3 tips to uncover hidden spend: best practices for msps

HIDDEN SPEND3 TIPS TO UNCOVER

and maximize penetration of your MSP

in the creative & marketing category

Two Key Goals

GOAL #1

maximize

penetration

of the program

Two Key Goals

Two Key Goals

GOAL #2GOAL #1

maximize

penetration

of the program

increase

spend under

management

Challenges Facing Marketing

& Creative Organizations

Aquent/AMA Market Survey

Marketing strategy positively impacts organization financially in 2013.

Have the team needed to meet organization’s marketing objectives.

Marketing team is well equipped to handle new trends and technologies.

CHALLENGE #1

right mix

of internal

& external

resources

Challenges Facing Marketing

& Creative Organizations

#1CHALLENGE #1 CHALLENGE #2

managers

stretched

incredibly

thin

Challenges Facing Marketing

& Creative Organizations

right mix

of internal

& external

resources

CHALLENGE #2

managers

stretched

incredibly

thin

CHALLENGE #3

constant

changes in

technology

Challenges Facing Marketing

& Creative Organizations

#1CHALLENGE #1

right mix

of internal

& external

resources

Three Important Keys to

Specialty Supplier Success

Key #1 – Capture the Hidden

Spend Within Your Program

72%

10%

8%

7%3%

in-house employees

independent contractors

ad agencies

staffing firm employees

outsourced project teams

93% of Creative Spend is

Outside Your Program

Example:

Control and Scalability

Capture Spend – Define

Program Needs

#1

Promote MSP Value

Define

resources &

program

initiatives

#2

Define how to

engage with

specialty

suppliers

Promote MSP Value

#1

Define

resources &

program

initiatives

Aligning Specialty Suppliers

QUESTION #1

Specialty Supplier

“Wheelhouse”

Is the specialty

supplier

correctly

aligned in your

program?

Crossover – Spend not

Realized

Creative

Engineering

IT

Marketing Ops

Product Groups

Product

Marketing

R & D

User

ExperienceFront End

Developers

CR

OS

S O

VE

R D

EP

AR

TM

EN

TS

Mobile App

Developers

UX Designers

Going Beyond the Score Card

QUESTION #1

Is the specialty

supplier

correctly

aligned in your

program?

QUESTION #2

System visibility

past the score

card?

Accountability Through

Visibility

Monitor

Expectation

Cate

go

ry-S

pecif

ic V

isib

ilit

y

Thought

Leadership

Best

Practices

Key #2 – Accommodate for

Unique Requirements

Specialty Supplier – Unique

Talent

TECHNICAL

SKILLS RATINGS

Specialty Supplier – Unique

Talent

TECHNICAL

SKILLS RATINGS

EXPERT TECH

INTERVIEWS

PORTFOLIO

REVIEWS

Specialty Supplier – Unique

Talent

TECHNICAL

SKILLS RATINGS

EXPERT TECH

INTERVIEWS

Key #3 – Identify Suppliers

Invested in Your Program

Invested Suppliers

Commit to Behavior Goals

GOAL #1

Invested Suppliers

Commit to Behavior Goals

internal

staff training

Invested Suppliers

Commit to Behavior Goals

GOAL #1

internal

staff training

implementation

& adoption

initiatives

GOAL #2

GOAL #3

educate

end user on

MSP value

& process

implementation

& adoption

initiatives

GOAL #1

internal

staff training

GOAL #2

Invested Suppliers

Commit to Behavior Goals

IDEAL SUPPLIER QUALITIESIdeal Qualities

Specialty Suppliers – A

Successful Partnership

Questions?

Presenter:

PAUL PETERSENVice President,

MSP Channel Partnerships

248-430-4622 ppetersen@aquent.com

About Aquent

At our core, Aquent is about helping

companies adapt to change, find new ways to

work, and stay competitive.