Leveraging Exis-ng Customers to Find New Revenue Streams

Transcription

1 Leveraging Exis-ng Customers to Find New Revenue Streams

2 Share with your network: #channelcon

3 Examine Your Customer Base Sell New Services to Exis-ng Customers Mark DiGregorio Vice President Tolt Solu1ons

4 Why sell new services? To grow revenue To deepen rela1onships with current customers To protect your company from a changing landscape To keep your compe1tors out Your company started as an entrepreneur, so to con1nue to be one you must change! Copyright (c) 2014 CompTIA Proper1es, LLC. All Rights Reserved. CompTIA.org

5 Two op-ons for new services Fill a need for your customer End of life / end of service New cupng edge technology without an established service network (the internet of things) Support moved to IT now that it is IP based Current service provider failing Introduce a new service/product your company offers Strategic strategy to expand your company Broader catalog to become more s1cky with addi1onal customer penetra1on Any service that is difficult for others to provide Copyright (c) 2014 CompTIA Proper1es, LLC. All Rights Reserved. CompTIA.org

6 Where to start Success in current business Regular established communica-on More than going over past results LISTEN TO YOUR CUSTOMERS! Sales and Account Management must be in sync AM s must become the advocate for a customer, trusted advisor Sales is there to bring the products to the customer Both teams must be incen1vized Each role must be well defined, and have a process Commitment from your senior leadership Research spend the money Financial backing (it may take 1me) Copyright (c) 2014 CompTIA Proper1es, LLC. All Rights Reserved. CompTIA.org

7 Case Studies at Tolt Solu-ons Counter Scales Client driven due to issues with OEM OEM claimed nobody can fix our equipment but us Support was driven by the customer Over 10% of our current volume Self Checkout Same issues as above Over 5% of our current revenue CCTV (Security) Internal Strategy to grow into new sector Under 1%, but just won pilot service in 100+ sites Copyright (c) 2014 CompTIA Proper1es, LLC. All Rights Reserved. CompTIA.org

8 First Things First Exceed expecta1ons with your current work Establish an Account Management Process Create a defined link between AM and Sales Incen1vize Sales to go acer strategic sales Do your research Build a detailed plan, and budget Get Senior Leadership support Copyright (c) 2014 CompTIA Proper1es, LLC. All Rights Reserved. CompTIA.org

9 New Revenue Streams Sean Poston Director, Product Development, Collabarance

10 New Revenue Streams! Sean M. Poston Director, Product Development

11 Technology Stack Your catalog of solutions that addresses customer technology needs

12 SMB Technology Needs Support Hardware Communica-on SoUware Data Protec-on Security

13 Technology Stack Your catalog of solutions that addresses customer technology needs One vendor per solution Applied across all customers Lays foundation for customer experience

14 Technology Stack Benefits: Service Provider Increased customer penetration Increased margin Increased customer entanglement

15 Technology Stack Benefits: Customer Influence with suppliers +! Top-level certified technicians +! Deep product knowledge Better support & faster resolutions

16 Finding New Revenue What is in your Technology Stack? What is missing? Customers Tradeshows Publications Peers

17 Vendor Vetting

18 Vendor Vetting Need identified Candidate list Evaluation Criteria

19 Evaluation Criteria Technical Attributes Business / Programmatic Attributes Going Concern Market Position / Installed Base Culture and Support Risk mitigation

20 Implementation Select Vendor Legal Revision & Acceptance Program Creation Training Go-live

21 Other Considerations Codify your technology stack Formally document it Incent sales and engineering to enforce Resist shiny object syndrome Do not apologize for charging what you are worth

22 Digital Signage Cary Goldman Vice President Sales VS Networks

23 Agenda What is Digital Signage? Where is Digital Signage Effec1ve? How Do I Implement Digital Signage?

24 Digital Signage: What Is It? Most think of Digital Signage as... Four Key Values Awareness Engagement Entertainment Time It s -me we stopped thinking in terms of signage, and started thinking about solu-on.

25 Digital Signage: Where Is It a Fit? The real ques1on is: where is digital signage not a fit? Start from the problem, and ask how the four key values can help to alleviate it. One Example Client: Superior Tech John Deere alachment supplier figh1ng for foothold in crowded dealership environment Problems: Product visibility, employee knowledgeability, compe11ve equipment, stocking/customer access Solu1on: John Deere Showroom Digital Media Targets all Four Key Values: Awareness, Engagement, Entertainment, Time Func1onality extends beyond ini1al project lifecycle original investment creates new value over 1me

26 Digital Signage: How Do I Implement It? A digital signage solu1on isn t simply affixing a screen to a wall. The Digital Signage Continuum Iden-fy the roles you can successfully fulfill, and find a provider who will help you fill in the gaps.

