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| Wednesday, December 12 | ||||
| 7:30 am - 12:00 pm |
Registration Open
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| 8:00 am - 8:30 am |
Contiental Breakfast
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| 8:30 am - 9:15 am |
General Session: Mapping the Managed Services Marketplace
Beyond the headlines and the hype about managed services, there exists a basic business reality driving the technology industry today: your customers want to buy technology and services differently. Customers want more value, less risk, and more effective overall performance from technology investments. As a result, you're now tasked with identifying what managed services really are and what role this delivery model should play in your business future. In this session, the Institute for Partner Education and Development (IPED) will present the most up-to-date market trends and best practices in managed services – including advice for both solution providers who are already in the managed services business and those just getting started. Key topics to be covered include: • Which technical services are most effectively delivered in a managed agreement • The range of participation levels available to solution providers • Customer trends that will accelerate the adoption of managed services |
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| 9:15 am - 9:45 am |
Tech Data - Vendor Keynote
Content Management Solutions is Tech Data’s newest strategy to help VARs meet their end users business content challenges. Learn how to use Tech Data's hottest e-commerce tools to proactively manage end user service/warranty renewals, add on profitable consumables and accessories, and make the most out of every imaging hardware sale. This is a must see if you are selling scanners and printers to your end users. |
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| 10:00 am - 11:00 am |
2 Concurrent Sessions
Best Practices for Getting Started in Managed Services Sales Adding the option of managed services to your sales portfolio can be a big adjustment – unless you understand the key characteristics of a successful managed services sales cycle. In this workshop, IPED will outline a simple, step-by-step process for finding, engaging, and winning customer opportunities for managed services agreements. Key topics will include the profile of the best target customers, the most effective sales tactics, and the single most important key to closing a managed services deal. Advanced Best Practices in Maximizing the Profit & Performance of a Managed Services Business Building a successful managed services business is a combination of operations management and sales management – plus a critical emphasis on financial management. IPED’s Benchmark research indicates that a managed services business model can be the most profitable model of all for solution providers…IF you know how to drive the metrics in your favor. In this workshop, IPED will outline proven strategies for increasing revenue, minimizing costs, and creating sustainable competitive advantages for managed services providers. |
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| 11:00 am - 12:00 pm |
Vendor Exhibits Open
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| 12:00 pm - 12:45 pm |
Luncheon Served in Vendor Exhibit Area
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| 1:00 pm - 2:00 pm |
2 Concurrent Sessions
Best Practices, Advanced Sales & Marketing Strategies for Managed Services Providers Once you’ve built a basic platform for delivering managed services, and delivered some successful customer engagements, the key to growing your business is building a high performance marketing and sales engine. But the dynamics of marketing for managed services are different from marketing a traditional solution provider business. Key topics in this session will include demand generation tactics that work, building a managed services brand, and accelerating the sales cycle. The Back Office Baseline: Managing the Basics of a Managed Services Business Model It’s easy to say a managed services business model is different from a traditional solution provider model… but the important question is this: how …and what do you need to do differently to drive profits in managed services? In this workshop, IPED will outline the structure of a managed services business model and the key differences in revenue, costs, and profit levers. Key topics will include adding a managed services practice to an existing solution provider business and how to pay your delivery technicians in a fixed-fee model. |
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| 2:15 pm - 2:45 pm |
Kaseya – Vendor Keynote
“How to Successfully Build an IT Managed Service Practice” Delivering proactive IT services is one of the biggest trends affecting re-sellers, VARs and systems integrators. The latest advancements in managed service automation allow the traditional channel partner to transition their business from a reactive break/fix model to a recurring revenue model of managed services Len DiCostanzo offers a valuable perspective into: • Determining what services to offer and how to bill. • Creating profitable recurring managed service revenue. • Improve client service levels, satisfaction and retention rates. • How to demonstrate the value of a managed service agreement to existing customers. |
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| 3:00 pm - 3:45 pm |
Panel Discussion
Led by a senior CMP Technology Group Editor, this industry panel will discuss the most current dynamics in the evolving managed services markets. Panelists, both solution providers and vendors, are all front runners in this space. Managed services is one of the most dramatic and powerful trends we’ve seen in the channel for some time. This panel will cover what you need to know to get your managed services program on track. Join this interactive session where our channel experts will answer YOUR questions and offer insight, perspective and opinions. This session promises to be a lively, open and engaging discussion on the current state of – the future of managed services. |
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| 3:45 pm - 5:00 pm |
Vendor Exhibits / Reception
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