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This document summarizes a presentation about automated asset lifecycle management. It introduces the speakers, Dan Wensley and Mike Brooks, and their backgrounds. The presentation discusses how automated asset lifecycle management applications can help IT service providers sell more and service less by automating reporting on device ages, warranties, and sales opportunities. Key benefits include automated data collection, executive reports, identifying at-risk clients, sales and budget planning, and replacing or renewing aging assets. Case studies show the applications have helped partners increase revenue. The document provides an overview of the asset lifecycle management landscape and challenges of traditional methods.

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How to Sell More and Service Less with Automated Asset Lifecycle Management Presented by Dan Wensley Mike Brooks
Dan Wensley CEO, Warranty Master ● Vice President for Level Platforms Inc (LPI) ● President of Passportal (until 2019) ● CompTIA board of directors alumni ● MSP Hall of Fame member ● 15 years CRN channel chief ● CEO of Warranty Master ● Likes long walks on the beach ● Married, three children, one dog, one ex-wife
Mike Brooks Director of Sales & Marketing, AudIT ● 18 years in sales and marketing ● Former martial arts school owner and digital marketing agency owner ● Director of Sales and Marketing for AudIT ● Behind the scenes advisor to Two River Technology Group
Delivering the ability to proactively monitor & manage hardware refresh & warranty renewal sales improving the services, performance, security & budgeting capabilities for clients. Automated Asset Lifecycle Management application that helps IT Service Providers sell more & service less by automating the reporting on the age and warranty status of all devices.
Our partners Partners in 25 countries 6,500 New partners monthly 250> 500k> SMB customers assets 10m workstations 7m> servers 500k>> networking devices 500k>
Why Asset Lifecycle Management (ALM) is important For IT Service Providers (ITSPs) & your customers
70% 58% OVER 4 YEARS OLD The percentage of devices out of warranty 64%
Performance degrades with age IT networks with outdated equipment are at risk, fail more often, increase down time & cost more money to maintain. HIGH COST. LOWER SATISFACTION.
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Specifically... ● 71% of NA businesses cite the need to upgrade outdated IT infrastructure as the biggest driver of budget increases to date ● 88% expect their IT budget to grow or stay steady over the next 12 months ● Hardware budgets have the highest allocation of an organization's IT budget, averaging at around ~35% of the budget
How the ALM landscape is changing Asset Lifecycle Management (ALM) is the core of your IT asset management strategy, which is directly impacted by these three factors: ● Information security ● Information Asset Management ● Emerging license models By 2022, 50% of asset management initiatives will be primarily driven by the needs and concerns around information security.
Challenges of Traditional Asset Lifecycle Management Lack of continuous data automation No integrated data collection Requires manual data entry & tracking No internal or customer facing reporting Missed replacement and renewal revenue No proactive sales and budget planning capability Exposing customers to performance degradation and security vulnerabilities
Modern Asset Lifecycle Management provides Automated asset data collection Reporting on asset status Replace or renew aging assets Sales & budget planning Proactive, zero-touch, real-time, accurate, and integrated with the platforms you use today. Integration with OEMs and able to deliver purchase date, warranty status, and OS support status on every device under management by customer. Accurate opportunity and sales pipeline forecasting for IT service providers and budget planning reporting for your customers. The ability for IT service providers to sell more and service less by proactively managing the replacement and renewal of aging assets to their clients; delivering better network performance, improving security, and increasing operational efficiency. Sell More. Service Less.
Every asset At a glance on your live dashboard
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Sales and Budget Planning That deliver replace & renewal sales Sales & budget planning
Executive Reports Generate
Identify which of your clients are at highest risk and greatest opportunity
Asset analysis for your customers With comprehensive Your PDF reports make us look like heroes. John Noble Founder, CompuPartners
Evergreen reports for forecasting & budgeting Including Sell More. Service Less.
