Welcome and MAX Keynotes - Dave Sobel and Alistair Forbes
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Transcript of Welcome and MAX Keynotes - Dave Sobel and Alistair Forbes
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MAX Customer Conference 2014
Dave Sobel,
Director of Partner Community, GFI MAX
Welcome
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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
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Award winning products
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Social Media
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Twitter Hashtag
#MAXCC@GFIMAX
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Articles
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Conference Stats
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Conference Stats
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Who’s who?
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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
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MAX Customer Conference 2014
Alistair Forbes
General Manager
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State of the Market
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Industry Drivers
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Source: Techaisle Global SMB Market Sizing, 2013
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Top solutions SMBs need
SmallBusiness
MediumBusiness SMBs
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"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
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When it came to protecting company data, respondents were most concerned about these:
74% : Business data
69% : Customer/employee data
66% : Documents
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79% have “not fully implemented” BYOD policies, processes, and infrastructure”
24% did not even have a mobile device policy.
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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
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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
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Managed Security
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Service Provider Business Models
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Source: Service Leadership Newsletter, July 2013
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Changing Role of the MSP2014 and GFI MAX
Value
Added
Reseller
Network
Engineer/
Consultant
1st Generation
Managed
Service
Provider
Managed
Service
Provider
2.0
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Changing Role of the MSP2014 and GFI MAX
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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
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The Perpetually Valuable MSP
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Three Questions
Performance Evolution Change Cycles
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Forces at Work
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Consistency
Agility
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Core Advantages of the Business Model
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Customer
Scheduled, proactive management of IT resources to maintain up-time and peak performance
MSP
Predictable resource requirements that allow accurate planning and investments
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Customer
Consistent, reliable budget planning based on a clearly defined contract commitment.
MSP
Consistent reliable revenue based on long term commitments and regular payments.
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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.
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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.
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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
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Essential Characteristics of MSPs
Process Knowledge Insight
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Which must be adjusted?
External Internal Customers
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External Influences
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Internal Influences
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Customers
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Business Agility Best Practices
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Rolling Plans & Forecasts
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Non-Technical Customer Meetings
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One Test At A Time
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Track KeyRevenue Metrics
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Test New Offerings WithRapid Deployment
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MAX Customer Conference 2014
Alistair Forbes
General Manager
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ServiceDesk
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PSA Integration
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SNMP MIB Library Expansion
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Bare Metal Restore
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Hyper-V Backup
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SendIt Better
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Mobile Device Management
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Web Protection
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App Control
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MAX Mail Integration
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UI – Phase 1
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UI – Phase 2
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Core improvements
17 releases to production (approx 1 every 2 weeks)
75 new features and feature updates
30+ IdeaFactory requests added
150 bugs fixed
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MAX Customer Conference 2014
Dave Sobel,
Director of Partner Community, GFI MAX
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Sales Playbooks
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» 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
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