Growing Your IT Business Keynote - ASCII Group - Jay McBain - apr 2011

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 [email protected]

http://www.autotask.com/index.htm


Planning for Growth | 5 Steps

StrategicFramework

Market Sizing

Understanding theEcosystem

AdjacentOpportunities

DevelopPartnerships


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%


Myth #1 | It is ALL about the Services

BALANCE


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


Myth #2 | It is ALL about the Cloud

DELIVERING WHAT IS BEST FOR YOUR CUSTOMER


Strategic Framework | Let’s Get Started

12 Ways to Grow Your Business


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

http://www.autotask.com/index.htm


1. GEOGRAPHY


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


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


4. PRICING & PROMO


5. ACQUISITION


6. COMMUNITY


7. DEMOGRAPHICS


8. CREDIT & FINANCIALS


9. COMPETITOR SWOT


10. SEGMENT


11. ROUTES TO MARKET


12. VISIBILITY


BUILDING A FOUNDATION


MSP Mentor 250 MSP Mentor 100 TOP 150Channel Chief

– Bob Godgart


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


Thank You!

Jay McBainSenior Vice PresidentStrategy and Market DevelopmentAutotask [email protected] x1363

CONTACT INFO:

mailto:[email protected]

Growing Your IT Business Keynote - ASCII Group - Jay McBain - apr 2011

Technology

Transcript of Growing Your IT Business Keynote - ASCII Group - Jay McBain - apr 2011