"Making Money with DoubleCheck and Email Management Services Part 1 of 4

1
"Making Money with DoubleCheckand Email
Management Services (Part 1 of 4)

• Scott Scrogin
• scotts_at_nmgi.com / [phone] ext. 133
• Network Management Group, Inc.

2
Course Outline

• Part 1
• Product Overview, Features/Benefits, Pricing and
  Selling
• Part 2
• ASP/Hosted Overview, Licensing, Pricing and
  Selling
• Part 3
• 3rd Party Integration and Partner Program
  Resources
• Part 4
• Reporting and Demos (see below)
• Look for recorded DoubleCheck demos covering
  general settings, ASP/Hosted features and other
  technical features.

3
Part 1 What Well Talk About

• Email Management overview
• Product overview
• Key features and benefits
• Selling DoubleCheck appliances
• Pricing and positioning

4
The Short Version

• The Pain Email management issues including spam,
  viruses, phishing, spyware, logging, reporting,
  regulatory compliance, custom policies and more.
• A Solution A simple, economical email firewall
  appliance and/or service that blocks, scans and
  reports on all email before (and after) your mail
  server.
• Our Design Philosophy
• Include advanced features in a system that is
  highly flexible.
• Increase productivity, improve security and
  document ROI.
• Reduce admin time, required user interaction and
  mail server load.
• Include automatic updating and outstanding
  reporting.

5
Components of Email Management
6
Email Management Practices

• An expert in email and messaging issues,
  applications and tools who improves the way users
  communicate.
• Consulting examples
• Assess and stop spam, viruses and policy
  violations.
• Benchmark and improve email reliability and
  server upgrades.
• Train users on client software and best
  practices.
• Improve message security and backup procedures.
• Understand and establish email archive
  requirements.
• Develop acceptable use policies and
  regulatory/compliance plans.
• Improve remote access and remote messaging.
• Incorporate WLAN and 3G wireless messaging.
• Consultant or technical sales position.
• 100 to 200 per hour

7
DoubleCheck System Overview

• 3 Appliance Platforms
• Tower, Rack and Software only
• Size by peak inbound messages/hour
• Includes Extended Warranty
• 3-Year parts and labor depot
• 2 License Levels
• Up to 250 250 users
• McAfee AV or Spam-only
• Annual Maintenance Contract (100)
• Anti-spam engine and updates
• Anti-virus and anti-phishing updates
• DC feature and report updates
• Remote back-up of config files
• Free phone and email support
• 2 3-Year MCs now available

• Recurring Revenue Opportunities
• Personalized Company Licenses
• Global Domain Licenses
• Managed Appliances (as a Managed Service)

8
How Email Flows SMTP Diagram
9
Tiered Scoring Thresholds
Spam Score
Reject vs. Delete Reject will notify sending
servers the mail has not been accepted. Delete
will send a 250 ok, so the sending server will
assume the mail delivered successfully.
20 15 12 9 5 - 5
Reject Threshold (Ex 15.0)(Sends 550 SMTP
Error code, a.k.a Bounce)
Delete Threshold (Ex 12.0)(Deleted by system
but tracked for logs.)
Quarantine Threshold (Ex gt 9.0 and lt 12.0)(May
be sent to quarantine_at_company.com.)
Tag Threshold (Ex gt 5.0 and lt 9.0)(May be
scored without tagging for reporting.)
Clean Threshold (Ex lt 5.0)(Scan and deliver
without changes.)
10
The Cost of Spam

• Spam costs computer users andbusinesses an
  estimated25 to 50 billion.
• As much as 85 of all emailmay be categorized as
  spam.
• Companies lose an estimated 3 billion annually
  due to false positives.
• Spam costs Fortune 500 companies an average of
  1,934 per employee per year.
• Spam costs employees between 1.4 and 3.1 of
  their working day. (1 of 40,000 is
  400/employee)
• 20 spam/day x 6 sec/msg x 30 days/mo 1
  hr/mo/employee

