Fragmentation and the IT Solution Provider

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The proliferation of devices, systems, and the cloud have transformed the landscape for delivering services in a very short period of time. From a homogenous Windows-centric world of a few years ago to the mobile dominated environment of today, the delivery of IT services has changed rapidly. Dave Sobel, Director of Partner Community for GFI MAX, offers insight into the market trends pressuring MSPs today, and how to position a holistic service offering and the direction required to drive new business opportunities.

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  • Welcome to today’s presentation – An Introduction to GFI MAX Building Blocks to Managed Services webinar, my name/role is .....
  • Change this to be your own bio.
  • Founded in 1992
    Offices located around the globe: US, Canada, England, Scotland, Australia, Austria, Malta, Hong Kong & Romania
    Web & Mail Security, Archiving & Fax, Networking & Security – Risk Free!!!
    Offering choice through technology
    On-Premise or On-Line delivery model
    Providing the best possible solutions to our customers based on their infrastructure and needs at the time
    Has historically focused on technology for the SMB Market (500 users and bellow)

    - Focus on “Platform” that is MAX
  • Founded in 1992
    Offices located around the globe: US, Canada, England, Scotland, Australia, Austria, Malta, Hong Kong & Romania
    Web & Mail Security, Archiving & Fax, Networking & Security – Risk Free!!!
    Offering choice through technology
    On-Premise or On-Line delivery model
    Providing the best possible solutions to our customers based on their infrastructure and needs at the time
    Has historically focused on technology for the SMB Market (500 users and bellow)

    - Focus on “Platform” that is MAX
  • Founded in 1992
    Offices located around the globe: US, Canada, England, Scotland, Australia, Austria, Malta, Hong Kong & Romania
    Web & Mail Security, Archiving & Fax, Networking & Security – Risk Free!!!
    Offering choice through technology
    On-Premise or On-Line delivery model
    Providing the best possible solutions to our customers based on their infrastructure and needs at the time
    Has historically focused on technology for the SMB Market (500 users and bellow)

    - Focus on “Platform” that is MAX
  • You’re not going to dwell on the product – come to the booth for that.

  • The Point is the space is getting bigger, not smaller.
  • We have crossed the inflection point – there are now more smartphones and tablets than there are desktops and notebooks.

    The death of the PC is in consumer – but there is little expected growth anywhere.
  • Why the MSP? Lots of reasons to use a local provider.
  • And they want a local provider – 31% say it’s critical, and 50% say important.
  • And they want a local provider – 31% say it’s critical, and 50% say important.
  • This is why we have personalized remote support – ability to interact, face to face, with people they know, but do so at scale.
  • Note focus of end customers is around reducing staff and IT costs, overwhelmingly.
  • Note managed services is more and more understood – opportunity to highlight whole technology platform , but there is still need to teach managed servcies
  • Initial sales engagement remains the network assessment.

    This is why we offer a new service provider license to help
  • Growing business skills remains second area of focus for 2014.
  • Technology areas where there is growth – mobile and cloud leading the way, but MSP also a growing area.
  • Cloud awareness is dramatically higher.
  • Cloud is driven by mobility, and common reasons to use cloud services.
  • Cloud is driven by mobility, and common reasons to use cloud services.
  • Why using the cloud?
  • Note how the mobile ecosystem is larger than just devices– lots to manage and lots to monitor.
  • The why of mobile
  • Bring these three themes together, and the MSP who matures…
  • … is more profitable. As measured against maturity, the more mature, the more profitable.
  • You’re not going to dwell on the product – come to the booth for that.

