The document discusses the changing landscape of enterprise IT, highlighting challenges faced by CIOs who are pressed to do more with fewer resources while aligning IT with business objectives. It emphasizes the advantages of Autotask in addressing the needs of these organizations, particularly those with 10-50 IT staff, and presents various models for partners to leverage Autotask for revenue generation. The document concludes with an encouragement to engage potential clients within existing customer bases to adapt to the evolving market demands.

2. New Business Opportunities
with Enterprise IT
Patrick Burns
Chris Ambler
Vice president, Product Management
Technical Director
Autotask Corporation
Blue Logic Computer Systems

3. Autotask Community Poll

4. IT Budgets for Outsourcing Increase

5. Enterprise IT Challenges are Growing
 CIO’s are asked to do more with less, get faster results
 Company investments are focused on business & innovation...
while IT budgets barely creep up or remain the same
 Many feel like they have squeezed everything they can out of
operations staff and facilities but are being asked to do more

6. Changing Enterprise IT Market
 CIO Insight (www.CIOinsight.com) CIO Priorities:
− Transforming from being delivery focused to business aligned
− Increasing the speed of innovation
− Driving new business opportunities that deliver a competitive advantage

7. Your Opportunity
Partner with us to resell Autotask to
enterprise IT organizations
 Reinforce relationships with co-managed clients
 Launch a new revenue stream
 Improve collaboration and alignment
 Identify new service opportunities
 Develop value proposition to win more large clients

8. Agenda
 Enterprise IT market needs are changing
− Drivers for change
− Historical behavior vs. new needs
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Autotask can uniquely meet the new needs
Why do we think we can win?
What does this mean for you and your business?
Proof point: Customer testimonial

9. Gartner, Forrester and IT Trade Sites Agree:
Enterprise IT needs are changing…
New Global Economic Reality
 IT is being asked to provide business rational for IT investments
 CIO’s are being asked to tie their work/priorities to company’s strategic
objectives
 CIO’s are looking for business metrics to assess organizational impact
 New cloud economy is redefining the rules for simplicity, agility,
speed and cost
 Legacy IT tools are function specific, disconnected, costly and are not
meeting these needs
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Source: Forrester Research; EMA Radar; SPI
Research

10. Old vs. New Enterprise IT Focus
 Old Focus
 New Focus
− Technology focused
− Become service providers
− Very reactive
− Be proactive
− Organized around silos
− Focus on the “Customer”
− Technology driven metrics
− Measure business value/impact
− Limited financial visibility into
the true cost of IT
− Financial transparency and
accountability
CIO’s are increasingly under pressure
to think like a business
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Source: Forrester Research

11. Agenda
 Enterprise IT Market Needs
 Autotask can uniquely meet the new needs
− Market needs vs. Autotask capabilities
− Incumbent solutions strengths & weaknesses
− Autotask’s competitive advantage
 Why do we think we can win?
 What does this mean for you and your business?
 Q&A

12. Key Capabilities for Enterprise IT
Module
Benefit
Service Desk
Increase productivity & improve service quality
Inventory
Consistent way to manage assets from acquisition to EOL
Projects
Seamlessly manage projects with an interactive real time project
management system
Knowledgebase &
Client Portal
Give stakeholders self service tools and frees IT staff to focus on
more critical issues
Timesheets
Make time entry seamless and accurate
Dispatchers Workshop
Provide solutions to stakeholders in a timely manner while maximizing
resource utilization
Service Level Management
Understand capacity and deliver on service level commitments
Reports
Analytics and measurement across all operational IT functions
Analytics
Trending performance with deep insight into key KPI
API & Integrations
Flexibility and extensibility as a platform

13. Incumbents and their strengths
 Who are they?
− IBM, BMC, HP, CA, ServiceNow, ManageEngine, Center
Point, Heat, EPM Live, Numara, more…
 What are their strengths?
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Rich functionality
Project Portfolio Management (PPM)
ITIL process focused
Highly customizable
How does Autotask compare?

14. Incumbent Weaknesses
Strength
The real message for target market
Rich functionality
Too complex; Hard to learn & use.
Has many un-needed options.
Highly customizable
Longer time to deployment - overkill for most
Project Portfolio
Management
Little value for our target market
ITIL Process Heavy
Too rigid, ITIL is often needed as a reference
and not to be enforced
Too costly for most organizations with 10-50 IT resources

15. Autotask Positioning for Enterprise IT
Autotask is designed for SMB’s and enterprises
seeking to apply service delivery intelligence and
professional services automation practices with a
business outcome focus on IT service delivery
for maximum efficiency, transparency and
responsiveness.
We are targeting Enterprise IT organizations
that employ 10-50 IT staff and want to run
their IT like a business.

16. Autotask’s Unique Advantages
 Autotask …
− delivers the right capabilities for IT departments with 10-50 users
− is easy to learn and use
− has fast deployment and implementation time
− is fully integrated, which means: centrally managed resources
− delivers analytics and KPI that IT needs to track
− is priced to meet the budget of the target market

17. Agenda
 Enterprise IT Market Needs
 Autotask Product Fit
 Why do we think we can win?
− Existing Enterprise IT customers
− Analyst Reviews
 What does this mean for you and your business?
 Q&A

18. Enterprise IT Customer Base
 We have well over 100 Enterprise IT customers
 Customers are from various industries including:
−
−
−
−
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Educational institutions
Financial organizations
Medical records management
Aircraft maintenance
More…
 Enterprise IT customers are reaching out to us at an
increasing rate

19. Where do the analysts see us?

20. Gartner August 2013 Magic Quadrant
?

21. Agenda
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Enterprise IT Market Needs
Autotask Product Fit
Why do we think we can win?
Program overview
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−
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Why you should sell into Enterprise IT
How to qualify if a prospect is a good fit
Revenue model
Customer Testimonial
 Q&A

22. Why should you sell Autotask
into Enterprise IT?
 You can go up market and engage with customers you are
not engaging as deeply with today
 You already know how to sell tools (RMM, BDR etc)
 It is a solution you already know how to use, no extra
training needed
 Complements your services business
 New revenue stream from Autotask

23. How to qualify if a prospect is a good fit?
 Do you have
− a Service Desk practice?
− or want to institute Service Level Agreements (SLA’s)?
 Do you need
− multiple Queues of ticket types (priority or category)?
− a time reporting tool?
− better job/resource-scheduling tools?
 Do you manage large Projects?
 Do you want to measure key service KPI and
business impact of technology?

24. Three Revenue Models
1. Standard Referral Model
 $250 for an Autotask Pro implementation of two to five user (2-5)
 $500 for an Autotask Pro implementation of six to nine users (6-9)
 $1,000 an Autotask Pro implementation exceeding ten users (10+)
That successfully closes within ninety (90) days from the date the initial referral was submitted.
2. Autotask Reseller Program
 Monthly recurring revenue from Autotask
3. Reseller + Certified Consulting Partner
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Monthly recurring revenue from Autotask
Implementation fees for AAI
Autotask training services
Implementation referrals from Autotask

25. Final Thoughts
 Enterprise IT is a market that is coming to us.
They need Autotask to stay relevant.
 Autotask is the right fit for organizations with
IT staff of 10-50 resources.
 What should you do as the next step?
− Identify service organizations within your customer base
− Reach out to your Taskfire customers
− Review prospect database and lost accounts
− Contact your Account Manager for guidance and participation