11
New Email Developments

• Phishing
• A scam to steal valuable information such as
  credit card numbers by sending an
  official-looking email to potential victims
  pretending to be from an ISP, retail store, bank,
  etc.
• Attacks increased 1,000 in 2004
• 2 billion in losses 115 average/loss
• Spyware/Spam relationship
• Reputation Management
• Reduce spoofing, viruses and worms
• SPF, Caller ID for Email and DomainKeys
  (encrypted keys)
• Changes in Email Protocols
• SMTP, DNS, SPF

12
CIO Survey The Value of Email

• Nearly 70 of IT respondents said their users get
  irate within as little as a half hour after
  theyre denied access to email, while 20 said
  they felt their job is on the line if email is
  down for 24 hours.
• 56 admitted that some of their companys email
  wasnt included in automated backup procedures.
• Almost 50 said it would be difficult to locate
  and retrieve a specific email.
• 18 said they can recover email over one year old.

Source Dynamic Markets for Veritas 850 CIOs and
IT Managers of midsize and large organizations.
13
DoubleCheck Benefits

• Increase productivity by preventing harmful,
  offensive and time-wasting email from entering
  inboxes.
• Improve security by reducing spam, viruses and
  email-delivered phishing and spyware.
• Save money and time spent managing individual
  system settings and bandwidth/storage/back-up
  issues.
• Enhance business intelligence through database
  logging and user-friendly reports
  (inbound/outbound).
• Improve uptime of mail servers due to
  appliance-based technologies that monitor every
  incoming email.
• Generate high ROI through high value/low cost
  offering and built-in ROI calculator.

14
3/1/05 Reseller Price List Appliances
15
NFRs, Demos and Evals

• Reseller Demo/NFR System (1 per Authorized
  Reseller)
• 0, 150 or 300 for Annual Software Maintenance
  Contract.
• NFRs that become ASP systems (non-NFR) pay full
  maintenance.
• Customer Demonstrations
• Option 1 Use your NFR or demo.nmgi.com (login
  admin / demo).
• Option 2 Scheduled in advance with NMGI via Live
  Meeting.
• Tip Profile your customer to know their key
  needs and features.
• Tip Have a simple script or routine and show
  what sells!
• Customer Evaluation Systems (Evals)
• Ordered using the standard Order Form
  (DCEME-EVAL)
• 25 cost upfront. Reseller is invoiced 30 days
  from shipping.
• Tip Longer evals do NOT increase close
  ratesshow the impact!
• Tip Have a defined process for demonstrating
  value early.

16
Selling ROI and Cost per User

• Using ROI
• Strategy 1 Demonstrate ROI based on customers
  input and estimates. Validate using actual system
  data from DoubleCheck.
• (Savings from Spam AV Admin Other) on
  per-user basis.
• Example Save 400/user/year x 25 users
  10,000/year
• Cost 1,795 Tower 395 MC 500 Labor
  2,690 Year 1
• ROI Over 250 in Year 1 Over 1,000 in Year 2
• Using Average Cost per User
• Strategy 2 Demonstrate that average Cost per
  User per Year is small relative to the benefit or
  other alternatives.
• From above Cost for Years 1-3 2,690 395
  395 3,480
• With 25 users, 3,480 25 users 3 years
  46/user/year

17
Overcoming Common Objections

• We need the _______ feature. How does DC do
  this?
• How does DoubleCheck compare to ___________?
• Other products dont have per user pricing.
  Why?
• Will I have to spend a lot of admin time?
• How do I find messages and deal with false
  positives?
• We always evaluate productsand I need a
  guarantee.
• Where is the plug-in for Outlook for per-user
  control?
• Our anti-virus is workingwe dont use McAfee.
• We dont know Linuxand Im not technical.
• Where is the documentation, training and
  support?
• Who is NMGI?

18
Part 1 What We Talked About

• Email Management overview
• Product overview
• Key features and benefits
• Selling DoubleCheck appliances
• Pricing and positioning

19
(No Transcript)
20
Hosted/ASP and v4.2 OverviewA Managed Service
with Recurring Revenue(Part 2 of 4)

• Scott Scrogin
• scotts_at_nmgi.com / [phone] ext. 133
• Network Management Group, Inc.

