watchguard member shares their success“the watchguard firebox t80 operates as an msp-focused...
TRANSCRIPT
WatchGuard Member Shares Their Success
Doug Godard
Bill Moser
About Turner Teleco
•Location: Alexandria, LA
•20 employees
•$6M annual revenue
Awards
30% EBITDA 3 years in a row
• 2019 Managed Technology Services Provider Award
• 2018 Business Achievement Award
• 2017 Business Achievement Award
Old Way of Selling Firewalls
• Sent Amazon link for the customer to purchase online
• Only billed for installation and small management fee
Why The Move From SonicWall to WatchGuard?
• Introduced by TAG
• Got IT Director interested
• TAG supported WatchGuard training at the 2018 Convention
• Recurring revenue of the TAG WatchGuard Program
Why WatchGuard Firewalls
• Security solution
• DNS Watch
• Intelligent AV
• APT Blocker
• TDR
• Recurring revenue
WatchGuard Wireless Access Points
• Security
• Easy deployment
• Recurring revenue
0 to 250 in 2 Years
• Intentional effort
• Consistent with process
• Don’t take no for an answer
• Provide no other option
• Initially only existing MSA clients
• Have sold to voice clients with in-house IT
Sales Process
CREATED A LIST FROM EXISTING BASE
NOTED RENEWAL DATES PROACTIVELY GENERATED QUOTES FOR EACH 60 TO 90
DAYS PRIOR TO RENEWAL
Conversation With Customer About WatchGuard/Cybersecurity
SecurityNever
obsolete
No more renewals
Incremental increase to MSA with
small upfront cost
Case Study – Holy Savior Menard High School
Case Study –Holy Savior Menard High School
• Problem: Ubiquiti wireless access points with SonicWall
• New Solution:
• Replaced with complete WG solution
• WatchGuard FW and 28 AP420 access points
• High density for BYOD access and next level security
Advice to Members to Increase WatchGuard Sales
• Just to be focused
• Set goals
• Methodically target your customers
• Grow one device at a time
We are not special. Anyone can do this.
“Be Like Doug”
Bill Moser
Channel Development Manager
WatchGuard Technologies
Sell the product…it’s just easy
✓ Easy to sell
✓ One package, Total
Security Suite
✓ Easy to install
✓ Rapid deploy
✓ Easy to manage
✓ Real-time, actionable
monitoring
✓ Automated alerts
One platform…one package…size to match
Recurring revenue
$$$$$$$$$$$$$$$
Total
Security
Suite
T80 Review – SC MEDIA
➢ https://www.scmagazine.com/review/watchguard-firebox-t80-vfireware-os-12-6-1/
“The WatchGuard Firebox T80 operates as an MSP-
focused security platform that simplifies every aspect
of security to make enterprise-grade security
accessible to midmarket organizations. WatchGuard
focuses on flexible integrations that seamlessly layer
complex security services and assemble network
traffic payloads.” Written by Katelyn Dunn &
Tested by Tom Weil SC Labs