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Vertical Market Excellence:            Your Path to SuccessDecember 6, 2012                       Sponsored by:
Welcome Joe Panettieri, Editorial Director Nine Lives Media, a Division of Penton Media E: Joe@NineLivesMediaInc.com
What We’ll Cover• Vertical market opportunities for MSPs• How to create a vertical market practice• Navigating obstacles a...
Why Vertical Markets?• Vertical markets help you differentiate• Verticals can provide higher margins• Vertical discussions...
Please WelcomeCiaran Dwyer      Greg Donovan     CEO       VP, Service Providers 3t Systems         CA Nimsoft
Welcome   Ciaran Dwyer   CEO   3t Systems   MSPmentor 250 Honoree
About 3t Systems•    Year Founded: 1994•    Headquarters: Greenwood Village, Colo.•    Number of Employees: 58•    Market ...
Welcome   Greg Donovan   VP, Service Providers   CA Nimsoft
About CA Nimsoft   First to Unified Monitoring   First to Full Featured SaaS   First to Usage Monitoring     First to Data...
SERVICE DESK               Bridging the Gap between Business and IT                                                 PROBLE...
CA Nimsoft MSP Center of Excellence                                                       Areas of Focus:                 ...
Polling QuestionIs your company exploring any of thefollowing vertical markets? (choose one)A. HealthcareB. FinancialC. Ed...
Vertical Market Focus: The Benefits • A vertical market focus aligns you with   clients’ businesses • Your industry knowle...
Creating a Vertical Market Focus,           First Steps• Talk to people, go to industry events,  network• Sign up for vert...
The 3t Systems: Healthcare Vertical,           The Beginning  • 3t had concentration of healthcare    customers without de...
3t’s Healthcare Vertical Strategy• Established timeline, target geography• Built up 3t credibility in Healthcare  market, ...
3t’s Healthcare Vertical, Next Steps • Created video case study with CEO of   Healthcare center • Built on existing knowle...
Vertical Market Best Practices• Speaking the language of the business  vertical differentiates you• Application knowledge ...
Vertical Market Applications:         Best Practices• Learn the main applications for your vertical• Establish good suppor...
Vertical Market Tips• Find verticals that have an appreciation  for technology• Excellent verticals include healthcare,  l...
Ask the ExpertsCiaran Dwyer      Greg Donovan     CEO       VP, Service Providers 3t Systems         CA Nimsoft
Where Can I Get More Information?Nimsoft.comNimsoft.com/mspzoneModern IT Blog: blog.nimsoft.comSocialize with CA Nimsoft!T...
Our Next Channel Expert Hour Webcast  Date: Dec. 13  Time: 11:00 a.m. PT/2:00 p.m. ET  Topic: Weathering the Storm: What E...
Nine Lives Media Contacts          Editorial          Joe Panettieri, Editorial Director          E: Joe@NineLivesMediaInc...
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Vertical Market Excellence: Your Path to Success

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•Vertical market opportunities for MSPs
•How to create a vertical market practice
•Navigating obstacles and strategies for meeting them head on

For more information visit http://www.nimsoft.com.

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Transcript of "Vertical Market Excellence: Your Path to Success"

