MSP Offer Readiness templates | MSP Practice Playbook

WorksheetDevelopRef. Table 7 (expanded)

Installed Base and Service Evaluation Matrix

Analyze your installed base to see where managed services fit, then score candidate services, including how well each aligns to the Extreme portfolio, to pick the three to develop first.

How to use

Summarize your installed base by segment.
List candidate services and score each criterion 1–5.
Develop the top three by weighted score; keep the rest for your roadmap.

Preview what's inside

Installed base analysis

Segment	# customers	Avg. sites / devices	Refresh due (12–24 mo)	Current services bought	Managed services fit (H/M/L)
e.g. K-12 education	42	8 sites / 600 APs	15	Break-fix, installs	H

Potential managed service evaluation

Option	Target segment	Installed base demand (×3)	Estimated opportunity size (×3)	Extreme portfolio fit (×2)	Strategic value (×2)	Ease of delivery (×1)	Margin potential (×2)	Fit score
Potential service #1								auto
Potential service #2								auto
Potential service #3								auto
Potential service #4								auto
Potential service #5								auto

WorksheetDevelopRef. Table 8

Market Segmentation and New Service Idea

Define the segments and buyer personas you will target, then capture each new managed service idea in a one-page brief to vet internally and validate with buyers.

How to use

Describe each target segment and its buyers.
Complete one idea brief per candidate service.
Validate with target buyers through surveys, focus groups, or customer advisory sessions before committing.

Preview what's inside

Target segments and personas

Segment	Buyer persona	Top business problems	Buying triggers	Why they buy managed
e.g. Multi-site retail	VP of Store Operations	Store downtime, guest Wi-Fi, lean IT	New store openings, POS refresh	Predictable cost, 24x7 coverage

New managed service idea brief

Item	Description
Managed service overviewThe idea, target segments, and channels.
Managed service positioningFit with your strategy and current services catalog; key differentiators.
Competitive positioningThe competitive landscape and the gap this fills.
Pricing strategyMonthly, per device, per access point, per site, per user, or per transaction.
Customer value propositionCompelling reasons to buy.
Platform architectureExtends existing platforms, new, or third party; known implementation challenges.
Go-to-market strategySales, delivery, and operations requirements; sales strategy and enablement needs.
Buyer validation resultsWhat target buyers told you.

WorksheetDevelopRef. Table 5

Unique Value Proposition

Write a clear value proposition for each target segment, and for Extreme as your business partner, using a proven fill-in-the-blank structure.

How to use

Complete one UVP per target segment.
Test it with a customer or seller: can they repeat it after hearing it once?
Use the final wording on your website, proposals, and sales enablement.

Preview what's inside

Unique value proposition

Item	Your statement
For<Target customer or segment>
Who<Statement of need or opportunity>
The<Your managed services practice or offer>
That<Capability description>
Unlike<Competitor or alternative>
Our managed service capabilities<Statement of primary differentiation>

Example

Prompt	Example statement
For	Multi-site retailers
Who	need reliable store connectivity without growing IT staff
The	Acme Managed Network service
That	monitors and manages every store network 24x7 on the Extreme platform
Unlike	break-fix providers who react after stores go down
Our managed service capabilities	resolve issues proactively with AI-driven insights and guaranteed service levels

WorksheetDevelopRef. Table 9 + Exhibit 1 (drafted)

Managed Service Definition (MSD) and Creation Workshop

Define each branded managed service: features, service levels, pricing, value, architecture, delivery, and go-to-market. Includes a one-day workshop agenda (Exhibit 1, newly drafted) to complete it with your team.

How to use

Run the creation workshop with product, delivery, sales, and operations leads.
Answer every question in the development template; mark unknowns as follow-ups.
Publish the result as the managed service description (MSD) your teams sell and deliver from.

Preview what's inside

Service identity

Item	Your entry
Service name (your brand)
Service owner
Target segments
Extreme technology included
Version / date

Managed service development template

Item	Your answers
Service descriptionWhat are the proposed features? Which are optional?
Positioning and pricingWhat are the SLAs? What unique experiences will be delivered? How will it be priced? What is the UVP?
Value propositionsWhat business outcomes will it provide? What makes it compelling?
Service architectureWhat will you build, buy, or partner for? What investments are required? What new capabilities are needed?
Service deliveryDo you have the resources and skills? What new platforms are required?
Go-to-marketWhat are the buyer journeys? Which routes to market reach each segment? What drives customer success?
Offer financialsTarget price, cost to deliver, gross margin, and break-even customers (see the Packaging and Pricing workbook).

