Channel Change Agents
Jay McBain
Co-Founder
@jmcbain
in/jaymcbain
Before we get started…
LET’S PREDICT THE FUTURE
Before we get started…
LET’S PREDICT THE FUTURE
Before we get started…
LET’S PREDICT THE FUTURE
“The future is never
as fast or radical
as we predict”
Gartner Identifies the Top 10 Strategic
Technology Trends for 2014
Mobile Device Diversity
and Management
Mobile Device Diversity
and Management
“The unexpected consequence of
bring your own device (BYOD)
programs is a doubling ...
Mobile Apps and
Applications
Mobile Apps and
Applications
“Apps will continue to grow while
applications will begin to shrink.
Apps are smaller, and mo...
3
“The problem is that most
enterprises and technology
vendors have yet to explore the
possibilities of an expanded
internet...
“Hybrid cloud services can be
composed in many ways, varying
from relatively static to very
dynamic. Managing this
composi...
Cloud / Client
Architecture
Cloud / Client
Architecture
“The increasingly complex
demands of mobile users will drive
apps to demand increasing
amounts...
The Era of
Personal Cloud6
The Era of
Personal Cloud
“Users will use a collection of
devices, with the PC remaining one
of many options, but no one d...
Software Defined
Anything
Software Defined
Anything
“Momentum for improved standards
for infrastructure programmability
and data center interoperabi...
Web-Scale IT
Web-Scale IT
“Large cloud services providers such
as Amazon, Google, Facebook, etc.,
are re-inventing the way IT in which
...
9
The smart machine era will blossom
with a proliferation of contextually
aware, intelligent personal assistants,
smart advi...
3-D Printing
Worldwide shipments of 3D printers
are expected to grow 75 percent in
2014 followed by a near doubling of
unit shipments i...
Just the Facts
Where are we now?
How Did We Get Here?
The NEW
Normal
MILLENIALS UBIQUITOUS
CONNECTIVITY
GROWTH OF
VIRTUALIZATION
COST OF
CLIENT/
SERVER
PER...
~3 devices
per person
~10 devices
per person
Internet of EVERYTHING
By2020,therewillbe31billiondevicesconnectedacross4bill...
IPv6 Protocol
340,282,366,920,938,463,463,374,607,431,768,211,456
possibleinternetaddresses
That’s100devices
foreveryatomo...
WIFI Basketball
Consumerizationwillbe
funtowatch– but
NOTwherethemoneyis
WIFI Toothbrush
Yes,thisishappening
(butnotwhyyouthink)
Where Are Channel Opportunities?
8 Opportunities to Spot
in your Home Town
Connected Advertising and Marketing
1
Smart Factories2
Intelligent Traffic Management3
Parking Space Management
4
Waste Management Systems5
Smart Electricity Grids6
Smart Water Systems7
Smart Warehouses8
Update on
Just the Facts
Where are we now?
85% of workers bring work home
87% of workers travel
84% use a smartphone for work
BYOD i...
Top Customer Fears (Opportunities)
1. Accidental loss of devices with sensitive data 68%
2. Threats from mobile viruses an...
Healthcare is the fastest growing industry
Where are the opportunities?
Source:
85% of doctors own a smartphone, 56% use i...
Just the Facts
Where are we now?
What is BYOA?
Source:
Downloading unauthorized apps serious
concern by 48% of respondents...
BYOD: OPPORTUNITY 1
3 Key Focus Areas:
1. Information protection: Determine information that is and is not deemed
“cleared...
BYOD: OPPORTUNITY 2
 How are you going to protect the data?
 How are employees going to log in?
 What devices are you g...
BYOD: OPPORTUNITY 3
Mobile Device Management
Over a hundred choices
…and counting
BYOD: OPPORTUNITY 4
Infrastructure and Support
1. WLAN Coverage/Performance
2. Employee Support/Helpdesk
3. Device Provisi...
BYOD: OPPORTUNITY 5
Strategy and Integration
Manage Business-to-Employee and Business-to-Customer
environments.
Define Soc...
Opportunity for Channel Triple Play
Source:
Current
Channel
Specialties
“Triple Play”
Whataresomeother
ChannelOpportunities?
100,000 vendors
driven by new mobile
cloud economy, compete
for your attention
Opportunity #1
Logicaldatawarehousesbringingtogether
informationfrom multiplesourcesondemand
willreplacethesingledatawarehousemodel.
BIG ...
The Channel WILLsell hardware
Notsmartphones,tablets,basketballsor
toothbrushes…butinstead,In-Memory
Computing,ExtremeLow-...
Managing security, compliance,
data portability, fragmentation
and device support drives:
channel
opportunity
Opportunity ...
Jay McBain
Co-Founder
@jmcbain
in/jaymcbain
Channel Change Agents
The Future of the IT Channel - Vertical System Reseller (VSR) Business Optimization Summit Keynote
The Future of the IT Channel - Vertical System Reseller (VSR) Business Optimization Summit Keynote
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The Future of the IT Channel - Vertical System Reseller (VSR) Business Optimization Summit Keynote

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Channel Change Agents: Keynote Speaker: Jay McBain, Co-Founder, ChannelEyes

The last few years have been some of the most disruptive in terms of technological innovation in the channel and the reseller community. Between the huge push for new technologies that can better target consumers and the development and acceptance of software and analytics, the time is perfect for solution providers to adapt, advance and restructure their businesses to meet this new demand.

