Review Revenue Opportunities

LanternOps automatically identifies revenue opportunities per customer by analyzing gaps between what you offer and what they have. Here’s how to review and close these opportunities.

Time to Complete: 10-15 minutes per customer

What Are Revenue Opportunities?

Revenue opportunities are detected gaps where:

1. Customer needs it (technical evidence shows risk/requirement)
2. You offer it (service exists in your catalog)
3. They don’t have it (not currently subscribed)
4. Value is clear (compliance, security, or operational benefit)

LanternOps identifies three types automatically:

1. Service Coverage Gaps

• Services in your catalog they don’t have
• Mapped to compliance controls they need
• Example: You offer Huntress EDR, they don’t have it, CIS 10.1 not satisfied

2. Hardware Refresh Projects

• Aging devices detected in asset data
• Warranty expirations approaching
• Example: 12 devices 4+ years old, $22K refresh project

3. Compliance Certification Projects

• Framework requirements not met
• Industry standards they need
• Example: Healthcare customer without HIPAA compliance package

Prerequisites

Before reviewing opportunities:

• Service catalog configured with your offerings
• At least one integration connected and syncing
• Customer has been in system for 7+ days (allows data collection)
• Compliance frameworks enabled

Step-by-Step Instructions

Step 1: Navigate to Revenue Opportunities

1. Log in to LanternOps
2. Click Customers in the sidebar
3. Select a customer
4. Click Revenue Opportunities tab

You’ll see a list of opportunities ranked by:

• Value (monthly/annual revenue potential)
• Confidence (how certain we are they need it)
• Priority (based on risk and compliance gaps)

Step 2: Review Opportunity Details

Click on an opportunity to see full details:

Example: Missing EDR Protection

Opportunity Type: Service Coverage Gap
Service: Huntress EDR Protection
Status: High Priority

TECHNICAL EVIDENCE:
• 147 endpoints discovered (NinjaOne data)
• 0 endpoints with EDR protection
• 3 malware attempts detected last month (email security logs)
• CIS Controls 10.1-10.7 not satisfied

COMPLIANCE IMPACT:
• CIS 10.1: Deploy and Maintain Anti-Malware ❌
• CIS 10.5: Enable Anti-Exploitation Features ❌
• NIST PR.PT-1: Protect against malware ❌
• Cyber insurance requirement not met ⚠️

REVENUE VALUE:
• Price: $5/endpoint/month
• Quantity: 147 endpoints
• Monthly Value: $735
• Annual Value: $8,820

CUSTOMER PITCH (Auto-Generated):
"You currently have 147 endpoints without advanced threat
protection. We detected 3 malware attempts last month that were
stopped at the email layer, but your endpoints remain vulnerable
to USB-based attacks, drive-by downloads, and other vectors.

Huntress EDR provides 24/7 threat monitoring, automated malware
removal, and satisfies CIS Controls 10.1-10.7 required for your
cyber insurance.

At $5/endpoint, this adds $735/month and could prevent a ransomware
attack averaging $200K in damages. One prevented incident pays for
22+ years of this service."

Step 3: Verify the Opportunity

Before reaching out to the customer, verify:

Technical Evidence Is Accurate

Check:

• Click Integrations in the sidebar → Select NinjaOne → View asset count
• Confirm 147 endpoints matches their actual environment
• Review malware detection logs if mentioned

Why: You need to speak confidently about their environment.

They Actually Need It

Consider:

• Do they have EDR through another provider? (Check notes)
• Is their risk tolerance different? (Some industries require more security)
• Budget constraints? (Maybe start with partial deployment)

Red Flags:

• Customer is in low-risk industry with minimal compliance needs
• They recently declined this service
• Budget constraints documented in CRM

Pricing Is Competitive

Validate:

• Compare to market rates for similar services
• Check your cost (e.g., Huntress wholesale price)
• Ensure margin is acceptable
• Consider bundle discounts

Step 4: Choose Your Approach

LanternOps provides multiple ways to present opportunities:

Option A: Automated Email (Recommended)

1. Click Send Opportunity Email
2. Review auto-generated email:

Subject: Security Enhancement Opportunity for [Customer]

Hi [Contact],

During our regular review of your IT environment, we identified
an opportunity to strengthen your security posture and satisfy
additional compliance requirements.

