At the ConnectWise Partner Summit next Thursday at 3PM I will deliver a session around succession planning and begin to navigate the many options and decisions that need to be addressed in order to plan for the future of your company. This is a journey filled with landmines and many roads to follow. It is not simple, and left undone, will be handled by the government and other disinterested parties in your wishes.
It doesn't matter what you want to do - sell, give it away, put employees in an ESOP or any of a dozen other options - if you never plan for it there is no way to assure it happens your way. Don't miss the chance to create the legacy you desire. This session will ask lots of questions most have never really considered. It will cause you to think deeply about your future and make you squirm in your seat. But it is such an essential part of making the transition smooth and your company sustainable and valuable.
Do you have your next set of leaders idenfied? Have you began the process of mentoring and training the folks you hope will step up and take over? Have you figured out how you will get your money out of the company someday? How about your employees - have you identified a way to keep them employed and cared for? So many questions and thing to consider. It is enough to drive you crazy.
Join me at 3Pm on Thursday in the Senate and Gallery room during the ConnectWise Partner Summit to dive into this topic in depth. I can't promise all the answers, as we are walking this journey ourselves right now. But as part of that process there are lots of questions we have had to address and many more still on the horizon. We'll talk about all those things and leave you with some things to go think through so your legacy can continue long past your working days.
Thursday, October 29, 2009
Key Steps Along the Path to Growth
I am presenting a breakout session in Orlando on Friday afternoon that focuses on the key decisions that business owners need to make along their journey to grow their company. For most, I see five major areas that tend to be the "big rocks" that need a lot of work and are hard to overcome. We will focus on those areas and try to identify important considerations that company leaders need to work through in order to leave the plateau that so many end up stuck on as they hit the wall with these things. Here is my list of the major hurdles to overcome:
1. Transitioning into a sales organization. Hiring your first sales person is a challenge. Managing sales people is an adventure. Running a sales organization is mind numbing.
2. Supporting your sales team with quality and consistent marketing. Once you actually find a good sales person and build a team, there has to be a system to keep the pipe full of opportunities and prospects for these guys to chase.
3. Building process and actually executing them. It really is the 3 P's - process, policy and procedure. You can't grow without a consistent plan in place on how your business will operate day after day to do the right things right every day.
4. Developing a bench of leadership. This is necessary in a lot of areas, but once you reach a certain point there is not nearly enough "you" to go around. When you grow to the point of needing to build practices - you need leaders. When you begin to hand off responsibility for areas of the business - you need leaders. Your management team needs to be built with - you guessed it - leaders.
5. Building strategic relationships. This is THE single MOST important differentiator I see between technology companies today. Most seem to believe that the vendors and distributors are the enemy. The reality is, I know of no successful growing company who takes that approach. Sure you can grow to a point all on your own, but the fast growth and sustainable companies understand this in spades. It is their secret weapon. It is the competive advantage in the marketplace. Relationships are the thing that separate the men from the boys.
There is a lot more we will cover, but this gives a general overview of what I have observed are the key factors for most technology company leaders to get under their control. Are you successful in these areas? If so, I want to meet you because you are exactly the kind of company we would love to get into HTG. If not, I want to meet you too because you need to be involved in HTG to learn from your peers how to overcome these obstacles. Either way, I hope to see you at 3PM on Friday in the Scribe room!
1. Transitioning into a sales organization. Hiring your first sales person is a challenge. Managing sales people is an adventure. Running a sales organization is mind numbing.
2. Supporting your sales team with quality and consistent marketing. Once you actually find a good sales person and build a team, there has to be a system to keep the pipe full of opportunities and prospects for these guys to chase.
3. Building process and actually executing them. It really is the 3 P's - process, policy and procedure. You can't grow without a consistent plan in place on how your business will operate day after day to do the right things right every day.
4. Developing a bench of leadership. This is necessary in a lot of areas, but once you reach a certain point there is not nearly enough "you" to go around. When you grow to the point of needing to build practices - you need leaders. When you begin to hand off responsibility for areas of the business - you need leaders. Your management team needs to be built with - you guessed it - leaders.
5. Building strategic relationships. This is THE single MOST important differentiator I see between technology companies today. Most seem to believe that the vendors and distributors are the enemy. The reality is, I know of no successful growing company who takes that approach. Sure you can grow to a point all on your own, but the fast growth and sustainable companies understand this in spades. It is their secret weapon. It is the competive advantage in the marketplace. Relationships are the thing that separate the men from the boys.
There is a lot more we will cover, but this gives a general overview of what I have observed are the key factors for most technology company leaders to get under their control. Are you successful in these areas? If so, I want to meet you because you are exactly the kind of company we would love to get into HTG. If not, I want to meet you too because you need to be involved in HTG to learn from your peers how to overcome these obstacles. Either way, I hope to see you at 3PM on Friday in the Scribe room!
