Review Revenue Opportunities

Accessing Revenue Opportunities

1. Log into LanternOps
2. Click Revenue in the left sidebar
3. Select Opportunities

Understanding Opportunity Types

Compliance Gap Opportunities

What They Are: Compliance controls your customer needs but doesn’t have coverage for.

Example:

Customer: Acme Healthcare (HIPAA required)

Gap Detected: CIS 10.1-10.7 Malware Defenses
Current State: Basic antivirus only
Risk: Vulnerable to ransomware
Recommended Service: Huntress EDR - $735/month
Controls Satisfied: 8 across HIPAA, CIS, NIST

How to Review:

1. Filter by customer
2. Sort by “MRR Potential”
3. Review gap details
4. Click Create Proposal

Coverage Gap Opportunities

What They Are: Assets without proper service coverage.

Example:

Customer: Summit Manufacturing

Gap Detected: 47 endpoints without backup
Current State: Server backups only
Risk: Workstation data loss
Recommended Service: Endpoint Backup - $235/month
Business Value: Data protection for remote workers

Service Upgrade Opportunities

What They Are: Customers with basic services who need advanced features.

Example:

Customer: Valley Dental

Current: Basic Email Security (spam filtering)
Gap: Advanced threat protection
Recommendation: Upgrade to Advanced Email Security
MRR Increase: $450/month
Added Value: Phishing protection, URL rewriting

Opportunity Details

Each opportunity shows:

Financial Impact:

• Monthly Recurring Revenue (MRR)
• Annual Recurring Revenue (ARR)
• Estimated close probability
• Commission potential

Technical Details:

• Current service coverage
• Identified gap
• Recommended solution
• Implementation timeline

Business Justification:

• Compliance requirements
• Risk mitigation value
• Audit readiness
• Industry standards

Filtering & Sorting

Filter By:

• Customer
• Opportunity type
• MRR potential
• Confidence level
• Framework (HIPAA, CIS, etc.)

Sort By:

• MRR (highest first)
• ARR potential
• Confidence score
• Date discovered

Taking Action

1. Create Proposal

Click Create Proposal to generate:

• Executive summary
• Gap analysis
• Recommended solution
• Pricing breakdown
• ROI calculation

2. Schedule Meeting

Click Schedule QBR to:

• Add to calendar
• Send customer invitation
• Prepare talking points
• Load evidence

3. Mark as Won/Lost

Track opportunity progress:

• Won: Customer accepted
• Lost: Customer declined
• Deferred: Postponed to later
• Not Applicable: False positive

4. Export to PSA

Sync opportunities to your PSA:

• Creates opportunity in ConnectWise
• Syncs to Autotask
• Generates quote in HaloPSA

Best Practices

1. Review Weekly

Set aside time each week:

• Monday: Review new opportunities
• Check compliance changes
• Prioritize by MRR potential
• Schedule customer calls

2. Filter by Confidence

Focus on high-confidence opportunities:

• 90-100%: Definite gaps, high priority
• 70-89%: Likely gaps, good leads
• 50-69%: Possible gaps, investigate
• <50%: Low priority, may be false positive

3. Use in QBRs

Incorporate into quarterly reviews:

1. Show customer their compliance status
2. Highlight specific gaps
3. Present recommended solutions
4. Demonstrate business value

4. Track Close Rates

Monitor your success:

• Which opportunity types close best?
• Which customers are most receptive?
• What’s your average cycle time?
• How accurate are confidence scores?

Example Workflow

Monday Morning Routine:

1. Filter: High MRR opportunities (>$500/month)
2. Review: Top 10 opportunities
3. Research: Verify gaps are still valid
4. Prioritize: Schedule 3 customer calls
5. Prepare: Create proposals for each
6. Follow Up: Send proposals by EOD

Opportunity Quality Signals

High Quality Indicators: ✅ Customer has compliance requirement ✅ Gap confirmed by integration data ✅ Clear business risk identified ✅ Similar customers already have service ✅ Budget window approaching

Low Quality Indicators: ⚠️ No compliance driver ⚠️ Gap based on outdated data ⚠️ Customer recently declined similar ⚠️ No clear business case ⚠️ Timing uncertain

Integration with Sales Process

Stage 1: Discovery

• Opportunity auto-detected by LanternOps
• Gap identified from integration data
• Business case auto-generated

Stage 2: Qualification

• Review customer context
• Verify gap still exists
• Check budget/timing

Stage 3: Proposal

• Generate custom proposal
• Include compliance evidence
• Show ROI calculation

Stage 4: Presentation

• Use customer portal for demo
• Show real-time compliance gaps
• Present evidence of risk

Stage 5: Close

• Mark won/lost in LanternOps
• Sync to PSA
• Track revenue attribution

Reporting

Monthly Revenue Report:

• New opportunities discovered
• Opportunities presented
• Won revenue
• Lost/deferred
• Pipeline value

YTD Performance:

• Total MRR from opportunities
• Close rate percentage
• Average deal size
• Revenue by customer

Next Steps

1. Customize Opportunities - Adjust detection rules
2. Set Up Service Catalog - Define your services
3. Generate Revenue Reports - Track performance
4. Contact Support - Get help

Common Questions

Q: Are opportunities shared with customers? A: No, opportunities are MSP-only by default. You control what customers see in their portal.

Q: How often are opportunities updated? A: Opportunities refresh every 4 hours as new data syncs from integrations.

Q: Can I customize opportunity scoring? A: Yes, adjust confidence algorithms in Settings > Revenue > Scoring.

Q: Do opportunities expire? A: Opportunities remain active until marked won/lost or gap no longer detected.