Presentation LMOroN/ccro} "All bases covered outline ‘1. Current process for support >) 2-Problems wit that process & wasied hours |, 5.Yourcuppert colution 4. cent process for network admin |) 5:Probiems that are currety happenin an the business issues thet are resulting due to nothaving a proper network administration process nplace 6. Your solution . 7. Closing line > ee of = : ) Be ok ‘ o 66 . : Z :a RTL LEC) ere All bases covered sample script I woul ke to frst walk you guy trough Your curent support process. Curent when someone from the company has a compute problem they reach out in one of tree ways (Talk about thelr cuent process) Example: 1 2 3 “There are @ number of challenges with his curent process stating with 1 2 ae : 3 All three ofthese issues are primarly due tothe fact there is no process or system in place to track progress or follow up on IT problems. Here at [YOUR COMPANY], we wantto cover all means of support in the most efficient way possible. So how ‘bout | walk you through a worst-case scenario? \When one of your people experiancas a computer problem, they can engage our team one of three ways: 1 2 3 Now, when your people engage ourteam, they will be qreeted Another area of concern we identiied was the lack of network administration being performed, So in closing, from phones and PC’ to network admin, we have you covered 24/7. 46 CharTec’CeCe) ar ith Your Net ‘Taking Initiative With Your Network Taking initiative with your network goals and objectives To explain the benefits of monitoring their network and being proactive on issues without aettina technical and losing the prospect with geek terms, Things to think about on this slide:Presentation Initiative Witn Your Net Taking Initiative with your Network Outline 1. Paint the picture of @ hard day at work and the dive home 8. 6popcom ines for work £6 popcorn lines for caries Popcorn hard day at wrk biffcut cents Broken Equipment SelcEmpoyees w 2 2 £5 Popcorn ough day en the oad: BD) aenesepy Toul staring Algment 2. Paint the picture of arriving toa calm and happy home. ‘8.8 popcom lines ofa happy home Popcorn happy home: Family waiting for you ‘Thebig games on : EXERCISE 48 utesRell) Belen inle |) a. Paint the picture ofthe pit crew 2erforming maintenance on your car afteryou fal asleep, 0 2:10 popcom Ines on car maintenance ° 3 y Popcorn car maintenaice: d Re-aligning the front end eas auetaacaia cate ty | Repacing winds wes 2D Recharge battery 9 3 me o 8a Oo fil .. : : a oO e oO ——_— $s 0 |) 4, Paint the picture of waking up and getting to work on time in a safe and reliable car. 5. Explain what you do to their network at night. ‘2.5 Popcom lines on RMM automation Popcorn RMM autometion: Software updates pa Delete useless tempoary les ‘Sanning and king viuses, EXERCISE j | 6. Closing Line & CharTec’ 49aXe ELA) 1] Taking Initiati Manteo Taking initiative with your network sample script So imagine ths...ithas been a harder and more difficult day at work then normal- dealing with difficult clients, broken equipment, afew employees called in sick and it was end af month, sa everyhady wants ta get paid. Vo, you finally make it though the day and jump in your car and attempt to start the engine, Grrr Grrr Grr Gr. The car barely starts. You putt in gear to head home and yournotice the gas tank is dang near empty. You continue your drive home, you hit a pothole that throws your alignment out of syne. Nonetheless, you continue asthe fist rin of the season starts drizzling down. You turn on the windshield wipers, and, sure enough, they are in bad shape and ‘do nothing more than smear dirt and bug guts allover the windshield. You it the wiper fluid and i's empty! Just ‘when you think things couldn't get any worse, the damn check engine light comes on! You finally make it home and pull the car into the garage and heat inside, You walk in and everything is great. Your TV isan with your favorite ‘show or maybe the game ison, dinner ison the table and an ice cold drink is waiting for you next to your Lazy Boy Chair. Just what you needed. The night ends and you lay your head down on the pillow. Would you say the last thing on your mind is the car in the garage? ‘Now imagine this, the minute the gerage lights go out, group of mechanics shows up with the skils comparable toa Nascar pit crew, While you are asleep they are working on your vehicle Besides the obvious of changing the oil, checking the fluids, brake pads, tire wear and looking for any major damages, they would also fix the things that happened from the previous deys drive lke realigning the frontend after hitting the pothole, replacing the Windshield wipers, rfiling the cleaning fluid, not to mention charging that damn battery or replacing it). After deep cleaning and waxing, the fuel tank would get topped off and your car would once again be running at top performance. When you wake up inthe morning and stick your key inthe ignition, not only does it pur but now ean {get you to work safely and reliably. Wouldrit you love a service like that? Well, we dont do cars. but, that’s exactly what we do to your network every single night. Afterhours, our automation kicks in. We lock for viruses, update spam software, update any software applications that need it, Update any security patches to prevent data loss, monitor thresholds for memory, storage and CPU usage and create a ticket in our system for anything that falis below acceptable. When your 25 employees show up fist thing inthe morning to work that’s exactly what they are able to