21
Course Outline

• Part 1
• Product Overview, Features/Benefits, Pricing and
  Selling
• Part 2
• ASP/Hosted Overview, Licensing, Pricing and
  Selling
• Part 3
• 3rd Party Integration and Partner Program
  Resources
• Part 4
• Reporting and Demos (see below)
• Look for recorded DoubleCheck demos covering
  general settings, ASP/Hosted features and other
  technical features.

22
What Well Talk About

• Service overview, features and benefits.
• Global ASP Licensing
• Personalized ASP Licensing
• Selling DoubleCheck Hosted/ASPservices and
  managed services
• Additional resources
• New Features in v4.2

23
What is DoubleCheck ASP?

• DoubleCheck ASP is a Reseller-hosted email
  management service that scans, filters, logs and
  reports on Customer email that is hosted outside
  of DoubleCheck.
• DoubleCheck ASP benefits the Customer by
  improving productivity, reducing costs, enhancing
  security and improving business intelligence
  related to email use.
• DoubleCheck ASP benefits the Reseller by creating
  a recurring revenue stream and managed service
  that solves a customer problem, while
  strengthening the relationship between Reseller
  and Customer.

24
How Does it Work?

• Assess your business goals and your target
  customers.
• Purchase or use an existing DoubleCheck
  appliance.
• Tower, rack or software-only with current
  Maintenance Contract
• Licensed to Reseller (250 users/5 personal/5
  global domains)
• Purchase Personalized Customer Domain Licenses
• Licensed to customer companies includes DC, AV
  and MC.
• Option 1 50 users/1 domain
• Option 2 250 users/5 domains
• Manage a 3-level hierarchy (system, domain, user)
• Purchase Global Customer Domain Licenses
• Apply to customers of various sizes 1 license
  per domain.
• Manage a 1-level hierarchy for customers (system)
• Redirect email through DoubleCheck ASP
• See Hosted/ASP Info Sheet for details.

25
Target ASP Customers and Positioning

• Primary Prospects
• CPAs and Law firms
• VSB, SMB clients (Chamber, etc.)
• Financial services
• Existing Contract/MSP Customers
• Secondary Prospects
• Healthcare
• City/County Government
• Manufacturers/Distributors
• K-12 (Admin/Staff)
• Small and Mid-Sized ISPs
• Other

• Qualifying Characteristics
• May host own email server.
• May outsource email hosting.
• Allow DNS/MX record change.
• Active, high-volume email users.
• Proactive attitudes concerning productivity and
  security.
• Existing anti-virus customer with ongoing
  problems.
• Managers like real-time reporting and ROI.
• Limited technical staff.
• Dislike expensive user licensing and complicated
  pricing.

26
1/1/06 Reseller Price List Hosted/ASP
Note Personalized and/or Global ASP Licenses are
combined with a Base DoubleCheck License,
Maintenance Contract and Users running on a
Tower, Rack or Software-only system.
27
DoubleCheck Hosted/ASP Example
Global Personalized Users
600
Personalized Licenses 400/yr. or 600/yr. less
w/discounts.
Personalized Company Lic. 3 250 users/5 domains
350
Personalized Company Lic. 2 50 users/1 domain
300
Personalized Company Lic. 1 50 users/1 domain
250
Global Licenses 120/domain/yr. less
w/discounts.
Global Domain License Users Remaining (190
users)Addl Global Users Purchase per-user
license and MC.
60
Global Domain Lic. 3 15 users
45
Global Domain Lic. 2 20 users
Ex 60 Users
25
Global Domain Lic. 1 25 users
0
28
Why Buy Personalized ASP Licenses?

• Increase the value, depth and quality of email
  management services delivered to your customers.
• Leverage Personalization to enhance the
  customers experience, benefits and ROI.
• Administrative control of domains and users.
• Granular control of unique spam thresholds,
  tagging, quarantine, deletion, whitelists and
  blacklists. Use of Signatures/Disclaimers.
• Granular control of unique policy settings and
  policy management.
• Access to the Management Report, Overall Report,
  other reports, email logs, database searches and,
  eventually, email archiving.
• Reduce support and administrative costs by having
  per-domain and per-user control.
• Brand DoubleCheck ASP as your own MSP service.

