Revenue Opportunities

LanternOps automatically identifies revenue opportunities per customer using AI/RAG analysis of your service catalog, integration data, and compliance frameworks.

The Five Opportunity Types

1. Missing Services

What It Detects: Services in your catalog that the customer doesn’t have but needs based on compliance gaps or technical evidence.

How It Works:

RAG Analysis:
1. Check customer's active services
2. Compare to MSP's complete service catalog
3. Identify what customer is NOT subscribed to
4. Find compliance controls not satisfied
5. Match missing services to control gaps
6. Calculate opportunity value
7. Generate technical pitch

Example:

Customer: Acme Corp (147 endpoints)

Missing Service Detected: Huntress EDR Protection

Technical Evidence:
❌ 147 endpoints without EDR protection
❌ No real-time threat detection
❌ No malware remediation capability
❌ Relying on basic antivirus only

Compliance Gap:
❌ CIS 10.1-10.7: Malware Defenses (not satisfied)
❌ NIST DE.CM-4: Malicious code detection (not satisfied)
❌ PCI DSS 5.1: Anti-malware solution (not satisfied)

Opportunity:
Service: Huntress EDR Protection
Pricing: $5/endpoint/month × 147 = $735/month
Annual Value: $8,820/year

Auto-Generated Pitch:
"You currently have 147 endpoints protected only by basic
antivirus, leaving you vulnerable to ransomware and advanced
threats. Huntress EDR provides 24/7 monitoring, automatic malware
removal, and satisfies CIS Controls 10.1-10.7. This also fulfills
your cyber insurance EDR requirement. One prevented ransomware
attack (avg cost: $200K) pays for 22+ years of this service."

Typical Opportunities:

Missing Service	Avg Opportunity
EDR Protection	$500-$1,500/month
Email Security	$300-$800/month
DNS Filtering	$200-$500/month
Advanced MFA	$150-$400/month
SIEM/Monitoring	$400-$1,200/month
Password Management	$100-$300/month
Vulnerability Scanning	$200-$600/month

2. Licensing Gaps

What It Detects: Endpoints, users, or servers not covered by existing services.

How It Works:

RAG Analysis:
1. Query integration data for total assets
2. Compare to service subscription quantities
3. Identify uncovered assets
4. Calculate licensing gap
5. Generate expansion opportunity

Example:

Customer: Acme Corp

Service: Advanced Email Security (Avanan)
Current Subscription: 50 users

Integration Data (Microsoft Graph):
Active M365 Users: 75 users

Licensing Gap Detected:
Uncovered Users: 25 (33% of workforce)
Risk: 25 users without phishing protection

Opportunity:
Expand Service: +25 Avanan licenses
Pricing: $3/user/month × 25 = $75/month
Annual Value: $900/year

Auto-Generated Pitch:
"Your organization has grown to 75 employees, but only 50 have
email security protection through Avanan. The remaining 25 users
are vulnerable to phishing attacks and can serve as an entry point
for threats targeting your entire organization. We recommend
expanding coverage to all users for complete protection."

Common Licensing Gaps:

• Email Security - New users without protection
• EDR - New endpoints deployed
• Backup - New servers added
• Microsoft 365 - Unlicensed mailboxes
• Patch Management - Unmanaged endpoints

3. Tier Upgrades

What It Detects: Customers on basic service tiers who would benefit from premium features based on compliance needs or business growth.

How It Works:

RAG Analysis:
1. Identify customer's current service tier
2. Review premium tier features
3. Check compliance framework requirements
4. Assess technical complexity indicators
5. Calculate value of upgrade
6. Generate upgrade recommendation

Example:

Customer: Acme Corp

Current Service: Basic Asset Management ($2/endpoint/month)
Features:
- Weekly inventory updates
- Basic hardware tracking

Premium Service: Complete Asset Management ($5/endpoint/month)
Additional Features:
- Real-time updates (15-minute sync)
- Hardware lifecycle tracking
- Warranty expiration alerts
- EOL OS detection
- Network mapping
- Refresh project planning

Upgrade Trigger:
✅ Customer pursuing CMMC Level 2 certification
✅ CMMC requires real-time asset visibility
✅ Customer has 147 endpoints (mature environment)
✅ Recent incident: Warranty expired server failed

Opportunity:
Upgrade: Basic → Complete Asset Management
Current Cost: $294/month (147 × $2)
Premium Cost: $735/month (147 × $5)
Incremental MRR: $441/month
Annual Value: $5,292/year

Auto-Generated Pitch:
"Your CMMC Level 2 certification requires real-time asset
visibility, which the Basic tier doesn't provide. Complete Asset
Management gives you 15-minute updates, lifecycle tracking, and
proactive alerts. The recent server failure (warranty expired
unnoticed) would have been prevented - the $12K emergency
replacement cost exceeds two years of the upgrade."