do... work! Notes: 50 artectid heal elton Hassle Free Vendor Management Goal and objective of this slide Get buy-in on the roles of an IT guy ard the cost of an IT guy's salary. Identify the time wasted from employees hhandlina vendor issues. Kill the alternatives: the intemal IT quy, what an IT quy does and who is acting as the current IT guy. Things to think about on this slide: artes 54Presentation gement Vendor management outline 1. Ask them if they have ever thought about hiring an IT guy. 2. Geta salary number 2, Paint the picture of if they hired you as ther IT guy. 2. Explain the addtionel costs, |. Desk, phone, PC, expense account 3, Explain an IT guy's job duties (as The was a top performer) 8, Maintaining the network b. Being IT support forall employees ‘c Showing up after hours 4. Driving to remote locations Managing vendors [. Give an example of how the IT guy would engage the copier guy. 4 Break the news they dont have an IT guy. They have an office manager, ‘a. Explain the inconvenience itis causing '. Give them the number of hours she is spending. «Talk about any vendor challenges, d. Other issues she brought up 5. Explain your solution ‘2. Process for reporting 3* party issues The problems it solves 6.Closing Line Notes: 52 AartectPresentation le Free Vendor Management Vendor management sample script Salesian: So you thought of hing an T uy. ght? {Option for each answer) Yes! So wen you were looking arcu the job market, what was the average salary you guys were thinking of? Walt for answer No! Well of course not. mean asompany your size really does justify having fultime guy. What do you think one of those guys might un? Wt for answer ‘Yeah, thats about what we have seen inthe market, a wel lust fora second, imagine i was bought on to your paytol as your dedicated IT guy. Now, besides the yearly salary investnent of [INPUT NUMBER THEY GAVE], there would be some other expenses as well.you know like: Besides the obvious of taking care of the network and PC's around the office, | would have some other duties that ‘would fall on my plate, One being menaging these guys! (Point tothe vendor slide.) ‘Anytime there would be an issue with one of the products or services these guys provided to you, it would be my job to manage the problem to completion, Now, currently you do not have a dedicated IT guy. Inst 1d you have [INSERT NAME} ‘Moving forward, we will empower everyone to use the same ticketing system to report these vendor issues just lke they do for tech support issues. Ths will give [INSERT NAME] her time back to manage the office while we handle the technology behind it CharTec’ 53gL folate Professional Services Professional services goals and objective (Our goal here is to explain that helpiesk and PC repair is only a small part of our value. We are trying to get ther to.understand that we are a business partner that cares about budgets, roadmaps and proper account reviews. Ite vety important that we show past iseues that we have identified besause they have not hod a trated advisor. Things to think about on this slide: 54 Goresi Professional services outline 1. Throw the industry under the bus end minimize the value of standard offerings. 2 Let them know your real value proposition as a CIO. 53. Bring up past challenges that were discovered because of no ClO, budget, project management, proper, engineering, proof of concept lab testing, et... 4. Talk about what was discovered fer growth opportunites '5 Then, go over your solution as @ CO and what you will be doing for them moving forward Professional services sample script ‘There is a big problem inthe IT industry today. So many companies pride themselves on what we consider permission to play. m talking abouthelp desk, NOC services, computer repair network administration, etc. ‘mean now a days who cant do mostof that stuff fairly well? We, on the other hand, take a much more in depth role with your ‘Share the challenges you found out nthe Discovery & relate them to professional services features: fartect 55beehadbcoaral AY fu Security management goals and objectives Articulate the benefits of a reall ithout getting gesky or too technical. We will also be bringing up other time wasters ke email archiving and SPAM solutions, Things to think about on this slide: 56 Gartect: Security management sample script |) 1 Ask the question about what these sites have in common, _., 2. Explain industry stats on wasting ime. / 8 Draw 60/40 pie chart on the whiteboard and explain internet culture and bandwidth conservation, |) 4. Talk about SPAM, VPN & email archiving & continuity. __) 5. Draw sketch on whiteboard about SPAM and ther solutions you are bringing to the table. ;nybody tell me what these sites all have in. common? | 5 Yes, youte right. They are al time wasters. |) In fact, statistics show ) Presentation s and Objectives oO Oo oO Oo Oo oO oO oO O° oO |) Something else we willbe implementing is bandwidth conservation. O 2 5 CharTec’ 57aXe) a Backup and Disaster Recovery Backup disaster recovery goals and objectives Edlucata them onthe valve of thet cata ae well ae the value of ie to reztore. Get buyin that dloastero con come inmany forms, not just act of God Things to think about on this slide: 58 CharTec’aL Lele) ackup and Dis Backup and disaster recovery outline Let’ talkaitle bit about how your data is being backed up! 1. Current technology is Tape! + Tape has a 65% success rate 2. This s a manuel process Thathappens once a day + Your office manager is curently performing the backup atthe end ofthe day every day. Besides the time she is wasting performing this task, she also has nobody to back her up when shes sick or ‘goes on vacation. 