Want to make creating tickets, entering time and adding notes easier? Autotask's new Incoming Email Processing service is the tool you need. Not only can customer emails be parsed neatly and automatically into tickets, it integrates email communications into your day-to-day workflow, improves response times, increases customer satisfaction, and automatically captures ticket updates, task and time entries. This session shows you how you can increase efficiency and communication with the correct configuration of this powerful, new tool.
[Presenter: Guido Frank, Autotask]
2. New Business Opportunities
with Enterprise IT
Patrick Burns
Chris Ambler
Vice president, Product Management
Technical Director
Autotask Corporation
Blue Logic Computer Systems
5. 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
6. 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
7. 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
8. 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
9. 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
10. Old vs. New Enterprise IT Focus
Old Focus
New Focus
− Technology focused
− Become service providers
− Very reactive
− Be proactive
− Organized around silos
− Focus on the “Customer”
− Technology driven metrics
− Measure business value/impact
− Limited financial visibility into
the true cost of IT
− Financial transparency and
accountability
CIO’s are increasingly under pressure
to think like a business
Source: Forrester Research
11. 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
12. Key Capabilities for Enterprise IT
Module
Benefit
Service Desk
Increase productivity & improve service quality
Inventory
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 KPI
API & Integrations
Flexibility and extensibility as a platform
13. 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?
14. 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
15. Autotask Positioning for Enterprise IT
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.
16. 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
17. 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
18. 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
21. 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
22. 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
23. 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?
24. 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
25. 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