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Strategy & Budgeting
Focus on Success
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– Thursday October 1st at 2:00PM Eastern
– Topic: Money Conversation: Part 2
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House Keeping
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Strategy & Budgeting
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The Value Stack is what separates
MSP’s from
World Class Providers
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MSP
• Professional services
• Centralized services
• Support desk
• “vCO”
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• Creating “separation” within the
MSP model is no longer enough
• We need to separate from the MSP model
• World Class is built on top of MSP
• It’s time to move up the stack!
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The Value Stack
MSP
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The Value Stack
Budget
Strategy
MSP
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World Class
Provider
TruBusiness Partner
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TruBusiness Partner
• Technical to business relationship
• Business Strategy
• Business goals, challenges, risks,
vision, core values, competition,
competitive advantage, market position,
margins…
• Technical Alignment and Business
Impact are the foundation
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The Value Stack
Budget
Strategy
Impact
Alignment
MSP
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Super Power
World Class
Provider
TruBusiness Partner
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Network Administration vCIO
StandardsTechnicalAlignment
BusinessImpact
ClientStrategy
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How should the
technology be
configured and
used?
How does the
client’s current
technology
compare to our
standards?
How will
misalignment with
our standards
affect their
business?
What are our
recommendations
to support their
business activities,
prevent potential
issues and
maximize their
investment in
technology?
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Standards & Alignment
Technical
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Components of Strategy
• Business Impact of misalignment
• Business goals for the client
• Recommendations & Plan
• Long term Budget
• Client Feedback
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Business Impact
• How do misalignments with standards
potentially affect their business?
– Productivity
– Business Risk
– Opportunity costs
• Use clear, non-technical language
• Connect the technology to their business
goals
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Technology Summary
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Business Goals
• Gain an understanding of their business
– What market do they serve?
– What is their position in the market?
– How do they make money?
– Sales & Marketing
– Business environment
– What are their near and long term business goals?
– What are their biggest risks and obstacles?
• What are their concerns?
– Trends in the market
– Security issuesCopyright 2015 TruMethods, LLC
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Gain understanding of business
• With this process, you learn about business
• Establish relationships with awesome
business people
• Help less-awesome business people
• TruBusiness Partner
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Recommendations & Plan
• Make recommendations both on technology
misalignments and business goals
– What is the recommendation?
– What is the budget to implement?
– What time frame?
• View technology as an investment
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Budget
Create a Budget
• 12 – 36 months in advance
• By month or by quarter
• Capital expenditures
• Timeline
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Client Feedback
• Track Feedback from the client
– Did they accept recommendations?
• If not, why?
– Are there changes that need to be made?
– Are there new initiatives based upon the meeting?
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Reframing is not just for Sales
• Common question:
– “What if my client doesn’t take my
recommendation?”
– “What if my client wants to use their own backup
system, AV, purchase their own PC’s, etc…”
• You’re clients are not reframed
• They haven’t bought into your company way
• They don’t understand the impact of your
Super Power
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Reframing
Current solution
Their results
Our results
SuperPower
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Strategy & Budgeting
• Alignment is point in time
• Technology Summary is point in time
• Strategy is a living process
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Indicators of Success
• NRR %
• Backlog of hours
• AISP
• Average MRR
• Culture
• Invitations to
Business Meetings
• RHEM
• Leverage
• Profit
• Retention
• Client Satisfaction
Copyright 2015 TruMethods, LLC
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The Value Stack
Budget
Strategy
Impact
Alignment
MSP
© TruMethods, LLC. 2015 - All rights reserved
Super Power
World Class
Provider
TruBusiness Partner
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Other resources
• Videos
– Inventory of Time
– Moving up the Stack
– The vCIO Meeting
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Q&ACopyright 2015 TruMethods, LLC
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