2. MSP University
The largest online business improvement
and transformation resource for IT
solution and managed services providers
that wish to increase their efficiencies,
effectiveness and net profits

3. Areas We Focus On
• Marketing
– Lead generation, branding and awareness
• Sales
– Increasing sales velocity and effectiveness
• Service Delivery
– Improving efficiencies and customer satisfaction
• Operations
– Leadership, financial acumen, talent management
and vendor relationships

4. How We Deliver Training
• Online through our training portal
– Hundreds of Live and on-demand Webcasts
– Best-selling books and audiobooks
– Thousands of best practices guides, documents,
calculators, tools and collateral
– Online Peer Groups
• Live at our 3 Day Boot Camps
– Marketing, Sales, Service Delivery, Operations and
special tracks such as Healthcare IT, Cloud, Security
and more
• Direct via embedded consulting engagements
– Sales and Service Delivery SWOTs
– Enterprise consulting partnerships

5. How Partners Engage
• A membership level for everyone
– Free Basic Community Membership
– Marketing Community Partnership
– Sales Community Partnership
– Service Delivery Community Partnership
– Operations Community Partnership
– Enterprise Community Partnership
• Subscription based, month-to-month, no long
term commitment

6. MSP University Training Portal

7. How to Manage Your
Business in 30
Minutes per Month;
Building Better
Management Process

8. Executive Vice President
CoreConnex, Inc.
www.coreconnex.com
Mr. Lael is the Co-Founder and Executive Vice President
of CoreConnex, Inc., the producer of the Corelytics™
Financial Dashboard for IT service companies.
Tony has specialized in operations management,
management consulting, small business management, IT Producer of the
operations and software development since 1996. Prior
CorelyticsTM Financial Dashboard
to starting CoreConnex, Tony founded Aponus
Consulting, LLC in 2002 a management and technical
consulting firm with specialization in helping small
companies develop strategic business plans,
operationalize marketing and sales strategies as well as
pricing, packaging and selling IT managed services
offerings.

9. What road is your company on?
How do you manage?

10. Agenda
• Your Business Priorities
– Freedom
– Build, build, build
– Building rhythm
– The right fit
• Models and Trends
• A Management Process
• Q&A

11. Business Stage Drives Priorities

12. Lifestyle
Personal freedoms
• Primarily T&M
• Some fixed fee
• Personal
management
• Income, expenses &
cash

13. Start Up
Build, build, build!
• Multiple LOBs
• Contracts
• Develop
Management skills
• Growth

14. Experienced Team
Develop rhythm
• Client Portfolio
• Client service #1
• Line managers
• EBITDA

15. Building for Exit
The right fit
• Succession
• Most optimal value
with smoothest
transition
• Valuation

16. Models & Trends Drive Management

17. What services do we provide?
Believe the hype
Trends Management
• The lure of
recurring revenues
• Blended services
complex to manage,
higher profits
- Taken from Corelytics RMM Industry Performance Report June 2011

18. How do we manage?
Different models, different style
Trends Management
• The lure of
recurring revenues
• Blended services
complex to manage,
higher profits
- Taken from Corelytics Industry Performance Report February 2011

19. What is Our Picture?
Know your metrics
• Top 5 to 15
(examples)
– Revenue
– Expense
– Profit
– Revenue per Billable
FTE
– EBITDA
– Marketing Expense
– Gross Margin

20. What do Top Performers
Have in Common?

21. A Management Process
30 Minutes per Month

22. Set Goals
Pick a target
• Pick your goals
– Growth
– Percent of Revenue
• Track benchmarks for
your model
• Forecast
performance
– Pick best and worst
case scenarios

23. Review Performance
Have consistency
• Know key
relationships
– Cash to Expenses
– Revenue Rate to
Expense Rate to
Cash Balance
• Ask tough
management
questions

24. Assign Ownership
follow through
• Link operational
priorities to metrics
you track
• Assign your best
people to own
(this may be you!)
• Visibility of business
performance

25. Learn More
mspu.corelytics.com
or
www.corelytics.com

27. Thank You
Tony L. Lael
Executive Vice President
CoreConnex, Inc.
Producer of the
CorelyticsTM Financial Dashboard
tony@coreconnex.com
425-533-0403