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Cloud: Space for the Channel?<br />Justin Pirie<br />@justinpirie<br />blog.mimecast.com<br />jpirie@mimecast.com<br />IAM...
Analyst Blogger<br />
Community Manager<br />
Social Media Influence<br />
Where I work<br />
Cloud Services for Microsoft Exchange<br />tipiro<br />
Cloud Wrapper<br />
Email Security<br />matthewbradley<br />
Email Continuity<br />neilalderney123<br />
Email Archive<br />dolescum<br />
How the problem used to be solved...<br />
Benefits of Google Apps<br />
For Microsoft Exchange<br />
What do users get?<br />minifig<br />
Unlimited Storage<br />mescon<br />
Fast Search<br />Ronan_C<br />
Uptime<br />szeke<br />
Over 600,000 users can’t be wrong!<br />
Cloud: Space for the Channel?<br />matthewbradley<br />
2010 Hype Cycle<br />
2010 Hype Cycle<br />
How did I get here?<br />Paul Wicks<br />
To understanding Cloud<br />Wen Nag (aliasgrace)<br />
Not the train<br />Andrew®<br />
Or my Brompton<br />Ben Cooper<br />
It was lots of this...<br />nep<br />
And this... 8 years running a VAR<br /> ParaScubaSailor<br />
Inthe beginning...<br />LIVING_BY_THE_MOMENT<br />
What is IT for?<br />le niners<br />
What do we do?<br />Daniel Mohr<br />
Production Function of IT?<br /> bewarenerd<br />
Sound Academic?<br />a_sorense<br />
Combination of Inputs<br />
To produce Outputs<br />edwin.11<br />
IT’s are hard to find<br />ilovememphis<br />
Sales: Prospects into Orders<br />labanex.com<br />
Supply Chain: Orders into Invoices<br /> jamesjyu<br />
Finance: Invoices into Cash<br />alancleaver_2000<br />
What does IT do?<br />Daniel Mohr<br />
IT Production Value #1 = Speed<br />TexasEagle<br />
Strategy into execution<br />Jeffrey Barke<br />
Fast as Possible<br />Warren D<br />
IT needs to be Responsive<br />Chris Devers<br />
Not a bottleneck<br />Domingos Soares Neto<br />
IT Production Value #2 = Scale<br />....Tim<br />
Take Operations<br />Detroit Public Library<br />
Increase Capacity, Reduce Cost<br />ABB<br />
IT Should Equal Agility<br />Picture Taker 2<br />
Traditional IT Dept.<br />@appirio<br />
Idea = Agile<br />Picture Taker 2<br />
Reality for IT = Quicksand<br />sasamaster<br />
What users got...<br />xetark<br />
Business feeling about IT<br />
Outsourced IT Dept.<br />@appirio<br />
Cheaper Labour...<br />stev.ie<br />
Contracts, Change Requests<br />Kevin H.<br />
Business feeling about IT<br />
IT using Managed services<br />@appirio<br />
In Control?<br />CarbonNYC<br />
Getting on better...<br />Arno & Louise<br />
Cloud Utopia<br />@appirio<br />
Reality<br />Picture Taker 2<br />
Align IT and business<br />technicallyCreative<br />
Why is Cloud Different?<br />tipiro<br />
You don’t worry about Scale<br />Dru!<br />
Or Technical Details<br />Rev. XanatosSatanicosBombasticos (ClintJCL)<br />
Continuous Updates<br />The Doctr<br />
Game Driven Design<br />Earl - What I Saw 2.0<br />
Loosely Coupled Systems<br />ElenahNeshcuet<br />
Separated Config and Code<br />sadashotit<br />
Fewer Dependencies<br />Dave ®<br />
Reconfigure Faster<br />Phillie Casablanca<br />
Faster Gratification<br />lisatozzi<br />
Agile Systems<br />Picture Taker 2<br />
Lessons Learnt<br />
Cloud Annual Investment<br />
Cloud Cumulative Investment<br />
“100% ROI in less<br />than 100 days.” <br />Chris Petrie, IT Director<br />
Cloud Paradigm Shift<br />tipiro<br />
What does this mean for the Channel?<br />massdistraction<br />
Perfect Storm Approaching?<br />terren in Virginia<br />
From CapEx<br />Ian Muttoo<br />
To OpEx<br />
Cloud: Shift in Focus<br />ihtatho<br />
Away from Technology<br />Daveblog<br />
Towards Business<br />Lars Plougmann<br />
Why is the Cloud Scary for Channel?<br />Fellowship of the Rich<br />
Offers a lot of what the channel used to<br />pixelpyro<br />
Disrupts the Financial Model<br />DavidDMuir<br />
And the skills required<br />jypsygen<br />
Represents a Massive Change<br />416style<br />
Why?<br />jessicafm<br />
“We're rebooting, re-pivoting, re-transitioning the whole company around betting big on cloud services” <br />Kevin Turner...
“A "SaaS first" policy is being enacted in the majority of small and midsize businesses”<br />Feb 2010<br />
Channel needs to embrace Cloud<br />Ben McLeod<br />
What’s Next?<br />.reid.<br />
Critical to Retain Trusted Advisor Status<br />thorinside<br />
Means YOU need to be doing the Educating<br />katrinalopez.<br />
Cloud is Evolution AND Revolution<br />
You need to join in<br />quinn.anya<br />
Which means reselling Cloud Services<br />pixelpyro<br />
#1 Construct your Portfolio<br />bucklava<br />
#2 Eat your own Dog Food<br />playerx<br />
#3 Sell Support<br />markhoekstra<br />
#4 Add Services around Cloud<br />abbyladybug<br />
#5 Cross Sell, Up sell. Keep IT Budget!<br />nataliej<br />
#6 Do Due Diligence<br />Leo Reynolds<br />
#7 Guide Cloud in Safely<br />Auraelius<br />
#8 Deliver “On-Ramp” Cloud Services<br />Podknox<br />
#9 Leverage Cloud and On-Prem: Hybrid<br />Hammer51012<br />
#10 Focus on Business Transformation<br />Esthr<br />
Not HOW IT<br />davestfu<br />
But WHY IT?<br />nccarf_au<br />
Just because Customers could DIY...<br />el clinto<br />
Doesn’t mean they will<br />ktpupp<br />
How can you dip your toes in?<br />kate e. did<br />
Cloud and Perpetual mixing- Not Good<br />oschene<br />
Set up Cloud Business Unit<br />orangeacid<br />
And Let Keen Jump In!<br />JKönig<br />
Run Perpetual like a Cash Cow?<br />Gary Denness<br />
Leave Cautious Customers<br />marimoon<br />
Fence off Perpetual Revenue<br />code poet<br />
Nurture Subscription Revenue<br />Pink Sherbet Photography<br />
Before Perpetual is Critical...<br />bowbrick<br />
The Economics of Cloud are hard<br />gxdoyle<br />
You’ve got a head start<br />Team Traveller<br />
But moving too fast could end in Disaster<br /> jeffc5000<br />
Subscription Businesses worth 2-3x Services<br />jo'nas<br />
Trust but verify<br />
“You have to dive in<br />     to learn the lessons”<br />Mark Brewer, CIO<br />
© gapingvoid<br />
Cloud Transforms IT guy<br />redteam<br />
Into a business enabler<br />shindohd<br />
Thanks to:<br />
Any Questions?<br />Justin Pirie<br />@justinpirie<br />blog.mimecast.com<br />jpirie@mimecast.com<br />IAMCP - London<br ...
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Cloud: Space for the Channel?