  • Change this to be your own bio.
  • Fragmentation and the IT Solution Provider

    1. 1. 1 IT Fragmentation and the Service Provider
    2. 2. 2 • Joined GFI in 2013, putting the GFI community into the executive team of MAX • 2 years prior leading partner and community growth in vendor channel • 10 years experience as CEO of MSP, focused on Washington DC metro • 20 years experience in IT channel and consulting • Microsoft MVP for Virtualization • Author, Virtualization: Defined • CompTIA Community Chair and Executive Council • MSP Mentor 250 member, SMB 150 • Contributing writer: Channel Insider, CRN, Tech Target, MSP Mentor • Former HTG facilitator, member Who? Dave Sobel Director of Partner Community @djdaveet www.davesobel.com
    3. 3. 3 • Cloud based services for Managed Service Providers and IT Support companies • Comprehensive without being complex • Priced so you pay for only what you use which makes it Affordable for any size MSP or IT support Company Who is ?
    4. 4. 4 RemoteManagement - The easy, affordable system for IT support and managed service providers MailProtection - Fully brandable, integrated solution including mail protection and archiving Backup - Incredibly fast, secure, scalable and flexible online backup service ManagedAntivirus - Secure, powerful antivirus solution for all business models ServiceDesk - Deliver super-efficient, ultra flexible, and extremely reliable customer service What is ?
    5. 5. 5 10,000+ MSPs use MAX in 100+ countries Isn’t MAX for the little guys?
    6. 6. 6 The Problem: IT Fragmentation
    7. 7. 7
    8. 8. 8
    9. 9. 9
    10. 10. 10
    11. 11. 11 More mobile devices than computers
    12. 12. 12
    13. 13. 13 1.0 Position: Outsourced CIO
    14. 14. 14
    15. 15. 15
    16. 16. 16 Why clients use an MSP Source: Techaisle, 2012. Base: 140 respondent organizations that used more than one vendor for their cloud business applications.
    17. 17. 17 Local matters
    18. 18. 18 Local matters
    19. 19. 19 Personalized Remote Support
    20. 20. 20
    21. 21. 21 Ways of surviving economic downturn Source: Microsoft SMB Insight Report
    22. 22. 22 Top technologies SMBs view as most complex to understand Source: Techaisle
    23. 23. 23
    24. 24. 24 Network Assessment
    25. 25. 25 Sell: What they want now 2.0
    26. 26. 26 Global 2013 SMB IT Spend will be US$438 Billion. Source: Techaisle Global SMB Market Sizing, 2013
    27. 27. 27 Clients becoming more aware of cloud services Source: CompTIA’s 3rd Annual Trends in Cloud Computing study. Base: 474 U.S. Businesses (aka end users)
    28. 28. 28 Customer demand for cloud solutions Source: CompTIA’s 4th Annual Trends in Cloud Computing Base: 400 U.S IT channel firms with Cloud offerings
    29. 29. 29 Customer demand for cloud solutions Source: CompTIA’s 4th Annual Trends in Cloud Computing Base: 400 U.S IT channel firms with Cloud offerings
    30. 30. 30 Drivers to cloud Source: CompTIA’s 3rd Annual Trends in Cloud Computing study. Base: 415 U.S. IT or Business executives (aka end users) using cloud solutions
    31. 31. 31
    32. 32. 32 Goal: Managing User Experience 3.0
    33. 33. 33 Many parts to mobile ecosystem 3G/4G e.g., Verizon, AT&T, O2, Vodaphone Device+OS e.g., Apple, Samsung, Google WiFi Carriers, corporate or public networks Private Cloud Systems running on Eucalyptus or Openstack On-premise systems Internet Public Cloud E.g. Salesforce, Dropbox, or AWS- hosted system Communications E.g. Lync, Skype. Or native function Mobile web Standard website functionality 3rd Party app Procured through standard app store Communications E.g. Keyboards or health monitors Custom app Built internally or outsourced
    34. 34. 34 Source: CompTIA’s 2nd Annual Trends in Enterprise Mobility. Base: 502 U.S. IT and business executives Areas of focus in mobile strategy
    35. 35. 35 Manage by User, not just device
    36. 36. 36 Manage by User, not just device
    37. 37. 37 1.0 Position: Outsourced CIO 2.0 Sell: What they want now 3.0 Goal: Managing User Experience
    38. 38. 38 Source: Service Leadership Newsletter, July 2013
    39. 39. 39 Announcing…
    40. 40. 40 • 100% channel product line • Global leader in Service Provider Solutions • 10,000+ MSPs worldwide using MAX solutions • Pay only for what you use • Complete integration platform Why ?
    41. 41. 41 • 10,000+ MSPs worldwide using MAX solutions • 100+ countries represented • 4 Global Conferences annually • 1000+ attendees • No “paywall” – our community is open Global Community
    42. 42. 42 Contact info: Dave Sobel Director of Partner Community dave.sobel@gfi.com Office: 1-919-379-6469 Mobile: 1-703-582-3600 Try it out – www.gfimax.com Stop by our booth – mini lectures in the booth! Giving away a Smart TV! Email me for new pricing models information! What’s next ? Dave Sobel Director of Partner Community @djdaveet www.davesobel.com

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