Managing licensing processes can bite deep into security MSPs’ margins. But one vendor seems to make it a lot easier. We investigate…
If you’re a managed security service provider, you’ve got an awful lot on your plate when it comes to licensing.
Try to manage it all using different tools and you’ll rapidly flay the flesh from your profitability – and probably send your customer satisfaction levels plummeting, too.
Logically, the solution is to somehow combine all the licensing functions in one place, making them both accessible and easy to use. But is any security vendor actually offering this? And if so, does it really deliver on the promise?
For our money, the answers to these questions are “yes, Trend Micro” and “yes, here’s how”, respectively.
Licensing Management Portal (LMP) – cross-product pain relief
The first thing that is striking about Trend Micro’s Licensing Management Portal (LMP) is that, in contrast to some other so-called “single pane of glass” management tools, it isn’t just available for a core technology that so far only underpins one or two finished products.
Instead, it has already evolved to the point where it is common to pretty much the entire Trend Micro product portfolio
So it makes it possible for MSPs to centrally manage, from a single sign-on system, multiple instances of both “point” solutions like Cloud Application Security (a topic we discuss further in this post), and more comprehensive solutions like the Worry-Free Business Security range.
Let’s not gloss over the pain that this alleviates. It eliminates wait time associated with ordering licences, because LMP is available 24 x 7 x 365. It automates the tracking of renewals and expirations. And it eliminates the complexity and cash-flow risk associated with manual billing.
LMP + Remote Manager = automation
This capability stems in part from the fact that LMP also contains within it Trend Micro’s Remote Manager.
This radically streamlines many of the licensing management processes by plugging them into industry-standard RMM and PSA solutions like Autotask, ConnectWise, Kaseya and LabTech.
So, you no longer have to manually drive your billing process, for example. Instead, LMP can use ConnectWise to auto-issue invoices and create end-to-end billing the moment a new endpoint or device is deployed.
Likewise, there’s a lot less juggling of multiple processes in order to set customers up. LMP syncs with LabTech, so you can map customers from LMP to customers in your LabTech solution, and then, within the latter, just “point and shoot” to deploy, issue licences etc. No jumping around between applications!
Service plans the way you and your customers want them
Whilst we’re on the point of service plans, it’s worth mentioning that LMP has rewritten the rulebook somewhat in this respect too, offering real flexibility.
You can activate licences into live services in any number of formats – monthly, yearly, quarterly, on receipt of PO – and you can schedule in additional features so that they don’t have to be managed manually.
For example, a new customer that has committed to your services for two years initially, but whose contract needs to revert to a monthly rolling arrangement after this initial period, can have a service plan created in LMP that will deliver this arrangement – automatically.
From where we’re sitting, it’s probably the only example of a service plan mechanism that combines customer-friendly flexibility and features with management tools that don’t place an unsustainable drain on your resources!
Powerful but flexible reporting
Of course, if you can’t easily see what’s billable, automated provisioning and service plans won’t stay viable for very long!
Here, too, LMP shines. Not only is the reporting itself automated, it provides up-to-date detail of everything that has been in any way consumed by the end-user, ensuring that consumption and billing are always in step with each other.
At the same time, the automation allows a window of manual adjustment to cope with cancellations, error correction, atypical deployment scenarios, and other exceptions.
In essence, LMP has enough automation to make the majority of billing scenarios far easier – and far more economical – to manage.
CLP: Convenience for the end-user
But what’s really innovative in LMP, in our view, is that it enables the end-user to manage some of their own licensing, giving them the convenience of direct control, whilst also (let’s be candid) fattening your margins by reducing your workload!
This is because LMP contains a Customer Licensing Portal (CLP), which enables customers to manage licence keys for selected parts of their security estate, based on role. That partial autonomy and flexibility works for them, which makes you look good.
But the fact that the CLP can also carry your own branding will do your business profile no harm at all, either!
“Nobody does it better”, goes the old song. And at the moment, our Trend Micro team seems to be singing it around the office quite a lot. Funny, that.