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The Cloud is creating a “perfect storm” in the Channel business. A lot of the value Partners used to offer Customers is now available through the Cloud without them- Email, Collaboration, Storage and even Authentication!

Not only that, but the shift from traditional licenses, Cap-Ex and Maintenance revenue to Op-Ex or Subscription revenue is wreaking major havoc with profitability and cash flow. If your business is geared towards big, lumpy sales, with healthy margins, shifting to a smaller recurring income is going to disrupt the business model.

And because the technology is changing, to be less technical, with more technical detail abstracted away, the skills partners have been investing in for years are becoming obsolete. The people that provided that service aren’t needed anymore.

But I think the Channel is too quick to look to doom and gloom. They mustn’t forget their USP’s.

They’ve got great TRUST with real customers that pay them actual money.

The stuff Cloud providers CRAVE. They have in fact got a head start in the Cloud Business because the Economics of Cloud are so hard, as they’re discovering for themselves. But the reason Cloud Economics are hard is because it costs Cloud providers money to acquire customers. The Channel has the customers already. There is a perfect fit here if the channel can get to grips with the model.

So what does the Channel need to do to transform? Here is my top ten:

1. Construct a Portfolio of Cloud Services
2. Start eating their own Dog Food- using Cloud their own business
3. Sell Support for Cloud Services- It won’t fix itself
4. Add Services around Cloud- It won’t configure itself
5. Cross Sell, Up Sell- Keep that IT budget but deliver more
6. Do Due Diligence on Cloud Providers- They aren’t all the same
7. Guide Cloud in to Networks Safely- and securely
8. Start Delivering On-Ramp Cloud Services Today- because that is where demand is
9. Leverage On-Prem and Cloud for “Hybrid” Solutions- drive ROI with existing networks
10. Focus on Business Transformation- The future is less IT and more Business

As my good friend Anders Trolle-Schultz says- It’s no longer about “How IT” but “Why IT”.