27 What Does Content Look Like?

28 Physical Security Amy Hodge Director of Community ConnectWise

29 What is Physical Security?

30 What is Physical Security? Low Tech Locks Protec1ve barriers, Natural surveillance Warning signs Security Ligh1ng Hi- Tech Fire and burglar alarms Video surveillance Access control Advanced Home automa1on Smart automa1on Copyright (c) 2014 CompTIA Proper1es, LLC. All Rights Reserved. CompTIA.org

31 Who s Buying It?

32 Top Three Residen-al Markets Offering the Best Growth Middle- market homes (exis1ng) 47% High- end homes (exis1ng) 20% New construc1on (custom- built) 18% Copyright (c) 2014 CompTIA Proper1es, LLC. All Rights Reserved. CompTIA.org

33 Top Five Commercial Markets Offering the Best Growth Educa1on: schools, colleges, universi1es Commercial office space Retail Hospitals, healthcare Government facili1es Copyright (c) 2014 CompTIA Proper1es, LLC. All Rights Reserved. CompTIA.org

34 What is the Opportunity?

35 Physical Security Market Surpasses $50B Revenue (in Billions) % Increase 12.2% Increase Copyright (c) 2014 CompTIA Proper1es, LLC. All Rights Reserved. CompTIA.org

36 Company Revenue by Type of Product Integrated commercial systems 11% Home systems 7% Other 5% Video surveillance 28% Access control 12% Fire alarms 14% Burglar alarms 23% Copyright (c) 2014 CompTIA Proper1es, LLC. All Rights Reserved. CompTIA.org

37 Company Revenue by Type of Service Home systems installa-on 7% Monitoring/lease: RESIDENTIAL 8% Hosted, managed, cloud- based services 4% Other 4% Non- residen-al sales/installa-on 36% Monitoring/ LeaseNON- RESIDENTIAL 11% Service & maintenance 15% Residen-al security sales/installa-on 16% Copyright (c) 2014 CompTIA Proper1es, LLC. All Rights Reserved. CompTIA.org

38 RMR Growth $700 RMR Dec. 31 ($ millions) $641.9 $600 $500 $400 $300 $200 $321.6 $348.1 $385.1 $409.6 $413.1 $439.1 $466.3 $510.7 $552.3 $100 $ Copyright (c) 2014 CompTIA Proper1es, LLC. All Rights Reserved. CompTIA.org

39 How Do I Get Started?

40 Vendor Management By having your managed service provider be the owner of all IT vendor rela1onships, your technical issues will be resolved quickly and accurately.

41 Print Ron Alphin Director of Shared Services Distribu1on Management

42 New Revenue Stream - MPS What is it, Why, and what is the Opportunity? MPS Defined - "the active management and optimization of document output devices and related business processes." Revenue per 48 Port switch=$1,300/month Revenue per User $14- $20/Month We see Resellers making anywhere between 30-50% on average in GP

43 New Revenue Stream - MPS What does it take to implement? Education Start talking to your existing customers Decide if you want to manage yourself or outsource Develop Processes

44 New Revenue Stream - MPS Which business types might this fit? All, but paper intensive verticals that move documents & print a lot of paper!

45 Ques-ons?

46 Closing Insight

47 Communi-es 201 Sessions at ChannelCon Can the Internet of Things be Mone?zed, Wednesday at 10:15 You re Hired! Recrui?ng the Right IT Talent, Wednesday at 11:30 Copyright (c) 2014 CompTIA Proper1es, LLC. All Rights Reserved. CompTIA.org 47

48 Up Next Building Hybrid Solu-ons to Meet Customer Demand from 2:45 PM 3:45 PM in Grand Sonoran Ballroom F Technology Vendor Fair at 4:00 PM in Grand Canyon 1001 Arabian Nights Party tonight at 6:00 PM at Los Cedros. Shulle leaves at 5:45 PM. Copyright (c) 2014 CompTIA Proper1es, LLC. All Rights Reserved. CompTIA.org

49 THANK YOU.