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CompTIA Research Roundup - IT Channel Insights & Opportunities
 

CompTIA Research Roundup - IT Channel Insights & Opportunities

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CompTIA Research Roundup - IT Channel Insights & Opportunities CompTIA Research Roundup - IT Channel Insights & Opportunities Presentation Transcript

  • CompTIA Research Roundup Carolyn April Director, Industry Analysis capril@comptia.org Tim Herbert VP, Research & Market Intelligence therbert@comptia.org Seth Robinson Director, Technology Analysis srobinson@comptia.org
  • On Tap for Today Voice of the Customer Voice of the Channel Insights & Opportunities
  • Over 100 Studies in CompTIA Research Library Channel Focused Research  State of Channel  Managed IT Services  Managed Print Services  Cloud Computing  Partnering Trends: Telecom and IT Channels  Channel Conflict and Deal Registration  Business Transformation Whitepaper  Warranty Fraud ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓ Technology Focused Research  Security  Mobility  Big Data  Cloud Computing  Communications / Social Media  Cloud Computing  Green IT  IPv6 ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓ Workforce, Policy and Business Research  State of IT Skills Gaps  Youth Opinions of Careers in IT  2013 IT Industry Outlook  Quarterly Business Confidence Index  Employer Perceptions of IT Certifications  Tax Policy Issues  TECNA Strategic and Policy Issues  Generational Issues in the Workplace ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓ Market Vertical Focused Research  Retail Sector  Education Sector  Government Sector  Legal Services Sector  SMB Market  UK SME Market  Healthcare Sector  International Tech Adoption ✓ ✓ ✓ ✓ ✓ ✓ ✓ ✓
  • Housekeeping Feel free to submit questions via #CHANNELCON
  • 2 in 3 IT Firms On-Target or Ahead of ’13 Goals 44 46 48 50 52 54 56 58 60 62 64 Q3'09 Q4'09 Q1'10 Q2'10 Q3'10 Q4'10 Q1'11 Q2'11 Q3'11 Q4'11 Q1'12 Q2'12 Q3'12 Q4'12 Q1'13 Q2'13 Q3'13 Fore… ConfidenceRating|100=HighestRating 32% 46% 22% Lagging goals On-target with goals Tracking ahead Self-Assessment of 2013 Revenue Goals IT Industry Business Confidence Holds Steady in Q3
  • Businesses in Several Countries Project Solid Increases in IT Spending Over Next 12 Months 7.2% 4.6% 2.3% 4.3% 7.6% 1.8% 7.3% 6.2% 6.2% 2.8% Brazil Canada France Germany India Japan Mexico Middle…Thailand UK AxisTitle
  • Cloud Adoption* Across Countries 22% 18% 27% 18% 25% 15% 31% 24% 18% 26% 20% 21% 26% 19% 19% 26% 17% 23% 23% 20% 17% 24% 39% 39% 39% 49% 31% 34% 44% 41% 40% 33% 42% 17% 16% 14% 14% 19% 35% 2% 12% 22% 24% 14% Total Brazil Canada France Germany India Japan MexicoMiddle EastThailand UK NET adoption of cloud on some level Full-use stage (top bar) Experimentation stage (bottom bar) Evaluation/implementation stage (top bar) Basic awareness stage (bottom bar)
  • Cloud End User Business Models Experiment Non-Critical Use Full Production Transformed IT IaaS | PaaS | SaaS Public Clouds Payment Models Transition Integration Security Workflow Change Customization/Rea rchitecture Provider SwitchingProof of Concept Private | Hybrid Clouds Education Policies/Procedure s
  • Cloud Maturity Leads to Wider Benefits 29% 30% 29% 43% 39% 46% 41% 56% 46% Modernization of IT Simply a Better Option Ability to Cut Costs Early Adopters Mid Adopters Late Adopters
  • End User Cloud Migration Patterns Public Cloud Provider #1 Public Cloud Provider #2 Private CloudOn-premise System Company ABC 24% 25% 29% (Apps) 27% (Infrastructure)
  • Cloud Channel Models Framework Build Provide / Provision Enable / Integrate Manage / Support IaaS | PaaS | SaaS Public | Private | Hybrid Clouds Cloud Aggregation | Brokerage Services Procure HW + SW; add expertise to build cloud Resell White-label Hosting / Direct to customer Deployment Consulting | Advising | IT Solutions Integration Break/Fix Managed Services Customization / Development Architecture / Design
  • Cloud Business Models Mature 48% 49% 51% 61% 32% 34% 35% 27% Build Provide/ Provision Enable/ Inte- grate Manage/ Support Currently Providing Plan to Provide 46% 54% Mature Somewhat Mature / Not That Mature Cloud Business Model Self-Assessment Cloud Business Model Involvement 29% of channel partners report being “born in the cloud”