  1. 1. Vertical Market Excellence: Your Path to SuccessDecember 6, 2012 Sponsored by:
  2. 2. Welcome Joe Panettieri, Editorial Director Nine Lives Media, a Division of Penton Media E: Joe@NineLivesMediaInc.com
  3. 3. What We’ll Cover• Vertical market opportunities for MSPs• How to create a vertical market practice• Navigating obstacles and strategies for meeting them head on• Your questions throughout
  4. 4. Why Vertical Markets?• Vertical markets help you differentiate• Verticals can provide higher margins• Vertical discussions lead to C-level executives
  5. 5. Please WelcomeCiaran Dwyer Greg Donovan CEO VP, Service Providers 3t Systems CA Nimsoft
  6. 6. Welcome Ciaran Dwyer CEO 3t Systems MSPmentor 250 Honoree
  7. 7. About 3t Systems• Year Founded: 1994• Headquarters: Greenwood Village, Colo.• Number of Employees: 58• Market Focus: Healthcare Vertical• Types of Services Offered: – Consulting – Managed services – Hosting, Cloud services, Virtualization • Honors: MSPmentor 100, MSPmentor 200, Talkin Cloud 100
  8. 8. Welcome Greg Donovan VP, Service Providers CA Nimsoft
  9. 9. About CA Nimsoft First to Unified Monitoring First to Full Featured SaaS First to Usage Monitoring First to Datacenter Power First to Vblock Monitoring First to Unified IT ManagementGROWTH MOMENTUM: NIMSOFT SINCE ACQUISITION 9
  10. 10. SERVICE DESK Bridging the Gap between Business and IT PROBLEM CHANGE CONFIGURATION INCIDENT KNOWLEDGE SERVICE CATALOG AND REQUEST SERVICE LEVEL MESSAGE BUS MESSAGE BUS VIRTUALIZATION APPLICATIONMONITOR USER EXPERIENCE STORAGE CLOUD DCIM DATABASE SERVER NETWORK 10
  11. 11. CA Nimsoft MSP Center of Excellence Areas of Focus: • Service Catalog• Team of individuals focused solely on the • Pricing and Packaging Business Enablement of our Service Provider partners • Contracting• Focused in supporting the growth of our • Onboarding service provider partners by delivering • Service Level Agreements advisory and enablement services to sustain momentum and success • Service Offering Launch• Core Principles of the COE: • Marketing Collateral₋ We succeed only when you succeed • Sales Enablement & Training₋ How you define success is unique • Demonstrating Value₋ Simple doesn’t mean basic • Avoiding Commoditization 11
  12. 12. Polling QuestionIs your company exploring any of thefollowing vertical markets? (choose one)A. HealthcareB. FinancialC. EducationD. OtherE. Not yet, but we plan to soon
  13. 13. Vertical Market Focus: The Benefits • A vertical market focus aligns you with clients’ businesses • Your industry knowledge commands a premium charge • Vertical expertise keeps you ahead of commoditization curve
  14. 14. Creating a Vertical Market Focus, First Steps• Talk to people, go to industry events, network• Sign up for vertical industry newsletters, trade associations• Read shortcut books for the verticals, i.e. Health IT Body of Knowledge: http://www.himss.org/asp/topics_hitbok. asp• Be honest – don’t pretend to know the language fully if you don’t• But ask questions and keep learning
  15. 15. The 3t Systems: Healthcare Vertical, The Beginning • 3t had concentration of healthcare customers without deliberate focus • Half of 3t recurring revenue from Healthcare customers • Conducted analysis of healthcare market focus for 3t – Healthcare market outlook – 3T culture aligned with Healthcare culture – Healthcare open to outsourcing
  16. 16. 3t’s Healthcare Vertical Strategy• Established timeline, target geography• Built up 3t credibility in Healthcare market, filled credibility gaps• Created Executive Healthcare Forum – 3t moderates healthcare IT trend discussion, no technology talk – C-level experts across client base, network – First event in June – Held every two months – Last one attracted 120 participants
  17. 17. 3t’s Healthcare Vertical, Next Steps • Created video case study with CEO of Healthcare center • Built on existing knowledge around EHR, healthcare organizations from IT perspective • New hire made from healthcare organization • Acquisitions focused on healthcare IT practices
  18. 18. Vertical Market Best Practices• Speaking the language of the business vertical differentiates you• Application knowledge is essential to success• Leverage the knowledge of application vendors
  19. 19. Vertical Market Applications: Best Practices• Learn the main applications for your vertical• Establish good support relationships with vertical application vendors• Gain tech expertise in deployment, performance management of these applications• Understand the difference between application software and IT infrastructure• Understand and manage the variables that go into providing a good user experience
  20. 20. Vertical Market Tips• Find verticals that have an appreciation for technology• Excellent verticals include healthcare, legal, accounting• Don’t brand yourself as vertically-focused too soon• Do perform market analysis before you jump in
  21. 21. Ask the ExpertsCiaran Dwyer Greg Donovan CEO VP, Service Providers 3t Systems CA Nimsoft
  22. 22. Where Can I Get More Information?Nimsoft.comNimsoft.com/mspzoneModern IT Blog: blog.nimsoft.comSocialize with CA Nimsoft!Twitter: @nimsoftFB: facebook.com/NimsoftLinkedIn: linkedin.com/company/Nimsoft/SlideShare: slideshare.net/NimsoftMonitoringYouTube: youtube.com/user/Nimsoft
  23. 23. Our Next Channel Expert Hour Webcast Date: Dec. 13 Time: 11:00 a.m. PT/2:00 p.m. ET Topic: Weathering the Storm: What Every Solution Provider Should Know About Disaster Recovery Register: mspmentor.net/events
  24. 24. Nine Lives Media Contacts Editorial Joe Panettieri, Editorial Director E: Joe@NineLivesMediaInc.com Sponsorship Amy Katz, President E: Amy@NineLivesMediaInc.com
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