Strategy & Budgeting · Business Goals •Gain an understanding of their business –What market do they serve? –What is their position in the market? –How do they make money?

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Copyright 2015 TruMethods, LLC

Strategy & Budgeting

Focus on Success

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• Sound: VoIP or Telephone (Audio Pin #)

• Type questions or raise your hand to speak

• Next Webinar:

– Thursday October 1st at 2:00PM Eastern

– Topic: Money Conversation: Part 2

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House Keeping

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The Value Stack is what separates

MSP’s from

World Class Providers

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MSP

• Professional services

• Centralized services

• Support desk

• “vCO”


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• Creating “separation” within the

MSP model is no longer enough

• We need to separate from the MSP model

• World Class is built on top of MSP

• It’s time to move up the stack!


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The Value Stack

MSP


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The Value Stack

Budget

Strategy

MSP


World Class

Provider

TruBusiness Partner

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TruBusiness Partner

• Technical to business relationship

• Business Strategy

• Business goals, challenges, risks,

vision, core values, competition,

competitive advantage, market position,

margins…

• Technical Alignment and Business

Impact are the foundation


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The Value Stack

Budget

Strategy

Impact

Alignment

MSP


Super Power

World Class

Provider

TruBusiness Partner

www.trumethods.com

Network Administration vCIO

StandardsTechnicalAlignment

BusinessImpact

ClientStrategy


How should the

technology be

configured and

used?

How does the

client’s current

technology

compare to our

standards?

How will

misalignment with

our standards

affect their

business?

What are our

recommendations

to support their

business activities,

prevent potential

issues and

maximize their

investment in

technology?

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Standards & Alignment

Technical


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Components of Strategy

• Business Impact of misalignment

• Business goals for the client

• Recommendations & Plan

• Long term Budget

• Client Feedback


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Business Impact

• How do misalignments with standards

potentially affect their business?

– Productivity

– Business Risk

– Opportunity costs

• Use clear, non-technical language

• Connect the technology to their business

goals


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Technology Summary


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Business Goals

• Gain an understanding of their business

– What market do they serve?

– What is their position in the market?

– How do they make money?

– Sales & Marketing

– Business environment

– What are their near and long term business goals?

– What are their biggest risks and obstacles?

• What are their concerns?

– Trends in the market

– Security issuesCopyright 2015 TruMethods, LLC

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Gain understanding of business

• With this process, you learn about business

• Establish relationships with awesome

business people

• Help less-awesome business people

• TruBusiness Partner


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Recommendations & Plan

• Make recommendations both on technology

misalignments and business goals

– What is the recommendation?

– What is the budget to implement?

– What time frame?

• View technology as an investment


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Budget

Create a Budget

• 12 – 36 months in advance

• By month or by quarter

• Capital expenditures

• Timeline


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Client Feedback

• Track Feedback from the client

– Did they accept recommendations?

• If not, why?

– Are there changes that need to be made?

– Are there new initiatives based upon the meeting?

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Reframing is not just for Sales

• Common question:

– “What if my client doesn’t take my

recommendation?”

– “What if my client wants to use their own backup

system, AV, purchase their own PC’s, etc…”

• You’re clients are not reframed

• They haven’t bought into your company way

• They don’t understand the impact of your

Super Power


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Reframing

Current solution

Their results

Our results

SuperPower

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• Alignment is point in time

• Technology Summary is point in time

• Strategy is a living process

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Indicators of Success

• NRR %

• Backlog of hours

• AISP

• Average MRR

• Culture

• Invitations to

Business Meetings

• RHEM

• Leverage

• Profit

• Retention

• Client Satisfaction


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The Value Stack

Budget

Strategy

Impact

Alignment

MSP


Super Power

World Class

Provider

TruBusiness Partner

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Other resources

• Videos

– Inventory of Time

– Moving up the Stack

– The vCIO Meeting


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Q&ACopyright 2015 TruMethods, LLC

Documents

Strategy & Budgeting · Business Goals •Gain an understanding of their business –What market do they serve? –What is their position in the market? –How do they make money?