How to plan and execute a growth strategy for your IT business. Exploration of product and industry verticals with specific tips and tactics on making it happen!
ChannelEyes - the single place to follow the Channel
Autotask Webinar - Growing your business in 2011 - Jay McBain - Jan 2011
1. A U T O T A S K A C A D E M Y W E B I N A R
Growing Your Business
into New Markets in 2011
PRESENTER:
Jay McBain
Senior Vice President
Strategy and Market
Development
Autotask Corporation
jmcbain@autotask.com
2. A U T O T A S K A C A D E M Y W E B I N A R
Planning for Growth | Steps
Strategic Adjacent
Framework Opportunities
Develop Market
Partnerships Sizing
Understanding
Ecosystem
3. A U T O T A S K A C A D E M Y W E B I N A R
State of the Market | Revenue Mix
Don't Know/Unsure
Other Services
4.5%
5.5%
Consulting
Managed Services 28.2%
8.6%
Technical Services
11.7%
Hardware Software
20.4% 21.1%
4. A U T O T A S K A C A D E M Y W E B I N A R
Business Planning
Geography
Offering Route Customer
Industry
Strategy to Market Verticals Buying
& Value Behavior
Proposition
Segment Your Business Product or
Service
Verticals
Pricing and
Competitor
Promotion
SWOT
Strategy
Credit & Sales Coverage
Capacity Acquisition
Financials & Marketing
Planning Enablement
Demo-
Community
graphics
Measurements and Metrics
5. A U T O T A S K A C A D E M Y W E B I N A R
State of the Market | Technology Mix
Business applications software 17.1%
Branded systems and servers
14.2%
Custom systems 12.3%
Software infrastructure and middleware 7.7%
Security 7.0%
Voice and data networking 6.8%
Data center 6.3%
Printing and imaging 5.3%
Storage 5.3%
Displays 3.0%
Unified communications VoIP 3.0%
Other peripherals 2.8%
Components 2.7%
6. A U T O T A S K A C A D E M Y W E B I N A R
State of the Market | Industry Vertical Growth
Increase Decrease Stay the Same Unsure
Healthcare 45.5% 3.8% 40.4% 10.3%
Financial Svcs 33.1% 5.5% 51.0% 10.3%
Manufacturers 28.6% 4.1% 55.1% 12.2%
Education 26.6% 5.0% 55.4% 12.9%
Retail 25.0% 6.1% 54.5% 14.4%
Communications 24.4% 3.1% 60.3% 12.2%
Telco Svc Providers 23.9% 2.7% 58.4% 15.0%
Federal Govt 23.8% 7.7% 55.4% 13.1%
Digital Home 22.1% 4.1% 61.5% 12.3%
State/Local Govt 21.8% 10.5% 56.4% 11.3%
Utilities 17.9% 5.4% 59.8% 17.0%
Transportation 16.0% 2.8% 64.2% 17.0%
Construction 15.2% 13.6% 56.8% 14.4%
Automotive 15.1% 4.0% 67.5% 13.5%
7. A U T O T A S K A C A D E M Y W E B I N A R
Planning for Growth | Adjacent Markets
“CONVERGENCE”
CLOUD
PC/Server Mobility
Sales Solutions Consumer
Electronics POS
Data Capture
Break/Fix
Hosting
Services Digital
Cloud Disaster Signage
Consulting Computing Recovery Inventory
Services Document Business RFID, Bar Code
PC/Server Imaging Applications
Home
Infrastructure Virtualization Custom Builder Training Automation
Implementation Pro A/V Education
Managed Video
Unified Managed Print
Networking Communications Services Security
Security VoIP Green IT Video Surveillance
Wireless
Data Protection Custom
Telecommunications Software
Backup/Recovery Internet
Services Solutions &
Development
Storage
Sales
# of
Competitors 70,000 50,000 30,000 10,000 1,000
8. A U T O T A S K A C A D E M Y W E B I N A R
Planning for Growth | Sizing the Market
Determine factors such as: 300,000
- Propensity to buy your solution
- Financial ability (credit)
- Competitive SWOT 100,000
- Market timing
- Barriers to entry
- Technical requirements 70,000
- Marketing requirements
- Sales requirements
30,000
TAM = Target Addressable Market
9. A U T O T A S K A C A D E M Y W E B I N A R
Planning for Growth | Targeting a Vertical
How to enter a new vertical:
1. Study the ecosystem:
What do customers read?
Who do they follow?
What events do they attend?
How do they get influenced?
2. Who are the Top 50
“Connectors”?
Making the connection
3. Determine buying behavior
How long is sell cycle?
How do customers buy?
Seasonality, recurring?
10. A U T O T A S K A C A D E M Y W E B I N A R
Planning for Growth | Develop Partnerships
1. Determine product or
service mix
How many categories?
Top revenue opportunities?
Top growth opportunities?
Industry leaders?
Top Distributors?
2. Engage the Top 50
“Connectors”
Social media tools work well:
11. A U T O T A S K A C A D E M Y W E B I N A R
State of the Market | Move to the Cloud?
