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 system:

1. Analyzes customer environment - Reviews assets, configurations, and existing services
2. Identifies protection gaps - Detects unprotected systems and users
3. Maps to compliance requirements - Links gaps to framework controls
4. Calculates business impact - Quantifies risk and revenue potential
5. Prioritizes opportunities - Assigns urgency levels and fit scores (0-100)
6. Generates recommendations - Technical evidence to support sales conversations

The Formula:

Revenue Opportunity = Services You Offer - Services They Have

The 5 Opportunity Types

1. Missing Services (Asset-Based Detection)

What it finds: Unprotected assets requiring security services

Detection Categories:

• EDR Protection: Workstations and laptops without endpoint detection
• Backup Services: Servers and endpoints without backup coverage
• Email Security: Users without advanced email threat protection
• DNS Filtering: Endpoints without DNS-based threat protection

Example:

Customer: Acme Corp (50 endpoints detected via asset inventory)
Gap: EDR Protection

Technical Evidence:
- 50 workstations without EDR coverage
- Asset types: 35 Windows, 15 Mac
- Urgency: High (>20 endpoints)
- Fit Score: 95/100

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

Recommendation: "Asset analysis shows 50 unprotected endpoints.
Industry average ransomware recovery cost: $200K+.
EDR provides 24/7 threat monitoring and automated response."

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 (Compliance-Based Detection)

What it finds: Services needed to satisfy failing compliance controls

How it works:

• Analyzes customer’s compliance framework implementations
• Identifies controls that are “not satisfied” or “partially satisfied”
• Maps controls to services via ServiceControlMapping
• Calculates compliance impact of adding services
• Prioritizes by compliance risk and business impact

Example:

Customer: Epsilon Healthcare
Framework: HIPAA Security Rule
Current Status: 72% compliant (45/63 controls satisfied)

Gap Analysis:
- 5 failing controls require MFA implementation
- 3 failing controls require encryption at rest
- 2 failing controls require security awareness training

Recommended Services:
- Multi-Factor Authentication → Satisfies 5 controls → $300/month
- Data Encryption Service → Satisfies 3 controls → $200/month
- Security Awareness Platform → Satisfies 2 controls → $150/month

Total Opportunity: $650/month MRR ($7,800/year)
Compliance Impact: 72% → 88% HIPAA compliance

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

Option 1 - Via AI Intelligence Menu:

1. In the sidebar, expand AI Intelligence (under Analytics & Insights)
2. Click Opportunities to see all revenue opportunities

Option 2 - Via Customers Menu:

1. In the sidebar, expand Opportunities (under Customers)
2. Click Revenue Opportunities to view all opportunities
3. Other options include Service Gaps and Hardware Refresh

Option 3 - Per Customer:

1. In the sidebar, click All Customers
2. Select a customer from the list
3. View their specific opportunities and gaps

What You’ll See:

• Priority score (critical, high, medium, low)
• Opportunity type (asset-based, compliance-driven, licensing gap)
• Monthly/annual value (MRR and ARR)
• Fit score (0-100) indicating recommendation confidence
• Technical evidence (asset counts, compliance controls, risk data)
• Urgency level based on business impact

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