Top Ways To Profit From Network Assessments
By Mark Winter, Vice President of Sales, RapidFire Tools
Network assessment is a unique and effective discipline under the network security umbrella. A network assessment tool doesn’t simply monitor a network the way RMM software does. It provides ongoing network snapshots which, when conducted regularly, can identify patterns and behaviors that potentially predict a breach. It’s a more proactive and holistic way to support a client’s network security program than remote monitoring or anti-virus.
No matter how many managed services providers (MSPs) I meet with, I’m floored to hear how many aren’t yet leveraging network assessment tools and appliances to develop their businesses. Here are some key strategies on how an MSP can use non-invasive network assessments to help achieve that goal.
Provide Non-Invasive, Fast Data Collection
Effective Network Assessment tools are specifically designed so an MSP can run a data collector on a prospect or client network without installing software. Tools exist that are completely non-intrusive, requiring no registry changes, and nothing installed — which is especially important when you’re using the tools to prospect for new clients. As an MSP who is prospecting a lead, you don’t want to make changes to the network or let the existing IT provider know you were there.
Ideally, assessments should be conducted quickly. Effective modules for this purpose can automatically gather data for a basic assessment in as little as 45 to 60 minutes on an SMB network. With non-invasive network assessment tools, an MSP can run the automated data collector during an introductory meeting with a potential client, then use any free time to build a rapport with the prospect.
Identify New Projects
A network is an ongoing entity, moving through a constantly-changing lifecycle. Whether prospecting a lead or visiting an existing customer, an IT assessment doesn’t just provide simple network documentation, it often unearths opportunities to provide additional services.
For instance, assessment reports detect when systems are near capacity and identifies machines that are approaching end-of-life. The reports identify the opportunity for upgrades and migration projects, delivering concrete documentation to clients and prospects alike of exactly what machines and platforms require a refresh. A network scan can assess whether there are inactive login credentials with enabled access which often are found to belong to ex-employees or old vendors. This poses a serious security risk from both disgruntled ex-employees and hackers who could gain easy access to confidential information.
One of our MSP partners used Network Detective to detect a huge security risk: more than 700 accounts on their client’s network maintained log-ins that were still active, despite those users no longer being employed by the organization. That assessment led to a substantial networking project for the MSP.
Sell Managed Security-as-a-Service
Your client’s networks — and indeed, their businesses — are constantly at risk. The market is rife with viruses, spyware, malware, and worms that can inflict irreparable harm through downtime, loss of data, and security compromises. Even the most robust of anti-virus and malware protection doesn’t perform perfectly 100 percent of the time.
Network assessments can serve as regular Security Health Checks for your clients, helping them protect their assets, guard against downtime, and basically sleep better at night. However, regular is the key element here. A single assessment is only the first step of what should be an ongoing process, one that recognizes network changes and behavioral models over time.
An MSP can often sell managed security assessments as a supplemental service, generating incremental revenue, since such is not often included in the standard service contract. Many of our partners report gaining $250 more per quarter per client for the most basic security services which would include performing vulnerability scans of the clients firewall (and other public-facing IPs), validating systems are secure (patched, have a/v), conducting data mapping of employee access, and more.
Offer An Exchange Or Cloud Migration
Microsoft Exchange migrations continue to provide a terrific opportunity for an MSP to gain revenues, whether migrating to Microsoft Exchange 2016 or to Microsoft Office 365. A network assessment report creates a record of the client’s current Exchange environment, allowing the MSP to ascertain the overall project parameters, in addition to providing the necessary information required for such an undertaking regarding client mailboxes, distribution lists, and mobile device usage. A post-migration assessment provides documentation of the new environment, detailing the scope of the work and verifying its completion.
A similar course can be taken for a migration of network assets to the cloud. Assessment reports document the client’s environment so the MSP can analyze the current network, determine which components are candidates for the migration, and assist in the detailed planning and execution as the MSP transitions servers or desktops to a hosted platform. Of course, a post-project assessment would be performed to document the new environment, to verify accurate project completion.
These are only some of the ways we counsel our MSP customer to leverage network assessments. Many of our customers utilize specialized modules to implement compliance programs to address opportunities such as HIPAA and PCI regulations. A savvy MSP can certainly increase their profitability through use of these tools.