Wednesday, October 28, 2009
Starting to Think About How to Kick Your Economic Recovery and 2010 Plans into High Gear?
In a piece posted earlier this week by MSPmentor you may have noticed a brief mention of a program focused on building sales organizations that we launched in early October with Kendra Lee and KLA Group. Here is the skinny on this offer. HTG announced a strategic offering with KLA Group focused on sales hiring and lead generation. Two separate series are available exclusively to HTG members starting November 11th. We have heard loud and clear that our members are struggling with sales and hiring. Whether you are hiring your 1st salesperson or your 21st, this is one of the most critical and difficult roles you’ll hire in your company. A successful hire means successful sales growth. I don’t think there is anyone out there that doesn’t want to strive for growth.
Leads are another highly discussed topic at the many HTG peer group meetings I attend. How to get them, how to manage them, how to get results……At HTS, our solution provider organization, we have first-hand knowledge of the guidance and insight Kendra Lee can bring to an IT organization. We engaged with Kendra last year and had outstanding results. That is not the only reason we decided to engage with Kendra and team at HTG. We took the time to talk to Kendra, understand what she had to offer and work with her to build something we felt would benefit our members the most at a reasonable price. Both of these offerings were designed with the needs of the HTG membership, and YOU, in mind.
Learn more and register by clicking on the links below:
How to Hire & Onboard Great IT Sales People
Developing an Executable 2010 Lead Generation Strategy
Are you ready for 2010?
Leads are another highly discussed topic at the many HTG peer group meetings I attend. How to get them, how to manage them, how to get results……At HTS, our solution provider organization, we have first-hand knowledge of the guidance and insight Kendra Lee can bring to an IT organization. We engaged with Kendra last year and had outstanding results. That is not the only reason we decided to engage with Kendra and team at HTG. We took the time to talk to Kendra, understand what she had to offer and work with her to build something we felt would benefit our members the most at a reasonable price. Both of these offerings were designed with the needs of the HTG membership, and YOU, in mind.
Learn more and register by clicking on the links below:
How to Hire & Onboard Great IT Sales People
Developing an Executable 2010 Lead Generation Strategy
Are you ready for 2010?
Saturday, October 24, 2009
Are You a Winner?
From our friends at Channel Insider:
We want to recognize solution providers and vendors’ good work. Channel Insider Announces its Bull`s Eye Awards and you have a chance to win. Let's have HTG take them all!
Channel Insider will recognize excellence in customer service, technology prowess, business acumen, channel leadership, communications and community building, and innovation among vendors, solution providers, distributors and channel services companies. Nominations are now open. To apply check out the link here:
http://www.channelinsider.com/c/a/Surveys/Channel-Insider-Announces-Bulls-Eye-Awards-651165/
HTG has the cream of the crop when it comes to partners in the IT channel. Don't hide your talents and abilities - apply and let's bring home the bullseye awards to our members!
We want to recognize solution providers and vendors’ good work. Channel Insider Announces its Bull`s Eye Awards and you have a chance to win. Let's have HTG take them all!
Channel Insider will recognize excellence in customer service, technology prowess, business acumen, channel leadership, communications and community building, and innovation among vendors, solution providers, distributors and channel services companies. Nominations are now open. To apply check out the link here:
http://www.channelinsider.com/c/a/Surveys/Channel-Insider-Announces-Bulls-Eye-Awards-651165/
HTG has the cream of the crop when it comes to partners in the IT channel. Don't hide your talents and abilities - apply and let's bring home the bullseye awards to our members!
Friday, October 23, 2009
A Flurry of Marketing Opportunity
The Frontline Program from HP and Microsoft is back! This is one of the best marketing programs that have ever existed, and while it is not as flush as it once was, it is still good. You can apply for up to $2000 to run a campaign. Market Development Funds (MDF) are available again effective November 1, 2009. You should consider running a marketing campaign focused on HP and Microsoft® solutions that will produce revenue for HP, Microsoft and your company. A 20:1 ROI is required to get paid. To submit an application for FLP market development funds, complete the application/proposal form. They are especially interested in supporting your proposal for marketing activities focused on Microsoft Windows® 7, Windows Server 2008 R2, and HP PCs and HP ProLiant servers!
Another place to check if you are a Microsoft SBSC is www.mspartnerdirect.com and add promotion code SBSC to claim your $1000 in market development funds (or use the money for reimbursment of other marketing efforts - see www.mspartnerdirect.com/sbsc for more). More money set aside for us as Microsoft partners to use in driving business. This leverages Microsoft's Ready To Go campaigns which include Microsoft-focused events, services, templates, case studies, and newsletters, and are designed to help VARs devote the bulk of their time to business oriented activities.
Also expand the leverage by working with your local engagement team (LET) field person. If you don't know who it is, you can find out at http://www.microsoft.com/smallbusiness/local/partner/connect.aspx and get the relationship started.