CURRENT SITUATION:
We're monitoring 147 endpoints across your organization. While
your email security is excellent (we blocked 3 malware attempts
last month), your endpoints don't have advanced threat protection.

RECOMMENDATION:
Add Huntress EDR Protection to all endpoints for 24/7 threat
monitoring and automated response. This satisfies CIS Controls
10.1-10.7 and meets cyber insurance requirements.

BUSINESS VALUE:
• Prevent ransomware attacks (avg. cost: $200K)
• Satisfy compliance requirements
• Peace of mind with 24/7 monitoring
• Investment: $735/month ($8,820/year)

Can we schedule 15 minutes this week to discuss?

Best regards,
[Your Name]

3. Customize if needed
4. Click Send

Tracking: Email is logged in customer timeline and opportunity status updates to “Contacted”

Option B: Include in QBR

1. Click Add to QBR Presentation
2. Opportunity added to next scheduled business review
3. Appears in “Recommendations” section with full context

Best For: Higher-value opportunities ($1,000+/month) or strategic customers

Option C: Manual Outreach

1. Click Export Opportunity Details
2. Use data in your CRM or proposal tool
3. Craft custom approach based on relationship

Best For: Sensitive conversations or complex opportunities

Step 5: Track Progress

As you work the opportunity:

1. Update Status:

   • New (just identified)
   • Contacted (reached out to customer)
   • Proposal Sent (formal quote provided)
   • Negotiating (discussing terms)
   • Won (customer accepted)
   • Lost (customer declined)
   • Deferred (maybe later)

2. Add Notes:

   • Customer feedback
   • Objections raised
   • Follow-up dates
   • Competitive intel

3. Set Follow-Up Date:

   • System will remind you
   • Appears in your dashboard

Step 6: Close the Deal

When customer accepts:

1. Click Mark as Won button
2. Click Customers in the sidebar → Select customer → Services tab
3. Click Add Service Subscription button
4. Select the service from opportunity
5. Enter quantity and start date
6. Click Activate button

What Happens:

• Opportunity marked closed-won
• Revenue credited to this month
• Compliance status automatically updates
• Customer dashboard reflects new service
• Evidence collection begins

Understanding Opportunity Types

Service Coverage Gaps

What They Are: Services in your catalog the customer doesn’t have

How Detected:

1. RAG compares customer services to your full catalog
2. Identifies missing services that map to compliance gaps
3. Finds technical evidence (e.g., endpoints without EDR)
4. Calculates value based on pricing and quantity

Typical Examples:

• EDR protection for endpoints without it
• Email security for unprotected mailboxes
• DNS filtering for unprotected networks
• MFA enforcement for accounts without it
• Backup coverage for unprotected servers

Average Value: $200-$1,500/month

Close Rate: 40-60% (if positioned correctly)

Hardware Refresh Projects

What They Are: Equipment replacement needs identified from asset data

How Detected:

1. NinjaOne/Syncro provides device age, model, specs
2. System identifies devices 4+ years old
3. Checks warranty status (expired or expiring)
4. Flags outdated OS versions (e.g., Windows 10 EOL approaching)
5. Calculates replacement cost based on device type

Typical Examples:

• 12 workstations 5+ years old → $22,000 refresh
• 3 servers approaching warranty expiration → $18,000 upgrade
• 25 laptops on Windows 10 (2025 EOL) → $35,000 replacement

Average Value: $15,000-$50,000 one-time + potential MRR increase

Close Rate: 30-50% (requires budget planning)

Best Timing: 60-90 days before fiscal year end or budget cycle

Compliance Certification Projects

What They Are: Framework certification assistance opportunities

How Detected:

1. Customer intelligence identifies industry (e.g., healthcare)
2. RAG determines required frameworks (e.g., HIPAA)
3. Compliance analysis shows gaps (e.g., only 45% HIPAA coverage)
4. System recommends certification project

Typical Examples:

• Healthcare provider needs HIPAA compliance package
• DoD contractor needs CMMC Level 2 certification
• SaaS company needs SOC 2 Type 2 for enterprise sales
• Financial services firm needs NIST CSF implementation

Average Value: $10,000-$25,000 project + $500-$2,000/month ongoing

Close Rate: 20-40% (requires executive buy-in)

Best Timing: When customer announces new contracts, funding, or audits

Prioritization Strategy

LanternOps ranks opportunities by priority. Here’s how to work them:

High Priority (Work First)

Characteristics:

• High confidence (strong technical evidence)
• Security/compliance risk (cyber insurance, audit failure)
• Good revenue ($500+/month)
• Customer receptive (good relationship, budget)

Approach: Reach out within 48 hours, frame as risk mitigation

Example: Missing EDR with recent malware attempts

Medium Priority (Work Next)

Characteristics:

• Moderate confidence (some evidence)
• Nice-to-have vs. must-have
• Moderate revenue ($200-$500/month)
• Timing uncertain

Approach: Include in next QBR, gauge interest

Example: DNS filtering when email security already strong

Low Priority (Nurture)

Characteristics:

• Lower confidence (inferred need)
• Long sales cycle (hardware refresh, projects)
• Lower revenue (under $200/month)
• Budget constraints known

Approach: Document for later, revisit quarterly

Example: Backup upgrade when current backup working fine

Handling Objections

”We don’t have budget for this.”

Response: “I understand budget is tight. Let’s look at the risk/reward. This $735/month investment protects against a ransomware attack that costs an average of $200K. Even a 1% risk means the expected cost of NOT doing this is $2,000/month. The insurance policy costs less than the risk.”

Alternative: Offer phased rollout (50 endpoints first, expand later)

“We already have security/backup/etc.”

Response: “That’s great! Can you help me understand what you’re using? I want to make sure we’re not duplicating coverage.”

Then: If they do have comparable coverage, mark opportunity “Lost - Already Covered” and update customer notes. If coverage is inadequate, explain gaps.

”Let me think about it.”

Response: “Absolutely. To help with your decision, I can send you the technical details and risk analysis. Would it be helpful if I scheduled a 15-minute follow-up next week to answer any questions?”

Action: Set follow-up reminder, send detailed opportunity export

”We’re happy with our current provider.”

Response: “I’m glad you have coverage! Out of curiosity, are they providing you with compliance evidence and audit documentation? That’s what makes this solution different—automatic proof for your cyber insurance and audits.”

Differentiation: Position as compliance automation, not just tool

”This wasn’t in our agreement.”

Response: “You’re right, and I apologize if this feels like we’re upselling. Our goal is to ensure you’re protected and compliant. We discovered this gap during our monitoring and felt obligated to let you know. There’s no pressure—we just want you informed of the risk.”

Reframe: Compliance gap disclosure, not sales pitch

Best Practices

For Maximum Revenue

1. Work Opportunities Weekly

• Set aside time every week to review new opportunities
• Reach out to at least 3 customers per week
• Track close rates and adjust approach

2. Bundle When Possible

• Multiple small opportunities = one package deal
• Example: EDR + DNS Filtering + MFA = “Security Enhancement Package”
• Offer bundle discount (10-15% off) to close faster

3. Use Urgency Appropriately

• Cyber insurance renewal deadlines
• Compliance audit schedules
• End-of-quarter budget availability
• Warranty expiration dates

4. Demonstrate Value First

• Share customer business impact dashboard showing current value
• Then introduce opportunity as “next level”
• Frame as continuous improvement, not missing gaps

For Higher Close Rates

1. Lead with Risk, Not Revenue

• “You’re exposed to ransomware” (not “We can make $735/month”)
• “Your cyber insurance may not pay out” (not “You need this service”)
• “You could fail your audit” (not “This satisfies controls”)

2. Use Social Proof

• “73% of our customers have added EDR in the last year”
• “We’ve prevented 12 ransomware attacks across our client base”
• “Customers with full security stack have 90% fewer incidents”

3. Provide Options

• Good: Basic EDR on critical servers only ($300/month)
• Better: EDR on all endpoints ($735/month)
• Best: EDR + DNS Filtering + Enhanced Monitoring ($1,100/month)

Choice reduces “yes/no” to “which one?”