3, 24 time span before next back up 4,TTRIe 12-18 Hrs + Should there be @ total flue the Time to restore Is on average 12-18 hrs. AFTER the server has been repaired. 5, No compliant Offsite Plan * Currently right now the previous day/s data Is being taken offsite to your office managers house. 6.No Disaster recovery or backu> plan * Ifthe server goes down, the entire office stays down until the server is repaired and data is restored, Draw the sketch of what you are proposing on the board and then cross off and handle each one of the problems listed above with your solution! w EPresentation Flat Rate IT Services Flat rate IT services goals and objectives ‘Our goal here i to throw the industry under the bus by letting them know how most IT companies nickel and dime you to death! Proposal sample script Let's face it. We have a huge problem i the T industry! Many companies il lure youn wth alow monthly contract but are notorious fr nickel and ding you in excess charges atthe end ofthe month, Afterhours, pars for repair, consulting project management and disasters are just a few of the services they wil bil you tetra for, not allowing you to budget your IT expenses accordingly. With us, you wil have onl one price every ‘month anit wil ever change unless you purchase or add something new! ‘Ate you ready to see the solution? 60 CharTec’Deliver The Proposal Goal and objective of the proposal “To explain the curent status of the hardware solution and deliver the new proposed solution in terms they understand Proposal outline 1. Hand out the iPads to everyone ard wat a minute for everyone to shuffle through 2. Build credibly for your engineer. 3. Givea brief description of how the proposal sla out. 4. Place current status drawings on table and explain in English what they are looking at and the pain associated with their current design. 5. Place engineered solution drawings on the table, and explain the difference and how ‘twill mprove their current status 6. Deliver the price. 7. Handle objections. Proposal sample script Well you are ll well avare of my visto your offices last week with my engineer, INAME OF ENGINEER]. Our goal ‘was t ident your current support aocess and oterineficencies occuring within the organization. believe I shed some ight on your current status. Now, the othe half of ou discovery was a ite ore technical. Thats where [NAME OF ENGINEER] comesin. Notes:310J9g OISIA63 harTec’ A 8 5 has a Jaly OISIAObjections iding nc resent the excessive spending side. Goal and objective of this slide: ‘Show them that they're spending the money anyway. Document and relive what theyre spending by not having you. Things to think about on this slide: 64 CharTec’Sample Closes Delivering the Price in Two Parts 2 ‘Prospect: How much is this going tocost? _>) Salesman: 'm glad you ask, The soltion comes in two parts. The fist partis what we just spoke about and how |, We are going to support your entre company with our services. This is @ monthly price of $2,500. Which s roughly ‘$14.53 per hour ) » Prospect: Ok, and what's the secondpart? » Salesman: Well, as you can see we ae in need of a serious investment to your network, to the tune of $32,000 » (project price). This would include the necessary equipment, licensing, and implementation. ” Now, upon authorizing our companyto move forward with the first part, [YOUR COMPANY] will make this $32,000 » investment for you » (Stay quiet and walt for the next question) "Things to remember: harTec’ 65Sample Closes iletenel| (To be used in conjunction with the“Think about it" Objection ) Salesman: Sure, | understand that you will need a Ite time to discuss amongst yourselves on the challenges ‘we uncovered for you, Just to be ckar though, are we all good with the proposed solution for supporting your ‘company? Prospect: Yes, this looks lke what we want, ‘Salesman: Okay great. How about the new proposed network we engineered for you? Are there any questions on this, or are we good? Prospect: We like that, as well Salesman: Ok, so i's safe to say that we need to think about the monthly investment, which l understand fully and ‘obviously having myself in the room is the conflict. So, might a suggest this? I can step out ofthe room for 20 minutes to give you guys the time to discuss amongst yourselves, or shall we set up another ime to meet again ‘and answer any questions? Prospect: Let's set up another time! ‘Salesman: No problem, | have next Tuesday open at 3:00pm. | will send you the invite as we speak, unless another date is better? (Gust before hitting send, look up and pause for § seconds and say.) “Just one more thing... Now, wouldnt be doing my job i | dirit have a cal to action to help entice you to ‘choose us as your company, now would I? As you can see, the hourly rate you're spending to hire our company is ridiculous. The amount of excessive spending that is happening is also ridiculous. Infact, the only thing that isnt ridiculous is the solution and support were proposing to help solve these challenges you're experiencing. So, if you guys want to authorize this agreement for that low monthly rate then you can each walk outwith the iPads that are in font of you. With hat being sad, shall step out for 20 minutes to let you guys have a candid ‘conversation in private. Or, shall pick up my iPads, and keep our appointment for next week? Things to remember: 66 Aoutec