IT Nation Evolve Peer Groups , as a source of support, validation and insight among IT channel peers have been around for twenty years but have had to move online. Arlin Sorensen is the VP for ecosystem evangelism, and is in charge of building the model while increasing his efforts to get MSPs and other channels to join with others in the groups.
Is it an issue in Europe, with a different culture and regions? “Yes, In the early days that was a real challenge. In EMEA, partners are more guarded in their initial dealings,” he says – it is a smaller geography so there is more concern about competition. “In Australia by contrast, they are very open, but in London partners have a different mindset. It has got better as they have learned to trust each other.”
The benefits are clear, however. “A lot of owners and people that have formed and built a business think they are on top of the business. But when they compare with others, they can see what’s missing. I focus on partner success – as a champion for peer groups and IT Nation. Just making sure partners understand what is available for them.”
One good point about the changing channels is that MSPs are more open and prepared to share. The MSP business is more relationship-focused, he thinks.
So what is in it for someone who joins?
“The first thing they get from a peer group is that they realise they are not as perfect as they thought, looking at the benchmark numbers. They see areas for improvement - it is a perspective shock, but then they see there are things they can take action on.”
It is the accountability as well in the peer groups. “Most people run businesses because they want to be their own boss and do what they want. But that is not always what they need to do.
In a peer group, as we share plans and dig into each other’s business, we can identity what should be done and provide some accountability and goal setting.”
“We take all new member through an onboarding program and part of these is that they have to write plans for their business, their leadership, life and legacy. In each meeting they set business and personal goals for the next ninety days. So there is a set of standard things that everybody does – and we can make sure they stay focused and not chase the shiny objects in the day-to-day.”
And in the crisis – “They are open to it, especially now. Owner groups are focused on finance now, and leadership – growing people, plus lot of talk about M&A - how do you create business value, and getting the business to where it needs to be but breaking it down to quarterly goals.”
This year the conversation has changed dramatically first by going virtual, which is different experience, and then in topics: “We have talked a lot about cash flow with financial focus. We have a number of tools to look at risk factors in finance. And then how to transition to working from home, then bringing them back- security is a big discussion – how is it applied and sold.”
ConnectWise is built on successful partners, he explains, so the investment in IT Nation and partner schemes like Evolve is to grow partners so they buy more licenses. “There is a lot of potential in the partners who did not get educated in running a business. They knew the tech, but need guidance to grow. That has been the missing part of their plan.”
This year we are working hard to keep our members afloat, we think there is a lot of opportunity – some in M&A, where we are working on educating on expansion issues. We are also working on additional tools financially to make sure they have all the information they need. But we have no idea what will happen – we just need to come out the other side with all the people we entered it with. We are still looking for more good members - we know can help them become better; that is the trademark – and personally as well - it is not just about business.”
“It is an investment in time and with the fee, it is not free, but a significant commitment, but anyone in the programme will tell you it is a good investment and they have made changes which have really impacted their businesses and life,” he concludes.
