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A U T O T A S K   A C A D E M Y                                   EASTGrowing Your Business into New Markets in 2011Croiss...
A U T O T A S K   A C A D E M YPlanning for Growth | 5 Steps Strategic                                       Adjacent Fram...
A U T O T A S K   A C A D E M YMyth #1 | It is ALL about the Services                                           Dont Know/...
A U T O T A S K   A C A D E M YMyth #1 | It is ALL about the ServicesBALANCE
A U T O T A S K   A C A D E M YMyth #2 | It is ALL about the Cloud                        % of 2009 Actual Budget         ...
A U T O T A S K   A C A D E M YMyth #2 | It is ALL about the CloudDELIVERING WHATIS BEST FOR YOURCUSTOMER
A U T O T A S K   A C A D E M YStrategic Framework | Let’s Get Started   12 Ways to   Grow Your    Business
A U T O T A S K   A C A D E M Y                            Business Planning Offering                             Geograph...
A U T O T A S K   A C A D E M Y1. GEOGRAPHY
A U T O T A S K                A C A D E M Y2. INDUSTRY VERTICALS               Increase             Decrease             ...
A U T O T A S K     A C A D E M Y3. PRODUCT VERTICALS                                              CLOUD                  ...
A U T O T A S K   A C A D E M Y4. PRICING & PROMO
A U T O T A S K   A C A D E M Y5. ACQUISITION
A U T O T A S K   A C A D E M Y6. COMMUNITY
A U T O T A S K   A C A D E M Y7. DEMOGRAPHICS
A U T O T A S K   A C A D E M Y8. CREDIT & FINANCIALS
A U T O T A S K   A C A D E M Y9. COMPETITOR SWOT
A U T O T A S K   A C A D E M Y10. SEGMENT
A U T O T A S K   A C A D E M Y11. ROUTES TO MARKET
A U T O T A S K   A C A D E M Y12. VISIBILITY
A U T O T A S K   A C A D E M YBUILDING A FOUNDATION
A U T O T A S K   A C A D E M Y                MSP Mentor 250Channel Chief   MSP Mentor 100                       TOP 150–...
A U T O T A S K   A C A D E M YAUTOTASK PREPARES YOUR BUSINESS FOR GROWTH1. Cash flow predictability2. Consistent client s...
Thank You!                 A U T O T A S K   A C A D E M YCONTACT INFO:    Jay McBain    Senior Vice President    Strategy...
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Growing Your Business - Autotask ChannelNext

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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 by double digits, and some by triple digits.

Autotask Corporation’s Jay McBain is discussing new and innovative ways to expand your business and explain how successful solution providers survived the economic downturn by:

• Revisiting their business plan

• Seeking support from peer and community groups

• Expanding relationships with current clients

• Taking the initiative to carve out new market niches

Jay is also discussing potential new product and industry verticals as well as a methodology on building a strategic growth plan for your business.

Published in: Technology
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Growing Your Business - Autotask ChannelNext

  1. 1. A U T O T A S K A C A D E M Y EASTGrowing Your Business into New Markets in 2011Croissance de Votre Entreprise dans de NouveauxMarchés en 2011 PRESENTER: Jay McBain Senior Vice President Strategy and Market Development Autotask Corporation jmcbain@autotask.com
  2. 2. A U T O T A S K A C A D E M YPlanning for Growth | 5 Steps Strategic Adjacent Framework Opportunities MarketDevelop SizingPartnerships Understanding the Ecosystem
  3. 3. A U T O T A S K A C A D E M YMyth #1 | It is ALL about the Services Dont 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. 4. A U T O T A S K A C A D E M YMyth #1 | It is ALL about the ServicesBALANCE
  5. 5. A U T O T A S K A C A D E M YMyth #2 | It is ALL about the Cloud % of 2009 Actual Budget % of 2012 Anticipated Budget60% 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. 6. A U T O T A S K A C A D E M YMyth #2 | It is ALL about the CloudDELIVERING WHATIS BEST FOR YOURCUSTOMER
  7. 7. A U T O T A S K A C A D E M YStrategic Framework | Let’s Get Started 12 Ways to Grow Your Business
  8. 8. A U T O T A S K A C A D E M Y Business Planning Offering Geography Customer Route to IndustryMix & Value Market Verticals BuyingProposition 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. 9. A U T O T A S K A C A D E M Y1. GEOGRAPHY
  10. 10. A U T O T A S K A C A D E M Y2. 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. 11. A U T O T A S K A C A D E M Y3. 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# ofPartners 70,000 50,000 30,000 10,000 1,000
  12. 12. A U T O T A S K A C A D E M Y4. PRICING & PROMO
  13. 13. A U T O T A S K A C A D E M Y5. ACQUISITION
  14. 14. A U T O T A S K A C A D E M Y6. COMMUNITY
  15. 15. A U T O T A S K A C A D E M Y7. DEMOGRAPHICS
  16. 16. A U T O T A S K A C A D E M Y8. CREDIT & FINANCIALS
  17. 17. A U T O T A S K A C A D E M Y9. COMPETITOR SWOT
  18. 18. A U T O T A S K A C A D E M Y10. SEGMENT
  19. 19. A U T O T A S K A C A D E M Y11. ROUTES TO MARKET
  20. 20. A U T O T A S K A C A D E M Y12. VISIBILITY
  21. 21. A U T O T A S K A C A D E M YBUILDING A FOUNDATION
  22. 22. A U T O T A S K A C A D E M Y MSP Mentor 250Channel Chief MSP Mentor 100 TOP 150– Bob Godgart
  23. 23. A U T O T A S K A C A D E M YAUTOTASK PREPARES YOUR BUSINESS FOR GROWTH1. Cash flow predictability2. Consistent client service levels, managed expectations3. Efficient use of staff and increased utilization4. Expanded service offerings5. Cost reduction6. Increased profitability
  24. 24. Thank You! A U T O T A S K A C A D E M YCONTACT INFO: Jay McBain Senior Vice President Strategy and Market Development Autotask Corporation jmcbain@autotask.com 518-720-3500 x1363

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