Exhibit 1: Managed service creation workshop agenda (drafted)

Time	Session	Outcome
0:00–0:30	Kickoff: objectives, business plan recap, target segments	Shared goals and scope
0:30–1:30	Customer and buyer journeys for each segment	Pain points and outcomes to solve
1:30–2:30	Service description: features, options, and Extreme technology	Draft feature list
2:30–3:15	Service levels and customer experience	Draft SLAs and experience principles
3:15–4:00	Architecture and delivery: build, buy, or partner	Delivery approach and gaps
4:00–4:45	Packaging, bundling, and pricing	Pricing model and tiers
4:45–5:30	Go-to-market and routes to market	GTM requirements
5:30–6:00	Investment, risks, next steps, and owners	Concept commit decision and action plan

WorksheetDevelop

Service Level Agreement and Security Builder

Define the service levels you will commit to by tier, and the security services included or offered as add-ons, so they can be measured, reported, and priced.

How to use

Set targets for each metric and tier; leave a tier blank if you do not offer it.
Confirm each target with your delivery leader and NOC partner before publishing.
Decide which security services are included and which are optional.

Preview what's inside

Service level targets by tier

Metric	Essentials	Standard	Premium	How measured
e.g. Service availability (uptime)	99.5%	99.9%	99.95%	Extreme platform availability reports
Service availability (uptime)
Monitoring coverage (hours)
Mean time to notify
P1 response time
P1 mean time to restore
P2 response time
Change request completion
Service desk hours
Reporting cadence
Service review (QBR) frequency

Security services

Security capability	Included / optional / not offered	Tier	Delivered by	Notes
Network access control and segmentation
Firewall management
Threat detection and response
Vulnerability and firmware management
Identity and guest access
Compliance reporting
Security incident notification

WorksheetDevelopRef. Table 10 (expanded)

Packaging, Bundling, and Pricing

Decide what goes in each package, which partner or ecosystem services to bundle, and the price points that deliver your target margin. Margin and break-even calculate automatically.

How to use

Mark each element as included (X), optional, or not offered per package.
Enter monthly price and cost per unit for each tier.
Check margin against your financial objectives before publishing prices.

Preview what's inside

Bundling examples (reference)

Service element	Managed Access	Managed Retail
Managed switches	X
Managed APs	X
Managed POS		X
Managed Wi-Fi analytics	Optional bundle	X
Managed security	Optional bundle
Customer dashboard	X
Business internet	Optional bundle
Marketing campaign package		X

Your package design

Service element	Package 1	Package 2	Package 3
e.g. Managed Wi-Fi	X	X	X

Pricing and margin model

Tier	Pricing unit	Price / unit	Cost / unit	Margin	Gross margin %	Units / customer	Revenue / customer	Break-even customers

Calculated columns update automatically in the Excel file.

WorksheetDevelop

Customer Onboarding Plan

A repeatable onboarding plan that takes each new customer from signed contract to steady-state service, with clear owners and exit criteria.

How to use

Tailor the stages and tasks to each service.
Assign owners and target durations.
Use the go-live checklist as the formal handoff from onboarding to operations.

Preview what's inside

Onboarding stages

Stage	Key tasks	Owner	Target duration	Exit criteria
e.g. 1. Welcome and kickoff	Kickoff call, contacts, escalation list, portal access	Onboarding manager	1 week	Signed kickoff summary
1. Welcome and kickoff
2. Discovery and documentation
3. Design and configuration
4. Deployment and migration
5. Monitoring and alerting enabled
6. Validation and acceptance
7. Go-live and handoff to operations
8. 30-day check-in

Go-live readiness checklist

All devices discovered and visible in the Extreme management platform.
Monitoring thresholds and alert routing tested.
Customer contacts, escalation paths, and runbooks documented.
Service desk has customer records and knowledge articles.
Customer portal or dashboard access provided and demonstrated.
Billing set up and first invoice date confirmed.
Customer has signed acceptance.

WorksheetDevelop

Managed Service Roadmap

Plan how your portfolio grows over the next 18–24 months, aligned to Extreme product releases and customer demand, so sellers and customers see where you are going.

How to use

List current services and planned additions or enhancements.
Place each in a quarter and note the Extreme capability it depends on.
Review with your Extreme partner team each quarter.

Preview what's inside

Roadmap

Service or enhancement	Type (new / enhance / retire)	Target segment	Target quarter	Extreme dependency	Owner	Status
e.g. Managed SD-WAN	New	Multi-site retail	Q3 FY27	Extreme SD-WAN release	Product manager	Planned