Automatic Revenue Discovery

LanternOps automatically identifies revenue opportunities for every customer by comparing what services you offer versus what they actually have.

How It Works

Our intelligent gap detection engine:

1. Analyzes your service catalog - What services do you offer?
2. Checks customer subscriptions - What do they actually have?
3. Finds the gaps - Services offered but not purchased
4. Gathers technical evidence - Why they need it (vulnerabilities, risks, hardware age)
5. Calculates opportunity value - Monthly/annual/project revenue
6. Generates sales pitch - Ready-to-send email with justification

The Formula:

Revenue Opportunity = Services You Offer - Services They Have

The 5 Opportunity Types

1. Missing Services

What it finds: Services you offer that the customer doesn’t have

Example:

Customer: Acme Corp (50 endpoints)
Missing: Huntress EDR Protection

Technical Evidence:
- 50 endpoints without endpoint detection
- 0 threats currently being monitored
- High vulnerability exposure

Opportunity: $250/month MRR ($3,000/year)

Pitch: "You have 50 endpoints with no EDR protection. One
ransomware attack costs $200K+ on average. Huntress EDR provides
24/7 threat monitoring for $5/endpoint/month."

2. Licensing Gaps

What it finds: Services they have but are under-licensed

Example:

Customer: Beta Manufacturing
Current: 30 EDR licenses
Actual: 50 endpoints in NinjaOne

Gap: 20 unlicensed endpoints

Opportunity: $100/month MRR ($1,200/year)

Pitch: "You're paying for 30 EDR licenses but have 50 endpoints.
20 devices are currently unprotected. Add licenses for $100/month
to ensure complete coverage."

3. Tier Upgrades

What it finds: Customers on basic tier who need advanced features

Example:

Customer: Gamma Healthcare
Current: Basic Patch Management ($50/month)
Evidence: 23 critical vulnerabilities over 30 days old

Recommended: Advanced Patch Management with emergency patching

Opportunity: $200/month MRR increase ($2,400/year)

Pitch: "You have 23 critical vulnerabilities. Your basic patching
schedule allowed these to persist. Advanced tier includes
emergency patching for critical threats within 24 hours."

4. Hardware Refresh Projects

What it finds: Aging hardware that needs replacement

Example:

Customer: Delta Legal
Hardware Analysis:
- 15 computers over 5 years old
- 8 with expired warranties
- 12 running unsupported OS versions

Opportunity: $22,000 hardware refresh project

Pitch: "We identified 15 aging computers creating security and
productivity risks. Hardware refresh project includes new devices,
migration, and setup. Prevents unexpected failures and improves
performance 40%."

5. Compliance Projects

What it finds: Compliance certifications they need

Example:

Customer: Epsilon Defense Contractor
Industry Research: Bidding on DoD contracts
Requirement: CMMC Level 2 certification
Current Status: No compliance program

Opportunity: $50,000 CMMC Level 2 certification project

Pitch: "To bid on DoD contracts, you need CMMC Level 2
certification. We'll implement required controls, collect
evidence, and prepare for assessment. Unlocks $2M+ in DoD
contract opportunities."

Typical Revenue Breakdown per Customer

Based on average MSP customer:

Opportunity Type	Typical Value	Frequency
Missing Services	$2,000-$4,000/month	Every customer
Licensing Gaps	$500-$1,000/month	60% of customers
Tier Upgrades	$500-$1,000/month	40% of customers
Hardware Refresh	$15,000-$30,000	Every 3-4 years
Compliance Projects	$15,000-$50,000	As needed

Average Total: $3,000-$8,000/month in recurring + periodic projects

How to View Opportunities

In the Dashboard

1. Navigate to Customer Intelligence
2. Select a customer
3. Click Revenue Opportunities tab

You’ll see:

• Priority score (critical, high, medium, low)
• Opportunity type (missing service, gap, upgrade, project)
• Monthly/annual value
• Technical evidence (why they need it)
• Ready-to-send pitch

Opportunity Details

Each opportunity includes:

✅ Technical Justification

• Data from integrations (vulnerabilities, asset age, etc.)
• Risk analysis
• Industry benchmarks

✅ Business Case

• ROI calculation
• Cost of NOT having service (ransomware cost, downtime, etc.)
• Customer industry considerations

✅ Pricing

• Monthly recurring (MRR)
• Annual contract value (ACV)
• Project cost (one-time)

✅ Sales Enablement

• Email template ready to send
• Talking points
• Objection handling

Acting on Opportunities

Review and Prioritize

1. Critical - Security gaps (no EDR, no backups)
2. High - Compliance requirements, major licensing gaps
3. Medium - Tier upgrades, optimization opportunities
4. Low - Nice-to-have improvements

Send to Customer

Option 1: Use Email Template

• Pre-written pitch with technical evidence
• Customizable for your tone
• Includes pricing and next steps

Option 2: Include in QBR

• Add to quarterly business review
• Show alongside value delivered
• Discuss as part of roadmap

Option 3: Create Proposal

• Generate formal proposal document
• Include evidence and ROI
• Track status through close

Success Metrics

Track your revenue discovery results:

• Opportunities identified (per customer)
• Total opportunity value (MRR + projects)
• Conversion rate (opportunities → closed deals)
• Average deal size
• Time to close

Real-World Example

Customer: Regional accounting firm (75 employees)

Services Found:

1. ❌ Missing: Email security (Avanan) → $225/month
2. ❌ Missing: DNS filtering (NextDNS) → $150/month
3. ⚠️ Gap: Backup licenses (50 paid, 75 users) → $125/month
4. ⬆️ Upgrade: Basic → Advanced monitoring → $200/month
5. 🔧 Project: Hardware refresh (18 old PCs) → $27,000

Total Opportunity:

• Recurring: $700/month MRR ($8,400/year)
• Project: $27,000 (one-time)
• Total Value: $35,400 first year

Conversion:

• Closed email security immediately ($225/month)
• Approved hardware refresh ($27,000 project)
• Total closed: $29,700 in first quarter

ROI for MSP:

• Time to identify: 0 minutes (automatic)
• Time to pitch: 30 minutes
• Revenue generated: $29,700
• Value per minute: $990 🚀

Next Steps

• Set Up Your Service Catalog
• View Compliance Frameworks
• Configure Integrations

Questions?

• Common Issues
• Contact Support