% of 2009 Actual Budget % of 2012 Anticipated Budget
60%
52.8%
50%
42.1%
40%
30%
21.3%
19.2% 19.2% 17.5%
20% 15.6%
12.3%
10%
0%
On-premise Product On-premise Hosted Off-premise Hosted Pure Cloud
Purchase
12. A U T O T A S K A C A D E M Y W E B I N A R
How Can Autotask Assist in 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
13. A U T O T A S K A C A D E M Y W E B I N A R
Manage Your IT Business Better
14. A U T O T A S K A C A D E M Y W E B I N A R
AutotaskGo!
Up to 3 users
FREE TRAINING!
Contact Management Autotask Go! Essentials
+
Service Desk, SLA Management Takes You From Tickets to
Configuration Management Billing
Knowledgebase
Calendar $29/mo/user
Workflow Automation
Contracts and Billing NO up-front fees!
Reporting
RMM Integrations Buy off the web!
Outsource Management/SC Portal
Additional options – e.g. Surveys
www.autotask.com/go
15. A U T O T A S K A C A D E M Y W E B I N A R
AutotaskPro *Everything in AutotaskGo!
More than 3 users Dispatchers workshop
Contact Management Project Management
FREE TRAINING! Management
Service Desk, SLA Management
Sales Opportunity
Configuration Management Quoting and Expense Reports
• Register for FREE courses
Knowledgebase
+
Timesheet & Vacation Tracking
• Right off the Autotask Academy
Calendar
Inventory
Workflow Automation Training Calendar in Online Help!
Contracts and Billing• Call sales @ 518-720-3500 x1 Designer Utility
LiveLinks for
Reporting pricing & demo ! Access To Web Services API
RMM Integrations Base price $55 per user, per month
• Upgrade Path From Go!
Outsource Management/SC Portal
VARStreet Integration!
Additional options
Surveys
16. AUTOTASK CORPORATION
A U T O T A S K A C A D E M Y W E B I N A R
40,000+ Users 42 Countries
2010 Uptime 99.995% 200+ Staff
US, Europe, Beijing, India
Major Release 150+ Marketing Events
Every 6-8 weeks
7 Year’s Founded in 2001
Best Places to Work One of 1st SaaS Companies!
CompTIA Breakaway 2010:
Best Channel Strategy
50% Revenue
Back into Product
MSP Mentor 250
MSP Mentor 100
Channel Chief – Bob Godgart TOP 150
17. A U T O T A S K A C A D E M Y W E B I N A R
Questions? Answers!
Growing Your Business into New Markets in 2011
Complete survey for a chance to win a
FREE Flip video!
PRESENTER:
Jay McBain
Senior Vice President
Strategy and Market
Development
Autotask Corporation http://www.autotaskcommunitylive.com/
jmcbain@autotask.com
Buy Autotask Pro or Autotask Go!
Get US$1000 Voucher! – Good for Start-up and Consulting Fees.
New customers who sign today through February 28, 2011
E-mail: info@autotask.com
Subject: “NewMarket0131 – SMB DB Template”
518 – 720 - 3500 x1 Sales http://www.autotask.com
Hinweis der Redaktion
Anthony will do the count down as we head to the start of the webinar, then introduce me just before the start.Thanks Anthony for getting us to the start of this excellent webinar titled, ‘Running Your Business with Management Dashboard’s.Good afternoon, my name is Len DiCostanzo, SVP and Dean of Autotask Academy. Autotask Academy is happy to be bringing this educational webinar to our customers and invited special guests today. Our goal at the Academy is to provide education and best practice guidance to our growing customer and user base on how to best implement and continue to use Autotask to automate and optimize business operations. We also strive to deliver top level business education that parallels and augments the strengths of our product set. This webinar will provide information on how you can utilize management dashboards in to run your business better. Armed with the knowledge you gain from the dashboards, you can see where to apply your focus and grow your business and be more profitable. So, let’s get going…
Make one box with everything in it
I wanted to provide a brief overview of Autotask Corporation before jumping into our topic today.AT was founded in 2001 as one of the 1st SaaS companies, bringing Autotask to market to help you run your IT business. Better. Since then, AT has grown to 30,000+ users, 3,200 plus customers in 42 countries. Our 170 or so employees are located in the US, Europe, Beijing and India. Our corporate headquarters is located here in the Albany Capital District, where we have been voted as one of the best places to work for 6 straight years. Having moved my family from Staten Island, NY to work with the great people here, I can tell you that is no lie.As a SaaS company, uptime is key to our existence and last year our 99.999%, 5 9’s uptime was pretty incredible. Especially considering we roll out a major release to our software every 6-8 weeks. We are investing 50% of every dollar we earn back into the product to make that happen. This continual improvement of our product is what excites lots of our customers. As the number one IT Business Management Platform, we have been voted best software product by COMPTia and Business Solutions magazine, as well as being selected as one of the best channel vendors in the industry.As we roll through 2010, we continue to educate the market and our customers, and share our story. This year we will do over 180 events, and through Autotask Academy, we touch thousands more as we look to further the growth of the IT channel.When you work with Autotask, you are working with a trusted advisor who will work to ensure your success.
www.managedservicesblueprint.com/lennyYou Pay Only 6 Payments Of $497 The Million-DollarManaged Services Marketing Blueprint