Some good news for partners. But it only matters if you actually take advantage of it. Don't mess around - money is still not growing on trees and while there is some in the bucket today, get out there and start putting it to work driving your company. Nothing happens without some work, but good things can if you leverage the investments available and add a few bucks of your own and some elbow grease. Don't miss the boat!
Another place to check if you are a Microsoft SBSC is www.mspartnerdirect.com and add promotion code SBSC to claim your $1000 in market development funds (or use the money for reimbursment of other marketing efforts - see www.mspartnerdirect.com/sbsc for more). More money set aside for us as Microsoft partners to use in driving business. This leverages Microsoft's Ready To Go campaigns which include Microsoft-focused events, services, templates, case studies, and newsletters, and are designed to help VARs devote the bulk of their time to business oriented activities.
Also expand the leverage by working with your local engagement team (LET) field person. If you don't know who it is, you can find out at http://www.microsoft.com/smallbusiness/local/partner/connect.aspx and get the relationship started.
Some good news for partners. But it only matters if you actually take advantage of it. Don't mess around - money is still not growing on trees and while there is some in the bucket today, get out there and start putting it to work driving your company. Nothing happens without some work, but good things can if you leverage the investments available and add a few bucks of your own and some elbow grease. Don't miss the boat!
Wednesday, October 21, 2009
Some Thoughts and Follow Up
On Monday of this week, Zenith Infotech, one of our key partners at HTS, released a video they produced on HTS and my life called "A Day in the Life of Arlin Sorensen". It was broadcast on MSPtv. Produced by CommCentric Solutions, it really does a great job of capturing the essence of what we do at HTS and HTG. If you missed it and have any interest in checking out the recording you can find it at:
http://w.on24.com/r.htm?e=166400&s=1&k=5E5A9DA343FF1E010F60B700EBAD2E0D
Also this week, another article was released called "Passing the Torch" in the RCP November issue. I believe this topic is one of the most important things we need to be talking about in the channel today. How we effectively pass leadership to the next set of leaders in an organization is so vital to a smooth and seamless transition. Things will change, and there needs to be a lot of thought and preparation done to make sure that happens well. You can read the article at:
http://rcpmag.com/Articles/2009/11/01/Passing-the-Torch.aspx?Page=2
I will be sharing two presentations in Orlando at the ConnectWise Summit the first week of November on this topic as well as growth. Thursday afternoon my topic will be on "Making the Handoff" which will focus on options for exit and leadership transistion
On Friday afternoon, my breakout will focus on "Steps Along the Way" which will identify key areas of decision in the growth cycle of a business. There are so many blockers and plateaus that have to be overcome in order to keep a company growing. We will identify and talk about how to work through those things during this session.
I look forward to seeing many of you at HTG Q4 in Orlando, and at the ConnectWise Summit there as well.
http://w.on24.com/r.htm?e=166400&s=1&k=5E5A9DA343FF1E010F60B700EBAD2E0D
Also this week, another article was released called "Passing the Torch" in the RCP November issue. I believe this topic is one of the most important things we need to be talking about in the channel today. How we effectively pass leadership to the next set of leaders in an organization is so vital to a smooth and seamless transition. Things will change, and there needs to be a lot of thought and preparation done to make sure that happens well. You can read the article at:
http://rcpmag.com/Articles/2009/11/01/Passing-the-Torch.aspx?Page=2
I will be sharing two presentations in Orlando at the ConnectWise Summit the first week of November on this topic as well as growth. Thursday afternoon my topic will be on "Making the Handoff" which will focus on options for exit and leadership transistion
On Friday afternoon, my breakout will focus on "Steps Along the Way" which will identify key areas of decision in the growth cycle of a business. There are so many blockers and plateaus that have to be overcome in order to keep a company growing. We will identify and talk about how to work through those things during this session.
I look forward to seeing many of you at HTG Q4 in Orlando, and at the ConnectWise Summit there as well.
Thursday, October 8, 2009
A Day in the Life
I am humbled by the video that our good partners Zenith Infotech have created around my life and what makes this simple Iowa farmboy tick. They dispatched a video crew to the farm back in August and the team has been feverishly trying to find enough things I said that made sense to put together a video about HTS/HTG and what happens here on the farm. This project really is their first in a series of video's about people in the IT channel, and I certainly was honored to be selected. The team that was sent led by Lynette Bohanon of CommCentric Solutions was unbelievable, and we are extremely pleased with the work they have done.
This video is not an attempt to toot my horn. It is intended to give credit where it is due - to God, my family and the team that I am blessed to work with each day at HTS and HTG. The blessings have been amazing, and what has sprung up from this place in the center of a cornfield in rural Iowa is not my doing for sure. If you know me you know I am not anywhere close to that smart. But it has been a very wonderful ride, and it continues to grow and flourish because of people, not me. They did a nice job capturing that message I think.