29
ASP/Hosted Info Sheet (p. 2)
30
Key DoubleCheck ASP Features

• General Feature Overview
• (See ASP/Hosted Info Sheet)
• System Administration
• System, Domain
• Anti-Spam
• System, Domain, User
• Anti-Virus
• System, Domain
• Anti-Phishing
• System, Domain
• SMTP and Anti-Relay
• System
• Policy Management
• System, Domain, User
• Logging and Reporting
• System, Domain, User

31
Two Recent ASP Purchases

• 10 Global ASP Customers
• Start with Base DC System
• DC NFR Rack Appliance or 3rd Party Hardware
• DC Maintenance Contract
• 1,295 350/yr.
• Add Global ASP Domains
• 1,000/yr. for 10 domains
• Total One-time 1,295
• Total Recurring 1,350/yr.
• 10 Global Domains
• 250 Global Users
• Includes Resellers employees

• 10 Personalized 10 Global ASP
• Start with Base DC System
• DC NFR Rack Appliance or 3rd Party Hardware
• DC Maintenance Contract
• 1,295 350/yr.
• Add Personalized ASP Lic.
• 10 companies for 3,000/yr.
• Add Global ASP Domains
• 1,000/yr. for 10 domains
• Total One-Time 1,295
• Total Recurring 4,350/yr.
• 10 Global Domains 250 Global Users 10
  Personalized Domains
• Includes Resellers employees

32
Common ASP/MSP Questions

• What do I charge for ASP services?
• Personalized Customers 50 to 100/mo. or more.
• Global Customers 25 to 75/mo. or more
  depending on users.
• TIP Do a reality check including McAfee AV. (Ex
  2/user/mo?)
• Apply set-up fee to cover set-up time (MX/DNS)
  and training.
• Apply minimum monthly fee (10 users) to cover
  smaller customers.
• Create User Tiers (lt 25 lt 50 lt 100) with
  per-user pricing.
• Wrap additional services around ASP service.
• How do I learn more about the ASP offering?
• How can I create recurring revenue from the
  appliances?
• TIP Managed email services are popular
  andhighly profitable.
• Example 395 install, plus 175 - 195/mo. with
  reporting.
• Investigate monitoring options (N-able) and
  automated report.
• TIP You can own the system with 3-year MCand
  move it.

33
Profit Opportunities for You

• One-time Profits
• Tower Appliances 395 / 21 GM min typically
  over 30 GM
• Rack Appliances 595 / 21 GM min. typically
  over 30 GM
• Software-only Appliances similar GM higher
  with more users.
• Plan/Install/Train/Check 1 to 4 hr. labor based
  on best practices.
• Recurring Profits via Managed Services
• Maintenance Contracts - 95/year / 21 GM min.
• Personalized ASP Licenses varies typically
  over 40 GM
• Global ASP Licenses varies typically over 40
  GM
• Managed Email Appliances varies typically over
  40 GM
• Management and IT Report Analysis integrate
  with other plans
• Other Profits
• Email Management Consulting (pre and
  post-installation)
• Security, Wireless, Email, Storage and Compliance
  projects

34
Key New Features in Version 4.2

• New Anti-Phishing Engine - Improved accuracy and
  security in this high-risk area. DAT files are
  automatically checked every 30 min. (like McAfee)
• Updated Anti-Spam Engine - The latest, fastest,
  most accurate version of SpamAssassin...including
  our DoubleCheck-only custom rules. Adds White/
  Blacklisting by Subject, URI detection and much
  faster DNS look-up speeds.
• New Recipient Verification and LDAP Support -
  Reduces spam by rejecting messages to invalid
  recipient addresses. Supported mechanisms include
  LDAP/Active Directory, SQL and SMTP Callout (see
  below).
• Customizable Scanning Engine Order - Define the
  scanning order you need (Anti-spam, Anti-virus,
  Anti-Phishing and Policy/Content Engines).
• New URIBL Support - URIBL (Uniform Resource
  Indicator Black List) lists domains that appear
  in spam email, NOT where they were sent
  from. Developed by NMGI's Dallas Engelken, the
  URIBL lists help identify spam with even higher
  levels of accuracy than RBLs or heuristics. 
• New Setup Wizard - Faster and easier
  installs...correct, efficient, repeatable.
• New SQL-driven Bayes Database - 10 to 25x speedup
  in calculation and expiration of tokens.

