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BTA Managed Services Workshop
Introducing the New Managed Services Business ModelUpcoming Workshop Date and Location: To be announced
Member Tuition: $995**
(Additional attendee from the same dealership: $745. Coupons do not apply to additional attendee registrations.)
Non-member Tuition: $1,425 (Includes a one-year BTA dealer membership.)
**BTA members may apply their $150 discount coupon received with their membership toward this workshop. Redeem your coupon upon registration by entering promo code: $150Coupon.
The BTA Managed Services Workshop has been updated to include the Managed Services Business Model. This model is the first of its kind, specifically for BTA dealers, and has been developed by workshop instructors Mitch Morgan and Chris Ryne of Growth Achievement Partners (GAP), and Continuum. GAP has been assisting dealers in making this important transition since 2009. Continuum is a large, experienced provider of managed services operations to dealers, and currently manages more than 500,000 endpoints. The companies' combined knowledge in the managed services space will allow dealers to walk away with a "time-tested" business model and key metrics to guide success in this important strategic area. The business model includes an action plan and covers such topics as:
In addition to the business model, participants will be trained on a sales process that has been successful for managed services sales. The sales process is a three-phase sales process that provides clarity to the important components in closing managed services opportunities.
- Revenue: The appropriate targets, mixes and types, and how should those change over time to include items like hardware-as-a-service (HaaS) and cloud services brokerage.
- Contracts & Account Expansion: Seats under management, revenue per seat and growth expectations via additional products and services over time.
- Activity & Pipeline: Sales cycle duration, pipeline metrics and activity targets to achieve business model revenue targets.
- Head Count: Productivity measures for sales and vCIO personnel, target head-count levels based on seats managed and customers under contract, and personnel mix between sales and operations.
- Compensation: Who to pay, how to pay and when to pay, as well as target compensation levels as they relate to gross profit and revenue.
- Profitability: Target contribution level and operational levels to enhance performance.
- Operational Metrics (Core NOC/Help Desk): Key drivers of managed services profitability and customer satisfaction, including productivity measures, availability metrics and response times.
Download a copy of the Managed Services Business Model at www.continuum.net/businessmodel or www.growthachievementpartners.com.
To be announced
Mitch Morgan is a partner at GAP. He founded the Connectivity Dealer Program from NIA in 1991. After his business was acquired by IKON Office Solutions in 1996, he led its Technology Services division. In 2001, he formed the Professional Services division for IKON. Morgan has been consulting with CEOs on strategy, operations, organizational development and sales since 2005. He can be reached at firstname.lastname@example.org or at (913) 269-7255.
Chris Ryne, a partner at GAP, brings significant experience in driving growth and profitability, possessing a comprehensive understanding of the industry that includes traditional and emerging markets from both a sales and operations perspective. His tenure includes 10 years with IKON, where he built and led a successful professional services business unit from startup to a well-integrated team. He can be reached at email@example.com or at (913) 522-5454.
"At first, I was so busy I didn't think I had time to come to this workshop. But, I am telling you — make the time to attend. You will get a huge return on your investment."
"The BTA Managed Services Workshop was extremely beneficial in clearing up where we need to go and how to get there. The investment of time and money over the day and a half will save us significant time and money down the road.
I am extremely excited about our ability to launch this in our company and be
great at it."
Modern Office Methods
"Great job! [The information] was presented in a clear and easy-to-understand way. I can see value in entering this market. The class provided an excellent footprint of what needs to be done to be successful. I intend to propose this to our owners as a 'must do.'"
Document & Network Technologies
St. Louis, Mo.
"This is an excellent seminar that provides a detailed blueprint for a business equipment and/or MPS company to extend into the MS arena. Mitch is an excellent presenter, with the credibility and experience in the industry to guide the discussion, but also examine and thoroughly discuss issues and topics specific to the participants. This seminar delivered excellent value, well worth the investment of time and expense."
Amerx Office Solutions
"This class was very beneficial in the overiew and challenge for dealerships to get on board with managed network services or face the possibility of becoming extinct."
Millennium Business Systems
"The build/buy/partner concept opens your eyes to a different perspective to the market. Mitch is an excellent speaker and I hope to attend more of his seminars."
Commonwealth Digital Office Solutions
For more Managed Services Workshop testimonials,