Print Page   |   Contact Us   |   Sign In   |   Register
Site Search

Vendor Associate Members
(click to view all vendor members)

Service Associate Members
(click to view all service members)

Publishing Associate Members
(click to view all publishing members)
BTA Managed Services Workshop

Introducing the New Managed Services Business Model

Upcoming Workshop Date and Location: Sept. 23-24, 2015 - To be held at Continuum headquarters in Boston, Massachusetts*

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.)

*Sept. 23-24 Managed Services Workshop attendees will receive FREE registration to the Grand Slam district event, hosted by BTA East.

**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.

Click here to register for the Sept. 23-24 workshop.

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:
  • 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 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.

Download a copy of the Managed Services Business Model at or

  • Sept. 23: 8:30 a.m. to 4:30 p.m.
  • Sept. 24: 8:30 a.m. to Noon
Hotel Information:

Boston Marriott Copley Place
110 Huntington Ave.
Boston, MA 02116
Phone: (617) 236-5800
Room rate: $265/night
Room rate cutoff date: Sept. 3, 2015
To reserve your room online, click here.

The workshop will take place at Continuum headquarters:
Continuum Managed Services LLC
100 Summer Street, Ste. 1401
Boston, MA 02110

Course Instructors:

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 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 or at (913) 522-5454.


Click here to register for the Sept. 23-24 workshop.


"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."
Troy Turner
Commonwealth Technology
Lexington, Ky.

"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.
Sign In

Forgot your password?

Haven't registered yet?

BTA Hotline