In the past few years, there has been an obvious shift in the traditional VAR business model and the part resellers play in the grand machination that is the Channel. Business models have been altered, new solutions have been adopted and the role of the VAR has moved from that of integrator to consultant. The biggest metamorphosis, however, is currently playing out, and that’s the solution provider as change agent.

Where once, VARs were called upon only to refresh and update existing systems or when a technology would break down, today’s solution providers are being relied on to help their end-users build better relationships with their consumers, solve business problems that have yet to be defined and, in some cases, save their clients’ businesses from stagnation and closure.

This year, VSR’s Business Optimization Summit is expanding westward with a second conference in San Diego, CA, featuring tons of business-building seminars, networking opportunities and discussions on how to help your end-users thrive, while expanding your own company. The executives you’ll hear from share their stories about specific initiatives – what they learned, what pitfalls they experienced and how they achieved success. Industry analysts share up-to-the-minute research results and facts on industry trends to keep you informed and on course for solid business growth. VARs and ISVs will have the opportunity to network with other high-level solution integrators as well as executives from some of the leading technology manufactures in the Channel.

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The Future of the IT Channel - Vertical System Reseller (VSR) Business Optimization Summit Keynote

  1. 1. Channel Change Agents Jay McBain Co-Founder @jmcbain in/jaymcbain
  2. 2. Before we get started… LET’S PREDICT THE FUTURE
  3. 3. Before we get started… LET’S PREDICT THE FUTURE
  4. 4. Before we get started… LET’S PREDICT THE FUTURE
  5. 5. “The future is never as fast or radical as we predict”
  6. 6. Gartner Identifies the Top 10 Strategic Technology Trends for 2014
  7. 7. Mobile Device Diversity and Management
  8. 8. Mobile Device Diversity and Management “The unexpected consequence of bring your own device (BYOD) programs is a doubling or even tripling of the size of the mobile workforce. This is placing tremendous strain on IT and Finance organizations.”
  9. 9. Mobile Apps and Applications
  10. 10. Mobile Apps and Applications “Apps will continue to grow while applications will begin to shrink. Apps are smaller, and more targeted, while a larger application is more comprehensive.”
  11. 11. 3
  12. 12. “The problem is that most enterprises and technology vendors have yet to explore the possibilities of an expanded internet and are not operationally or organizationally ready.” 3Manage | Monetize | Operate | Extend
  13. 13. “Hybrid cloud services can be composed in many ways, varying from relatively static to very dynamic. Managing this composition will the role of cloud service broker (CSB), which handles aggregation, integration and customization of services.” 4
  14. 14. Cloud / Client Architecture
  15. 15. Cloud / Client Architecture “The increasingly complex demands of mobile users will drive apps to demand increasing amounts of server-side computing and storage capacity.”
  16. 16. The Era of Personal Cloud6
  17. 17. The Era of Personal Cloud “Users will use a collection of devices, with the PC remaining one of many options, but no one device will be the primary hub. Rather, the personal cloud will take on that role.” 6
  18. 18. Software Defined Anything
  19. 19. Software Defined Anything “Momentum for improved standards for infrastructure programmability and data center interoperability driven by automation inherent to cloud computing, DevOps and fast infrastructure provisioning.”
  20. 20. Web-Scale IT
  21. 21. Web-Scale IT “Large cloud services providers such as Amazon, Google, Facebook, etc., are re-inventing the way IT in which IT services can be delivered. Their capabilities go beyond scale in terms of sheer size to also include scale as it pertains to speed and agility.”
  22. 22. 9
  23. 23. The smart machine era will blossom with a proliferation of contextually aware, intelligent personal assistants, smart advisors, advanced global industrial systems and public availability of early examples of autonomous vehicles.” 9
  24. 24. 3-D Printing
  25. 25. Worldwide shipments of 3D printers are expected to grow 75 percent in 2014 followed by a near doubling of unit shipments in 2015. 3-D Printing
  26. 26. Just the Facts Where are we now?
  27. 27. How Did We Get Here? The NEW Normal MILLENIALS UBIQUITOUS CONNECTIVITY GROWTH OF VIRTUALIZATION COST OF CLIENT/ SERVER PERVASIVE COMPUTING MATURITY OF CLOUD
