Vertical Market Excellence: Your Path to Success

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  •Vertical market opportunities for MSPs •How to create a vertical market practice •Navigating obstacles and strategies for meeting them head on For more information visit
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  • 1. Vertical Market Excellence: Your Path to SuccessDecember 6, 2012 Sponsored by:
  • 2. Welcome Joe Panettieri, Editorial Director Nine Lives Media, a Division of Penton Media E:
  • 3. What We’ll Cover• Vertical market opportunities for MSPs• How to create a vertical market practice• Navigating obstacles and strategies for meeting them head on• Your questions throughout
  • 4. Why Vertical Markets?• Vertical markets help you differentiate• Verticals can provide higher margins• Vertical discussions lead to C-level executives
  • 5. Please WelcomeCiaran Dwyer Greg Donovan CEO VP, Service Providers 3t Systems CA Nimsoft
  • 6. Welcome Ciaran Dwyer CEO 3t Systems MSPmentor 250 Honoree
  • 7. About 3t Systems• Year Founded: 1994• Headquarters: Greenwood Village, Colo.• Number of Employees: 58• Market Focus: Healthcare Vertical• Types of Services Offered: – Consulting – Managed services – Hosting, Cloud services, Virtualization • Honors: MSPmentor 100, MSPmentor 200, Talkin Cloud 100
  • 8. Welcome Greg Donovan VP, Service Providers CA Nimsoft
  • 9. About CA Nimsoft First to Unified Monitoring First to Full Featured SaaS First to Usage Monitoring First to Datacenter Power First to Vblock Monitoring First to Unified IT ManagementGROWTH MOMENTUM: NIMSOFT SINCE ACQUISITION 9
  • 11. CA Nimsoft MSP Center of Excellence Areas of Focus: • Service Catalog• Team of individuals focused solely on the • Pricing and Packaging Business Enablement of our Service Provider partners • Contracting• Focused in supporting the growth of our • Onboarding service provider partners by delivering • Service Level Agreements advisory and enablement services to sustain momentum and success • Service Offering Launch• Core Principles of the COE: • Marketing Collateral₋ We succeed only when you succeed • Sales Enablement & Training₋ How you define success is unique • Demonstrating Value₋ Simple doesn’t mean basic • Avoiding Commoditization 11
  • 12. Polling QuestionIs your company exploring any of thefollowing vertical markets? (choose one)A. HealthcareB. FinancialC. EducationD. OtherE. Not yet, but we plan to soon
  • 13. Vertical Market Focus: The Benefits • A vertical market focus aligns you with clients’ businesses • Your industry knowledge commands a premium charge • Vertical expertise keeps you ahead of commoditization curve
  • 14. Creating a Vertical Market Focus, First Steps• Talk to people, go to industry events, network• Sign up for vertical industry newsletters, trade associations• Read shortcut books for the verticals, i.e. Health IT Body of Knowledge: asp• Be honest – don’t pretend to know the language fully if you don’t• But ask questions and keep learning
  • 15. The 3t Systems: Healthcare Vertical, The Beginning • 3t had concentration of healthcare customers without deliberate focus • Half of 3t recurring revenue from Healthcare customers • Conducted analysis of healthcare market focus for 3t – Healthcare market outlook – 3T culture aligned with Healthcare culture – Healthcare open to outsourcing
  • 16. 3t’s Healthcare Vertical Strategy• Established timeline, target geography• Built up 3t credibility in Healthcare market, filled credibility gaps• Created Executive Healthcare Forum – 3t moderates healthcare IT trend discussion, no technology talk – C-level experts across client base, network – First event in June – Held every two months – Last one attracted 120 participants
  • 17. 3t’s Healthcare Vertical, Next Steps • Created video case study with CEO of Healthcare center • Built on existing knowledge around EHR, healthcare organizations from IT perspective • New hire made from healthcare organization • Acquisitions focused on healthcare IT practices
  • 18. Vertical Market Best Practices• Speaking the language of the business vertical differentiates you• Application knowledge is essential to success• Leverage the knowledge of application vendors
  • 19. Vertical Market Applications: Best Practices• Learn the main applications for your vertical• Establish good support relationships with vertical application vendors• Gain tech expertise in deployment, performance management of these applications• Understand the difference between application software and IT infrastructure• Understand and manage the variables that go into providing a good user experience
  • 20. Vertical Market Tips• Find verticals that have an appreciation for technology• Excellent verticals include healthcare, legal, accounting• Don’t brand yourself as vertically-focused too soon• Do perform market analysis before you jump in
  • 21. Ask the ExpertsCiaran Dwyer Greg Donovan CEO VP, Service Providers 3t Systems CA Nimsoft
  • 22. Where Can I Get More Information? IT Blog: blog.nimsoft.comSocialize with CA Nimsoft!Twitter: @nimsoftFB:
  • 23. Our Next Channel Expert Hour Webcast Date: Dec. 13 Time: 11:00 a.m. PT/2:00 p.m. ET Topic: Weathering the Storm: What Every Solution Provider Should Know About Disaster Recovery Register:
  • 24. Nine Lives Media Contacts Editorial Joe Panettieri, Editorial Director E: Sponsorship Amy Katz, President E:
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