  • Anticipated Cloud Growth Opportunities 20% 23% 25% 32% Manage / Support segment Build segment Enable / Integrate segment Provide / Provision segment Cloud Growth Opportunities Expectations Over Next 2 Years Implemented software (e.g. PSA) that is able to track individual revenue sources 1 2 3 4 Created separate sales teams for cloud- based business vs. non-cloud business Changed accounting codes internally to delineate between cloud and non-cloud revenue Followed vendor specifications for what is classified cloud vs. non-cloud in their offerings Cloud Impacts Channel Accounting/ Bookkeeping Practices Despite maturing cloud models, only 37% of channel partners report generating more than half their revenue from cloud activities
  • The Future of Work? Applications Regularly Used in Workplace 20-29 Years 30-39 Years 40-49 Years 50-59 Years 60+ Years Microsoft Word 86% 86% 88% 88% 88% Microsoft Excel 71% 74% 72% 65% 59% Microsoft PowerPoint 52% 63% 57% 46% 40% Online version of applications for word processing or spreadsheets (e.g. Google Docs) 33% 37% 21% 16% 10% Mobile app specific to job 27% 28% 17% 10% 12%
  • BYOD in the Workplace Skews Toward Younger Segments of Employees 32% 33% 46% 59% 61% 47% 60+-somethings 50-somethings 40-somethings 30-somethings 20-somethings Overall
  • Big Data’s Momentum Continues 45% 55% 24% 76% Somewhat Familiar / Not That Familiar NET Familiar 2012 2013 46% 55% 62% 83% Businesses Average or Lagging on Data Mgt. Businesses Ahead of the Curve on Data Mgt. 2013 2012 Change in End-User Familiarity with Concepts Associated with Big Data Change in NET Familiarity Among End-User Business Segments
  • Most Business Still Working to Improve Their Data Analysis Capabilities 30% 54% 16% Basic Level Intermediate Level Advanced Level Self-Assessed Capabilities with Data Analysis Matching data findings to business objectives Integrating data tools with existing data sets Understanding data needs of all business units Building appropriate skills in areas of data management/analysis Evaluating available tools for data management/analysis 57% of businesses report currently using some type of data analysis, data mining or business intelligence tools; another 36% plan to start using soon. Top 5 Challenges in Using Data Analysis Tools 1 2 3 4 5
  • Human Error: a Growing Security Concern for Businesses Across Many Countries 35% 65% 62% 38% 71% 29% 53% 47% 33% 67% 66% 34% 48% 52% 46% 54% 23% 77% 56% 44% NET human error has INCREASED as a security factor during past two years Brazil Canada France Germany India Japan Mexico Middle East Thailand UK NET human error UNCHANGED or lessened as a security factor during past years
  • Top Reasons Why Human Error is Increasingly a Factor in Security Incidents/Breaches General negligence / carelessness towards security Increased use of social media by staff Failure of end-users to follow security procedures and policies Lack of security expertise with networks, servers and other infrastructure Failure of staff to get up to speed with new threats (e.g. mobility, social media, cloud, etc.) 1 2 3 4 5 Top Factors Among Mature Economies Lack of security expertise with websites and applications General negligence / carelessness towards security Failure of end-users to follow security procedures and policies Lack of security expertise with networks, servers and other infrastructure Inadequate resources - not enough IT staff time to manage security threats 1 2 3 4 5 Top Factors Among Maturing Economies Mature Economies Group: Canada, France, Germany and the UK Maturing Economies Group: Brazil, India, Mexico, Middle East and Thailand
  • Demand for IT Support Services Expected to Grow 32% 12% 17% 21% 27% 31% 47% None of the above Tablet Smartphone Software application Internet, WiFi or network issue Printer / MFP Desktop or Laptop Incidence of IT Support Needs During Past 3 Months Expectations for IT Support Services 12% 47% 42% 11% 41% 48% 6% 44% 50% Baby Boomers Generation X Generation Y Increasing Need Decreasing Need No Change
  • Worker Preferences for Improving IT Support Faster support / resolution of IT issue1 More proactive maintenance so issues are addressed before becoming a major problem 2 Better customer service / professionalism from IT support staff3 Better communication, such updates on status of repairs4 More options for getting IT support, i.e. video chat, IM, text, apps, etc.5
  • The On-going Challenges of Channel Conflict Vendors not honoring deal registration program rules of engagement Vendor shifting GTM strategy from indirect to direct sales Vendor services arm competing against me Lost deals to vendor direct sales team Vendors violate of policies separating sales engagement and territory 1 2 3 4 5 Top 5 Types of Conflict Experienced by Channel Partners in Last 2 Years 60% 66% attribute increasing channel conflict to changing customer dynamics. 44% attribute to new models such as cloud computing. % of partners reporting an INCREASE in channel conflict over past 2 years Due to channel conflict, 37% of partners intensified efforts to improve their services/solutions capabilities
