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For the past five years Matt Tomon, chief executive and founder of Green Fields Technology, has been running a managed services business that not only delivers what customers want, but provides a recurring revenue stream that makes running the business much easier for him.
"We have been doing managed services from day one," he says. "We tried to make it a recurring revenue model and to bring it into line with the connected aspect of business.
"Customers were frustrated with hidden business costs and wanted something aligned to the business with a fixed monthly fee, so the customer could understand the charges."
The model has worked. Even with no outside investment, Tomon has managed to transform his business into a £4m-turnover operation, supporting 200-plus customers across 25 cities in the UK and Ireland, with just 35 staff across a couple of offices.
The level of awareness of managed services in the customer base has also changed in the past three years or so, with greater levels of understanding about what the technology is and how the business model works.
As a result, Green Fields Technology is now able to go after clients proactively, with the aim of expanding the business fairly quickly.
The other factor spurring growth, apart from improved knowledge of the benefits of managed services, is the timing in the economic cycle, with customers coming out of recession.
"People have been open to new ideas and new technologies and saw it as a utility. But people have been in a holding pattern and they have been taking that attitude for nearly two years, but now it is right so there will be growth," says Tomon.
Tomon will be talking at the MicroScope-supported managed services seminars next month and although he expects some of the audience will potentially be cynical about the technology, his message will be that they don't really have any choice but to get involved.
"I don't really understand what the alternative is," says Tomon.
CV: Matt Tomon
Matt Tomon is familiar with the US, South Africa and the UK, and before his current role as chief executive and founder of Green Fields Technology was an IT director at a professional services company for five years. Prior to that he worked in the US on the web marketing side of things, landing that job after finishing his education in the US.
MicroScope seminar: How to make -money in IT managed services
London: Sofitel, St James Hotel - Tuesday 15 June
Birmingham: The Belfry Hotel - Thursday 17 June
11:00 Welcome and opening remarks from Simon Quicke, editor, MicroScope
11:15 Presentation and Q&A with Matt Tomon, CEO & founder, Green Fields Technology
12:15 Presentation from Ray Barber, senior product specialist, Kaseya
12:50 Closing remarks with Simon Quicke, editor, MicroScope
13:00 Hot buffet lunch and networking opportunity
Register for the seminar
Call Darren Page on 0845 257 9990 or e-mail firstname.lastname@example.org.