Around the Data Center Webinar
 

Around the Data Center Webinar

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Have you ever wanted to know what the analysts really think about the future of technology? Have you really wanted a total perspective on technology-related issues, but couldn't find a group willing ...

Have you ever wanted to know what the analysts really think about the future of technology? Have you really wanted a total perspective on technology-related issues, but couldn't find a group willing to look at all sides of this burgeoning ecosystem? On Wednesday, June 25, four senior TBR analysts stepped out from behind their desks to weigh in on the future of the most-hyped IT trends in an unscripted roundtable. Topics chosen to drive the debate included:

• Millennials' influence on IT
• The impact Internet of Things is having on the industry
• Changing the sales motion: From "blue suited" sales to "add to cart"
• Return of the platform wars

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    Around the Data Center Webinar Around the Data Center Webinar Presentation Transcript

    • TBRT ECH N O LO G Y B U SIN ESS RESEARCH , IN C. Four TBR analysts discuss relevant IT topics June 24, 2014 Around the Data Center
    • TBR TBR Quarterly Webinar Series | 06.25.14 | www.tbri.com | ©2014 Technology Business Research Inc. Around the Data Center: Webinar Presenters Matt Healey Principal Analyst Email: matthew.healey@tbri.com Twitter: @mhealey_TBR Patrick Heffernan Principal Analyst, IT Services Email: patrick.heffernan@tbri.com Twitter: @TBR_PatrickH Allan Krans Principal Analyst, Cloud Email: allan.krans@tbri.com Twitter: @allankrans Jillian Mirandi Senior Analyst, Cloud Email: jillian.mirandi@tbri.com Twitter: @JillianNotes 2
    • TBR TBR Quarterly Webinar Series | 06.25.14 | www.tbri.com | ©2014 Technology Business Research Inc. Around the data center — 4 analysts, 4 topics, 1 winner 3 Overview Each analyst will comment in a discussion about the four topics Topics cover a wide range of areas related to the overall IT market, not just traditional enterprise data center • Topic 1: Will the millennials change IT, or is the IT industry making too much of their impact on the workforce? • Topic 2: Return of the platform wars • Topic 3: What will be the effect of the Internet of Things? • Topic 4: Evolution of IT selling, moving from a “blue suited” sales model to “add to cart” • Winner’s commentary
    • TBR TBR Quarterly Webinar Series | 06.25.14 | www.tbri.com | ©2014 Technology Business Research Inc.4 Will the millennials change IT, or is the IT industry making too much of their impact on the workforce? Topic 1
    • TBR TBR Quarterly Webinar Series | 06.25.14 | www.tbri.com | ©2014 Technology Business Research Inc.5 • Millennials bring a different perspective and are unencumbered by the past. • Increasing power of IT tools helps everyone achieve spectacular results quickly. Matt Healey Principal Analyst Email: matthew.healey@tbri.com Twitter: @mhealey_TBR Topic 1 Will the millennials change IT, or is the IT industry making too much of their impact on the workforce?
    • TBR TBR Quarterly Webinar Series | 06.25.14 | www.tbri.com | ©2014 Technology Business Research Inc.6 Who cares how generations approach IT or what expectations the next- greatest generation has about the workplace? It is not the workers that are changing, it is the work. The top talent will not be defined by age or rewarded for having hip facial hair; top talent will do today’s work, including IT work, better than everyone else. Patrick Heffernan Principal Analyst, IT Services Email: patrick.heffernan@tbri.com Twitter: @TBR_PatrickH Topic 1 Will the millennials change IT, or is the IT industry making too much of their impact on the workforce?
    • TBR TBR Quarterly Webinar Series | 06.25.14 | www.tbri.com | ©2014 Technology Business Research Inc.7 • Constant and instant access to all things IT • Cell phones and tablets, online profiles, streaming media, online shopping and content are central to millennials’ lives. • Expected: Same level of access, speed, integration and simple user interface in their work lives as in their personal lives Jillian Mirandi Senior Analyst, Cloud Email: jillian.mirandi@tbri.com Twitter: @JillianNotes Topic 1 Will the millennials change IT, or is the IT industry making too much of their impact on the workforce?
    • TBR TBR Quarterly Webinar Series | 06.25.14 | www.tbri.com | ©2014 Technology Business Research Inc.8 Millennials are the representation of much broader changes in the ways IT will be delivered. The specialization of IT is advancing at a tremendous pace. Similar to automotive repair, skills to design and maintain IT systems will be concentrated in a smaller segment of the IT ecosystem. Millennials accept and expect that type of relationship with technology. Allan Krans Principal Analyst, Cloud Email: allan.krans@tbri.com Twitter: @allankrans Topic 1 Will the millennials change IT, or is the IT industry making too much of their impact on the workforce?
