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Continuum’s Navigate 2014 – First Class Event Jam Packed with Relevant Content

1 Oct, 2014

USA - September 2014 - Mitch Morgan, Principal of Growth Achievement Partners (GAP), highlights Continuum's first user conference: 

Having attended lots of industry events over the years, Continuum’s first user conference last week in Boston – Navigate 2014 – was a standout success. A sold out, first-class event, Continuum rolled out the red carpet for the hundreds of Managed IT Services Providers (MSPs) in attendance, adhering to all the little details and providing a great mix of content to satisfy all. Attendees walked away with real tactics they could immediately implement to help grow their businesses.

Continuum’s CEO, Michael George, kicked off the event by highlighting the concept of “smart sourcing”– outsourcing day-to-day remote management and monitoring (RMM) and service desk functions in order to truly be able to focus on high impact activities to grow your business. Michael featured a few companies in attendance that were able to significantly grow top line revenue without increasing staff, so bottom line grew significantly – by utilizing Continuum’s managed IT services model.

Michael George’s other message: a consistently implemented sales model is key for the future. Many MSPs are strong technically, but don’t have a strong sales staff. With the industry moving toward more of a services-based model (i.e. cloud and managed services), to thrive, the paradigm is going to have to change. A strong sales and client engagement approach can drive success.

The amount of valuable content over the course of three days was mind boggling. A number of industry veterans delivered relevant talks. Paul Chisholm, the former CEO of mindSHIFT Technologies, Inc., gave an outstanding keynote, talking CEO to CEO about how to build a business. Tony Scott, Senior Vice President and Chief Information Officer at VMware, delivered useful insights into “where the market is today and where it’s headed” from a technology perspective.

My presentation, along with my partner at GAP, Chris Ryne, “Managed IT Services Business Model: Maximize Your Profits and Optimize Your Business Value,” outlined the first of its kind, ground breaking business model, “Managed IT Services Business Model Report,” co-authored by Continuum and GAP, that allows MSPs to achieve over 60% pre-labor gross margins with managed IT services. It was very well received by the many office equipment dealers and MSPs in attendance looking for a jump start.

In a separate session, we presented on acquisitions which was very interactive. Many MSPs in attendance were considering either selling their business or acquiring an MSP. We were able to highlight a GAP client in the audience who we assisted in being acquired. They described their experience, including selling the business for a good value and then doubling the business in two years based on tapping into a larger sales organization with larger customer base.

Clearly, there is acquisition activity going on and many are trying to figure out how to best position their companies either way. There is a definite strategic advantage for those that have strong technical and operation capabilities as well as strong customer bases that include office equipment clients. Whether you plan on selling your business, acquiring another in order to expand, or simply want to increase the value of your business, you probably have questions about the best path to take. GAP and Continuum are presenting a webinar, “Improving the Performance & Value of Your Business: A Practical Discussion” on Wednesday, November 5, 2014 at 1:00 p.m. EST. Register at: https://attendee.gotowebinar.com/register/825311381024984577.

All in all, Continuum provided a wide range of talks at Navigate that hit on the hot, relevant topics that MSPs needed to hear. It’s a great time to be an MSP. With office equipment dealers having a strong sales approach, they are well equipped to succeed in managed IT services as well. At Navigate, 80 percent of the audience said they have grown more than 30 percent over the past year. Clearly, we were surrounded by a healthy group of Continuum partners. So, join us next year at Navigate 2015 – September 27-29, 2015 in Las Vegas. It’s a must-attend: http://page.continuum.net/vegas-baby.

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