ASSET REPLACEMENT REVENUE OPPORTUNITY $365,000 $1,095,000 $3,285,000 The opportunity 1,000 TOTAL MANAGED DEVICES 3,000 9,000
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Mike Brooks Director of Sales & Marketing, AudIT
Frank Debenedetto President & CTO, Two River Technology Group ● Mechanical Engineering - Rutgers University ● President & CEO, 14 years in business ● He sucks at selling! ● Founded audIT to sell higher value IT Services
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Business Review Process ● Review the Solution Stack Spreadsheet and identify opportunities ● Generate a Warranty Master report ● Print a copy of the latest agreement and invoice ● Generate and print the audIT report ● Generate a proposal for sales opportunities ● Confirm the QBR appointment with the client (30-45 minute preparation)
Client Meeting ● Review audIT report ● Report Warranty Master report ● Discuss any service items ● Review proposal for sales opportunities and make any revisions and notes ● Close more MRR!!! ● Pick the next QBR date while at the meeting (60-75 minutes)
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I wanted to let you know what an improvement the product has made in our QBR process. The AudIT report is a great guide for our meeting, and then we couple that Warranty Master, Brightgauge, a dark web scan, and Connectwise ticket history. The clients love it and every QBR thus far has created additional revenue for the company. Vincent Vittorio - Dir | Business Development Tech Advisors
Get Frank’s QBR System and Training • Training video • Frank’s Quarterly Business Review process and QBR process flow chart • Client Solution Stack sample • QBR Calendar sample • QBR Meeting Email Confirmation • Sample QBR audIT report • Sample QBR package • Auditforit.com/wmqbr
Automated ALM delivers Automated asset data collection Reporting on asset status Replace or renew aging assets Sales & budget planning
Replace, Renew, or Regret! Replace or renew aging assets
Instant Renewals™ If you can’t replace a server, you need to renew it
64% The average number of servers out of warranty
Improves security Safeguards business continuity Delivers more uptime No rolling a truck Service delivered in less than 4 hours No additional cost for you or your customer Drives topline revenue and margin Security vulnerability Threat to business continuity Rolling a truck Sourcing all the parts Incurring the cost of delivery Wasting time fixing obsolete machines Clients experience more technical issues Incurring responsibility for those issues Server warranties are important Extended warranty Sell Less. Service More. Sell More. Service Less. Out of warranty CREATES PROBLEMS GIVES YOU SOLUTIONS
1. It is challenging to define and reconcile what assets are at or near end-of-life 2. Lack of defined reporting to help communicate the assets requiring renewal to the customer 3. Renewing even a single warranty requires multiple manual touchpoints that can take days to complete: a. Require contacting reps b. Comparing estimates c. Presenting estimates to the customer d. Create purchase orders e. Time required for processing purchase order f. Fulfill warranty g. Update your manual tracking form Traditional Procurement Takes time, costs money, low margin, room for error, and must be performed by qualified resources The Challenges of Manual Warranty Procurement Sell Less. Service More. High effort. Low reward.
1. Provides the data 2. Generates the quote 3. Automated fulfilment
In-app solution Purchase Instant Renewals™ directly from the Warranty Master™ app 1. Provides the data
2. Generates the quote
3. Automated fulfilment
The opportunity 1,000 TOTAL MANAGED DEVICES 3,000 9,000 WARRANTY RENEWAL REVENUE OPPORTUNITY $48,250 50 SERVERS $144,750 150 SERVERS $434,250 450 SERVERS ASSET REPLACEMENT REVENUE OPPORTUNITY $365,000 $1,095,000 $3,285,000
Why Warranty Master™? One of the best products we have. Nathan Davis CEO, iTEAM Consulting, LLC
For your business Sell more. Service less. Increased internal efficiency Sales opportunity pipeline Lower service delivery cost Increased competitiveness For your customers Automated ALM Masterful reporting Budgeting & planning Improved performance Automated asset data collection Reporting on asset status Replace or renew aging assets Sales & budget planning
DattoCon 2019 Best Revenue Generator & Overall Best In Show
Discover which of your customers are most at risk and represent the largest revenue opportunity for you See your total asset replacement revenue opportunity by accurately identifying every device that is at end-of-life Instantly identify the number of warranty sales opportunities you have and the margin available with Instant Renewals Learn exactly how many assets you have under management and each asset’s precise lifecycle status Try it for free. Why? Automated asset data collection Reporting on asset status Replace or renew aging assets Sales & budget planning
Thank you Come visit us at Booth #310! ITN@warrantymaster.com To receive a copy of this presentation, as well as a recorded demo and partner success stories, send us an email!