    • TBR TBR Quarterly Webinar Series | 06.25.14 | www.tbri.com | ©2014 Technology Business Research Inc.9 Topic 2 Return of the platform wars
    • TBR TBR Quarterly Webinar Series | 06.25.14 | www.tbri.com | ©2014 Technology Business Research Inc.10 Omniscience and omnipresence (O+O) will determine who wins. Just like the boxers in the ring are just the entertainment, with the real money made by the bookies, it will be the services companies, including those with O+O platforms, that succeed. Topic 2 Patrick Heffernan Principal Analyst, IT Services Email: patrick.heffernan@tbri.com Twitter: @TBR_PatrickH Return of the platform wars
    • TBR TBR Quarterly Webinar Series | 06.25.14 | www.tbri.com | ©2014 Technology Business Research Inc.11 Platform wars are happening on two fronts. • Underlying business platform on which to run a business • Vertical focus to driver industry-specific applications Jillian Mirandi Senior Analyst, Cloud Email: jillian.mirandi@tbri.com Twitter: @JillianNotes Topic 2 Return of the platform wars
    • TBR TBR Quarterly Webinar Series | 06.25.14 | www.tbri.com | ©2014 Technology Business Research Inc.12 Consolidation will come. Google, Amazon, SAP, VMware and Microsoft are merely the largest fish in a huge ocean of offerings in this space. The battlefield for this war is massive, spanning on-premises, cloud, mobile, professional and personal use cases. Allan Krans Principal Analyst, Cloud Email: allan.krans@tbri.com Twitter: @allankrans Topic 2 Return of the platform wars
    • TBR TBR Quarterly Webinar Series | 06.25.14 | www.tbri.com | ©2014 Technology Business Research Inc.13 • Platform wars are fun to watch. • Tend to last longer than people think, as changes tend to be slower than most people expect • Defined by losers rather than winners from a technology perspective • Do not count out the services providers. Matt Healey Principal Analyst Email: matthew.healey@tbri.com Twitter: @mhealey_TBR Topic 2 Return of the platform wars
    • TBR TBR Quarterly Webinar Series | 06.25.14 | www.tbri.com | ©2014 Technology Business Research Inc.14 Topic 3 What will be the effect of the Internet of Things?
    • TBR TBR Quarterly Webinar Series | 06.25.14 | www.tbri.com | ©2014 Technology Business Research Inc.15 Topic 3 • Internet of Things (IoT) is changing everything. • Will drive cloud, hardware and software sales • Will drive business intelligence (BI) sales and creation of smarter machines • Many use cases • Continual change (portfolio, website, interactions) Jillian Mirandi Senior Analyst, Cloud Email: jillian.mirandi@tbri.com Twitter: @JillianNotes What will be the effect of the Internet of Things?
    • TBR TBR Quarterly Webinar Series | 06.25.14 | www.tbri.com | ©2014 Technology Business Research Inc.16 Use cases will drive adoption of IoT. Framing the immense pools of new and existing data is critical to delivering real value from IoT, not just driving more storage and compute capacity for IT vendors. Allan Krans Principal Analyst, Cloud Email: allan.krans@tbri.com Twitter: @allankrans Topic 3 What will be the effect of the Internet of Things?
    • TBR TBR Quarterly Webinar Series | 06.25.14 | www.tbri.com | ©2014 Technology Business Research Inc.17 • Collecting more data faster does not mean better decisions; often it just means faster decisions. • Analytics and big data are both art and science. • There will be a steep learning curve as enterprises try to figure out how to get the most value from the increase in data. Matt Healey Principal Analyst Email: matthew.healey@tbri.com Twitter: @mhealey_TBR Topic 3 What will be the effect of the Internet of Things?
    • TBR TBR Quarterly Webinar Series | 06.25.14 | www.tbri.com | ©2014 Technology Business Research Inc.18 • Humans are chaotic and messy, and (most humans) like things a little bit imperfect. • Perfectly connected, synchronized and prescient “things” will be a challenge for humans to interact with and want — especially if those things are truly everywhere. Patrick Heffernan Principal Analyst, IT Services Email: patrick.heffernan@tbri.com Twitter: @TBR_PatrickH Topic 3 What will be the effect of the Internet of Things?
    • TBR TBR Quarterly Webinar Series | 06.25.14 | www.tbri.com | ©2014 Technology Business Research Inc.19 Topic 4 Evolution of IT selling, moving from a ‘blue suited’ sales model to ‘add to cart’
    • TBR TBR Quarterly Webinar Series | 06.25.14 | www.tbri.com | ©2014 Technology Business Research Inc.20 • The playing field has leveled. Cloud and “add to cart” can reduce customers’ costs and provide fair and transparent pricing. • Vendors need to match the cost of sales with the value add for customers. Blue suits will not go away, but will be used more sparingly. Topic 4 Allan Krans Principal Analyst, Cloud Email: allan.krans@tbri.com Twitter: @allankrans Evolution of IT selling, moving from a ‘blue suited’ sales model to ‘add to cart’
