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© 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 S...
www.rapidfiretools.com 
© 2014 RapidFire Tools, Inc. 
•Lead Generation 
•Pre-Engagement Checks 
•CLOSING DEALS! 
•Onboardi...
© 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-threaten...
© 2014 RapidFire Tools, Inc. 
•Know what you’re getting into before committing 
•Check age, OS, configurations of all asse...
© 2014 RapidFire Tools, Inc. 
•Executive Summary is part of proposal 
–Issues and Recommendations 
–Discuss Implications 
...
© 2014 RapidFire Tools, Inc. 
•Get a “baseline snapshot” of what you’re inheriting 
•Document everything you can: 
–All as...
© 2014 RapidFire Tools, Inc. 
•Assessments part of your regular services offerings 
•Use to add value, or increase billing...
© 2014 RapidFire Tools, Inc. 
•Types of projects coming out of assessments 
–Hardware/software upgrades/replacements 
–Act...
© 2014 RapidFire Tools, Inc. 
•Regular Security health checkup 
–Guard against business downtime 
–Ensure network and empl...
© 2014 RapidFire Tools, Inc. 
•The world is moving more toward the cloud 
•Migrate Exchange to Office 365 
•Scope and plan...
© 2014 RapidFire Tools, Inc. 
•Use off-the-shelf tools to generate a high level SQL Server “Health Report” 
•Use SQL Serve...
© 2014 RapidFire Tools, Inc. 
•Opportunity: 
–700,000+ Covered Entities 
–2 Million+ Business Associates 
•Make money deli...
© 2014 RapidFire Tools, Inc. 
IT Assessment Tool Checklist: 
 Quick 
 Easy to Run 
 Non-Invasive 
 Compelling 
 Brand...
© 2014 RapidFire Tools, Inc. 
•Non invasive 
•Get in and out quickly 
•No long installs and licensing 
•Turns up items 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 S...
© 2014 RapidFire Tools, Inc. 
•Reports: 
•Client Risk 
•Network Management Plan 
•Full Assessment 
•Excel Export 
•Network...
© 2014 RapidFire Tools, Inc. 
•Reports 
•Security Risk 
•Security Management Plan 
•External Vulnerabilities 
•Internal Vu...
© 2014 RapidFire Tools, Inc. 
•Reports (.DOCX) 
–Exchange Risk Report 
–Exchange Management Plan 
–Traffic and Use Report ...
© 2014 RapidFire Tools, Inc. 
•Reports 
–Routine Health Report 
–SQL Server Detail Report 
–Database Detail Report 
–Maint...
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Rapid Fire Tools: Top Ways to Use IT Assessments to Win New Business & Grow

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Rapid Fire Tools MAX2014

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Rapid Fire Tools: Top Ways to Use IT Assessments to Win New Business & Grow

  1. 1. © 2014 RapidFire Tools, Inc. Top 10 Ways to Use IT Assessments to Win New Business & Grow Customer Relationships
  2. 2. 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.
  3. 3. 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
  4. 4. © 2014 RapidFire Tools, Inc. •“Free Assessment” is a powerful offer 1. Lead Generation
  5. 5. © 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
  6. 6. © 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
  7. 7. © 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
  8. 8. © 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
  9. 9. © 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
  10. 10. © 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
  11. 11. © 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
  12. 12. © 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
  13. 13. © 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
  14. 14. © 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
  15. 15. © 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
  16. 16. © 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
  17. 17. www.rapidfiretools.com © 2014 RapidFire Tools, Inc. Fully Brandable Reports Look Great!
  18. 18. www.rapidfiretools.com © 2014 RapidFire Tools, Inc. Fully Brandable Reports Look Great!
  19. 19. www.rapidfiretools.com © 2014 RapidFire Tools, Inc. Data Explorer
  20. 20. © 2014 RapidFire Tools, Inc. •Network Assessment Module •Security Assessment Module •Exchange Assessment Module •SQL Server Assessment Module •HIPAA Compliance Module Network Detective – Five Modules
  21. 21. © 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
  22. 22. © 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
  23. 23. © 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
  24. 24. © 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

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