Paul Chisholm Deck

Transcript

2. Old Dogs, New Tricks: How MSPs Are Staying Successful in the New IT Channel Paul Chisholm Former CEO, mindSHIFT Technologies
3. Agenda ¤  Environment ¤  Rules of Engagement ¤  Vision
4. Environment ¤  World of Giants------------Friends or Foes? »  Amazon                                AT  &  T   »  Cable  Cos                          Google   »  Microso5                          Verizon  
5. Environment ¤  Early 2000s ¤  Missionary Sale—trust me to run IT ¤  Time and Materials Model ¤  High Percentage of Equipment Resale ¤  High Margins ¤  Low end user knowledge ¤  Single device PC ¤  Simple products ¤  On site service model ¤  Today ¤  Multiple Devices ¤  Interconnected world ¤  Cloud Computing ¤  Margin Squeeze ¤  Security Risks ¤  Remote service model ¤  Integration of Apps ¤  Text-Email -Social Media
6. Environment So what do I do?
7. Environment Maintain Status Quo = Defeat
8. Rules of Engagement ¤  Business Fundamentals ¤  Run a Good Business ¤  Differentiation ¤  Promote Strengths ¤  Create Your Own Identity
9. Role of CEO Create a Culture to Excel Develop a Cohesive Strategy/ Tactics/Team Adapt to Changing Conditions Manage Performance Create a Vision Manage Expectations
10. Success as a CEO ¤  The Plan ¤  Focused Vision/Mission/Objectives ¤  Staged Plan ¤  Adapt and Change ¤  Build around a Key Differentiator ¤  The Environment ¤  Create a unique culture ¤  Hire winners ¤  Sales, Financial and Operational Discipline ¤  Enhance Change ¤  The Operation ¤  Execution is the differentiator ¤  What gets measured gets managed ¤  Look behind the numbers ¤  Lead from the front ¤  Stay focused
11. Culture of Organization ¤  Culture is the foundation that sets the atmosphere and reputation of the organization- It is the key differentiator ¤  CEO sets the culture ¤  Excellence in people and product ¤  Cooperation and team work ¤  Customer is the focal point ¤  How is culture created? ¤  People watch what you do and do not do (acceptable or not acceptable) ¤  Every interaction either enhances or detracts the culture ¤  Practice what you preach
12. Business Fundamentals • They make the difference •  Starts Day 1 • Staged Growth •  Cannot be all things to all people Focus Controlled Growth and Change People Financial Strength
13. Differentiation What is the Customer Looking For?
14. Differentiation Vendor Financial Stability Understand my business and IT Trends Cloud & BYOD Security Proven Processes Price Performance Service Reactive Proactive
15. How to Differentiate?------Promote Strengths Local Response Exec Presence SMB  Focus   References
16. How to Differentiate? ¤  Account Management ¤  Reporting on service and infrastructure priorities/trends ¤  Industry Trends/Transition Path ¤  Accountability ¤  Service Delivery ¤  Select a point of excellence (product-vertical) ¤  Integration of Public & Private Clouds ¤  Enhance security offerings
17. Vision ¤  There is always a place among the giants for those who execute ¤  Business models will continue to change/partners and shared responsibility will be the standard ¤  Customer service will always be a differentiator ¤  DR and Security will be paramount ¤  Management of hybrid cloud models will be the norm