Author Archives: Mark Charleton

Benefits of managed IT servicesTwo thirds of companies now use managed service providers (CompTIA survey). But how should MSPs educate customers about the services they provide? See these tips.

In my last post, I wrote about the benefits of selling services through the MSP model, rather than relying on old-fashioned, unpredictable break-fix.

All well and good, but that’s often also about selling your customers on something new and different, when they’re used to something established and familiar – and we all know how difficult that can be!

So I spoke to some customers and some colleagues, and cast around on the internet, and came up with these useful tips to help you convince your customers that MSP is the way forward!

1. Don’t major on the technology. As this article in CRN eloquently argues, the mechanics of features and functions are absolutely not what will prompt your customer to make a decision in favour of MSP.

What your customers are really interested in is how MSP solutions can help them decrease risk, reduce costs, and – perhaps most critically of all – increase productivity.

Industry reports and analysis can strongly support your pitch in this respect. Comptia’s annual Trends In Managed Services research, for example, (you can see a non-gated slideshow summary here), contains some excellent references to productivity gains, savings, and ROI, all of which will be useful to you in a sales situation.


2. Ditch the “jargon monoxide”.
Do you have any idea how downright poisonous some of the language accepted in IT circles can be to someone seeking to make a purchasing decision?

Simplicity and clarity are watchwords in any sales situation, but when you’re trying to persuade a customer to abandon the break-fix model that they may have trusted for many years, they become critical. Test your pitch on friends, family members, and deeply non-technical colleagues – and if they don’t instantly “get it”, rethink it.

The psychological impact of obscure language is immensely damaging to MSP sales relationships – as this piece in MSPblog explains. Want to make your customer feel stupid? Make them feel like they’re excluded from your clique? Want to make it sound like you’re lying through your teeth? Then carry on using the jargon.

Change is already disruptive and painful for customers – don’t make it unfathomable and repellent too.


3. Get over the monthly rate objection.
From your point of view, the fixed monthly payment for your MSP services makes perfect sense – regular, predictable income in return for always-on monitoring and service.

Only, many customers won’t necessarily get that last part. In their mind, the choice you are giving them is between a monthly outflow of cash to protect them against something that “might never happen”, and an hourly rate that they only have to pay if something goes wrong.

The way to convince them is to highlight just how bad things could get if that something does go wrong. Would they get hit by financial loss if they were to experience more than, say, an hour’s downtime, for example?

How much have they invested in their IT infrastructure and how much more would they have to add to that to cover hourly-rate remediation in the event of something like major data loss or theft?

You won’t have to search very far to find some seriously compelling statistics on this subject. I wrote in another post recently that 58% of SMBs could not withstand any data loss whatsoever.

Consider, in addition, that data loss and downtime cost the UK £10.5 billion per year, according to this piece in TechWeek Europe, and one Gartner analyst has cited an hourly downtime cost, based on company size and type, of between $140,000 and $540,000 per hour!


4. Listen to pain points and tailor solutions.
The MSP model has brought a flexibility to the sales process that previously didn’t exist – particularly when it is teamed with solutions delivered through the cloud that can be switched on and off and scaled up and down on demand.

In fact, the reality is that there are very few solutions you couldn’t offer in an MSP version to meet your customers’ varied needs. From endpoint security, to data backup and recovery, and of course much more, it’s all up for grabs – but you need to understand your customers’ pain points first!

As MSPAlliance recently put it, (my italics), "MSPs must become supremely comfortable interacting with customers on a business level. This means knowing the business of your customers and being able to ask questions and listen to what causes them pain. Once the pain point has been identified, a technical solution to it can be created."


5. Master the proposal process.
It’s not only complex language that turns your MSP prospects off, it’s a sales proposal process that feels like it’s trying to funnel them into a one-size-fits-all solution, exacerbating their fear of the new and unknown.

The MSP model makes possible multiple alternative solutions in multiple combinations, so use them to give your customers a sense of choice and control. This isn’t break-fix-land, where every additional solution ratchets up the risk of an hourly-rate repair job, so don’t pitch it like it is!

For a superb, methodical sales proposal process that will help you to convincingly align solutions options with your MSP customers’ needs, check out this MSP blog post.


Get selling to your MSP customers!

