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Autotask Webinar - Growing your business in 2011 - Jay McBain - Jan 2011

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!

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Autotask Webinar - Growing your business in 2011 - Jay McBain - Jan 2011

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  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 Framework Adjacent Opportunities Develop Partnerships Market 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 4.5% Other Services 5.5% Consulting 28.2% Managed Services 8.6% Technical Services 11.7% Software 21.1% Hardware 20.4%

  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 Customer Buying Behavior Offering Strategy & Value Proposition Route Industry Verticals to Market Your Business Product or Service Verticals Segment Pricing and Promotion Strategy Competitor SWOT Sales Coverage & Marketing Enablement Credit & Financials Capacity Planning Acquisition 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 17.1% Business applications software 14.2% Branded systems and servers 12.3% Custom systems 7.7% Software infrastructure and middleware 7.0% Security 6.8% Voice and data networking 6.3% Data center 5.3% Printing and imaging 5.3% Storage 3.0% Displays 3.0% Unified communications VoIP 2.8% Other peripherals 2.7% Components

  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 45.5% 3.8% 40.4% 10.3% Healthcare 33.1% 5.5% 51.0% 10.3% Financial Svcs 28.6% 4.1% 55.1% 12.2% Manufacturers 26.6% 5.0% 55.4% 12.9% Education 25.0% 6.1% 54.5% 14.4% Retail 24.4% 3.1% 60.3% 12.2% Communications 23.9% 2.7% 58.4% 15.0% Telco Svc Providers 23.8% 7.7% 55.4% 13.1% Federal Govt 22.1% 4.1% 61.5% 12.3% Digital Home 21.8% 10.5% 56.4% 11.3% State/Local Govt 17.9% 5.4% 59.8% 17.0% Utilities 16.0% 2.8% 64.2% 17.0% Transportation 15.2% 13.6% 56.8% 14.4% Construction 15.1% 4.0% 67.5% 13.5% Automotive

  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” “CONVERGENCE” CLOUD PC/Server Sales Mobility Solutions Consumer Electronics POS Data Capture Break/Fix Services Hosting Digital Signage Cloud Computing Disaster Recovery Consulting Services Inventory RFID, Bar Code Document Imaging Business Applications PC/Server Custom Builder Home Automation Virtualization Infrastructure Implementation Training Education Pro A/V Video Managed Print Managed Services Unified Communications VoIP Security Video Surveillance Networking Wireless Security Data Protection Green IT Custom Software Telecommunications Backup/Recovery Services Internet 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 300,000 Determine factors such as: - Propensity to buy your solution - Financial ability (credit) - Competitive SWOT - Market timing - Barriers to entry - Technical requirements - Marketing requirements - Sales requirements 100,000 70,000 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 Purchase On-premise Hosted Off-premise Hosted Pure Cloud

  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 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! FREE TRAINING!  Up to 3 users  Contact Management  Service Desk, SLA Management  Configuration Management  Knowledgebase  Calendar  Workflow Automation  Contracts and Billing  Reporting  RMM Integrations  Outsource Management/SC Portal  Additional options – e.g. Surveys  Takes You From Tickets to Billing +  Autotask Go! Essentials  $29/mo/user  NO up-front fees!  Buy off the web! 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!  Dispatchers workshop  More than 3 users  Contact Management  Service Desk, SLA Management  Configuration Management  Knowledgebase  Calendar  Workflow Automation  Contracts and Billing  Reporting  RMM Integrations  Outsource Management/SC Portal  Additional options + FREE TRAINING!  Project Management  Sales Opportunity Management  Quoting and Expense Reports Register for FREE courses •  Timesheet & Vacation Tracking Right off the Autotask Academy Training Calendar in Online Help! •  Inventory  LiveLinks Designer Utility Call sales @ 518-720-3500 x1 for pricing & demo ! •  Access To Web Services API Base price $55 per user, per month  Upgrade Path From Go! •  VARStreet Integration!  Surveys

  16. A U T O T A S K A C A D E M Y W E B I N A R AUTOTASK CORPORATION AUTOTASK CORPORATION 40,000+ Users 42 Countries 200+ Staff US, Europe, Beijing, India 150+ Marketing Events Founded in 2001 One of 1stSaaS Companies! 50% Revenue Back into Product 2010 Uptime 99.995% Major Release Every 6-8 weeks 7 Year’s Best Places to Work CompTIA Breakaway 2010: Best Channel Strategy MSP Mentor 250 MSP Mentor 100 TOP 150 Channel Chief – Bob Godgart

  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! Questions? Answers! Growing Your Business into New Markets in 2011 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 jmcbain@autotask.com http://www.autotaskcommunitylive.com/ Buy Autotask Pro or Autotask Go! Get US$1000 Voucher! 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

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