  28. 28. ~3 devices per person ~10 devices per person Internet of EVERYTHING By2020,therewillbe31billiondevicesconnectedacross4billionpeople
  29. 29. IPv6 Protocol 340,282,366,920,938,463,463,374,607,431,768,211,456 possibleinternetaddresses That’s100devices foreveryatomon thefaceoftheearth
  30. 30. WIFI Basketball Consumerizationwillbe funtowatch– but NOTwherethemoneyis
  31. 31. WIFI Toothbrush Yes,thisishappening (butnotwhyyouthink)
  32. 32. Where Are Channel Opportunities?
  33. 33. 8 Opportunities to Spot in your Home Town
  34. 34. Connected Advertising and Marketing 1
  35. 35. Smart Factories2
  36. 36. Intelligent Traffic Management3
  37. 37. Parking Space Management 4
  38. 38. Waste Management Systems5
  39. 39. Smart Electricity Grids6
  40. 40. Smart Water Systems7
  41. 41. Smart Warehouses8
  42. 42. Update on
  43. 43. Just the Facts Where are we now? 85% of workers bring work home 87% of workers travel 84% use a smartphone for work BYOD is not coming …it is here Only 32%of companies have a formal mobility policy in place Source:
  44. 44. Top Customer Fears (Opportunities) 1. Accidental loss of devices with sensitive data 68% 2. Threats from mobile viruses and malware 49% 3. Access to mobile apps by unauthorized users 35% 4. Lack of Strong Authentication standards 31% 5. Inability to manage mobile devices 31% 6. Configurations don’t comply with policy 29% 7. Lack of VPN software/compatibility to enterprise 27% % of SMB respondents Source:
  45. 45. Healthcare is the fastest growing industry Where are the opportunities? Source: 85% of doctors own a smartphone, 56% use it in clinical practice Pharmaceuticals, Manufacturing and Retail are also HOT Field Mobility Organizations are laggards
  46. 46. Just the Facts Where are we now? What is BYOA? Source: Downloading unauthorized apps serious concern by 48% of respondents 900,000+ APPS 1,000,000+ APPS 100,000+ APPS 100,000+ APPS
  47. 47. BYOD: OPPORTUNITY 1 3 Key Focus Areas: 1. Information protection: Determine information that is and is not deemed “cleared” for consumption on mobile devices either due to its sensitivity or due to the compliance burdens associated with handling it. 2. User sensitivity: Creating a profile of at-risk users and the security required for their access to critical information. 3. System risk: Take advantage of features such as on-device encryption, the use of VPNs and multi-factor authentication provides a line of safety between users, their devices and the back-end. Tiered information access. Risk Assessment/Opportunity What can you do that protects your customer and that they are comfortable with vs. what is good for their employee? Source:
  48. 48. BYOD: OPPORTUNITY 2  How are you going to protect the data?  How are employees going to log in?  What devices are you going to allow on the network?  What employee security mandates are you going to impose?  Are you going to allow Personal Identifiable Information (PII) or Protected Health Information (PHI) on the devices?  What are data compliance/privacy requirements for your customers industry? (ie. Privacy Act, PIPA (AB), HIPAA, GLBA, PCI, SOC, etc.) Create a Mobility Policy/Deploy Questions to consider: Source:
  49. 49. BYOD: OPPORTUNITY 3 Mobile Device Management Over a hundred choices …and counting
  50. 50. BYOD: OPPORTUNITY 4 Infrastructure and Support 1. WLAN Coverage/Performance 2. Employee Support/Helpdesk 3. Device Provisioning 4. Line of Business Consulting 5. Device Hot Spare programs 6. Audio/Video Upgrades 7. Mobile Printing/Document Management 8. Building/Electrical Upgrades
  51. 51. BYOD: OPPORTUNITY 5 Strategy and Integration Manage Business-to-Employee and Business-to-Customer environments. Define Social goals, business goals, financial goals, and risk management goals. Surfacing and managing APIs to access enterprise information and systems. Integration with third-party applications and partners in the value- stream. App Store delivery and management.
  52. 52. Opportunity for Channel Triple Play Source: Current Channel Specialties “Triple Play”
  53. 53. Whataresomeother ChannelOpportunities?
  54. 54. 100,000 vendors driven by new mobile cloud economy, compete for your attention Opportunity #1
  55. 55. Logicaldatawarehousesbringingtogether informationfrom multiplesourcesondemand willreplacethesingledatawarehousemodel. BIG DATAis driven from smaller channel solutions Opportunity #2
  56. 56. The Channel WILLsell hardware Notsmartphones,tablets,basketballsor toothbrushes…butinstead,In-Memory Computing,ExtremeLow-EnergyServers, Cloud-enablementandsecuritydevices,and tonsofinfrastructure. Opportunity #3
  57. 57. Managing security, compliance, data portability, fragmentation and device support drives: channel opportunity Opportunity #4
  58. 58. Jay McBain Co-Founder @jmcbain in/jaymcbain Channel Change Agents

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