I’ve said enough now – it’s your turn to evangelise! But remember, if you’re asking your customers to turn their back on the devil they know, they might need a little help understanding that MSP solutions could be their guardian angel…

break-fixThe break-fix model is out of date; staying with it means falling behind the competition. So we look at the benefits of moving your business to an MSP model instead.

The IT business is famous for its convoluted language and ever-changing buzzwords, but the essence of the break-fix model adopted by so many IT channel partners is as simple as it ever was – wait for something to break, then get called in to fix it.

Is this really the way forward? The problem, fundamentally, is that no matter how diligently a break-fix company delivers its reactive-only services, the fact that they are reactive-only immediately puts them in the lower branches of the service quality tree.

In short, to move their services up the customer value chain and make them more profitable, break-fix companies have to go proactive instead, preventing the breaks before the fix is even needed! And that means changing to the MSP model.

Here are a just a few core MSP benefits that decisively trump the old-world break-fix approach to doing IT business.

Predictable, recurring revenues

Think billing customers hefty amounts for break-fix intervention is profitable?

Think again. Break-fix is an expensive service to deliver because you can’t predict when something will go wrong. This means multiple ad hoc scrambles to deliver services for which the associated labour and time costs are notoriously hard to estimate and control.

Make no mistake, break-fix renders cost and budget planning almost impossible, and so can quickly turn out to be a drain on the business.

(In fact, for an entertaining tour through no fewer than seventeen separate reasons why break-fix is a bad idea, read this piece from MSPAnswers.com.)

The MSP model, on the other hand, generates a reliable, recurring monthly fee, enabling predictable cash flow month in, month out, and with no requirement for customers’ systems to break!

Ultimately, this supports the planning process that underpins business growth – if you know how much your costs are each month, you know how many contracts you need to bring in to turn a profit.

It’s a far cry from waiting for something to go bang and then frantically working out how much you need to charge the customer for it to cover the lean weeks of recent times and those yet to come!

Higher-value customer relationships

Your core differentiator, as an MSP, is that you are not paid to fix the customers’ systems, you are paid to monitor them and prevent issues from taking hold in the first place, using, for example, RMM (Remote Monitoring and Management) tools, like this one. and PSA (Professional Services Automation) tools, an example of which is shown here.

What this in turn means is that you are no longer relying on your customers to fail in order for you to succeed; this positions you as a “trusted adviser” and enables you to forge stronger business relationships with them.

These stronger relationshjps pave the way for you to expand your service offering, grow those all-important monthly revenues (and the margin you’re making on them), and they also make your customers more likely to recommend you to other prospects!

Lower staff costs, higher productivity

The much-vaunted “single pane of glass” – a portal or console that enables you to easily onboard and manage devices, customers and users, no matter how many of them there are – is now a firm reality in the MSP universe.

Consequently, it takes far fewer staff to manage customers’ systems, which in turn delivers higher productivity at much lower cost. Needless to say, the same console can typically be used to deliver additional services to existing clients, on demand, instantly swelling your revenues and binding your customers closer to you.

Stops you cutting your own business’s throat…

With traditional break-fix services, the only way to make money is if something goes wrong. This is a double-edged sword; the danger is that if you do your job too well, you’re out of business (as if to reaffirm this, insolvencies amongst IT and communications companies rose by 22% at the end of 2014, compared to the previous year, according to research from Exaro).

Don’t do the job well, however, and the customer will soon see through it and be off consulting another provider.

With the MSP model, of course, all of this ceases to be an issue, because you are measured on your ability to monitor and to prevent disruption, not on your ability to clean up a mess once it’s already happened. You’re delivering a service that is always on and always revenue-generative, not sporadic correctives that temporarily plug urgent holes in your cash flow!

In conclusion: tips for moving from break-fix to MSP

Nobody’s suggesting moving from the break-fix model to the MSP model is painless – it isn’t (not least because you’re actually moving from one mentality to a fundamentally very different one).

But the Web is well stocked with helpful articles (like this one) calling out the essentials, others (like this one) giving more detailed advice on how you should actually price your MSP services, and discussion forums (like this one) that share the experiences of companies that have already made the transition.

Break-fix is broken. Talk to an MSP vendor about it, talk to an MSP distributor about it, talk to an MSP customer about it, but talk to someone, and soon.

Otherwise the next thing that breaks could be your bottom line.

Why Backup is not Business ContinuityBusiness runs on data, but how many businesses have acted to actually protect their lifeblood if and when disaster strikes?