  • Cloud and the Role of IT Distributors 5% 7% 37% 52% Don't know Decreasing involvement No change Increasing involvement Channel Firm Expectations for Distributor Relationship in Next 2 Years Distributors are serving as an aggregator of cloud services that solution provider can then resell 1 2 3 4 Distributors still figuring out where they fit Distributors playing a hosting role for cloud services in their data centers Distributors are competing against solution providers with their cloud offerings Emerging Roles of Distributors in a Cloud World
  • Closing Thoughts  IT industry sentiment holds steady, which likely translates to modest growth for the remainder of 2013  Customers continue to move along the adoption curve for emerging technologies; needs change  Changing worker demographics will accelerate, affecting workplace dynamics in a number of ways  Channel business transformation enters new phases
  • Reminder: Many Ways to Consume Research Content ©2011 Computing Technology Industry Association. All rights reserved. Reproduction or dissemination prohibited without written consent of CompTIA. Green Factors Play Role in IT Investments For most organizations, green information technology (IT) is associated with concepts like reduced energy consumption, recycling obsolete products and waste, eliminating hazardous substances and reducing carbon footprint. But green IT can also entail practices that leverage technology to reduce business travel, use of shared resources like cloud computing and resource optimization like virtualization. CompTIA’s recent study on green IT found that organizations across a wide range of industries are increasingly viewing green as a critical factor when building and evaluating their IT infrastructure. More than three-quarters (76%) of U.S. organizations have formulated at least a partial green IT strategy, compared with just 60% of organizations in last year’s study. When making IT purchase decisions, green factors into most purchases, particularly printers (87%), monitors/displays (86%), desktop PCs (85%) and laptops/notebooks/netbooks (81%). When evaluating these purchases, organizations seek technologies with reduced power consumption, power management capabilities and functionalities, recyclability and use of recycled materials. Environmentally friendly manufacturing processes and carbon offsets also factor into technology purchases. In order to assess organizational practices and purchases as they relate to green, organizations periodically conduct green IT audits in areas such as energy consumption and power management. However, measuring the ROI of green IT is difficult - most organizations (84%) do not use specific software applications to measure these variables; many cite a lack of consistent tools and metrics for measuring green. Consistent with last year’s study, the main drivers of green IT initiatives are cost savings, reduced energy consumption and impact on the environment. In addition, 3 in 4 organizations believe that green technology is superior and green IT initiatives can contribute to an organization’s competitive edge. When considering which green IT products and services have the best ROI, organizations rate cloud computing, monitors/displays, desktop PCs and laptops as top investments. CompTIA’s 2nd Annual Green IT Insights and Opportunities Study was fielded to 650 senior-level professionals in a range of industries from the U.S., U.K. and Germany in January 2011. The full report is available at no cost to CompTIA members. 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">"72*. , , 1)@*! 6), *5. ** $"5. /R*A, 6+>2*/9 5-, */: , *. 0# ; , +*"4*. ". P0), +)*"4*# 6. 67, 1*), +85-, )*<OED=*-: 6+6-/, +5J, 1*/: , ** /, +# *Y"44): "+5. 7Z*6)*. , 76/58, [0, )/5". 6; >, *6)*151*-0++, . /*0), +)*"4*# 6. 67, 1*), +85-, )*<VVD** 151*)"=@* Trends in Managed Services 2011 For many in the IT channel, managed services ushered in the Holy Grail of recurring revenue.The model also has helped cash-strapped customers shift cap-ex IT spending to a more predictable operations expense. * ] "+*165>2** &%*5. )57: /)R* G "+, *! "# $%&' *H, )"0+-, )R* * ! ] 0>>*G KL*H, ), 6+-: * %+, . 1)*K/012* ! G KL*%+0)/# 6+Q* ! ^ 05-Q*K/6+/*/"*G KL* ! EI PS , , Q*_051, */"* G 6. 67, 1*K, +85-, )* * CompTIA Research Roundup Webinars More Time Less Time
  • Thank You | Questions Carolyn April Director, Industry Analysis capril@comptia.org Tim Herbert VP, Research & Market Intelligence therbert@comptia.org Seth Robinson Director, Technology Analysis srobinson@comptia.org