Growing Your IT Business Keynote - ASCII Group - Jay McBain - apr 2011
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A U T O T A S K A C A D E M Y
Growing Your Business into New Markets in 2011
P R E S E N T E R :
Jay McBainSenior Vice PresidentStrategy and Market DevelopmentAutotask Corporationjmcbain@autotask.com
A U T O T A S K A C A D E M Y
Planning for Growth | 5 Steps
StrategicFramework
Market Sizing
Understanding theEcosystem
AdjacentOpportunities
DevelopPartnerships
A U T O T A S K A C A D E M Y
Myth #1 | It is ALL about the Services
Consulting28.2%
Software21.1%
Hardware20.4%
Technical Services11.7%
Managed Services8.6%
Other Services5.5%
Don't Know/Unsure4.5%
A U T O T A S K A C A D E M Y
Myth #1 | It is ALL about the Services
BALANCE
A U T O T A S K A C A D E M Y
On-premise Product Purchase
On-premise Hosted Off-premise Hosted Pure Cloud0%
10%
20%
30%
40%
50%
60%52.8%
19.2%15.6%
12.3%
42.1%
19.2% 17.5%21.3%
% of 2009 Actual Budget % of 2012 Anticipated Budget
Myth #2 | It is ALL about the Cloud
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
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
A U T O T A S K A C A D E M Y
Sales Coverage &Marketing
Enablement
CustomerBuying
Behavior
CapacityPlanning
Business Planning
OfferingMix & Value Proposition
Your Business
GeographyIndustryVerticals
Productor ServiceVerticals
Pricing& PromoStrategy
Acquisition
Demo-graphics
Credit &Financials
CompetitorSWOT
Segment
Route toMarket
Community
Measurements and Metrics
A U T O T A S K A C A D E M Y
1. GEOGRAPHY
A U T O T A S K A C A D E M Y
2. INDUSTRY VERTICALS
HealthcareFinancial Svcs
ManufacturersEducation
RetailCommunications
Telco Svc ProvidersFederal Govt
Digital Home State/Local Govt
UtilitiesTransportation
ConstructionAutomotive
45.5%
33.1%
28.6%
26.6%
25.0%
24.4%
23.9%
23.8%
22.1%
21.8%
17.9%
16.0%
15.2%
15.1%
3.8%
5.5%
4.1%
5.0%
6.1%
3.1%
2.7%
7.7%
4.1%
10.5%
5.4%
2.8%
13.6%
4.0%
40.4%
51.0%
55.1%
55.4%
54.5%
60.3%
58.4%
55.4%
61.5%
56.4%
59.8%
64.2%
56.8%
67.5%
10.3%
10.3%
12.2%
12.9%
14.4%
12.2%
15.0%
13.1%
12.3%
11.3%
17.0%
17.0%
14.4%
13.5%
Increase Decrease Stay the Same Unsure
A U T O T A S K A C A D E M Y
3. PRODUCT VERTICALS
70,000 50,000 30,000 10,000 1,000
# of Partners
PC/ServerSales
Break/FixServices
ConsultingServices
InfrastructureImplementation
Backup/RecoveryServices
PC/ServerCustom Builder
Cloud Computing
BusinessApplications
ManagedServices
SecurityData Protection Custom
Software
DigitalSignageDisaster
Recovery
HomeAutomation
Hosting
InternetSolutions &Development
ManagedPrint
MobilitySolutions
NetworkingWireless
StorageSales
Telecommunications
UnifiedCommunicationsVoIP
VirtualizationPro A/VVideo
POSData Capture
DocumentImaging
InventoryRFID, Bar Code
SecurityVideo Surveillance
TrainingEducation
ConsumerElectronics
Green IT
“CONVERGENCE”CLOUD
A U T O T A S K A C A D E M Y
4. PRICING & PROMO
A U T O T A S K A C A D E M Y
5. ACQUISITION
A U T O T A S K A C A D E M Y
6. COMMUNITY
A U T O T A S K A C A D E M Y
7. DEMOGRAPHICS
A U T O T A S K A C A D E M Y
8. CREDIT & FINANCIALS
A U T O T A S K A C A D E M Y
9. COMPETITOR SWOT
A U T O T A S K A C A D E M Y
10. SEGMENT
A U T O T A S K A C A D E M Y
11. ROUTES TO MARKET
A U T O T A S K A C A D E M Y
12. VISIBILITY
A U T O T A S K A C A D E M Y
BUILDING A FOUNDATION
A U T O T A S K A C A D E M Y
MSP Mentor 250 MSP Mentor 100 TOP 150Channel Chief
– Bob Godgart
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
A U T O T A S K A C A D E M Y
Thank You!
Jay McBainSenior Vice PresidentStrategy and Market DevelopmentAutotask Corporationjmcbain@autotask.com518-720-3500 x1363
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