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BTA Managed Services Workshop
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Detailing the Updated Managed Services Business Model 2.0

Upcoming Workshop Date: Dec. 6-7, 2017 - Phoenix, Arizona

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.

Click here to register for the Dec. 6-7 workshop.

Are your managed IT services sales numbers not meeting expectations? Are you looking for tools that deliver results instead of just hearing more about what you should be doing? Have you just entered the market — or are planning to — and need to make up for lost time and avoid mistakes? The one-and-a-half-day BTA Managed Services Workshop has been expanded to include the data and critical success factors within the Managed Services Business Model 2.0, developed by workshop instructors Mitch Morgan and Chris Ryne of Growth Achievement Partners (GAP), along with Mike Dudek and Rich Wisniewski of Zygoquest Group, and Continuum. The companies' combined knowledge in the MSP space will allow attendees to walk away with a time-tested business model and key metrics to guide success and ensure profitability. 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.
  • 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. Continuum reports that this sales process has helped GAP clients:
  • Achieve four-times higher sales results than non-GAP clients
  • Increase their devices under management 297 percent over last 36 months
  • Manage more than 15,000 global IT devices on the Continuum platform

As an additional bonus to attendees, 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. You can read more about GAP's perspective on vCIO development HERE.

Download a copy of the latest Managed Services Business Model at or

  • Day 1: 8:30 a.m. to 4:30 p.m.
  • Day 2: 8:30 a.m. to Noon
Hotel Information:

To be announced

Course Instructors:

Mitch Morgan is a partner at GAP. He founded the Connectivity Dealer Program at 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.



"This workshop contained very good information on how to transition into and manage this business. It's great to have a resource like Growth Achievement Partners to consult with on the differences in this business compared to our traditional business."
— Bob Evans, Function4, Sugar Land, Texas

"The managed services model is now maturing and these guys have a lot of confidence in dealers making this move. The timing is now right to get into IT managed services. It can be very confusing and expensive if a dealer does not have the right consultants in place. Chris is a great presenter. He has a way of engaging the participants that brings the class alive. We now have a much better understanding of how to see the big picture. IT managed services can be very complex; Chris helped us get to the simple side of complexity."
— Jerry Carlisle, Business World Inc., Little Rock, Arkansas

"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, Kentucky

"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, Missouri

"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 overview 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, Virginia

For more Managed Services Workshop testimonials, click here.

Click here to register for the Dec. 6-7 workshop.

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