35
4 Key Engines for Selling v4.2

• Anti-Spam Engine - upgrading to the improved
  SpamAssassin engine.
• Updates checked every 2 hrs. (default)
• Anti-Virus Engine - currently the McAfee 4400
  engine.
• Updates checked every 30 min.
• Anti-Phishing Engine - adding the new "Clam"
  engine.
• Updates checked every 30 min. (default)
• Policy Engine - used for creating custom policies
  and content filtering.
• Configurations controlled by the Administrator.

36
Recipient Verification

• Description Automatically manage users on
  Exchange or other standards-based SMTP mail
  systems. If an email address (or user) isn't in
  the mail server's directory list, mail will not
  pass beyond DoubleCheck.
• Benefit Reduce spam, lower admin costs and
  improve security.
• Supported Systems
• LDAP/Active Directory - allows Recipient
  Verification of Exchange Servers.
• Atmail and Vpopmail - performs recipient
  verification via MySQL. 
• SMTP Callout - supports all other mail servers by
  doing recipient verification via SMTP. For this
  to work properly, the mail server must be
  configured to issue a 5XX SMTP Error response
  when a RCPT TO is issued that is invalid.

37
What We Talked About

• Service overview, features and benefits.
• Global ASP Licensing
• Personalized ASP Licensing
• Selling DoubleCheck Hosted/ASPservices and
  managed services
• Additional resources
• New Features in v4.2

38
Partner Integration and ResourcesConnectWise,
N-able and Level Platforms(Part 3 of 4)
39
Course Outline

• Part 1
• Product Overview, Features/Benefits, Pricing and
  Selling
• Part 2
• ASP/Hosted Overview, Licensing, Pricing and
  Selling
• Part 3
• 3rd Party Integration and Partner Program
  Resources
• Part 4
• Reporting and Demos (see below)
• Look for recorded DoubleCheck demos covering
  general settings, ASP/Hosted features and other
  technical features.

40
ConnectWise Integration

• We are excited about the ConnectWise
  integration to DoubleCheck because this enables
  IT Service providers and Managed Service
  Providers to build a strong MSP offering. We are
  committed to the business success of all
  ConnectWise users. We strongly believe this
  DoubleCheck integration will complete a
  comprehensive and profitable MSP strategy for our
  users.
• Arnie Bellini, President, ConnectWise

41
ConnectWise Configuration Header List
42
ConnectWise Configuration Questions
43
ConnectWise Executive Summary Report
44
Level Platforms Integration

• DoubleCheck gets it. Thats one of the
  reasons they are an emerging market leader in
  this space. Through complete integration with
  Level Platforms and ConnectWise, their VAR
  partners receive all the information they require
  to monitor and manage their customers remotely
  all from a single platform and user interface.
• Peter Sandiford, CEO, Level Platforms

45
Level Platforms Monitoring
46
N-able Integration

• We're pleased that NMGI has received
  certification for DoubleCheck in order to deliver
  additional management and value to our mutual
  partners and end-user customers.
• - Mark Scott, CEO, N-able Technologies

47
Remote System Monitoring (N-able)
48
N-able Monitoring
49
From Top Tech Tips Webinar

• Top 10 Features and Tips
• Preventing unfiltered mail
• Using Quick Reports
• Blocking NULL Senders ltgt
• Blocking HELO ltmy IPgt Spam
• Setting Identification Thresholds
• Custom Scoring specific Heuristic Rules
• Creating Policies to target specific spam
• Blocking Executable with Policies
• Implementing SPF Zones
• Using Checksum Clearinghouses