    • TBR TBR Quarterly Webinar Series | 06.25.14 | www.tbri.com | ©2014 Technology Business Research Inc.21 • Time to value is becoming more important. • Customers expect faster response times, so the traditional long RFP/RFQ process needs to accelerate. • In the near term, companies that can incorporate the best from the “add to cart” and the personal sales rep will be best positioned. Matt Healey Principal Analyst Email: matthew.healey@tbri.com Twitter: @mhealey_TBR Topic 4 Evolution of IT selling, moving from a ‘blue suited’ sales model to ‘add to cart’
    • TBR TBR Quarterly Webinar Series | 06.25.14 | www.tbri.com | ©2014 Technology Business Research Inc.22 What buyers expect — who is the seller — is changing; the seller is not the IT but the ITO. User experience combined with lowered costs of high-powered IT results in many more buyers. The good sales guys will catch more (smaller) fish faster. Patrick Heffernan Principal Analyst, IT Services Email: patrick.heffernan@tbri.com Twitter: @TBR_PatrickH Topic 4 Evolution of IT selling, moving from a ‘blue suited’ sales model to ‘add to cart’
    • TBR TBR Quarterly Webinar Series | 06.25.14 | www.tbri.com | ©2014 Technology Business Research Inc.23 • Cloud vendors count on “easy” and “cheap” renewal; upsell will underpin long-term success. • Different sales motions, different sales compensation, smarter customers Jillian Mirandi Senior Analyst, Cloud Email: jillian.mirandi@tbri.com Twitter: @JillianNotes Topic 4 Evolution of IT selling, moving from a ‘blue suited’ sales model to ‘add to cart’
    • TBR TBR Quarterly Webinar Series | 06.25.14 | www.tbri.com | ©2014 Technology Business Research Inc. James McIlroy Vice President of Sales Email: mcilroy@tbri.com Telephone: 603.929.1166 24 TBR Around the Data Center Webinar Contact Information Twitter: @TBRinc SlideShare: www.slideshare.net/TBR_Market_Insight YouTube: www.youtube.com/user/TBRIChannel LinkedIn: www.linkedin.com/company/technology-business-research Matt Healey Principal Analyst Email: matthew.healey@tbri.com Twitter: @mhealey_TBR Telephone: 603.758.1846 Patrick Heffernan Principal Analyst, IT Services Email: patrick.heffernan@tbri.com Twitter: @TBR_PatrickH Telephone: 603.758.1834 Allan Krans Principal Analyst, Cloud Email: allan.krans@tbri.com Twitter: @allankrans Telephone: 603.758.1819 Jillian Mirandi Senior Analyst, Cloud Email: jillian.mirandi@tbri.com Twitter: @JillianNotes Telephone: 603.758.1854
    • TBR TBR Quarterly Webinar Series | 06.25.14 | www.tbri.com | ©2014 Technology Business Research Inc. Syndicated Research Coverage by Vendor Segment Software Vendor Reports (Software Business Quarterly) Benchmarks and Market Landscapes (Benchmark XLS data is also available) • CA Technologies • Dell Software* • HP Software • IBM Software • Microsoft Corp. • Oracle Corp. • Red Hat • SAP AG • SAS* • Symantec • VMware • Software Vendor Benchmark The benchmark currently covers 29 firms, encompassing software license, maintenance and professional services revenue. • Business Intelligence Software Vendor Benchmark* The benchmark includes BI business of select Software Business Quarterly vendors and additional pure-play firms (30 planned for CY4Q13). TBR Software Practice Syndicated Coverage *Semiannual publication; **Annual publication SourceIT — IT Customer Segment Reports Insight and in-depth study results on N. American and large enterprise budgeting, buyers and competitors across workloads • SourceIT Banking & Financial Services** • SourceIT Healthcare** • SourceIT Public Sector** • SourceIT Retail** • SourceIT Telecom** 25
    • TBRT ECH N O LO G Y B U SIN ESS RESEARCH , IN C. About TBR Technology Business Research, Inc. is a leading independent technology market research and consulting firm specializing in the business and financial analyses of hardware, software, professional services, telecom and enterprise network vendors, and operators. Serving a global clientele, TBR provides timely and actionable market research and business intelligence in formats that are tailored to clients’ needs. Our analysts are available to further address client-specific issues or information needs on an inquiry or proprietary consulting basis. TBR has been empowering corporate decision makers since 1996. To learn how our analysts can address your unique business needs, please visit our website or contact us today. Contact Us 1.603.929.1166 info@tbri.com www.tbri.com 11 Merrill Drive Hampton, NH 03842 USA This report is based on information made available to the public by the vendor and other public sources. No representation is made that this information is accurate or complete. Technology Business Research will not be held liable or responsible for any decisions that are made based on this information. The information contained in this report and all other TBR products is not and should not be construed to be investment advice. TBR does not make any recommendations or provide any advice regarding the value, purchase, sale or retention of securities. This report is copyright-protected and supplied for the sole use of the recipient. Contact ©Technology Business Research, Inc. for permission to reproduce.