Only about 35% of businesses have data backup in place, and at the SMB end of the market, some 75% of SMBs have no disaster recovery plan at all.

This is playing with fire. According to this article, 58% of small businesses couldn’t withstand any amount of data loss whatsoever.

It’s a revealing statistic, because it hints that the challenge is not only in backing up the data somewhere safe, but also in reinstating it to enable the business to “withstand” the outage, and get the wheels turning again.

That, in a nutshell, is the difference between data backup and disaster recovery (often termed, somewhat loosely, business continuity, as I’ll explain later) – and here’s what SMBs should be focusing on to get their data disaster ducks in a row!

Speccing the Backup Process: Recovery Point Objective (RPO)

How much data can an SMB afford to lose before it starts to damage their business?

This is the critical question SMBs need to answer, because it is this RPO (Recovery Point Objective) calculation, explained in more detail here, that informs all elements of the data backup process.

How often do backups need to be performed? (Every hour? Every minute?) What volumes and formats of data need to be involved, and what kind of data backup system or service partner can achieve this?

Evidence suggests this is where smaller businesses really struggle, as 71% of UK SMBs, according to research from Onyx Group in this article, only manage to back up part of their data.

It seems that limited bandwidth, mixed IT environments (Windows/Unix/Linux) and disparate file formats conspire to reduce the scope of the RPO, and so dilute its effectiveness as a measure of true backup capability.

The value of the RPO is also diminished by the realities of where the data is being backed up to.

Locally? The fire that took out the core systems just took out the backups, too!

The cloud? Data backup is just as vulnerable to the potential limitations of the cloud as any other service is. How will the data centre be powered in the event of its own outage, and for how long? Is it covered by EU data regulations, and certified to industry-recognised standards like ISO 9001 and ISO 27001? And how secure are the data centres it “mirrors” to, to back up the backups?

Tape? Inherently RPO-unfriendly (you can’t very well create and send off a new tape every hour!), it is also cumbersome and expensive, often funded by an insurance policy and requiring a full-time employee just to manage it. (Read this article, written by one SMB owner, explaining how he improved his disaster recovery capability by getting away from tape!)

The process of deciding on the RPO can expose far greater backup shortfall than the SMB has thus far been forced to confront!

Getting back to business: Recovery Time Objective (RTO)

But the most demanding RPO in the world will only ever address one side of the business continuity equation – the need to back the data up.

The other, equally crucial side of the equation is being able to get to that backed-up data, reinstate it into the organisation, and rapidly rebuild any of the infrastructure that is needed to make it work.

The speed with which this can be achieved is called the Recovery Time Objective (RTO), and is usually set by working backwards from how much a data loss would cost the company (by adding up the average per-hour wage and overheads of the employees who need to work with the data, and the per-hour revenue).

Hardware, physical media and software issues can all mess with the RTO. Imagine you’re an SMB, and all your data is backed up to a physical tape at an offsite location somewhere, that has to be manually shipped back to you before you can reinstate it. #RTOfail

Or imagine you’ve successfully saved all your critical files to your backup service, but you haven’t saved any system images – so the accompanying settings and system data that you need to make the files quickly work again are missing. #RTOfail

Or imagine you’re doing all your backup locally and the hardware that does the backup breaks down, so you first have to repair or replace the machine(s) before you can get to the data – if indeed you then can at all! #RTOfail

What’s emerging here is that no one approach necessarily delivers maximally RTO-friendly use of backed-up data. Instead, a combined strategy can often work better, to minimise the risk in each component of the approach, and deliver:

  • Local, image-based backup that is complete and rapid to recover
  • Rapid replication to and from the cloud through bandwidth-efficient streaming that only transmits changes, not entire datasets
  • Instant local and cloud virtualisation, to vastly reduce the risk posed by fault-prone hardware and cumbersome, inaccessible physical media.

SMB backup and recovery budgets are often meagre. So when the chips are down, the data’s gone, and it’s time to pull business continuity out of thin air, the ability to recover, say, a 70Gb SQL server in a few seconds flat, in return for a modest monthly fee, is a big shout in favour of the cloud.

Summary: Disaster Recovery vs. Business Continuity

Of course, it’s not just using the right tools to meet the commitments of RPO and RTO that will help ensure business continuity. It takes a much longer-term view than that, embracing succession planning, recruitment, supply chain management, and a whole host of human skills to which technology is only peripheral, as this piece explains.

