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ChannelTalks - Service Success Management Part 2

iasset


Part 2 of our interview with Matthias Knaur is packed with valuable advice on how to  protect existing revenue and market share within your IT business.

Our experts touch on key topics such as:

  • Asset success management vs service success management
  • How to collect and organise your data for successful retention
  • How to demonstrate value by proactively managing the entire lifecycle
  • The difference between a tool and a platform
  • Why building tools in-house can actually become a disadvantage

Our speakers

matthias-knaur.200
Matthias Knaur - CEO Annuity Management Group

Matthias Knaur is the CEO and Co-Founder of the Annuity Management Group - a service provider specialising in renewals and recurring revenue management for the IT industry.

Matthias boasts a long history of leading several successful entrepreneurial ventures across the manufacturing, resale and services industries within the United States as well as Europe. Some of his most recent companies include Solera Holdings, Loyalty Systems and venture capital firms - Pepper Oaks Capital and NEA/Speedinvest. 

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Nick Verykios bw
Nick Verykios - Chief Strategy Officer - iasset.com

Nick Verykios has been involved with the IT industry for more than 30 years and has successfully blended entrepreneurial ventures with a career spanning marketing, product development, sales, executive/general management and director's duties. As the multi award winning and Industry Hall of Fame inductee, as the CEO of Distribution Central, he steered growth from a start-up business in 2004 to exceed $700 million in revenue in FY 2019, post-acquisition and integration of Arrow Inc.'s ANZ assets.

This tremendous growth cemented Arrow ECS ANZ as one of the largest and most profitable IT&T distributors in the ANZ & APAC regions. Nick managed the successful sale of Distribution Central to Arrow Electronics, Inc. Prior to this, in 1994 Nick founded the IT distributor, 1World Systems Pty Ltd and later, co-directed LAN Systems Pty Ltd, both highly profitable ventures, sold to international IT companies. Both companies were considered to be at the forefront of IT distribution and service procurement with their unique business models further deployed in international companies spanning more than twenty countries. LAN Systems was transformed from a $4m distributor into a highly profitable $160m services organisation in just over five years.

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Scott Frew bw
Scott Frew - CEO & Founder - iasset.com

Scott is a seasoned entrepreneur with more than 30 years' experience building IT companies across Asia Pacific. Scott established iasset.com in 2008 as the world's first global channel ecosystem for the entire supply chain. iasset.com has received numerous awards including CRN's Top 50 Emerging Vendors in 2013 and 2014. Scott was also a founder and Executive Chairman of Distribution Central and oversaw its growth from a five-person staff and $1.7 million turnover to more than 160 employees across two countries with revenues exceeding $520 million. The company is a recipient of numerous awards, including BRW Fast 100 awards, 2009 Deloitte Fast 50 Australia and Deloitte Fast 200 APAC. Prior to acquiring Distribution Central, Scott built MarketEntry (Europe), a business consulting company helping small technology companies reach and manage their growth potential which was acquired in 2004. He also founded LAN Systems Pty Ltd (Australia), which rapidly became the largest network distributor in the region and was acquired in 2000. Scott also co-founded Micro Networks Australia Pty Ltd, which was acquired in 1990.

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