How To Sell Remote Access Solutions And Generate Revenue


Providing modern remote access services makes customers more efficient and offers them a scalable technology that can grow over time. That gives VARs an opportunity to create a recurring revenue stream. Bager, CEO of remote access technology vendor, Netop, offers insight on how VARs can sell such solutions.—Jennifer Bosavage, editor.

An often overlooked, but incredibly valuable component of any IT infrastructure, is remote access. Though not as sexy as virtualization or cloud computing, remote access performs a valuable service that can help IT departments improve productivity, save money and drive efficiencies. Remote access solutions also provide universal opportunity for VARs to increase their own revenue.

Related: How To Increase Your Profits As a Managed Service Provider.

So, as a VAR, how do you recognize a remote access opportunity? Here are some tips to identifying when to have that discussion with your client.

1. It may be time for a new remote access and control solution.
It’s common for enterprises to use one or many remote access solutions. As is frequently the case with technology solutions, however, organizations may not be taking full advantage of the software, or they have not discovered a single solution that fully meets their needs, especially as IT and the data center continuously evolve. There are some signs to watch for to determine if it’s time for a refresh.

To identify the need for a new remote access and control solution, here are some questions you can ask your customers:

• Is your client using more than one remote access solution?
• Is your client looking to improve efficiencies, perhaps by consolidating support centers or IT resources?
• Does the client need to support different types of devices and end users across numerous locations?
• Does the customer need to adhere to compliance standardizations such as PCI or HIPAA?
• Does the customer’s business include specialized machines that may require maintenance such as point-of-sales terminals, ATMs or gas pumps?

If the customer answers “yes” to any of these questions, that should open the door for a conversation about the client’s remote access capabilities.

2. Current security may need to be improved.

VARs should understand the security requirements of their customers’ organizations – beyond compliance. Though remote access offers many benefits, there’s an inherent risk that can exist in the technology. A recent Verizon business report found that remote access services account for 88 percent of all breaches leveraging hacking techniques.

That presents an opportunity for VARs, as they can recommend and implement a better solution that provides enhanced security, while creating another revenue opportunity in the data center.

In most enterprise environments, remote access solutions will need to meet the following security requirements:
• Multiple layers of protection: Usernames and passwords aren’t enough. Effective and secure remote control software must provide encryption, manage user access and manage user rights. These extra layers will help protect against hacking and exposure of critical data.
• Integration: Seamless integration not only with a company’s own security policies, but also with industry compliance requirements, will ensure loopholes are closed and compliance is enabled.
• Mobile support: The solution must extend to provide secure access across networks and devices to ensure the organization can support an increasingly mobile workforce.
• Documentation capabilities: When a remote session is complete, documentation of what took place should be captured and stored for future auditing. This documentation can also be used for training.

3. The present remote access solution falls short.

A strong solution should provide:

• A rich suite of features – screen sharing, mouse/keyboard controls, file transfers, chat, scripting – so support personnel are equipped to efficiently resolve a diverse set of problems.

• The ability to support hundred or thousands of users and machines from a single user console regardless of devices, operating system or network.

• The ability to support unique and emerging technologies, from ATM machines and point-of-sales terminals to virtual machines and mobile devices.

With this mix of security, accessibility and ease-of-use, the customer will find that it has a remote access and control solution better suited for the needs of the modern data center.

The Value for VARs
Naturally, offering a new remote access and control software to a customer presents a revenue opportunity. But providing a scalable technology that can grow over time gives VARs a chance to create a long-lasting source of revenue, without the need to rip-and-replace the solution as the organization’s needs change. And as a VAR, isn’t that music to your ears?