autotask webinar - growing your business in 2011 - jay mcbain - jan 2011
DESCRIPTION
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!TRANSCRIPT
A U T O T A S K A C A D E M Y W E B I N A R
Growing Your Businessinto New Markets in 2011
P R E S E N T E R :
Jay McBainSenior Vice PresidentStrategy and Market DevelopmentAutotask [email protected]
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
StrategicFramework
Market Sizing
UnderstandingEcosystem
AdjacentOpportunities
DevelopPartnerships
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
Consulting28.2%
Software21.1%
Hardware20.4%
Technical Services11.7%
Managed Services8.6%
Other Services5.5%
Don't Know/Unsure4.5%
A U T O T A S K A C A D E M Y W E B I N A R
Geography
Industry Verticals
Product or Service
Verticals
Pricing and Promotion
Strategy
Acquisition
CommunityDemo-
graphics
Credit & Financials
Competitor SWOT
Segment
Routeto Market
Sales Coverage& MarketingEnablement
CustomerBuying
Behavior
CapacityPlanning
Measurements and Metrics
Business Planning
OfferingStrategy& Value Proposition
Your Business
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 MixBusiness applications software
Branded systems and servers
Custom systems
Software infrastructure and middleware
Security
Voice and data networking
Data center
Printing and imaging
Storage
Displays
Unified communications VoIP
Other peripherals
Components
17.1%
14.2%12.3%
7.7%
7.0%
6.8%
6.3%
5.3%
5.3%
3.0%
3.0%
2.8%
2.7%
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
Healthcare
Financial Svcs
Manufacturers
Education
Retail
Communications
Telco Svc Providers
Federal Govt
Digital Home
State/Local Govt
Utilities
Transportation
Construction
Automotive
45.5%
33.1%
28.6%
26.6%
25.0%
24.4%
23.9%
23.8%
22.1%
21.8%
17.9%
16.0%
15.2%
15.1%
3.8%
5.5%
4.1%
5.0%
6.1%
3.1%
2.7%
7.7%
4.1%
10.5%
5.4%
2.8%
13.6%
4.0%
40.4%
51.0%
55.1%
55.4%
54.5%
60.3%
58.4%
55.4%
61.5%
56.4%
59.8%
64.2%
56.8%
67.5%
10.3%
10.3%
12.2%
12.9%
14.4%
12.2%
15.0%
13.1%
12.3%
11.3%
17.0%
17.0%
14.4%
13.5%
Increase Decrease Stay the Same Unsure
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
70,000 50,000 30,000 10,000 1,000# of Competitors
PC/ServerSales
Break/FixServices
ConsultingServices
InfrastructureImplementation
Backup/RecoveryServices
PC/ServerCustom Builder
Cloud Computing
BusinessApplications
ManagedServices
SecurityData Protection Custom
Software
DigitalSignageDisaster
Recovery
HomeAutomation
Hosting
InternetSolutions &Development
ManagedPrint
MobilitySolutions
NetworkingWireless
StorageSales
Telecommunications
UnifiedCommunicationsVoIP
VirtualizationPro A/VVideo
POSData Capture
DocumentImaging
InventoryRFID, Bar Code
SecurityVideo Surveillance
TrainingEducation
ConsumerElectronics
Green IT
“CONVERGENCE”CLOUD
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
100,000
30,000
70,000
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
TAM = Target Addressable Market
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 behaviorHow long is sell cycle?How do customers buy?Seasonality, recurring?
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 mixHow many categories?Top revenue opportunities?Top growth opportunities?Industry leaders?Top Distributors?
2. Engage the Top 50 “Connectors”
Social media tools work well:
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?
On-premise Product Purchase
On-premise Hosted Off-premise Hosted Pure Cloud0%
10%
20%
30%
40%
50%
60%52.8%
19.2%15.6%
12.3%
42.1%
19.2% 17.5%21.3%
% of 2009 Actual Budget % of 2012 Anticipated Budget
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
A U T O T A S K A C A D E M Y W E B I N A R
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A U T O T A S K A C A D E M Y W E B I N A R
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Growing Your Business into New Markets in 2011
P R E S E N T E R :
Jay McBainSenior Vice PresidentStrategy and Market DevelopmentAutotask [email protected]
http://www.autotaskcommunitylive.com/
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