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More Related Content

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  • 1. 2 0 1 9
  • 2. How to Sell More and Service Less with Automated Asset Lifecycle Management Presented by Dan Wensley Mike Brooks
  • 3. Dan Wensley CEO, Warranty Master ● Vice President for Level Platforms Inc (LPI) ● President of Passportal (until 2019) ● CompTIA board of directors alumni ● MSP Hall of Fame member ● 15 years CRN channel chief ● CEO of Warranty Master ● Likes long walks on the beach ● Married, three children, one dog, one ex-wife
  • 4. Mike Brooks Director of Sales & Marketing, AudIT ● 18 years in sales and marketing ● Former martial arts school owner and digital marketing agency owner ● Director of Sales and Marketing for AudIT ● Behind the scenes advisor to Two River Technology Group
  • 5. Delivering the ability to proactively monitor & manage hardware refresh & warranty renewal sales improving the services, performance, security & budgeting capabilities for clients. Automated Asset Lifecycle Management application that helps IT Service Providers sell more & service less by automating the reporting on the age and warranty status of all devices.
  • 6. Our partners Partners in 25 countries 6,500 New partners monthly 250> 500k> SMB customers assets 10m workstations 7m> servers 500k>> networking devices 500k>
  • 7. Why Asset Lifecycle Management (ALM) is important For IT Service Providers (ITSPs) & your customers
  • 8. 70% 58% OVER 4 YEARS OLD The percentage of devices out of warranty 64%
  • 9. Performance degrades with age IT networks with outdated equipment are at risk, fail more often, increase down time & cost more money to maintain. HIGH COST. LOWER SATISFACTION.
  • 11. Specifically... ● 71% of NA businesses cite the need to upgrade outdated IT infrastructure as the biggest driver of budget increases to date ● 88% expect their IT budget to grow or stay steady over the next 12 months ● Hardware budgets have the highest allocation of an organization's IT budget, averaging at around ~35% of the budget
  • 12. How the ALM landscape is changing Asset Lifecycle Management (ALM) is the core of your IT asset management strategy, which is directly impacted by these three factors: ● Information security ● Information Asset Management ● Emerging license models By 2022, 50% of asset management initiatives will be primarily driven by the needs and concerns around information security.
  • 13. Challenges of Traditional Asset Lifecycle Management Lack of continuous data automation No integrated data collection Requires manual data entry & tracking No internal or customer facing reporting Missed replacement and renewal revenue No proactive sales and budget planning capability Exposing customers to performance degradation and security vulnerabilities
  • 14. Modern Asset Lifecycle Management provides Automated asset data collection Reporting on asset status Replace or renew aging assets Sales & budget planning Proactive, zero-touch, real-time, accurate, and integrated with the platforms you use today. Integration with OEMs and able to deliver purchase date, warranty status, and OS support status on every device under management by customer. Accurate opportunity and sales pipeline forecasting for IT service providers and budget planning reporting for your customers. The ability for IT service providers to sell more and service less by proactively managing the replacement and renewal of aging assets to their clients; delivering better network performance, improving security, and increasing operational efficiency. Sell More. Service Less.
  • 15. Every asset At a glance on your live dashboard
  • 17. Sales and Budget Planning That deliver replace & renewal sales Sales & budget planning
  • 19. Identify which of your clients are at highest risk and greatest opportunity
  • 20. Asset analysis for your customers With comprehensive Your PDF reports make us look like heroes. John Noble Founder, CompuPartners
  • 21. Evergreen reports for forecasting & budgeting Including Sell More. Service Less.
