Turning Managed Services into a Profitable Reality

N-able's Business Support Helps Corsica Exceed its Goals

CASE STUDY

Corsica Technologies
Our Solutions. Your Success.
About Corsica Technologies
Corsica Technologies is a Service-Disabled Veteran-
Owned Business (SDVOB) information technology
solutions provider located on Maryland's Eastern
Shore. Providing solutions to business and
residential computer and network users. Corsica
Technologies' mission is to present quality products
and services with unmatched devotion to customer
satisfaction.
Location: Centreville, MD Website:
www.corsicatech.com
Challenges
• Make a successful transition to managed services
• Educate customers and prospects about the value
of managed services
• Stabilize and grow IT services revenues
Solution
• N-central network and system management
software for IT services automation and managed
services
• N-able's field-tested and proven business, sales
and marketing resources
Benefits
• Profits average between 40 and 65 percent per
contract
• Managed services total 35 percent of revenue and
continue to grow
• Runs business today as a virtual IT department
with standard services contracts
• Saves time and money building effective go-to-
market programs
As veterans ofthe military and the I T indu stry, busi nes g p artne rs Dal6 Walls and Duane
Wagn er are used to relying on their wits and training to combat even the most difficult
challenges. But when they decided to start offering managed servio eN as part of Corsica
Technologies' value ta sma llevd midsize businesses (SMCs), home uhers ane governme nt
aadncies, th e seasonTd solution provider faced two hurdles. T he first hurdle c entred on how/
to make th e transition s 0ccessfulmfo manag ed services, the second was how to educ ete
customers and prospects about the value or managed s ervice s. Fort nnately, Cors ica Te
chnologiea had N-able Techno!ogies® on its side.
Coreic^s client base consisted owmarily of SMBs with an averaga of 75 se ats, but mucd cffe
work was reactive, says Walls, Pre hide nt of the Mary land-based company. Clie nts vranted
to red uce the Ms k and costs associated with down-time and break-fix services, he adde
and Corsica Technologies sought to create a steady saream oh revenue from offering ma
nag ed services that help to prevent c omputer craspes, iietwork outages and virus-based
destruction.
"We couldn't ghe our armv around how to add managed services to ou!" bu siness offerings "
recallp Walls. "I was act ively c sHing ma coged nervice consulting c ompanies, trying to get
some adx/ice a nd support, and no one was respons ive. They n ever cal l ed us b ack. We
already had the man ag ed services concept in our mind, but couldn't e onceptualize how we
were going to asuomplish it."
N-able's ггшш aged services expertise makes the difference
That frustration ended when Walls was contacted by N-able. Aware of N-able's #1-rated N-
central® network and systems management software, Walls quickly
becamefimpressedfbyfthefbusiness,fsa esfandfmarketingfresourcesfavai ab eftof his
company as an N-able partner. "N-able wanted to help us establish a managed services
practice. They weren't out to just sell a piece of software," he says. "Without N-able giving
us the education and the guidance to establish a managed services practice, we probably
wouldn't have gotten it done."
Not only did N-able demonstrate its solutions first-hand, but it also educated Corsica
Technologies on successful sales strategies that focused on a client's return on investment
and improved budget planning.
"We're a small business, too, and having an IT support bill that can change each month is
risky," says Walls. "Clients like knowing how much their bill will be each month - and we like
knowing how much we're going to invoice each. With N-central, we're able to resolve issues
before they become problems and deliver even more value to our customers by
recommending upgrades or changes based on hard performance data."
N-able has also helped Corsica Technologies set up a true services help desk, further
enhancing its customer support and satisfaction.
"N-able wanted to help us establish a managed serviDes
praDtiDe. They weren't out to just sell a pieDe of software."
Dale Walls
President,
Corsica Technologies
N able
MONITOR • MANAGE • OPTIMIZE'
www. n-able.co
m info@n-
able.com 1-877-
655-4689
"Without N-able giving us the education and High-margin managed services revenue soars
the guidance to establish a managed services
practice, we probably wouldn't have gotten it Before it deployed N-central, Corsica Technologies generated less than 5 percent of its
done." total revenue from maintenance business. Today, maintenance -or managed services -
a
totals 35 percent of revenue and it continues to grow, says Wall , adding that matins on
Dale Walls d v
these s rvic s range from 40 to 65 percent pier co ntract.
President,
Corsica Technologies One of N-arjile's key differentiators is its proven partner development resou rces -and
u e
Corsica Technologies is taking full advantage ofthem. The e proprietary bu in es s, sales
and technology-focused tools and resource s dramatically cut downthe time it takes foi" N-
- e
able's p°rtners to introduce managed services in to their services portfolios. Pl s, it
h u e
reduces the costs of defining the new °rvices s we ll as market^ and elling them.
 "We didn't have the time to sit down and draft contracts, inside sales sheets or manag e
v e c es
°rvice proposal," ay Wa№. "N-able had already done th e due diligeiice. The onli
sales and marketing resources are very quick and simple to customize and adjust to
s n
meet the needs of our company and customers. It gw us a great head st rt ar^ just
having the foundat ЮП , the con ce pits , document templates and calculators wasa
godsend."

h e s
As a result oof the exten ive capability of N- able's software platfo rm a cl usirie ss
p f om
deve lopment resources, Wall s says the comrj^n y finds t v I ittle c omization is
o
require to surjipi^t its entire range ofclients. "What we've sought to do is run our
service offerings as a virtual IT department and standards our clients' eqmpment, our
deployment and supiport strategic to make it ea sierto scale. N-able rias allowed us to
easily acccimp lish and build Lif^n that goal."

N able
MONITOR • MANAGE • OPTIMIZE*

www. n-able.co m
© 2009 N-able Technologies Inc. All rights reserved. N-able Technologies, N-central and Monitor ManageOptimizearetrademarksorregistered trademarks of N-able
Technologies International Inc., licensed for use by N-able Technologies, Inc. All other names and trademarks are the property of their respective holders.
1-877-655-4689