Continuum Managed Services LLC, a Boston-based provider of managed services solutions, and Growth Achievement Partners (GAP), a provider of sales and operational consulting in the office technology marketplace, have announced a strategic alliance to establish a new Managed Services Business Model specifically for office technology dealerships. The model is intended to provide a blueprint for a seamless transition into managed services, so dealers can capitalize on trends that include off-site management, HaaS (hardware as a service), and cloud-based offerings.
The new model is being introduced at the ITEX National Conference taking place today and tomorrow in Las Vegas. Both Continuum and GAP will provide support for dealers adopting the new model through ongoing educational opportunities, such as managed services workshops hosted by GAP through the Business Technology Association (BTA).
The new Managed Services Business Model provides key metrics that dealers can follow to create a managed services practice, including:
- Revenue: The appropriate targets, mixes, and types, and how those should change over time
- Contracts and Account Expansion: Seats under management, revenue per seat, and growth expectations via additional products and services
- Activity and Pipeline: Sales cycle duration, pipeline metrics, and activity targets to achieve business model revenue targets
- Head Count: Productivity measures for sales and CIO personnel, target head-count levels based on seats managed and customers under contract, and the personnel mix between sales and operations
- Compensation: Who to pay, how to pay, and when to pay, as well as target compensation levels as they relate to gross profit and revenue
- Profitability: Target contribution level and operational levers to enhance performance
The Managed Services Business Model can be downloaded at www.growthachievementpartners.com or www.continuum.net/businessmodel. Companies that wish to participate in the ongoing development of the model will have the ability to subscribe and access the fully complete model, which will include the current statistics. Subscribers will obtain an updated report on a quarterly basis, and a quarterly subscriber briefing will be conducted to provide detailed analysis for each model update. A subscription registration can be obtained at www.growthachievementpartners.com.
For more information, visit www.continuum.net.