Common Tier Upgrades:

Service Type	Upgrade Trigger
Asset Management	Compliance needs real-time data
Backup	Need faster RPO/RTO
Email Security	Advanced threats detected
Monitoring	Environment complexity increased
Help Desk	SLA requirements changed

4. Hardware Refresh Projects

What It Detects: Aging hardware, expired warranties, EOL operating systems, and performance bottlenecks requiring replacement.

How It Works:

RAG Analysis:
1. Query asset data from NinjaOne/Syncro
2. Calculate device age for all assets
3. Check warranty expiration dates
4. Identify EOL operating systems (Windows 7, Server 2012)
5. Assess performance metrics
6. Calculate refresh project scope
7. Estimate project value

Example:

Customer: Acme Corp (147 total endpoints)

Asset Analysis Results:

Aging Devices (4+ years old):
- 12 workstations (avg age: 5.2 years)
- 3 servers (avg age: 6.1 years)

Warranty Status:
- 5 devices out of warranty
- 7 devices expiring within 90 days

EOL Operating Systems:
- 2 Windows 7 workstations (EOL since Jan 2020)
- 1 Windows Server 2012 (EOL since Oct 2023)

Performance Issues:
- 4 devices with disk failures predicted
- 3 devices with <10% free disk space

Opportunity Detected:

Hardware Refresh Project:
- Replace 12 aging workstations: $15,000
- Replace 3 aging servers: $18,000
- Windows 11 migrations: $2,000 (labor)
- Data migration services: $3,000
- Onsite deployment: $2,500

Total Project Value: $40,500 (one-time)

Ongoing MRR Impact:
- Refreshed devices added to RMM: $45/month
- Extended warranty coverage: $150/month
- Total MRR: $195/month ($2,340/year)

Auto-Generated Pitch:
"We've identified 12 workstations and 3 servers averaging 5+ years
old with expired warranties. Two devices are still running Windows 7
(critical security risk). Four devices show early disk failure
warnings. Proactive replacement prevents unexpected downtime and
ensures Windows 11 compatibility. Total project: $40,500 with
$195/month ongoing management."

Manual Trigger Available:

MSPs can manually trigger hardware refresh detection:

Customer Profile → Revenue Opportunities → Detect Hardware Refresh

This runs an on-demand analysis useful for:

• QBR preparation
• Budget planning season
• Customer requests for IT roadmaps

Typical Project Sizes:

Customer Size	Avg Refresh Project
Small (1-25 users)	$8,000-$15,000
Medium (26-100 users)	$20,000-$50,000
Large (101-250 users)	$60,000-$150,000
Enterprise (250+ users)	$200,000+

5. Compliance Projects

What It Detects: Industry regulations or business requirements that trigger new compliance framework implementations.

How It Works:

RAG Analysis:
1. Analyze customer industry and profile
2. Identify applicable compliance frameworks
3. Check frameworks customer is NOT pursuing
4. Detect business triggers (DoD contracts, insurance, audits)
5. Calculate project scope and value
6. Generate compliance roadmap

Example:

Customer: Acme Manufacturing (200 employees)

Intelligence Gathered:
Industry: Defense contractor manufacturing
Recent Activity: Bidding on DoD contracts (from customer intelligence)
Current Compliance: CIS Controls (basic)

Compliance Gap Detected:

CMMC Level 2 Required:
✅ DoD contracts require CMMC for CUI handling
✅ Customer not currently pursuing CMMC
✅ Contract value: $5M over 3 years
✅ CMMC deadline: 6 months

Opportunity:

CMMC Level 2 Compliance Program:
Phase 1: Gap Assessment ($5,000)
Phase 2: Implementation (6 months)
  - 14 new/upgraded services required
  - Policy documentation: $8,000
  - Technical implementation: $25,000
  - Employee training: $6,000
  - Third-party assessment prep: $10,000

Project Value: $54,000 (one-time)

Ongoing MRR Impact:
- New services (14): $3,200/month
- Compliance program management: $800/month
Total MRR: $4,000/month ($48,000/year)

Total 3-Year Value:
One-time: $54,000
Recurring (36 months): $144,000
TOTAL: $198,000

Auto-Generated Pitch:
"Congratulations on pursuing DoD contracts! CMMC Level 2
certification is required for CUI handling, and we can guide you
through the entire process. Our CMMC Compliance Program includes
gap assessment, technical implementation of 14 required controls,
policy development, training, and third-party assessment support.
Timeline: 6 months to certification. Investment: $54K project +
$4K/month ongoing. This unlocks your $5M contract opportunity."

