Introducing the Updated Managed Services Business Model v3.3
Upcoming Workshop Date: 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 or $250 educational discount received with their membership toward this workshop. Redeem your discount when registering by entering promo code: $150Discount or $250Discount.
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 Managed IT Services. 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:
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.
In addition to the updated business model, participants will be trained on the Managed Services Sales Process. This three-phase sales process provides clarity to the important components in closing manages services opportunities and has helped GAP clients achieve a four-times-higher sales rate than non-GAP clients.
As an additional bonus to attendees, for the first time, GAP will be detailing the critical elements in developing and maximizing your vCIO resource. The effectiveness of this position is key to the overall success of your managed services program.
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.
"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."
Dave Mueller Modern Office Methods Cincinnati, Ohio
"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.'"
Matt Rueschhoff 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."
Richard Finlayson Amerx Office Solutions Austin, Texas
"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."
Dave Varney Millennium Business Systems Cincinnati, Ohio
"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."
Michael Sylvia Commonwealth Digital Office Solutions Sterling, Va.
For more Managed Services Workshop testimonials, click here.