Posted May 18, 2015 • by Courtney Margossian
Last week, I was given the opportunity to travel overseas to Sydney, Australia to attend the BTAS 2015 Business Technology and Services Conference. While there, I networked with local industry vendors and leaders as well as Office Equipment (OE) dealers and service providers looking to learn more from their peers and industry luminaries. Our own CEO, Michael George, delivered a keynote explaining the emerging managed IT services opportunity for OE dealers, sharing Continuum's excitement to now be partnering closely with key OE dealers in Australia.
We’re excited to announce that we are now offering our managed IT services platform to office equipment (OE) and document solutions dealers throughout Australia. We’ve already made strong ties in the country by forming a strategic alliance with Business Enabled, a strategic services provider and portal to leading global resources for independent dealers and resellers in document solutions throughout Australia. Business Enabled was founded in 2008 by Paul Brady (pictured at left with Michael), the industry’s leading advocate for the independent dealer channel in the document, IT and managed services arenas, spanning decades. Founder and Managing Director, Paul Brady is a past National President of the Business Technology Association (BTA) of Australia, past NSW State President of the National Office Machine Dealers Association (NOMDA) and the Founder and Managing Director of two highly successful hybrid dealership and managed services businesses.
“Demand for managed services in Australia continues to grow as organizations strive to improve operational efficiencies and reduce overheads, so the overall opportunity for document solutions dealers is huge. Business Enabled is the ideal partner for us to reach these dealers in Australia and help them to grow in revenue and profitability with Continuum’s proven managed IT services business model. We are delighted to be working with Paul Brady who has a unique understanding of the industry spanning over 35 years of leadership and accomplishment.” ~Michael George, CEO at Continuum~
Because of our strategic ties with Business Enabled, we were delighted to be a Major Sponsor at the BTAs 2015 Conference, an event founded by Brady. On Tuesday morning, Michael George delivered his Major Sponsor Keynote address, emphasizing the need for OE dealers to seize the managed IT services opportunity, especially in a forever changing IT Industry. Like the unpredictability of life at sea, our market is subject to frequent disruption. Every few years, an event will cause a complete sea change, and that is “the norm.”
There are currently two million small-to-medium-sized businesses in Australia. The Australian SMB market presents a lucrative opportunity for OE dealers to expand into offering managed IT services. Ultimately, it is hard to stay relevant with customers when selling hardware, copier paper and ink is becoming a flat business. OE dealers should be thinking about how to sustain and grow their operations by adopting a more progressive business model. If their customers like dealing with them on the copy and print side, chances are they’d also like to purchase IT services from these dealers. Businesses, particularly SMBs, appreciate one-stop shopping. Michael shared that by diversifying their portfolios, expanding their breadth of knowledge and expertise, and offering managed IT services to their customers, Australian OE dealers can begin to further solidify existing relationships, bring on new clientele and add some impressive recurring revenue streams.
Sometimes, you have to “navigate off course” in business. We understand that breaking into a new market and way of delivering business is not without its challenges, but we’re excited to announce that we’ve touched down in Australia to help OE dealers looking to become IT service providers. They can now use our “set it and forget it” managed IT services platform and a first-of-its-kind IT services business model Continuum co-authored with Growth Achievement Partners (GAP), specifically designed for the dealer channel (see below for more information).
Michael then discussed the labor dynamic, and how it is difficult and costly to hire skilled technicians who work hard and can provide results. By leveraging Continuum’s unique smart–sourced approach to IT, OE dealers in Australia can make the transition seamlessly and scalably. We power our technology with people, backing our intelligent remote monitoring and management (RMM) technology with a team of 750 trained Network Operations Center (NOC) technicians providing 24x7x365 service for our partners and a white-label certified domestic Help Desk for our partners' own customer management. Michael also stressed that we are channel-exclusive. Because we sell through our clients not to them, we cannot be successful if they are not. This is why we’re with our partners every step of the way in the dog-eat-dog world of a niche IT market.
The Continuum team was thrilled to be in Australia for the BTAs 2015 conference, and we can’t wait to have more of a presence in the Australian OE market going forward. Look out for more exciting updates, including the introduction of an Australian-based Help Desk to be offered to Australian OE clients in the next year!
If you're considering making the leap into managed IT services, check out the Managed IT Services Business Model for Office Equipment Dealers that we co-authored with Mitch Morgan (pictured at right with Paul) and Chris Ryne, Principals of Growth Achievement Partners (GAP). In it, you'll learn how to:
We've also published a new eBook to provide further insight into how to begin integrating IT services into your portfolio, what’s needed from sales and training perspectives, what revenue opportunities exist, and more.
Get Your Copy of Our OE eBook!
Courtney Margossian is an Marketing Programs Manager at Continuum. Currently, she is the event manager of our annual User Conference, Navigate 2016. She also helps organize and execute the marketing and promotions for all of Continuum's national and international events. Courtney loves to travel and meet new people. Courtney enjoys collaborating with team members on different projects, and she is always open to learning something new.
Topics: Office Equipment