGED SERVICES - Best Practices for Security Solutions
Greg Dixon, Technology Evangelist, ScanSource, Inc.

2. The Evolution of IT Services
Centralized control
was replaced by
distributed control
Expensive hardware
cheap hardware
Complicated maintenance
easier maintenance
Out sourced service (MFG/VAR)
in-house service (Help Desk)
20th
Century

3. The Evolution of IT Services
Distributed control
was replaced by
Centralized Control
Cheaper hardware
Less hardware
Easier maintenance
Automatic maintenance
In-sourced service (HD)
Out-sourced service (MSP)
21st Century

4. The Realities of Business
The movement of a market from a differentiated value proposition to undifferentiated price competition.
Commoditization
Smaller deals based on economic pressures
Commoditized hardware
Easier to get, use, support
Some hardware moved to the Cloud
Less margin on less hardware
Perpetual licensing replaced by monthly usage model.
Less margin on cloud software

5. Add NEW incremental services? !
Response to Reality
Sell more Services
Old Deal Profile:
Cameras (32) $20k
Server/Stg (4) ---- $12k
Switch (4) $4k
Cable $2k
Software (4) $5k
Installation $12k
Annual Service Contract $1k
Total = $56,000
New Deal Profile:
Cameras $10k
Server/Stg $0k
Switch (4) $3k
Cable $2k
Software Hosted
Installation $6k
Managed Service Contract $??/monthly
Total = $21,000
Getting Started:
Carrier Services
Hosting
DR / BU Services
$$ - Revenue & Margin
Time
$$ Later
$$ Now
Add NEW incremental services

6. MSP Business Model
Managed Services model - an ongoing contractual arrangement in which the MSP remotely monitors, manages and updates a customer’s technology devices infrastructure, systems, and services.
Billed on a flat rate monthly plan (3 year contract)
Based on a Service Level Agreement - SLA
Contract re-evaluated periodically

7. MSSP Business Model
Managed Security Services Provider - an ongoing contractual arrangement in which the MSSP provides remote monitoring and verification, video storage, manages and updates a customer’s security devices, analytics, infrastructure, systems, and services.
Billed on a flat rate monthly plan (3 year contract)
Based on a Service Level Agreement - SLA
Contract re-evaluated periodically

8. “The long-term lifeline for much of today’s IT channel.” CompTIA
MSSP Transformation
Keeps pace with current trends in technology delivery
Protects customer base
Efficient method to sell more profitable services
Sustainable long-term business model
Reasons to start:
Cloud computing may bring a different model.
Unconvinced about cloud computing.
Unsure of the ROI
Concerned over near-term cash flow
Reasons to wait:
“The long-term lifeline for much of today’s IT channel.” CompTIA

9. MSSP Transformation How to start: VAR     MSSP
Decide to be successful
Write it in your business plan
Focus on your markets and customers
What services do they need?
Start with a small portfolio
2-3 services that complement your current business
How to start:
Takes time and planning and investment
New sales and technical skill sets
New pricing model – SLA and new metrics
New compensation model - annuity
Automated delivery brings efficiency and profitability
VAR     MSSP

10. MSSP Transformation Tools you may need:
Professional Services Automation software - PSA
Business process automation and management
Service desk automation, billing, project management, and customer account management.
Tiger Paw and ConnectWise
Remote Monitoring & Management software - RMM
Monitor technology for potential problems
Aid in solving problems without dispatching personnel
Remotely manage consistency, security, users, policies, analytics…
In your NOC or in the cloud
Tools you may need:

11. Managed Services for Security Solutions
Network Management
Desktop Management
Mobile Device Management
/ Intranet / Internet
Help Desk / Problem Management
Server/Storage Management
Security Policy Management
Payment Gateways
IT Asset Management
Application/Database Management
Backup/Restore/Disaster Recovery
Managed Security & Video Surveillance
Mobile Device Management
Wireless Network Management
Managed Services for IT

12. Managed Services for Security Solutions
White Box solution – Your Brand
Loss of video from a camera
Bandwidth Management
Storage Management
Multi-site consolidation
Periodic Security Assessment and Adjustments
Managed Security & Video Surveillance

13. Managed Services for Security Solutions
Access Point setup and initial configuration
Monitoring and re-configuration
Manage security of wireless network
Manage network by zones and VLANs
Manage bandwidth issues and over-subscription
Wireless Network Management
Motorola WaaS
Ruckus ZoneDirector Remote

14. Managed Services for Security Solutions
Network access
Application management
Content/data security policies
BYOD policies
Device alerts
Lost/stolen device
O/S – F/W - runtime management
Remote application help desk
Mobile Device Management
SOTI MobiControl

15. Opportunities for new solutions Opportunities for new services
WLAN & MDM / MAM
Opportunities for the next gen customers
Expectation of unlimited mobility, storage and flexibility.
Mobility
Tyco
Pulse

16. Thank You