50
Reseller ResourcesMarketing, Sales and Technical
51
Reseller Program Overview

• Benefits of Membership
• Friendly, Channel-only Distribution
• No web pricing
• Low or no-cost NFR
• Free training
• No certifications
• Brand your own marketing materials
• Learn one product Appliance or ASP

• Sales Support
• Reseller newsletter
• 30 day evals and guarantees
• Web-based online demo
• Flexible reseller training
• Recorded sales tutorials
• Technical Support
• Free reseller technical support
• Recorded technical tutorials
• Web-based online demo

52
Approved Reseller Documents

• Reseller Authorization Process
• Reseller Sales Process
• DoubleCheck Reseller Agreement
• Product Data Sheet
• Reporting/Logging/Monitoring Overview
• Hosted/ASP Info Sheet
• Reseller Price List (See examples and p. 2.)
• Price List Explained
• Reseller Order Form
• Best Practices Checklist

53
Reseller Website and Support

• Marketing Materials FAQs
• Technical Documentation
• Order Forms and Agreements
• Industry News

• Demo http//demo.nmgi.com
• User admin Pwd demo
• Training and Webinar materials
• NMGI Contacts

54
Key Resources

• Reseller Site (login) www.nmgi.com/doublecheck/pa
  rtners/
• Docs/Training www.nmgi.com/doublecheck/customers.
  shtml
• For Customers
• Product Data Sheet
• Reporting, Logging and Monitoring Overview
• Best Practices Checklist (modify to fit your
  business)
• For Resellers
• Reseller Program Overview
• Hosted/ASP Info Sheet (Resellers)
• 3/1/05 Price List (see examples and Notes on p.
  2)
• 3/1/05 Price List Explained (see examples)
• 3/1/05 Order Form
• Demo http//demo.nmgi.com with login admin /
  demo

55
Reasons to DoubleCheck Your Email

• Increase productivity, improve security, reduce
  costs
• Simple to install, administer and support
• Leading spam technologies and content filtering
• McAfee AV scans all email
• Strong SMTP management (inbound and outbound)
• ReliableIt just works with reduced server load
• Simple, yet detailed logging and reporting
• Auto-updates of all key services plus remote
  backups
• Scalable appliance and ASP service Learn 1
  product
• High ROI in all vertical markets

56
(No Transcript)
57
Sample Reports and Demos(Part 4 of 4)
58
Course Outline

• Part 1
• Product Overview, Features/Benefits, Pricing and
  Selling
• Part 2
• ASP/Hosted Overview, Licensing, Pricing and
  Selling
• Part 3
• 3rd Party Integration and Partner Program
  Resources
• Part 4
• Reporting and Demos (see below)
• Look for recorded DoubleCheck demos covering
  general settings, ASP/Hosted features and other
  technical features.

59
Example Features to Demo

• Show the New Account option and multi-level
  login.
• Show the menu items in the Main Navigation.
• System gt Configuration Import/Export Manager
• System gt System Monitoring gt Local System
• System gt Module Configuration
• Logs gt Reports gt Management Report
• Logs gt Reports gt Quick Reports gt Top Senders gt
  Total
• Logs gt Trend Analysis, Cost Savings Calc. and/or
  MRTG
• Spam gt Overview of options
• Policy gt Current Policy List
• Virus gt General AV Settings
• SMTP gt Signatures/Disclaimers

60
Management Report
61
Management Report Inbound Stats
62
Management Report Inbound Details
63
Viruses and Policy Violations
64
Management Report Outbound Stats
65
Management Report Outbound Details
66
Management Report Graphs
67
Improved Logs and Reports

• Updated Trend Chart allows trends by selectable
  category.
• Updated Virus and Policy Charts to give better
  visual representation of top viruses and
  policies.
• Included whois lookup option by each IP address
  in the logs.

68
What We Talked About

• Product overview, features and benefits.
• Selling DoubleCheck appliances.
• Selling DoubleCheck Hosted/ASPservices and
  managed services.
• Integration with ConnectWise and otherproducts
  (N-able, Level Platforms and Kaseya).
• Reseller program overview and opportunities.
• Product demonstration focusing on Hosted/ASP
  features.
• Q A and follow-up.