New Business Opportunities with Enterprise IT

Chris AmblerTechnical Director

Blue Logic Computer Systems

Patrick BurnsVice president, Product Management

Autotask Corporation

Autotask Community Poll

IT Budgets for Outsourcing Increase

Enterprise IT Challenges are Growing

CIO’s are asked to do more with less, get faster results

Company investments are focused on business & innovation... while IT budgets barely creep up or remain the same

Many feel like they have squeezed everything they can out of operations staff and facilities but are being asked to do more

Changing Enterprise IT Market CIO Insight (www.CIOinsight.com) CIO Priorities:

− Transforming from being delivery focused to business aligned− Increasing the speed of innovation− Driving new business opportunities that deliver a competitive advantage

Your Opportunity

Partner with us to resell Autotask to enterprise IT organizations Reinforce relationships with co-managed clients

Launch a new revenue stream

Improve collaboration and alignment

Identify new service opportunities

Develop value proposition to win more large clients

Agenda

Enterprise IT market needs are changing− Drivers for change− Historical behavior vs. new needs

Autotask can uniquely meet the new needs Why do we think we can win? What does this mean for you and your business? Proof point: Customer testimonial

Gartner, Forrester and IT Trade Sites Agree: Enterprise IT needs are changing…

New Global Economic Reality IT is being asked to provide business rational for IT investments CIO’s are being asked to tie their work/priorities to company’s strategic

objectives CIO’s are looking for business metrics to assess organizational impact New cloud economy is redefining the rules for simplicity, agility,

speed and cost

Legacy IT tools are function specific, disconnected, costly and are not meeting these needs

Source: Forrester Research; EMA Radar; SPI Research

Old vs. New Enterprise IT Focus

Old Focus− Technology focused

− Very reactive

− Organized around silos

− Technology driven metrics

− Limited financial visibility into the true cost of IT

Source: Forrester Research

New Focus− Become service providers

− Be proactive

− Focus on the “Customer”

− Measure business value/impact

− Financial transparency and accountability

CIO’s are increasingly under pressure to think like a business

Agenda

Enterprise IT Market Needs Autotask can uniquely meet the new needs

− Market needs vs. Autotask capabilities− Incumbent solutions strengths & weaknesses− Autotask’s competitive advantage

Why do we think we can win? What does this mean for you and your business? Q&A

Key Capabilities for Enterprise ITModule BenefitService Desk Increase productivity & improve service qualityInventory Consistent way to manage assets from acquisition to EOL

Projects Seamlessly manage projects with an interactive real time project management system

Knowledgebase & Client Portal

Give stakeholders self service tools and frees IT staff to focus on more critical issues

Timesheets Make time entry seamless and accurate

Dispatchers Workshop Provide solutions to stakeholders in a timely manner while maximizing resource utilization

Service Level Management

Understand capacity and deliver on service level commitments

Reports Analytics and measurement across all operational IT functions

Analytics Trending performance with deep insight into key KPIAPI & Integrations Flexibility and extensibility as a platform

Incumbents and their strengths

Who are they?− IBM, BMC, HP, CA, ServiceNow, ManageEngine, Center Point,

Heat, EPM Live, Numara, more…

What are their strengths?− Rich functionality− Project Portfolio Management (PPM)− ITIL process focused− Highly customizable

How does Autotask compare?

Incumbent Weaknesses Strength The real message for target market

Rich functionality Too complex; Hard to learn & use. Has many un-needed options.

Highly customizable Longer time to deployment - overkill for most

Project Portfolio Management Little value for our target market

ITIL Process Heavy Too rigid, ITIL is often needed as a reference and not to be enforced

Too costly for most organizations with 10-50 IT resources

Autotask is designed for SMB’s and enterprises seeking to apply service delivery intelligence and professional services automation practices with a

business outcome focus on IT service delivery for maximum efficiency, transparency and

responsiveness.

We are targeting Enterprise IT organizations that employ 10-50 IT staff and want to run

their IT like a business.

Autotask Positioning for Enterprise IT

Autotask’s Unique Advantages

Autotask …− delivers the right capabilities for IT departments with 10-50 users

− is easy to learn and use

− has fast deployment and implementation time

− is fully integrated, which means: centrally managed resources

− delivers analytics and KPI that IT needs to track

− is priced to meet the budget of the target market

Agenda

Enterprise IT Market Needs Autotask Product Fit Why do we think we can win?

− Existing Enterprise IT customers− Analyst Reviews

What does this mean for you and your business? Q&A

Enterprise IT Customer Base

We have well over 100 Enterprise IT customers

Customers are from various industries including:− Educational institutions− Financial organizations− Medical records management− Aircraft maintenance− More…

Enterprise IT customers are reaching out to us at an increasing rate

Where do the analysts see us?

Gartner August 2013 Magic Quadrant

?

Agenda

Enterprise IT Market Needs Autotask Product Fit Why do we think we can win? Program overview

− Why you should sell into Enterprise IT− How to qualify if a prospect is a good fit− Revenue model− Customer Testimonial

Q&A

Why should you sell Autotask into Enterprise IT?

You can go up market and engage with customers you are not engaging as deeply with today

You already know how to sell tools (RMM, BDR etc)

It is a solution you already know how to use, no extra training needed

Complements your services business

New revenue stream from Autotask

How to qualify if a prospect is a good fit? Do you have

− a Service Desk practice?− or want to institute Service Level Agreements (SLA’s)?

Do you need − multiple Queues of ticket types (priority or category)?− a time reporting tool?− better job/resource-scheduling tools?

Do you manage large Projects? Do you want to measure key service KPI and business

impact of technology?

Three Revenue Models

1. Standard Referral Model $250 for an Autotask Pro implementation of two to five user (2-5) $500 for an Autotask Pro implementation of six to nine users (6-9) $1,000 an Autotask Pro implementation exceeding ten users (10+)

That successfully closes within ninety (90) days from the date the initial referral was submitted.

2. Autotask Reseller Program Monthly recurring revenue from Autotask

3. Reseller + Certified Consulting Partner Monthly recurring revenue from Autotask Implementation fees for AAI Autotask training services Implementation referrals from Autotask

Final Thoughts Enterprise IT is a market that is coming to us.

They need Autotask to stay relevant.

Autotask is the right fit for organizations with IT staff of 10-50 resources.

What should you do as the next step? − Identify service organizations within your customer base

− Reach out to your Taskfire customers

− Review prospect database and lost accounts

− Contact your Account Manager for guidance and participation