Common Compliance Projects:

Framework	Trigger	Avg Project Value
CMMC Level 2	DoD contracts	$40,000-$80,000
HIPAA	Healthcare industry	$25,000-$60,000
SOC 2 Type II	SaaS customer requirements	$35,000-$75,000
PCI DSS	Payment processing	$30,000-$70,000
ISO 27001	International business	$50,000-$100,000

How Opportunities Are Detected

Continuous Analysis

LanternOps runs opportunity detection:

• Daily: Missing service and licensing gap detection
• Weekly: Tier upgrade analysis
• Monthly: Hardware refresh and compliance project detection
• On-Demand: Manual trigger by MSP

RAG-Powered Intelligence

The RAG system analyzes:

Data Sources:

• Service catalog (what you offer)
• Customer subscriptions (what they have)
• Integration data (asset counts, usage, health)
• Compliance frameworks (requirements)
• Customer intelligence (industry, business triggers)

Semantic Understanding:

• Identifies gaps between “should have” and “do have”
• Understands business context (industry, size, maturity)
• Matches needs to available services
• Calculates value with supporting evidence

Natural Language Reasoning:

Query: "What revenue opportunities exist for Acme Corp?"

RAG Response:
Based on analysis of Acme Corp's services, integration data, and
compliance needs, I've identified 5 revenue opportunities worth
$4,500/month MRR:

1. Missing Service: EDR Protection ($735/month)
   - 147 unprotected endpoints
   - CIS 10.1-10.7 gap

2. Licensing Gap: Email Security expansion ($75/month)
   - 25 users without Avanan coverage

3. Tier Upgrade: Basic → Complete Asset Management ($441/month)
   - CMMC requires real-time visibility

4. Hardware Refresh: $40,500 project
   - 12 aging workstations, 3 aging servers

5. Compliance Project: CMMC Level 2 ($54K + $4K/month)
   - Required for DoD contract pursuit

Revenue Opportunity Dashboard

MSP View

See all opportunities across your customer base:

Revenue Opportunity Summary

Total Identified: $287,400/month MRR
Total Customers: 62
Avg per Customer: $4,635/month

By Type:
  Missing Services: $156,200/month (54%)
  Licensing Gaps: $38,500/month (13%)
  Tier Upgrades: $42,100/month (15%)
  Hardware Refresh: $1.2M (projects)
  Compliance Projects: $890K (projects)

Top Opportunities:
1. Enterprise Corp - $12,400/month - 8 opportunities
2. Healthcare Inc - $8,900/month - 6 opportunities
3. Finance LLC - $7,200/month - 5 opportunities

Customer View

See opportunities for specific customer:

Acme Corp - Revenue Opportunities

Total Value: $4,500/month MRR + $94,500 projects

Active Opportunities (5):

⚠️ CRITICAL: EDR Protection Missing
   Monthly: $735 | Annual: $8,820
   Risk: 147 endpoints vulnerable to ransomware
   Compliance: CIS 10.1-10.7, NIST DE.CM-4
   Pitch: [View Auto-Generated]

⚠️ HIGH: CMMC Level 2 Compliance Project
   Project: $54,000 | Monthly: $4,000
   Trigger: DoD contract pursuit ($5M value)
   Timeline: 6 months to certification
   Pitch: [View Auto-Generated]

📊 MEDIUM: Email Security Licensing Gap
   Monthly: $75 | Annual: $900
   Gap: 25 users without protection
   Pitch: [View Auto-Generated]

Auto-Generated Sales Pitches

Each opportunity includes a ready-to-use sales pitch with:

Technical Evidence

Example:

Current State:
- 147 endpoints without EDR protection
- Basic antivirus only (signature-based)
- No real-time threat monitoring
- No automated remediation
- Average threat detection time: Unknown

Business Impact

Example:

Risk Without EDR:
- Vulnerable to ransomware (avg cost: $200K)
- No detection of advanced/zero-day threats
- Manual incident response (hours to days)
- Potential cyber insurance non-compliance

Compliance Connection

Example:

Controls Not Satisfied:
❌ CIS 10.1 - Deploy and Maintain Anti-Malware Software
❌ CIS 10.7 - Use Behavior-Based Anti-Malware
❌ NIST DE.CM-4 - Malicious code is detected
❌ PCI DSS 5.1 - Deploy anti-malware solution

Impact: Compliance gaps affect insurance, audits

Solution & Pricing

Example:

Recommended: Huntress EDR Protection

What You Get:
✅ 24/7 real-time threat monitoring
✅ Automated malware removal
✅ Ransomware rollback capability
✅ SOC analyst support
✅ Satisfies CIS 10.1-10.7, NIST DE.CM-4

Investment:
$5/endpoint/month × 147 = $735/month
Annual: $8,820

ROI: One prevented ransomware attack (avg $200K)
pays for 22+ years of this service.

