MAX Customer Conference 2014

Dave Sobel,

Director of Partner Community, GFI MAX

Welcome

Dave SobelDirector of Partner Community

• Joined GFI in 2013, putting the GFI community into the executive team of MAX

• 2 years prior leading partner and community growth in vendor channel

• 10 years experience as CEO of MSP, focused on Washington DC metro

• 20 years experience in IT channel and consulting• Microsoft MVP for Virtualization• Author, Virtualization: Defined• CompTIA Community Chair and Executive Council• MSP Mentor 250 member, SMB 150• Contributing writer: Channel Insider, CRN, Tech Target, MSP

Mentor• Former HTG facilitator, member

@djdaveetwww.davesobel.com

Award winning products

Social Media

Twitter Hashtag

#MAXCC@GFIMAX

Articles

Conference Stats

Conference Stats

Who’s who?

Community & Events

Kelly O’BrayCommunity Manager

Carissa JohnstonMarketing Coordinator

Nadia KaratsoreosCommunity Manager

Jessica SchroderVendor Alliance

Manager

Canden HicksMarketing Associate

Gis JohannssonRockstar

Debbie ListerMarketing and Events

Executive

Sarah HillMarketing and Events

Assistant

MAX Customer Conference 2014

Alistair Forbes

General Manager

State of the Market

Industry Drivers

Source: Techaisle Global SMB Market Sizing, 2013

Top solutions SMBs need

SmallBusiness

MediumBusiness SMBs

"2014 will be marked by a relative revival of the global PC market” - Gartner.

Worldwide combined shipments of devices (PCs, tablets, ultramobiles and

mobile phones) are projected to reach 2.4 billion units in 2014

A 4.2% increase from 2013

When it came to protecting company data, respondents were most concerned about these:

74% : Business data

69% : Customer/employee data

66% : Documents

79% have “not fully implemented” BYOD policies, processes, and infrastructure”

24% did not even have a mobile device policy.

Most common security measures for mobile devices were: 67% : Passcode protection

52% : Remote wiping of data

43% : MDM

43% : Encryption

39% : Endpoint security tools

38% : Network access controls

70% of Baby Boomer respondents never use “outside” apps to support their work,

only 31% of the Millennials said the same

60% of Millennials“aren’t concerned about corporate security when they use

personal apps instead of corporate-approved apps” because those apps aren’t up to the job

35% of the Millennial respondents say they use their own apps because corporate-approved apps can’t be used

across different devices

Managed Security

31

32

33

34

Service Provider Business Models

Source: Service Leadership Newsletter, July 2013

40

41

Changing Role of the MSP2014 and GFI MAX

Value

Added

Reseller

Network

Engineer/

Consultant

1st Generation

Managed

Service

Provider

Managed

Service

Provider

2.0

Changing Role of the MSP2014 and GFI MAX

Changing Role of the MSP2014 and GFI MAX

MSP 1.0 skills MSP 2.0 skills

Technical expertise Service management

IT-focused Business-focused

Network design, configuration, installation

Service and vendor research and selection

Business development Business development

Operations excellence Consulting and advisory skills

Product sourcing Vendor management

Infrastructure skills Application skills

Hardware integration Service integration

Recommender and implementer Trusted adviser, service aggregator

The Perpetually Valuable MSP

Three Questions

Performance Evolution Change Cycles

Forces at Work

Consistency

Agility

Core Advantages of the Business Model

Customer

Scheduled, proactive management of IT resources to maintain up-time and peak performance

MSP

Predictable resource requirements that allow accurate planning and investments

Customer

Consistent, reliable budget planning based on a clearly defined contract commitment.

MSP

Consistent reliable revenue based on long term commitments and regular payments.

Customer

Access to a team of experts in real-time to quickly resolve a broad range of technical challenges.

MSP

Enhanced control of customer accounts that comes from ongoing planned engagements.

Customer

Leverage of advanced skills and training to optimize the value and performance of IT systems.

MSP

Insights into future customer needs for IT systems and services.

Customer

Comprehensive services to maintain systems at peak performance to prolong the lifecycle of IT investments

MSP

Ability to leverage tools and automation to scale capacity significantly beyond the direct limits of staff, which yields higher margins

Essential Characteristics of MSPs

Process Knowledge Insight

Which must be adjusted?

External Internal Customers

External Influences

Internal Influences

Customers

Business Agility Best Practices

Rolling Plans & Forecasts

Non-Technical Customer Meetings

One Test At A Time

Track KeyRevenue Metrics

Test New Offerings WithRapid Deployment

MAX Customer Conference 2014

Alistair Forbes

General Manager

ServiceDesk

PSA Integration

SNMP MIB Library Expansion

Bare Metal Restore

Hyper-V Backup

SendIt Better

Mobile Device Management

Web Protection

App Control

MAX Mail Integration

UI – Phase 1

UI – Phase 2

Core improvements

17 releases to production (approx 1 every 2 weeks)

75 new features and feature updates

30+ IdeaFactory requests added

150 bugs fixed

MAX Customer Conference 2014

Dave Sobel,

Director of Partner Community, GFI MAX

Sales Playbooks

» Making Money on Cloud Management

» Selling Security and Compliance solutions

» Adding Mobile Management to your MSP offering

» Using Managed Security Services to grow your portfolio

» Building a Complete Managed Services offering

Educational Webinars