Published in: Technology, Business
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Cloud: Space for the Channel?

  1. Cloud: Space for the Channel?<br />Justin Pirie<br />@justinpirie<br />blog.mimecast.com<br />jpirie@mimecast.com<br />IAMCP - London<br />December 14th 2010<br />matthewbradley<br />
  2. Analyst Blogger<br />
  3. Community Manager<br />
  4. Social Media Influence<br />
  5. Where I work<br />
  6. Cloud Services for Microsoft Exchange<br />tipiro<br />
  7. Cloud Wrapper<br />
  8. Email Security<br />matthewbradley<br />
  9. Email Continuity<br />neilalderney123<br />
  10. Email Archive<br />dolescum<br />
  11. How the problem used to be solved...<br />
  12. Benefits of Google Apps<br />
  13. For Microsoft Exchange<br />
  14. What do users get?<br />minifig<br />
  15. Unlimited Storage<br />mescon<br />
  16. Fast Search<br />Ronan_C<br />
  17. Uptime<br />szeke<br />
  18. Over 600,000 users can’t be wrong!<br />
  19. Cloud: Space for the Channel?<br />matthewbradley<br />
  20. 2010 Hype Cycle<br />
  21. 2010 Hype Cycle<br />
  22. How did I get here?<br />Paul Wicks<br />
  23. To understanding Cloud<br />Wen Nag (aliasgrace)<br />
  24. Not the train<br />Andrew®<br />
  25. Or my Brompton<br />Ben Cooper<br />
  26. It was lots of this...<br />nep<br />
  27. And this... 8 years running a VAR<br /> ParaScubaSailor<br />
  28. Inthe beginning...<br />LIVING_BY_THE_MOMENT<br />
  29. What is IT for?<br />le niners<br />
  30. What do we do?<br />Daniel Mohr<br />
  31. Production Function of IT?<br /> bewarenerd<br />
  32. Sound Academic?<br />a_sorense<br />
  33. Combination of Inputs<br />
  34. To produce Outputs<br />edwin.11<br />
  35. IT’s are hard to find<br />ilovememphis<br />
  36. Sales: Prospects into Orders<br />labanex.com<br />
  37. Supply Chain: Orders into Invoices<br /> jamesjyu<br />
  38. Finance: Invoices into Cash<br />alancleaver_2000<br />
  39. What does IT do?<br />Daniel Mohr<br />
  40. IT Production Value #1 = Speed<br />TexasEagle<br />
  41. Strategy into execution<br />Jeffrey Barke<br />
  42. Fast as Possible<br />Warren D<br />
  43. IT needs to be Responsive<br />Chris Devers<br />
  44. Not a bottleneck<br />Domingos Soares Neto<br />
  45. IT Production Value #2 = Scale<br />....Tim<br />
  46. Take Operations<br />Detroit Public Library<br />
  47. Increase Capacity, Reduce Cost<br />ABB<br />
  48. IT Should Equal Agility<br />Picture Taker 2<br />
  49. Traditional IT Dept.<br />@appirio<br />
  50. Idea = Agile<br />Picture Taker 2<br />
  51. Reality for IT = Quicksand<br />sasamaster<br />
  52. What users got...<br />xetark<br />
  53. Business feeling about IT<br />
  54. Outsourced IT Dept.<br />@appirio<br />
  55. Cheaper Labour...<br />stev.ie<br />
  56. Contracts, Change Requests<br />Kevin H.<br />
  57. Business feeling about IT<br />
  58. IT using Managed services<br />@appirio<br />
  59. In Control?<br />CarbonNYC<br />
  60. Getting on better...<br />Arno & Louise<br />
  61. Cloud Utopia<br />@appirio<br />
  62. Reality<br />Picture Taker 2<br />
  63. Align IT and business<br />technicallyCreative<br />
  64. Why is Cloud Different?<br />tipiro<br />
  65. You don’t worry about Scale<br />Dru!<br />
  66. Or Technical Details<br />Rev. XanatosSatanicosBombasticos (ClintJCL)<br />
  67. Continuous Updates<br />The Doctr<br />
  68. Game Driven Design<br />Earl - What I Saw 2.0<br />
  69. Loosely Coupled Systems<br />ElenahNeshcuet<br />
  70. Separated Config and Code<br />sadashotit<br />
  71. Fewer Dependencies<br />Dave ®<br />
  72. Reconfigure Faster<br />Phillie Casablanca<br />
