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SaaSMAX Special Event:  CompTIA - IT Channel Trends In Cloud/SaaS
 

SaaSMAX Special Event: CompTIA - IT Channel Trends In Cloud/SaaS

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SaaS CEOs: Join SaaSMAX CEO Dina Moskowitz, host CompTIA's Vice President of Research and Market Intelligence, Tim Herbert, for an informative, no-fluff session about the $475B IT Channel and trends ...

SaaS CEOs: Join SaaSMAX CEO Dina Moskowitz, host CompTIA's Vice President of Research and Market Intelligence, Tim Herbert, for an informative, no-fluff session about the $475B IT Channel and trends in their adoption and resale of Cloud & SaaS solutions.

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  • Exploring & Managing External Sales Channels for SaaSISVs (both start-ups and those in the growth phase) are looking to market their SaaS applications through external sales channels, but struggle to find an easy, efficient and affordable path to success.In this presentation by Dina Moskowitz, CEO of SaaSMAX, Inc. and Derek Cahill, Chief WiseSaaS of SaaSMAX, Inc., learn about the various available external sales channels, their pros and cons, and how to determine which ones are a good fit for your App and business model.  Additionally, learn about “The IT Channel”, building your reseller base, and what we at SaaSMAX have learned about the wants, needs and decision making factors of Solution Providers/Resellers who are plunging in to the SaaS arena.
  • Exploring & Managing External Sales Channels for SaaSISVs (both start-ups and those in the growth phase) are looking to market their SaaS applications through external sales channels, but struggle to find an easy, efficient and affordable path to success.In this presentation by Dina Moskowitz, CEO of SaaSMAX, Inc. and Derek Cahill, Chief WiseSaaS of SaaSMAX, Inc., learn about the various available external sales channels, their pros and cons, and how to determine which ones are a good fit for your App and business model.  Additionally, learn about “The IT Channel”, building your reseller base, and what we at SaaSMAX have learned about the wants, needs and decision making factors of Solution Providers/Resellers who are plunging in to the SaaS arena.

SaaSMAX Special Event:  CompTIA - IT Channel Trends In Cloud/SaaS SaaSMAX Special Event: CompTIA - IT Channel Trends In Cloud/SaaS Presentation Transcript