  • 22. ASSET REPLACEMENT REVENUE OPPORTUNITY $365,000 $1,095,000 $3,285,000 The opportunity 1,000 TOTAL MANAGED DEVICES 3,000 9,000
  • 25. Mike Brooks Director of Sales & Marketing, AudIT
  • 26. Frank Debenedetto President & CTO, Two River Technology Group ● Mechanical Engineering - Rutgers University ● President & CEO, 14 years in business ● He sucks at selling! ● Founded audIT to sell higher value IT Services
  • 30. Business Review Process ● Review the Solution Stack Spreadsheet and identify opportunities ● Generate a Warranty Master report ● Print a copy of the latest agreement and invoice ● Generate and print the audIT report ● Generate a proposal for sales opportunities ● Confirm the QBR appointment with the client (30-45 minute preparation)
  • 31. Client Meeting ● Review audIT report ● Report Warranty Master report ● Discuss any service items ● Review proposal for sales opportunities and make any revisions and notes ● Close more MRR!!! ● Pick the next QBR date while at the meeting (60-75 minutes)
  • 33. I wanted to let you know what an improvement the product has made in our QBR process. The AudIT report is a great guide for our meeting, and then we couple that Warranty Master, Brightgauge, a dark web scan, and Connectwise ticket history. The clients love it and every QBR thus far has created additional revenue for the company. Vincent Vittorio - Dir | Business Development Tech Advisors
  • 34. Get Frank’s QBR System and Training • Training video • Frank’s Quarterly Business Review process and QBR process flow chart • Client Solution Stack sample • QBR Calendar sample • QBR Meeting Email Confirmation • Sample QBR audIT report • Sample QBR package • Auditforit.com/wmqbr
  • 35. Automated ALM delivers Automated asset data collection Reporting on asset status Replace or renew aging assets Sales & budget planning
  • 36. Replace, Renew, or Regret! Replace or renew aging assets
  • 37. Instant Renewals™ If you can’t replace a server, you need to renew it
  • 38. 64% The average number of servers out of warranty
  • 39. Improves security Safeguards business continuity Delivers more uptime No rolling a truck Service delivered in less than 4 hours No additional cost for you or your customer Drives topline revenue and margin Security vulnerability Threat to business continuity Rolling a truck Sourcing all the parts Incurring the cost of delivery Wasting time fixing obsolete machines Clients experience more technical issues Incurring responsibility for those issues Server warranties are important Extended warranty Sell Less. Service More. Sell More. Service Less. Out of warranty CREATES PROBLEMS GIVES YOU SOLUTIONS
  • 40. 1. It is challenging to define and reconcile what assets are at or near end-of-life 2. Lack of defined reporting to help communicate the assets requiring renewal to the customer 3. Renewing even a single warranty requires multiple manual touchpoints that can take days to complete: a. Require contacting reps b. Comparing estimates c. Presenting estimates to the customer d. Create purchase orders e. Time required for processing purchase order f. Fulfill warranty g. Update your manual tracking form Traditional Procurement Takes time, costs money, low margin, room for error, and must be performed by qualified resources The Challenges of Manual Warranty Procurement Sell Less. Service More. High effort. Low reward.
  • 41. 1. Provides the data 2. Generates the quote 3. Automated fulfilment
  • 42. In-app solution Purchase Instant Renewals™ directly from the Warranty Master™ app 1. Provides the data
  • 45. The opportunity 1,000 TOTAL MANAGED DEVICES 3,000 9,000 WARRANTY RENEWAL REVENUE OPPORTUNITY $48,250 50 SERVERS $144,750 150 SERVERS $434,250 450 SERVERS ASSET REPLACEMENT REVENUE OPPORTUNITY $365,000 $1,095,000 $3,285,000
  • 46. Why Warranty Master™? One of the best products we have. Nathan Davis CEO, iTEAM Consulting, LLC
  • 47. For your business Sell more. Service less. Increased internal efficiency Sales opportunity pipeline Lower service delivery cost Increased competitiveness For your customers Automated ALM Masterful reporting Budgeting & planning Improved performance Automated asset data collection Reporting on asset status Replace or renew aging assets Sales & budget planning
  • 48. DattoCon 2019 Best Revenue Generator & Overall Best In Show
  • 49. Discover which of your customers are most at risk and represent the largest revenue opportunity for you See your total asset replacement revenue opportunity by accurately identifying every device that is at end-of-life Instantly identify the number of warranty sales opportunities you have and the margin available with Instant Renewals Learn exactly how many assets you have under management and each asset’s precise lifecycle status Try it for free. Why? Automated asset data collection Reporting on asset status Replace or renew aging assets Sales & budget planning
  • 50. Thank you Come visit us at Booth #310! ITN@warrantymaster.com To receive a copy of this presentation, as well as a recorded demo and partner success stories, send us an email!