Using Opportunities in QBRs

QBR Executive Summary

Present opportunities in quarterly business reviews:

Acme Corp - Q4 2025 QBR

Value Delivered This Quarter:
✅ 42 compliance controls satisfied
✅ 450 threats blocked
✅ $22K hardware failure prevented
✅ 40 hours audit prep time saved

Growth Opportunities Identified:
📈 5 opportunities worth $4,500/month MRR
📈 $94,500 in project opportunities

Recommendations for 2026:
1. Add EDR Protection (critical security gap)
2. Pursue CMMC Level 2 (unlock DoD contracts)
3. Upgrade Asset Management (compliance requirement)
4. Plan hardware refresh (12 aging devices)

Customer Conversation Scripts

LanternOps provides talking points:

Opening:

“Based on our continuous monitoring and compliance analysis, we’ve identified several opportunities to improve your security posture and unlock new business capabilities.”

Specific Opportunity:

“We noticed you have 147 endpoints without EDR protection. This creates vulnerability to ransomware, which costs businesses an average of $200K per incident. Our recommendation is Huntress EDR at $735/month, which provides 24/7 monitoring and satisfies your cyber insurance EDR requirement.”

Compliance Angle:

“Your CMMC Level 2 pursuit requires 110 specific controls. You currently satisfy 28. We’ve built a 6-month roadmap to full certification, which unlocks your $5M DoD contract opportunity.”

Filtering & Prioritization

Filter Opportunities

By Type:

• Missing Services only
• Licensing Gaps only
• Hardware Refresh projects
• Compliance projects

By Value:

• High value (>$1,000/month)
• Medium value ($500-$1,000/month)
• Low value (<$500/month)

By Priority:

• Critical (security risks, compliance deadlines)
• High (efficiency improvements, growth enablers)
• Medium (nice-to-have, future planning)

By Customer:

• Specific customer
• Customer tier (enterprise, SMB)
• Industry vertical

Priority Scoring

LanternOps automatically scores opportunities:

Priority Score Algorithm:
- Security risk: +40 points
- Compliance gap: +30 points
- Revenue value: +20 points (per $1K MRR)
- Business trigger: +30 points (contract, audit, incident)
- Customer tier: +10 points (enterprise)

Example Scores:
EDR Protection Missing: 90/100 (Critical)
  - Security risk: +40
  - Compliance gap: +30
  - Revenue: +15 ($735/month)
  - Recent incident: +30

Tier Upgrade: 55/100 (Medium)
  - Compliance gap: +30
  - Revenue: +9 ($441/month)
  - Customer tier: +10

Integration with Sales Pipeline

Export to CRM

Send opportunities to your sales system:

• ConnectWise Sell - Create opportunities automatically
• HubSpot - Add to deal pipeline
• Salesforce - Generate leads
• CSV Export - Manual import

Opportunity Tracking

Track opportunity lifecycle:

Statuses:
- Identified (automatic)
- Reviewed (MSP acknowledged)
- Pitched (presented to customer)
- Quoted (formal proposal sent)
- Won (customer accepted)
- Lost (customer declined)
- Deferred (revisit later)

Success Metrics

Typical Results

Based on LanternOps customers:

Discovery:

• Average opportunities per customer: 3-7
• Average MRR per customer: $3,000-$8,000/month
• Average project value: $15,000-$50,000

Conversion:

• Missing services: 40-60% close rate
• Licensing gaps: 70-85% close rate
• Tier upgrades: 30-50% close rate
• Hardware refresh: 60-75% close rate
• Compliance projects: 50-70% close rate

Time Savings:

• Manual opportunity analysis: 4-8 hours/customer
• LanternOps automated: <5 minutes/customer
• Time saved: 95%+

Next Steps

1. Set Up Service Catalog - Define what you offer
2. Configure Integrations - Connect data sources
3. View Customer Portal - Show value delivered
4. Generate Reports - Present opportunities

Questions?

• How accurate is opportunity detection?
• Can I customize opportunity types?
• Contact Support