But the facts stand. Backing up data “somewhere safe” is useless unless it’s achieved at sufficient frequency, with sufficient comprehensiveness (system images and data formats), sufficient ease and speed of reinstatement, and with a high degree of freedom from the weaknesses of hardware and physical media dependencies.

There’s a marketable SMB cloud solution in there, somewhere…

The Heartbleed bug is a security vulnerability in certain versions of the commonly used OpenSSL security library. It has been filed as CVE-2014-0160 in the Common Vulnerabilities and Exposures database and allows an attacker to gain access to plaintext data transmitted over an encrypted SSL tunnel.  More information is available at the Heartbleed.com website.

The DataFortress team would like to confirm that the *Attix5 Pro backup software is not affected by this bug since neither the Storage Platform nor the Backup Client uses the OpenSSL library for secure communications. As an added measure of comfort, they have tested a number of public Attix5 Platforms (including WebAccess) using a reputable security firm and all of them were reported to be unaffected.

*DataFortress Cloud Backup & Recovery service (powered by Attix5)

DF-Cloud-B&R-logo-Grey

DataFortress , powered by Attix5, and available exclusively from Blue Solutions.  It enables Solution Providers and MSP’s to effortlessly deliver a secure and reliable service to their clients, hosted at our mirrored UK Data Centres.  Datafortress offers a range of affordable, flexible monthly plans, and billing based on consumption to facilitate recurring revenues with strong margins for the Reseller.

New Features in version 7:

Simplified networking feature allows all connections to be made through a single port. While most other backup solutions require multiple IPs and ports to achieve this,  DataFortress , powered by Attix5, turns this networking nightmare into a simple “one-port-fits-all” solution.

In the unforeseen event of a lost workstation, the bare metal recovery (BMR) feature enables instant recovery from an image-level backup (snapshot). This ensures that business continues as usual, without wasting resources on reinstalling any software programs or operating systems.

Additional key features in V7.0.3, such as enhanced restore file access, expanded operating system support and Windows backup operator mode, add immediate and lasting value to evolving technical environments.

Top ten selling features in Version 7

  1. Zero disk utilisation
  2. Faster backups
  3. Faster restores
  4. Simplified Networking NEW
  5. Zero performance impact during backup
  6. Backup Operator mode NEW
  7. Bare Metal Recovery (BMR) NEW
  8. High performance Exchange support
  9. Enhanced Restore File access NEW
  10. All-in-one Private, Public and Hybrid cloud


Learn More:  
www.bluesolutions.co.uk/datafortress

Free Trial:  www.bluesolutions.co.uk/datafortresstrial

A study by Node4, data centre and communication specialist, found that up to 70% of UK SMBs expect larger IT budgets next year.  80% of the IT decision makers that were interviewed during the study agreed their expectation was for better business performance in 2014 and as a result they are considering how IT can be applied to automate processes and increase efficiency in their business.

The last recession cycle saw some serious spending cuts in IT departments but as faith in the UK economy is increasing, SMBs are once again looking at IT investment. However, spending habits have changed and decision makers want IT solutions that help them to drive down costs, be more efficient and win more business. SMBs now realise that even the most talented and expensive IT resources can't help the business to grow when they are distracted by mundane tasks like troubleshooting, monitoring and day-to-day support. 

Labtech LogoThis has brought new attention to the importance of automation and the features and benefits of products like Labtech 2013 - Click Here.  LabTech is the ultimate solution for recurring IT tasks to SMBs and their clients. Designed to extend and automate IT services, LabTech 2013 will improve IT process automation with enhanced visibility and automation which will free up IT resources to focus on more strategic projects. LabTech will also increase levels of service quality and achieve IT service excellence with 99.9% uptime.

Click here  to read more about LabTech 2013 and how it can improve an IT solution provider’s service offering through remote support that results in improved technician efficiency, added flexibility and dramatic cost reduction while driving IT automation into your business.

Successful IT is more than just on-site management of workstations, servers, printers, routers and mobile devices. It is about remote management and control, seamless software deployment without end-user disruption and fixing issues before they even occur. It is about staff efficiency and customer satisfaction and it is about making the purchasing decisions that will empower businesses to achieve that in the new year.

Regardless of the purchasing intentions, plans or budgets for next year, 80% of IT decision makers in the SMB space are preparing to be automated and reap the associated business benefits in 2014! Are you?

