Growing Your IT Business Keynote - ASCII Group - Jay McBain - apr 2011
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A common misconception is that most Solution Provider businesses fared poorly during the economic downturn. While recent statistics show that 30% of IT businesses ceased operations in the past 24 months, a larger number grew their businesses in double digits, and some even triple. Surviving the downturn for these successful Solution Providers meant revisiting the business plan, seeking support from peer and community groups, expanding relationships with current clients, and, perhaps most importantly, taking the initiative to carve out new market niches. Diversifying your product and service offerings to a wider audience provides a more stable foundation for your business.
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Growing Your IT Business Keynote - ASCII Group - Jay McBain - apr 2011
- 1. A U T O T A S K A C A D E M Y Growing Your Business into New Markets in 2011 PRESENTER: Jay McBain Senior Vice President Strategy and Market Development Autotask Corporation jmcbain@autotask.com
- 2. A U T O T A S K A C A D E M Y Planning for Growth | 5 Steps Strategic Adjacent Framework Opportunities Market Develop Sizing Partnerships Understanding the Ecosystem
- 3. A U T O T A S K A C A D E M Y Myth #1 | It is ALL about the Services Don't Know/Unsure Other Services 4.5% 5.5% Consulting Managed Services 28.2% 8.6% Technical Services 11.7% Hardware Software 20.4% 21.1%
- 4. A U T O T A S K A C A D E M Y Myth #1 | It is ALL about the Services BALANCE
- 5. A U T O T A S K A C A D E M Y Myth #2 | It is ALL about the Cloud % of 2009 Actual Budget % of 2012 Anticipated Budget 60% 52.8% 50% 42.1% 40% 30% 21.3% 19.2% 19.2% 17.5% 20% 15.6% 12.3% 10% 0% On-premise Product On-premise Hosted Off-premise Hosted Pure Cloud Purchase
- 6. A U T O T A S K A C A D E M Y Myth #2 | It is ALL about the Cloud DELIVERING WHAT IS BEST FOR YOUR CUSTOMER
- 7. A U T O T A S K A C A D E M Y Strategic Framework | Let’s Get Started 12 Ways to Grow Your Business
- 8. A U T O T A S K A C A D E M Y Business Planning Offering Geography Customer Route to Industry Mix & Value Market Verticals Buying Proposition Behavior Product Segment Your Business or Service Verticals Pricing Competitor & Promo SWOT Strategy Sales Capacity Credit & Acquisition Coverage & Financials Marketing Planning Demo- Enablement Community graphics Measurements and Metrics
- 9. A U T O T A S K A C A D E M Y 1. GEOGRAPHY
- 10. A U T O T A S K A C A D E M Y 2. INDUSTRY VERTICALS Increase Decrease Stay the Same Unsure Healthcare 45.5% 3.8% 40.4% 10.3% Financial Svcs 33.1% 5.5% 51.0% 10.3% Manufacturers 28.6% 4.1% 55.1% 12.2% Education 26.6% 5.0% 55.4% 12.9% Retail 25.0% 6.1% 54.5% 14.4% Communications 24.4% 3.1% 60.3% 12.2% Telco Svc Providers 23.9% 2.7% 58.4% 15.0% Federal Govt 23.8% 7.7% 55.4% 13.1% Digital Home 22.1% 4.1% 61.5% 12.3% State/Local Govt 21.8% 10.5% 56.4% 11.3% Utilities 17.9% 5.4% 59.8% 17.0% Transportation 16.0% 2.8% 64.2% 17.0% Construction 15.2% 13.6% 56.8% 14.4% Automotive 15.1% 4.0% 67.5% 13.5%
- 11. A U T O T A S K A C A D E M Y 3. PRODUCT VERTICALS CLOUD “CONVERGENCE” PC/Server Mobility Sales Solutions Consumer Electronics POS Data Capture Break/Fix Hosting Services Digital Cloud Disaster Signage Consulting Computing Recovery Inventory Services Document Business RFID, Bar Code PC/Server Imaging Applications Home Infrastructure Virtualization Custom Builder Training Automation Implementation Pro A/V Education Managed Video Unified Managed Print Networking Communications Services Security Security VoIP Green IT Video Surveillance Wireless Data Protection Custom Telecommunications Software Backup/Recovery Internet Services Solutions & Development Storage Sales # of Partners 70,000 50,000 30,000 10,000 1,000