  • SaaSMAX Special Event: CompTIA - IT Channel Trends In Cloud/SaaS December 18, 2013 Presenter: Tim Herbert, VP Research & Market Intelligence, CompTIA Host: Dina Moskowitz, CEO, SaaSMAX
  • Agenda • • • • • • Introduction Size & Scope of IT Industry & IT Channel Partnership Aspects & Framework Trends in Cloud Growth, Demand, Adoption Customer Challenges Factors Influencing Channel Partner Decision to Partner SaaSMAX The Ultimate SaaS Marketplace
  • About SaaSMAX SaaSMAX connects B2B Cloud Apps with the Reseller Channel and Buyers. Resellers: Efficient app discovery, review reseller program – new recurring revenue opportunities! App Vendors: Instant exposure to to the U.S. IT Channel & Other Business Advisors. Announce special offers, SPIFFs, pricing plans. Improve Reseller Recruitment. Includes pro-active social/ email/webinar marketing activities & personal introductions. Build product awareness/brand credibility. Create success stories! No technical integrations required. Includes multiple direct links & transparency. 2013 © SaaSMAX Corp. All rights reserved. SaaSMAX The Ultimate SaaS Marketplace
  • About CompTIA SaaSMAX The Ultimate SaaS Marketplace CompTIA, a not-for-profit trade association, dedicated to serving IT companies and IT professionals Education Certification Advocacy Tim Herbert VP Research & Market Intelligence CompTIA 2013 © SaaSMAX Corp. All rights reserved. Philanthropy
  • The IT Industry’s Path to $5 Trillion The Ultimate SaaS Marketplace +39% by 2020 Core IT Market U.S. SaaSMAX World 50% 38% 37% 32% Telecom Services 25% 18% Wireless Voice/Data 59% 41% IT Services Hardware Software Source: IDC Fixed Voice/Data
  • IT Channel Overview SaaSMAX The Ultimate SaaS Marketplace Traditional route to market flow through the IT channel IT Product or Service from Vendor, OEM For many IT vendors, estimates suggest 75% of their business flows through the IT channel. IT Solution Providers, VARs, M SPs, Integrators, D esigners, etc. Distributor, V AD, Retailer Customer The Potential Channel Universe: ~120,000 ~350,000 ~75,000 Firms with payroll (employer firms) Self employed (do not have payroll) Firms of some scale; commonly used as the target channel universe among vendors
  • Most IT Channel Firms Are Hybrids, Offering a Mix of Products and Services SaaSMAX The Ultimate SaaS Marketplace IT solutions (e.g. combining elements… 64% IT consulting services 61% IT support or help desk services 52% Web development 52% Application development 50% Managed services 49% System/network integration services 46% IT repair services/service center 41% Telecom-related services 33% ISV 25% Managed print services 25% Reseller / VAR 24%
  • The Partnership Aspect of Channel Partners SaaSMAX The Ultimate SaaS Marketplace On average, channel partners belong to 8 vendor programs 43% 14% % of channel partners belonging to more than 15 vendor programs % reporting a NET GAIN in vendor program participation in 2012
  • Cloud Business Models Framework for the Channel SaaSMAX The Ultimate SaaS Marketplace Build Provide / Provision Enable / Integrate Manage / Support IaaS | PaaS | SaaS Public | Private | Hybrid Clouds Procure HW + SW; add expertise to build cloud Resell Deployment Break/Fix White-label Integration Managed Services Architecture / Design Hosting / Direct to customer Customization / Development Consulting | Advising | IT Solutions Cloud Aggregation | Brokerage Services
  • Cloud Business Models Framework Cont. Cloud Business Model Involvement among Channel Partners SaaSMAX The Ultimate SaaS Marketplace Channel Partner Assessment of Their Cloud Offerings Strategic Opportunistic Build 46% 37% Provide/Provision 49% 38% Enable/Integrate 53% 33% Manage/Support 58% 32% 27% Plan to 32% provide Currently 48% provide Build 34% 35% 61% 49% 51% Provide/ Enable/Inte Manage/ Provision grate Support
  • Cloud Growth Trajectory SaaSMAX The Ultimate SaaS Marketplace Cloud Growth Opportunities Expectations* Over Next 2 Years Provide / Provision segment Enable / Integrate segment Build segment 32% 25% 26% % of channel partners expecting significant growth in cloud revenue (15% +) over next 12 months 23% SaaS Growth Forecast Manage / Support segment 20% *From perspective of channel partners in CompTIA study 19.5% CAGR through 2016 25% in 2013 24% CAGR through 2016
  • Customer Demand for Cloud Solutions Customer Demand for Cloud Solutions Very High Demand High Demand Somewhat High or Low Demand 37% Rating of Demand from Channel Partner Perspective The Ultimate SaaS Marketplace Main Reasons to Recommend Cloud over On-premise Solutions  Customer desire to reduce complexity 22% 41% SaaSMAX 63% NET High Demand  Customer desire to increase mobile/remote access to company data  Customer eyeing cost reductions / price sensitive Channel partners with a cloud build practice or a provide/provision practice are most bullish on customer demand for cloud solutions.  Customer business objectives best met with cloud solutions  Ability to on-ramp and scale new features/services faster  Customer has no in-house IT management
  • Typical Stages of Customer Cloud Adoption Experimentation Non-Critical Use Full Production Currently Using Cloud Solution For: 59% 53% 49% 48% 46% 44% 41% 41% 41% 40% 38% 36% 34% 32% 31% Storage/back-up E-mail Web presence Disaster recovery/business continuity Business productivity Collaboration CRM Mobile application backend Analytics or business intelligence Communications (webinar, videoconferencing, IM, etc.) Financial management Expense management HR management Help desk ERP SaaSMAX The Ultimate SaaS Marketplace Optimization Currently Using IaaS/PaaS 57% 53% 36% Small Medium Large firms firms firms
  • SaaSMAX Customer Challenges in Using Cloud Solutions The Ultimate SaaS Marketplace Integration with existing systems 49% Changes to IT policy 40% Learning curve for cloud model 39% Costs higher than originally estimated Defining/justifying ROI Painful transition from legacy systems 35% 30% 28% Locked in to cloud provider 26% Lower performance than expected 26%
  • Factors Influencing Channel Partner Decision to Join and/or Leave Vendor Partner Program Money Issue Strategic Issue Execution Issue • • • • Margins Discounts / rebates Cost of membership Deal registration • Product line / strategic fit • Degree of conflict with vendor’s direct sales • Volume requirements • Ease or difficulty of doing business with • Consistency of requirements • Level and effectiveness of support (marketing, training, pre/post sales) 60% or channel partners report evaluating their vendor partner program participation quarterly or semi-annually. SaaSMAX The Ultimate SaaS Marketplace
  • Wrap-up Summary Points Channel Universe: 500,000+ entities – they OWN millions of customer relationships! Channel Universe uses/purchases/resellers cloud solutions. Channel partners belong to 8 vendor programs, 43% participation gain in 2012 60% of Channel partners pro-actively evaluate participation in vendor programs. Influenced by Money, Strategy, Execution/Enablement. 63% of Channel Partner’s customers have Very High or High demand for Cloud Solutions. IF YOU’RE A B2B SAAS VENDOR, MARKET TO AND LEVERAGE THE CHANNEL UNIVERSE! SaaSMAX The Ultimate SaaS Marketplace
  • Be A Part of Our Communities Join SaaSMAX! SaaS Vendors: Contact sales@saasmax.com for a special discount code to join, mention CompTIA Webinar in subject header. IT Channel/Resellers/Buyers: Free to join, www.SaaSMAX.com Join CompTIA! All SaaSMAX Members can join CompTIA for $150 ($100 discount!), $100 off Security Trustmark and $100 off MSP Partner Trustmark. http://www.saasmax.com/info/partners.html SaaSMAX The Ultimate SaaS Marketplace
  • Thank you! Dina Moskowitz, CEO, SaaSMAX Corp. Dina@SaaSMAX.com Tim Herbert, VP Research & Market Intelligence, CompTIA THerbert@comptia.org