Agenda

Tuesday 10th May 2016
7:30am - 8:30am Registration Desk Open
8:30am - 9:00am Conference Welcome Paul Brady
9:00am - 10:00am Keynote | Crossing the Chasm, Again! Paul Wiefels

Established business models break down during all key transition stages within the market. You’re feeling the powerful and persistent dynamics of disruptive innovation now and the technology industry has a rich history showing leaders who have failed to evolve. As the market transitions to digital, crossing the chasms becomes more complex. Paul Wiefels has worked around the globe helping technology organisations, from fortune 500 to small and medium businesses, move through digital disruption. He’s here in Australia specifically for BTAS to help you understand your source of advantage, build the right strategy with all the success factors in place, scale fast and be able to monetise effectively.

10:00am - 10:30am Morning Break & Exhibitor Showcase

Proudly brought to you by Platinum Sponsor, Happen Business.

10:30am - 11:30am Clear & Present Opportunities Jon Reardon

Those companies most exposed are the ones not transitioning effectively amid the rapid and continual changes disrupting the market place. In this strategic roadmap session, InfoTrends, the leading worldwide market research and strategic consulting firm for the digital imaging and document solutions industry, share their very latest state-of-the-nation analysis, which includes ‘Australian Specific’ research just being conducted. The session will cover the most current trends for page volumes, vertical market opportunities, digital workflows and managed services and will show you exactly where to advance with the right balance between operational excellence and innovation to drive the required growth and customer engagement strategies.

11:30am - 12:30pm Near Future Strategies for Managed Print Services West McDonald

Print today is overwhelmingly the key revenue area in our business model and although the opportunities in managing print and related business processes will remain for the foreseeable future, making the most of those opportunities will require you to refresh your thinking and take a much more innovative and holistic approach. Near Future strategies for MPS including Seat Based Billing, Print as a Service, Ink in the Office, big data analytics, and digital workflows will all come into play as you look to stay ahead of the changing market landscape.

12:30pm - 1:30pm Lunch

Proudly brought to you by Diamond Sponsor, Signature Software.

1:30pm - 2:30pm Enhance Your Success in MNS Michael Amiri

Many vendors and dealers alike have been moving into Managed Network Services (MNS) over recent times. Some have chosen to purchase external IT providers, others have partnered or have built their own IT capabilities and others are wrestling with whether MNS aligns well with their business model. There's no doubt that MNS offers a compelling case for client retention and revenue growth, however MNS is a new area of business with different requirements from your traditional print centric business and many have not yet found the levels of profitability and success they were looking to achieve. Having been through the process with scores of dealerships and even a number of MFD vendors looking to make the transition, Michael Amiri will share his experiences of the differences between having a MNS offering, optimising your profitability and success in MNS, what high performance dealerships and MSP's look like and what the key metrics are for success, profits and client engagement.

2:30pm - 3:30pm Latest Trends in Field Services: Challenges, Innovation and Opportunities Panel Session

Technology is incredibly important in meeting the challenges in field services today. Understanding customer history, account entitlement and consumption, effective appointment scheduling, remote and on-site support delivery are all critical for your profitability in an increasingly dynamic market. In this session, we'll look at what The Technology Services Industry Association (TSIA) and other third party service leaders are highlighting in the space and bring it back to what we are seeing in the marketplace. We will look at best practices, improving efficiency and staff utilisation while retaining or improving customer service levels and tie in the “Support of Things” – how do you support the connected devices of today and the near future?

3:30pm - 5:00pm Afternoon Break and Exhibitor Showcase

Visit the BTAS sponsor and exhibitor displays, meet all the leading industry partners you'll need to drive your success.

5:00pm - 6:00pm Exhibitor Showcase Appointments

A dedicated time for appointments with exhibitors. Drinks sponsored by our Premier International Sponsor, Continuum.

7:00pm - 10:00pm Conference Networking Dinner

The BTAS Conference Networking Dinner is proudly brought to you by our Major Sponsor, Epson Australia.

 

Wednesday 11th May 2016
8:30am - 8:45am Day 2 Welcome Paul Brady
8:45am - 10:00am The New Sales Playbook Larry Levine

Jointly presented by Darrell Amy and Larry Levine. 

Our industry today has a mixture of old sales practices, new sales practices and changing buyer habits to navigate through. Social media and the internet have forever changed the way you need to communicate and continues to transform customer buying habits. Our industry is in dire need for a new sales playbook that incorporates social media and the web, as well as our proven traditional sales skills and you need to bring it all together as you lead the customer at every point through their journey with your brand. 

10:00am - 10:30am Morning Break & Exhibitor Showcase

Proudly brought to you by Platinum Sponsor, Konica Minolta.

10:30am - 11:30am Targeting the Right Accounts and Managing the Right Level Relationships Mitch Morgan

As you seek to expand your product and services portfolio it is increasingly critical that you understand the Ideal Client Profile for the offerings you are providing.  By examining the buyer persona, and determining the characteristics that make up this ideal profile, you will be able to target specific accounts inside and outside your base. You will hear an example of Big Data analytics that utilize key signals to determine which customers or prospects are most likely to buy specific product or services offerings.

Once you have expanded the relationship through adjacent products and services, your goal is to establish Trusted Adviser status.  Learn how to manage that ongoing relationship through creating a Technology Roadmap that will serve as the intersection between a Technology Plan and a Strategic Business Plan.

In this session we will also provide an update to the Critical Success Factors for success in the Managed IT Services area. 

11:30am - 12:30pm Change the Compensation and Change the Culture Mike Lecak

As much as we strive to develop and implement strategy to be more effective in today’s ‘digital world’, it’s amazing how most of our industry still struggles with aligning compensation to reflect the changed behaviours and expectations we want from our people.  The strategic sales focus is changing, we have new specialist roles in the business, we have the move to recurring revenues and we still need the equipment quota to be met. It might be time we also took a close look at re-engineering compensation plans and driving the culture, performance, and behaviour we are looking to achieve.

12:30pm - 1:30pm Lunch

Proudly brought to you by Diamond Sponsor, LogMeIn.

1:30pm - 2:30pm The Road to Recurring Revenue Steve Morris

Realigning your business model as a contemporary hybrid with strong recurring revenues is a goal most dealerships share. Few in Australia are as well placed, or as willing to share their experience in doing just that at a regional business level that resonates with dealers, as Steve Morris.  Steve has that right mix of SMB business experience, IT, Managed Services, and more recently Office Equipment Dealer understanding to bring genuine insight into how to navigate the road to a hybrid business model.

2:30pm - 3:00pm Key Elements to Build Effective Customer-centric Market Strategies Paul Wiefels

Let's get practical in understanding the power forces that drive break out growth, and the five points of power failure to avoid within your market development strategy framework.

3:00pm - 3:30pm Closing Address Paul Brady

A final few words as we wrap up the conference and take the best of the last few days back to drive your businesses forward.

3:30pm - 4:15pm Exhibitor Packdown