  73. Faster Gratification<br />lisatozzi<br />
  74. Agile Systems<br />Picture Taker 2<br />
  75. Lessons Learnt<br />
  76. Cloud Annual Investment<br />
  77. Cloud Cumulative Investment<br />
  78. “100% ROI in less<br />than 100 days.” <br />Chris Petrie, IT Director<br />
  79. Cloud Paradigm Shift<br />tipiro<br />
  80. What does this mean for the Channel?<br />massdistraction<br />
  81. Perfect Storm Approaching?<br />terren in Virginia<br />
  82. From CapEx<br />Ian Muttoo<br />
  83. To OpEx<br />
  84. Cloud: Shift in Focus<br />ihtatho<br />
  85. Away from Technology<br />Daveblog<br />
  86. Towards Business<br />Lars Plougmann<br />
  87. Why is the Cloud Scary for Channel?<br />Fellowship of the Rich<br />
  88. Offers a lot of what the channel used to<br />pixelpyro<br />
  89. Disrupts the Financial Model<br />DavidDMuir<br />
  90. And the skills required<br />jypsygen<br />
  91. Represents a Massive Change<br />416style<br />
  92. Why?<br />jessicafm<br />
  93. “We're rebooting, re-pivoting, re-transitioning the whole company around betting big on cloud services” <br />Kevin Turner, CFOWPC 2010 <br />
  94. “A "SaaS first" policy is being enacted in the majority of small and midsize businesses”<br />Feb 2010<br />
  95. Channel needs to embrace Cloud<br />Ben McLeod<br />
  96. What’s Next?<br />.reid.<br />
  97. Critical to Retain Trusted Advisor Status<br />thorinside<br />
  98. Means YOU need to be doing the Educating<br />katrinalopez.<br />
  99. Cloud is Evolution AND Revolution<br />
  100. You need to join in<br />quinn.anya<br />
  101. Which means reselling Cloud Services<br />pixelpyro<br />
  102. #1 Construct your Portfolio<br />bucklava<br />
  103. #2 Eat your own Dog Food<br />playerx<br />
  104. #3 Sell Support<br />markhoekstra<br />
  105. #4 Add Services around Cloud<br />abbyladybug<br />
  106. #5 Cross Sell, Up sell. Keep IT Budget!<br />nataliej<br />
  107. #6 Do Due Diligence<br />Leo Reynolds<br />
  108. #7 Guide Cloud in Safely<br />Auraelius<br />
  109. #8 Deliver “On-Ramp” Cloud Services<br />Podknox<br />
  110. #9 Leverage Cloud and On-Prem: Hybrid<br />Hammer51012<br />
  111. #10 Focus on Business Transformation<br />Esthr<br />
  112. Not HOW IT<br />davestfu<br />
  113. But WHY IT?<br />nccarf_au<br />
  114. Just because Customers could DIY...<br />el clinto<br />
  115. Doesn’t mean they will<br />ktpupp<br />
  116. How can you dip your toes in?<br />kate e. did<br />
  117. Cloud and Perpetual mixing- Not Good<br />oschene<br />
  118. Set up Cloud Business Unit<br />orangeacid<br />
  119. And Let Keen Jump In!<br />JKönig<br />
  120. Run Perpetual like a Cash Cow?<br />Gary Denness<br />
  121. Leave Cautious Customers<br />marimoon<br />
  122. Fence off Perpetual Revenue<br />code poet<br />
  123. Nurture Subscription Revenue<br />Pink Sherbet Photography<br />
  124. Before Perpetual is Critical...<br />bowbrick<br />
  125. The Economics of Cloud are hard<br />gxdoyle<br />
  126. You’ve got a head start<br />Team Traveller<br />
  127. But moving too fast could end in Disaster<br /> jeffc5000<br />
  128. Subscription Businesses worth 2-3x Services<br />jo'nas<br />
  129. Trust but verify<br />
  130. “You have to dive in<br /> to learn the lessons”<br />Mark Brewer, CIO<br />
  131. © gapingvoid<br />
  132. Cloud Transforms IT guy<br />redteam<br />
  133. Into a business enabler<br />shindohd<br />
  134. Thanks to:<br />
  135. Any Questions?<br />Justin Pirie<br />@justinpirie<br />blog.mimecast.com<br />jpirie@mimecast.com<br />IAMCP - London<br />December 14th 2010<br />matthewbradley<br />

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