4. Make It Easy

• “I can have this deployed within 48 hours”
• “No disruption to your users”
• “We handle all setup and configuration”
• “30-day money-back guarantee if you’re not satisfied”

For Long-Term Success

1. Document Outcomes

• Track every opportunity (won/lost/deferred)
• Note objections and responses that worked
• Share learnings with team
• Refine pitches over time

2. Update Customer Intelligence

• Won EDR deal? Update customer profile: “security-conscious, budget available”
• Lost hardware refresh? Note: “hardware refresh cycle is Q4, revisit Sept”
• This helps RAG prioritize future opportunities better

3. Celebrate Wins

• Share closed deals with team
• Recognize patterns (which opportunities close best)
• Use success stories in future pitches

Troubleshooting

No Opportunities Showing

Cause: Customer has all your services or insufficient data

Solution:

1. Verify integrations are syncing (check last sync time)
2. Ensure service catalog is complete (add more offerings)
3. Wait 7-14 days for data collection if newly onboarded
4. Check if opportunities hidden by filters

Opportunities Seem Inaccurate

Cause: Integration data incomplete or customer info outdated

Solution:

1. Review customer profile (correct industry, employee count, etc.)
2. Check integration sync status and data quality
3. Manually dismiss inaccurate opportunities (system learns)
4. Update customer notes with context

Customer Says They Have the Service

Cause: Service provided by different vendor or internal

Solution:

1. Mark opportunity “Lost - Already Covered”
2. Add note documenting their solution
3. System won’t suggest this again
4. Consider competitive analysis (are they getting compliance evidence?)

Revenue Values Seem Wrong

Cause: Pricing not configured correctly or quantity detection issue

Solution:

1. Review service catalog pricing for this service
2. Check integration data (endpoint count, user count)
3. Manually adjust opportunity value if needed
4. Contact support if systematic issue

Reporting and Analytics

Track Your Performance

Click Reports in the sidebar → Revenue Analytics

Key Metrics:

• Total Pipeline Value: Sum of all open opportunities
• Close Rate: Won / (Won + Lost)
• Average Deal Size: Total won revenue / number of wins
• Time to Close: Days from identified to won
• Opportunity Source: Which detection type closes best

Use This Data To:

• Set monthly revenue targets
• Forecast growth
• Identify which opportunities to prioritize
• Improve pitch effectiveness

Monthly Review Process

Recommended:

1. First week of month: Review all opportunities by priority
2. Contact top 5-10 opportunities
3. Update status on outstanding opportunities
4. Mark stale opportunities as “Deferred” (revisit later)
5. Analyze last month’s close rate and adjust

Next Steps

After reviewing your first opportunities:

• Set weekly recurring time to work opportunities
• Create templates for common opportunity emails
• Track first 10 opportunities through close
• Calculate close rate and average deal size
• Refine approach based on what works
• Share success stories with team

Related Guides

• Set Up Service Catalog - Add services that become opportunities
• Generate Audit Package - Show compliance gaps
• Configure Customer Dashboards - Demonstrate current value first
• Add Integration - More data = better opportunities

Need Help?

Common Questions:

• Q: How often are opportunities refreshed?

• A: Daily. New data from integrations generates new opportunities overnight.

• Q: Can I create opportunities manually?

• A: Yes, click “Add Manual Opportunity” if you identify something the system missed.

• Q: What if customer accepts but wants different pricing?

• A: Edit the opportunity value before marking won to reflect actual deal terms.

Support Resources:

• View Video Tutorial
• Revenue Opportunity Examples
• Contact Support

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