Fill the Gap
Symantec will stop selling subscriptions or renewals for Backup Exec.cloud on Jan. 6, 2014. Make sure you are able to fill the gap for customers with a trusted cloud solution.

The recent news of Symantec’s Backup Exec.cloud discontinuing and the shutdown of backup company, Nirvanix in September, have left distributors and resellers cautious of which providers to use to entrust clients’ data to. Although these announcements came as a shock to many, it can also be seen as an opportunity to migrate to better solutions that provide more than just data storage but also added value to businesses.

At Blue Solutions we believe that stability is a fundamental factor in choosing a backup partner in order to give business customers the confidence that their critical backup data will be available for recovery in every instance. With a strong history of cloud solutions since inception in 1999, DataFortress, powered by Attix5, is a solution that MSPs can rely on to assist their SMB customers to make the best choice for their backup and recovery needs.

For this reason, DataFortress is recommended by Blue Solutions as a cloud solution that will not only fill the gap left by Backup Exec.Cloud but also but also add more value to your business such as business continuity and productivity. Cloud backup and recovery can be complex, requires continual investment, innovation, and most of all focus on the channel to ensure certainty and security of clients’ data. Blue Solutions is 100% focused on the channel and DataFortress is a cloud solution that will be available exclusively from us for the long haul.

To assure yourself of DataFortress being a secure, automated and scalable solution for your customers feel free to browse our website here:  http://www.bluesolutions.co.uk/datafortress

On July 5, 2011 Symantec Endpoint Protection 11.x and Symantec Endpoint Protection Small Business Edition 12.0 reached End-of-Life and have currently been running in Limited Support. If you are still on these older product versions, we strongly encourage you to upgrade to version 12.1 free of charge as part of your maintenance/support subscription.

Running Mac OS X?

Upgrade to 12.1.4 with IPS and Antivirus for Mac OS X 10.9 (or lower), better   Mac management and all the protection and performance capabilities for your   Windows and Virtual Machines in a single solution.

Download   Here

Versions 11.x and 12.0 of Symantec Endpoint Protection will move to partial support on January 5, 2014 and End-of-Support-Life on January 5, 2015. Any customers on these product versions will stop receiving technical support, including fixes, patches, workarounds, maintenance packs, and content updates.

To ensure all Symantec Endpoint Protection customers maintain the most advanced protection available, this notification is sent to ALL customers on ANY version of Symantec Endpoint Protection. We encourage you to upgrade all Symantec Endpoint Protection clients in your environment and use the full protection technologies available in version 12.1.

Powered by Insight, Symantec Endpoint Protection 12.1 provides fast, powerful defense-in-depth security technologies for endpoints. It offers advanced defenses against known and unknown threats for both physical and virtual systems and is as easy to roll out as a standard Release Update.

Symantec recently released version 12.1.4 of Symantec Endpoint Protection, which includes support for Windows 8.1 and Mac OS X 10.9, Mac IPS and enhanced management. Upgrade today by downloading Symantec Endpoint Protection 12.1.4 from FileConnect.

For helpful tips, tricks and links for upgrading and optimizing Symantec Endpoint Protection 12.1, visit one of the following sites:

Still running version 11.x or 12.0? Visit: http://www.symantec.com/page.jsp?id=sep12-migration

Already using version 12.1? Visit: http://www.symantec.com/page.jsp?id=sep12-protection

End of Limited Support: On January 5, 2014, these products will transition from Limited Support to Partial Support. Our technical support engineers may provide you with known fixes/patches/workarounds, existing maintenance packs or information from our Technical Knowledge Base in response to requests for assistance. As a courtesy, Symantec will continue to provide content updates and definitions for versions 11.x and 12.0 during this time. For details, see here. Customers are encouraged to have COMPLETED, or be well on their way toward completing the migration of all clients to version 12.1. Best practices for migrating can be found here.

End of Support Life: January 5, 2015 marks the official end of the product life cycle for versions 11.x and 12.0 of Symantec Endpoint Protection. As of this date, Symantec will cease providing any and all levels of standard or partial support, including content updates and virus definitions, for these versions of the products.

