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Let’s say you’re sitting across from a skeptical prospect who’s heard it all before. Or maybe you’re prepping for a renewal meeting with a client who’s suddenly budget-conscious. In both cases, the challenge is the same… How do you prove your value?
It’s not enough to just keep the lights on anymore. You need to show tangible business outcomes.
A featured session at JumpCloudLand tackled this exact problem. It was a blueprint for how IT professionals and MSPs can use migration tools and platform data to turn difficult conversations into wins. You can catch the full recorded session and explore the rest of the content library here.
Here’s a quick look at the session, led by Subashi Ram, Senior Director of Product Management at JumpCloud.
The Challenge of Winning New Business
Winning new clients often feels like a battle against “tool sprawl” fatigue. Prospects are frustrated. They have too many vendors, rising costs, and security gaps they can’t seem to close. When they ask, “How are you different?” you need a solid answer.
Automating “Admin Access”
One of the most relatable pain points discussed was the constant request for admin access. Users need to install software, and they need it now. If you’re manually approving these requests, you’re bottlenecking productivity. If you just give them permanent admin rights, you’re opening a massive security hole.
The solution lies in automation. Using JumpCloud’s API, you can set up time-based admin privileges. This allows specific, trusted users to elevate their permissions for a set duration, say, 30 minutes to install a driver, before automatically reverting to standard user status.
This does two things:
- It removes friction: The user gets what they need without waiting on a ticket.
- It maintains security: You aren’t leaving permanent admin keys floating around.
You can even integrate this with your ITSM so every elevation is logged as a ticket. It’s a perfect example of “set it and forget it” that actually improves security posture.
Modernizing Legacy Infrastructure
We still see a lot of organizations clinging to Microsoft Active Directory (AD) because of legacy LDAP and RADIUS applications. The fear of breaking these critical apps often stalls migration projects.
The point here was straightforward. You don’t have to choose between modernizing and keeping legacy apps running. You can migrate LDAP and RADIUS applications directly to JumpCloud’s cloud-based equivalents. This allows you to retire on-prem AD servers without disrupting the user workflow.
Plus, moving these authentications to the cloud opens up the ability to layer on multi-factor authentication (MFA). Suddenly, that old legacy app is running more securely than it ever did on-prem.
Retention: Proving Your Worth at Renewal
Getting the client is hard, keeping them can be harder. When renewal time comes around, clients often look at the bottom line and ask, “What have you done for me lately?” This is where your data becomes your best defense.
Turning Alerts Into Value
Monitoring is about fixing things when they break. But it’s also about showing how much downtime you prevented.
Imagine a situation where a VIP user locks themselves out. Instead of a frantic call, a pre-configured alert sends a webhook to your team and logs a ticket instantly. You verify the user and unlock the account before they even have time to get frustrated.
When renewal comes up, you don’t just say “we offer support.” You pull a report showing exactly how many hours of productivity you saved by proactively resolving identity issues. That’s a metric a CFO understands.
Taming the SaaS Sprawl
Shadow IT is real, and it’s expensive. Users sign up for tools left and right, often expensing them individually.
By using SaaS management features, you gain a single view of every application in use across the organization. This reveals redundancy, like the marketing team using Monday.com while engineering uses Jira and sales uses Trello. Consolidating these tools cleans up the environment and saves hard cash on licensing.
Presenting a report that identifies $10K in wasted SaaS spend is a powerful way to justify your own contract.
Moving Beyond Spreadsheets for Assets
If you are still tracking hardware lifecycles in Excel, you are missing a huge opportunity for automation.
Integrating asset management into your directory platform allows you to link devices to users, track warranty expirations, and monitor security compliance in one place. You can see the entire history of a device, who had it, what they installed, and when it needs replacing. This shifts the conversation from “buying new laptops” to “managing the hardware investment lifecycle.”
Your Platform Is Your Story
The biggest takeaway for me was that our tools are storytelling engines. Every log, every alert, and every automated workflow is a data point you can use to prove your value.
Whether it’s showing a prospect how you’ll secure their messy environment or showing a long-time client how much money you’ve saved them, the data is there. You just have to use it.
By shifting the focus from technical features to business outcomes like security, productivity, and cost savings, you stop being just another vendor and start being a strategic partner.
If you found this article helpful, we strongly encourage you to watch the full session. It’s a masterclass in utilizing platform data to articulate your value and strengthen client relationships.
You can find the entire library of our conference recordings, including this session, at the JumpCloudLand website.
