how to manage your business in 30 minutes per month

Educate, Train, Certify and Lead

Mo GuerreroPartner Support Manager

MSP University

The largest online business improvement and transformation resource for IT solution and managed services providers that wish to increase their efficiencies, effectiveness and net profits

Areas We Focus On

• Marketing– Lead generation, branding and awareness

• Sales – Increasing sales velocity and effectiveness

• Service Delivery– Improving efficiencies and customer satisfaction

• Operations– Leadership, financial acumen, talent management

and vendor relationships

How We Deliver Training

• Online through our training portal– Hundreds of Live and on-demand Webcasts– Best-selling books and audiobooks– Thousands of best practices guides, documents,

calculators, tools and collateral– Online Peer Groups

• Live at our 3 Day Boot Camps– Marketing, Sales, Service Delivery, Operations and special

tracks such as Healthcare IT, Cloud, Security and more• Direct via embedded consulting engagements– Sales and Service Delivery SWOTs– Enterprise consulting partnerships

How Partners Engage

• A membership level for everyone– Free Basic Community Membership– Marketing Community Partnership– Sales Community Partnership– Service Delivery Community Partnership– Operations Community Partnership– Enterprise Community Partnership

• Subscription based, month-to-month, no long term commitment

MSP University Training Portal

Educate, Train, Certify and Lead

How to Manage Your Business in 30

Minutes per Month; Building Better

Management Process

Tony L. LaelExecutive Vice President, CoreConnex, Inc.

Mr. Lael is the Co-Founder and Executive Vice President of CoreConnex, Inc., the producer of the Corelytics™ Financial Dashboard for IT service companies.

Tony has specialized in operations management, management consulting, small business management, IT operations and software development since 1996. Prior to starting CoreConnex, Tony founded Aponus Consulting, LLC in 2002 a management and technical consulting firm with specialization in helping small companies develop strategic business plans, operationalize marketing and sales strategies as well as pricing, packaging and selling IT managed services offerings.

Tony Lael

Executive Vice PresidentCoreConnex, Inc.

www.coreconnex.com

Producer of theCorelyticsTM Financial Dashboard

How do you manage?

What road is your company on?

Agenda• Your Business Priorities– Freedom– Build, build, build– Building rhythm – The right fit

• Models and Trends• A Management Process• Q&A

Start Up

Lifestyle

Business Stage Drives Priorities

Experienced Team

Building for Exit

LifestylePersonal freedoms

• Primarily T&M• Some fixed fee• Personal

management• Income, expenses &

cash

• Multiple LOBs• Contracts• Develop

Management skills • Growth

Start UpBuild, build, build!

• Client Portfolio• Client service #1• Line managers• EBITDA

Experienced TeamDevelop rhythm

• Succession• Most optimal value

with smoothest transition

• Valuation

Building for ExitThe right fit

Models & Trends Drive Management

M a n a g e m e n t i s D i ff e r e n t

What services do we provide?Believe the hype

Trends Management• The lure of

recurring revenues• Blended services

complex to manage, higher profits

- Taken from Corelytics RMM Industry Performance Report June 2011

How do we manage?Different models, different style

Trends Management

• The lure of recurring revenues

• Blended services complex to manage, higher profits

- Taken from Corelytics Industry Performance Report February 2011

What is Our Picture?Know your metrics

• Top 5 to 15 (examples)– Revenue – Expense– Profit– Revenue per Billable

FTE– EBITDA– Marketing Expense– Gross Margin

What do Top Performers Have in Common?

A M a n a g e m e n t P r o c e s s

Close Books

UploadData

Review Performance

TOP 3ACTION ITEMS

assign ownership

A Management Process30 Minutes per Month

Set GoalsPick a target

• Pick your goals – Growth– Percent of Revenue

• Track benchmarks for your model

• Forecast performance – Pick best and worst

case scenarios

Review PerformanceHave consistency

• Know key relationships– Cash to Expenses – Revenue Rate to

Expense Rate to Cash Balance

• Ask tough management questions

Assign Ownershipfollow through

• Link operational priorities to metrics you track

• Assign your best people to own (this may be you!)

• Visibility of business performance

Learn More

mspu.corelytics.comor

www.corelytics.com

Q&Awww.mspu.us

partnersupport@mspu.us

Thank You!

www.mspu.uspartnersupport@mspu.us

Thank You

Tony L. LaelExecutive Vice PresidentCoreConnex, Inc.Producer of theCorelyticsTM Financial Dashboardtony@coreconnex.com425-533-0403