On Oct 19 there is a webcast that will focus on the video and their series. Here is the link if you want to register to watch it: http://w.on24.com/r.htm?e=166400&s=1&k=5E5A9DA343FF1E010F60B700EBAD2E0D&partnerref=ARLIN&deletecookie=true
This video is not an attempt to toot my horn. It is intended to give credit where it is due - to God, my family and the team that I am blessed to work with each day at HTS and HTG. The blessings have been amazing, and what has sprung up from this place in the center of a cornfield in rural Iowa is not my doing for sure. If you know me you know I am not anywhere close to that smart. But it has been a very wonderful ride, and it continues to grow and flourish because of people, not me. They did a nice job capturing that message I think.
On Oct 19 there is a webcast that will focus on the video and their series. Here is the link if you want to register to watch it: http://w.on24.com/r.htm?e=166400&s=1&k=5E5A9DA343FF1E010F60B700EBAD2E0D&partnerref=ARLIN&deletecookie=true
Thanks to all who helped make this possible. I hope you take time to watch the video at some point and share your thoughts.
Sunday, October 4, 2009
Are You Ready?
Nancy and I spent some time this weekend visiting a good friend who was involved in a very serious automobile accident on July 1. He was going home for lunch driving the same road he had a thousand times before. That day, at an intersection that he had crossed so many times before, he missed seeing a vehicle coming from the right and pulled out in front of it. T-boned in the passenger side. Since it was a short trip he had failed to put his seatbelt on, so the crash threw him violently around the vehicle and he suffered significant brain damage among other issues. He lay in a coma for a couple months, but has now come back with some understanding but is months or years from a full recovery, if it ever happens.
So what is the moral of the story? We never think it will happen to us. When I suffered my quad bypass surgery at age 49, I certainly did not expect it to happen to me. But bad things happen to people every day. And if you think it won't happen to you, look out. The moral of the story is that we all need to get some plans in place so we are ready for whatever life throws at us. As business owners, it is one thing for us to choose not to prepare for the future. But we need to realize that decision impacts our staff, customers, family and a whole lot of people that would all prefer that we spend the time and energy to think through the potential and have a plan in place. In fact, it probably is the most important area we will ever address for our family and business.
That is why we are focusing on a legacy plan for HTG in Q4. Life is important, and the outcome of that life when we are no longer around is our legacy. We all have ideas of what we hope our life will do in terms of long term impact. But if we don't plan for it, if we don't tell people and write it down, then our legacy will be left to the courts and government and that is not going to turn out anywhere close to what we may want. No one wants to face the reality that life is short and will end. No one wants to admit that they are a heartbeat away from a medical issue that could take them out of their business short or long term. But it can happen - it does every day - and we need to face it and deal with it proactively, just like we preach to our clients. It is part of disaster recovery and business continuity. What happens to your business, family and legacy if something happens to you?
I will be sharing about this topic with several presentations at the upcoming HTG and ConnectWise Partner Summit events. We need to prepare and be ready for whatever life throws at us. It is a lot of work, takes a lot of communication and effort, but it is the only way to assure that your legacy will turn out the way you want it to be. Now is the time. Plan to join my sessions and find out key techniques to really be ready for life!
So what is the moral of the story? We never think it will happen to us. When I suffered my quad bypass surgery at age 49, I certainly did not expect it to happen to me. But bad things happen to people every day. And if you think it won't happen to you, look out. The moral of the story is that we all need to get some plans in place so we are ready for whatever life throws at us. As business owners, it is one thing for us to choose not to prepare for the future. But we need to realize that decision impacts our staff, customers, family and a whole lot of people that would all prefer that we spend the time and energy to think through the potential and have a plan in place. In fact, it probably is the most important area we will ever address for our family and business.
That is why we are focusing on a legacy plan for HTG in Q4. Life is important, and the outcome of that life when we are no longer around is our legacy. We all have ideas of what we hope our life will do in terms of long term impact. But if we don't plan for it, if we don't tell people and write it down, then our legacy will be left to the courts and government and that is not going to turn out anywhere close to what we may want. No one wants to face the reality that life is short and will end. No one wants to admit that they are a heartbeat away from a medical issue that could take them out of their business short or long term. But it can happen - it does every day - and we need to face it and deal with it proactively, just like we preach to our clients. It is part of disaster recovery and business continuity. What happens to your business, family and legacy if something happens to you?
I will be sharing about this topic with several presentations at the upcoming HTG and ConnectWise Partner Summit events. We need to prepare and be ready for whatever life throws at us. It is a lot of work, takes a lot of communication and effort, but it is the only way to assure that your legacy will turn out the way you want it to be. Now is the time. Plan to join my sessions and find out key techniques to really be ready for life!
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