Symantec Product

Version

End of Limited Support

End of Support Life

Symantec Endpoint Protection

11.x

January 5, 2014

January 5, 2015

Symantec Endpoint Protection Small Business Edition

12.0

January 5, 2014

January 5, 2015

Symantec Endpoint Protection 12.1 includes in-product licensing, allowing you to use the License Activation Wizard on the Symantec Endpoint Protection Manager (link available on the Home Page or from the Admin page) to activate your license(s). You will only need serial numbers to complete the process.

The following serial number(s) may be used to activate your product:

Product

Qty

Activation Serial   Number

SYMC   ENDPOINT PROTECTION 12.1 PER USER I/O BASIC 12 MONTHS

5

M1810543270


Additional Resources

For more information regarding the services provided through Support, please refer to the Symantec Enterprise Technical Support Policy at the link below or contact your Symantec Account Manager.

http://www.symantec.com/content/en/us/enterprise/other_resources/b-symantec-enterprise-technical-support-policy.en-us.pdf

We also recommend that you periodically check our website for End-of-Life and End-of-Support-Life information for your specific Licensed Software:

http://www.symantec.com/content/en/us/enterprise/other_resources/b-end_of_life_policy_for_business_products.en-us.pdf


How to get more information

Symantec is committed to helping customers achieve success with their Symantec solutions. If you have any questions regarding this notice, please contact your Symantec Partner or your Symantec Corporation Account Manager.

LabTech Software, the only powerful, robust-featured remote monitoring and management (RMM) platform developed by a managed service provider (MSP) for managed service providers, is partnering with Webroot to make it easier for partners to deploy and manage endpoint security solutions for their customers. The integration is part of an ongoing effort to help partners access new sources of revenue using the LabTech platform.

"We continue to provide our partners with best-in-class solutions that further add value and automation to their LabTech platform," said Matt Nachtrab, LabTech Software CEO. "Partnering with Webroot allows us to further deliver on integrated solutions that can be managed through the single-pane-of-glass within LabTech. I'm excited to have Webroot as part of our security portfolio and look forward to helping our partners and MSP businesses succeed."

Unlike traditional antivirus solutions, the cloud-based Webroot SecureAnywhere portfolio includes the industry’s lightest and fastest endpoint security solutions, allowing LabTech partners to achieve exceptional threat protection and faster scans without bulky patches and signature updates. Webroot places the burden of malware protection in the cloud, freeing up operating systems and hardware resources – saving MSPs time and money, and increasing customer satisfaction.

"We're thrilled to be partnering with LabTech Software," said Charlie Tomeo, vice president of channel and technical sales at Webroot. "Their industry-leading services have fostered a loyal and rapidly-growing following within the MSP community. We recognize that traditional endpoint security has created many challenges for MSPs. With Webroot's cloud-based security solution, MSPs will be able to not only gain additional profits, but also significantly reduce the complexities and inefficiencies normally associated with managing a security solution."

Webroot’s cloud-based security solutions require no hardware, can be installed instantly and can be managed anywhere, anytime. This significantly reduces the amount of management required from MSP partners to deploy and manage endpoint security for all their customers. The solutions are lightweight and fast, with no impact on end-user productivity. Webroot takes an innovative and powerful approach to endpoint security that utilizes cloud-based big data, delivering maximum protection to MSPs. The security solutions feature instant rollback and remote remediation with no need to re-image machines, improving productivity, saving MSPs time and money and lowering total cost of ownership.

To learn more about the LabTech-Webroot integration, please visit www.labtechsoftware.com/webroot.

Microsoft Windows Small Business Server 2011 PremAddOn  becomes obsolete on 31st of December:

Win SBS PremAddOn 2011 64Bit DE 1pk             2XG-00155
Win SBS PremAddOn 2011 64Bit EN 1pk             2XG-00153
Win SBS PremAddOn 2011 64Bit FR 1pk             2XG-00154
Win SBS PremAddOn 2011 64Bit ES 1pk              2XG-00162
Win SBS PremAddOn 2011 64Bit IT 1pk              2XG-00157
Win SBS PremAddOn 2011 64Bit NL 1pk             2XG-00152
Win SBS PremAddOn 2011 64Bit CS 1pk              2XG-00151
Win SBS PremAddOn 2011 64Bit PL 1pk              2XG-00159
Win SBS PremAddOn 2011 64Bit PT 1pk              2XG-00160
Win SBS PremAddOn 2011 64Bit HU 1pk             2XG-00156
Win SBS PremAddOn 2011 64Bit SV 1pk              2XG-00164