SALES-06c » IT Assessment (MSP)

Service Blueprint Bricks » Sales and Marketing Series

Process Details

Learn More

Process Description

Many businesses are unaware of the extent to which their lax IT management practices contribute to the problems they experience with IT. The symptoms of poor IT management, system outages and lack of responsiveness, are frequently what lead these companies to seek the help of an IT provider. By making the connection between lack of proper IT management and the current condition of the network, the MSP can establish the value proposition for outsourced IT management.

SALES Module 06c, IT Assessment, provides a comprehensive review of the prospect's IT infrastructure and their IT management capabilities. It builds on the inventory of IT systems collected in Module 06b, Discovery, with an investigation into the prospect's current IT management policies and procedures and IT spending. A detailed technical assessment is performed for each major technology area, highlighting gaps between the current configuration and recommended practices. Gaps in IT management are translated into business risk. Recommendations are then compiled for all identified risks. Remediation for the findings of the IT Assessment are incorporated into the proposals developed in Module 06d, Proposal Preparation, and reviewed with the prospect in Module 06e, Proposal Review.

This module consists of the Module Overview Diagram plus 8 pages of detailed process maps personalized for your company.

Benefits
Components
  • Establishes the direct link between inadequate IT service levels and immature IT management
  • Assessment findings help the prospect understand critical risks in their IT environment

Included with your first Service Blueprint Brick for a series:

  • Life Cycle Diagram depicting process modules for the service offering
  • Tutorial on "How to read a Service Blueprint"
  • Kaizen-based guide on "How to deploy a Service Blueprint module"

Included with each Service Blueprint Brick:

  • 11x17 and Legal  PDF versions (A3 version for international clients)
  • Detail Report (describing roles, systems, documents, and KPIs for the module)
  • Task Report (listing all of the onstage and backstage tasks in the process module)
  • Personalization with your logo, roles, and service automation systems

Additional features for Service Blueprint Subscription clients:

  • Editable native MS Visio version of the Service Blueprint
  • Accompanying AntFarm tools and templates such as agendas, project plans, planning tools
  • Access to online Service Blueprint training
Objectives
Entry Conditions
Exit Conditions
Process Topics
KPIs / Metrics

The goals of this process are to:

  • Identify gaps in the prospect's IT management capabilities
  • Compare prospect's IT environment with recommended practices
  • Develop recommendations to remediate IT risks
  • Assess whether prospect's IT spending aligns with business needs

At the onset of this process:

  • IT Assessment Statement of Work has been approved by the prospect
  • IT Assessment has been scheduled with the prospect
  • Managed Services discovery workbook has been completed
  • Sales Activity for the assessment has been created

Upon completion of this process:

  • Draft IT Management Assessment Report complete
  • IT spending data entered into ROI / TCO Analysis worksheet
  • Opportunity Stage has been set to {Discovery Complete}

This process module includes these sub-processes:

  • 06c.01 IT Management Interviews
  • 06c.02 IT Spending Discovery
  • 06c.03 Technical Assessment
  • 06c.04 Assessment Report Preparation

These metrics and KPIs provide an indication of process performance:

  • Client Spend Share
  • Closed Opportunity Size
  • Conversion Ratio: Assessments to Closed-Won
  • Sales Cycle Time
  • Sales ROI
  • Win Ratio (# opportunities)

Process Overview Diagram