- 12. A U T O T A S K A C A D E M Y 4. PRICING & PROMO
- 13. A U T O T A S K A C A D E M Y 5. ACQUISITION
- 14. A U T O T A S K A C A D E M Y 6. COMMUNITY
- 15. A U T O T A S K A C A D E M Y 7. DEMOGRAPHICS
- 16. A U T O T A S K A C A D E M Y 8. CREDIT & FINANCIALS
- 17. A U T O T A S K A C A D E M Y 9. COMPETITOR SWOT
- 18. A U T O T A S K A C A D E M Y 10. SEGMENT
- 19. A U T O T A S K A C A D E M Y 11. ROUTES TO MARKET
- 20. A U T O T A S K A C A D E M Y 12. VISIBILITY
- 21. A U T O T A S K A C A D E M Y BUILDING A FOUNDATION
- 22. A U T O T A S K A C A D E M Y MSP Mentor 250 Channel Chief MSP Mentor 100 TOP 150 – Bob Godgart
- 23. A U T O T A S K A C A D E M Y AUTOTASK PREPARES YOUR BUSINESS FOR GROWTH 1. Cash flow predictability 2. Consistent client service levels, managed expectations 3. Efficient use of staff and increased utilization 4. Expanded service offerings 5. Cost reduction 6. Increased profitability
- 24. Thank You! A U T O T A S K A C A D E M Y CONTACT INFO: Jay McBain Senior Vice President Strategy and Market Development Autotask Corporation jmcbain@autotask.com 518-720-3500 x1363
Editor's Notes
- Anthony will do the count down as we head to the start of the webinar, then introduce me just before the start.Thanks Anthony for getting us to the start of this excellent webinar titled, ‘Running Your Business with Management Dashboard’s.Good afternoon, my name is Len DiCostanzo, SVP and Dean of Autotask Academy. Autotask Academy is happy to be bringing this educational webinar to our customers and invited special guests today. Our goal at the Academy is to provide education and best practice guidance to our growing customer and user base on how to best implement and continue to use Autotask to automate and optimize business operations. We also strive to deliver top level business education that parallels and augments the strengths of our product set. This webinar will provide information on how you can utilize management dashboards in to run your business better. Armed with the knowledge you gain from the dashboards, you can see where to apply your focus and grow your business and be more profitable. So, let’s get going…
- I wanted to provide a brief overview of Autotask Corporation before jumping into our topic today.AT was founded in 2001 as one of the 1st SaaS companies, bringing Autotask to market to help you run your IT business. Better. Since then, AT has grown to 30,000+ users, 3,200 plus customers in 42 countries. Our 170 or so employees are located in the US, Europe, Beijing and India. Our corporate headquarters is located here in the Albany Capital District, where we have been voted as one of the best places to work for 6 straight years. Having moved my family from Staten Island, NY to work with the great people here, I can tell you that is no lie.As a SaaS company, uptime is key to our existence and last year our 99.999%, 5 9’s uptime was pretty incredible. Especially considering we roll out a major release to our software every 6-8 weeks. We are investing 50% of every dollar we earn back into the product to make that happen. This continual improvement of our product is what excites lots of our customers. As the number one IT Business Management Platform, we have been voted best software product by COMPTia and Business Solutions magazine, as well as being selected as one of the best channel vendors in the industry.As we roll through 2010, we continue to educate the market and our customers, and share our story. This year we will do over 180 events, and through Autotask Academy, we touch thousands more as we look to further the growth of the IT channel.When you work with Autotask, you are working with a trusted advisor who will work to ensure your success.
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