IAN MOYSE
How Cloud is
Changing Supply
Channels Approach

IAN MOYSE
Why and how cloud is
changing both the end
user and supply
channels approach!

Ian Moyse – Sales Director
@imoyse
IAN MOYS...
Ian Moyse : Validity To Speak

26 yrs+ in IT, 9yrs in IT Security, 7yrs in Cloud
Sales Director, Workbooks.com, Cloud CRM ...
Agenda
How The IT World Is
Changing
End Customer Realities
Cloud Overhyped and
Mismarketed
End User and supply
channels en...
How The IT World Is Changing
(& How IT Is Changing The World)
The World Is Changing : Movies

IAN MOYSE
The World Is Changing : Music

IAN MOYSE
The World Is Changing : Books

IAN MOYSE
The World Is Changing : Photography

IAN MOYSE
The World Is Changing : Postal

IAN MOYSE
The World Is Changing : IT

IAN MOYSE
IT

IAN MOYSE
End Customer Realities
End User Cloud Choice & Adoption

“Enterprises are already devoting as much as one-third of their budgets to cloud
service...
Mobility and Cloud Inherently Linked

IAN MOYSE
Need For Non „Vendor Biased‟ Education

IAN MOYSE
Accelerated Rate Of Change

80

100

60

20

IAN MOYSE

140
Change

40

120

160
180
Different Perceptions Of What The Cloud Is

IAN MOYSE
IAN MOYSE
End User Concerns

o Security still at #1!
Security
Privacy
Sovereignty
Internet access
Reliability

IAN MOYSE
Cloud Overhyped and
Mismarketed
Education Is Needed

€11 billion

€923 million

€4.7 billion

Source : Gartner Expected 2012 Revenues

IAN MOYSE
IAN MOYSE
Cloud, Cloud, Cloud, Cloud, Private Cloud,
Public Cloud, Hybrid Cloud…………………

IAN MOYSE
IAN MOYSE
What Customers Are Hearing From Cloud Providers Messaging
Everything should go cloud
Its right for everyone, for everythin...
Vendor Push Won‟t Let Up!

‘We spent to build
it, so now we
need to market
hard to hit the
sales targets’

IAN MOYSE
IAN MOYSE
How To Compare – Traditional vs Cloud Solutions ?

IAN MOYSE
End User and Supply Channels
Engagement in a Cloud World
Supply Channels are Re-Shaping
o Market Recession
o Customers paying slower
o Distributors tightening credit

o Traditiona...
Supply Channel Barriers

IAN MOYSE
... And those not engaging in Cloud?

IAN MOYSE
Cloudy Channels Will Be Different
o

New Values from Distribution
o Aggregation (billing) or sell through
o Broad base vs ...
Channels Value / Services
Eg. 98% of UK companies are sub 250 users (similar demographic in other regions)
6 million SMB’s...
End Users Will Find Cloud Suppliers

US end users are shunning
VARs and turning to telecoms
and hosting players to fulfil
...
Customers Research and Sourcing Decisions

o

60% of participants
have a preferred
supplier relationship
for IT

o

38% be...
Channel Things To Expect
Changes in vendor approaches
New suppliers to work with
Less brand loyalty
Easier to change provi...
Summary
Summary
Shift to the cloud is gathering momentum
Everyone is considering / buying the cloud – small business to
enterprise...
IAN MOYSE
Good Reference Points
http://www.cloudindustryforum.org/

http://www.eurocloud.org

http://www.cloudcredential.org/index.p...
Questions

IAN MOYSE
Why and how cloud is
changing both the end
user and supply
channels approach!

Ian Moyse – Sales Director
@imoyse
IAN MOYS...
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  • Ian Moyse has over 25 years of experience in the IT Sector, with nine of these specialising in security and over 23 years of channel experience Starting as a Systems Programmer at IBM in the mainframe environment, he has held senior positions in both large and smaller organisations including Senior Vice President for EMEA at CA and Managing Director of several UK companies. For the last 7 years he has been focused in Cloud Computing and has become a thought leader in this arena. Moyse has been keynote speaker at many events and runs one of the largest Channel Groups worldwide on LinkedIn. He sits on the board of Eurocloud UK and the Governance Board of the Cloud Industry Forum (CIF) and in early 2012 was appointed to the advisory board of SaaSMAX. Moyse was recently awarded global ‘AllBusiness Sales AllStar Award for 2010’ and The ‘European Channel Personality of the Year Award for 2011’  and was named by TalkinCloud as one of the global top 200 cloud channel experts in 2011 and listed on the MSPMentor top 250 list for 2011 which tracks the world's top managed services experts, entrepreneurs and executives. He has also recently been awarded the accolade of Channelnomics 2011 Influencer of the year for Europe.  In early 2012 Ian was the first in the UK to pass the CompTIA Cloud Essentials specialty certification exam, was appointed as a Thought Leader to Compare The Cloud and was listed in the worldwide SMB Nation 150 Channel Influencers list and appointed as Cloud Advisory Director to the Board of Evoco, a client transformation specialist company. Widely published on subjects of Cloud, Internet Security and Channel matters and an author at sites such ashttp://www.comparethecloud.net/blog/thought-leaders/, http://www.cloudcomputing-news.net/categories/crm, http://www.celebritydialogue.com/index.php?option=com_content&view=section&layout=blog&id=28&Itemid=122For those wishing to connect to this Technology Cloud Thought Leader his linkedin profile is at www.ianmoyse.co.uk and he can be followed on Twitter @imoyse SourcesChannel Personality of the year 2011 - http://www.realwire.com/releases/IT-Europa-Winners-of-European-IT-Excellence-Awards-announcedChannelnomics 2011 Influencer of the year for Europe - http://channelnomics.com/2012/01/09/hp-channelnomics-2011-influencer-year/?utm_source=Channelnomics+Contact+Us&utm_campaign=c4afe1e636-Weekly_eNewsletter_01_10_2012&utm_medium=emailAllBusiness Sales AllStar Award for 2010 - http://topsalesawards.com/index_2010.phpTop 200 cloud channel experts in 2011 - http://www.talkincloud.com/top-200-cloud-channel-experts-follow-friday-june-17/MSPMentor top 250 list for 2011 - http://www.mspmentor.net/mspmentor-250-page-7-of-our-2011-edition/Eurocloud UK Board Member - http://www.eurocloud.org.uk/_m1707/about-usMember of Cloud Industry Forum Governance Board - http://www.cloudindustryforum.org/index.php?option=com_content&view=article&id=93:ian-moyse-eurocloud&catid=17:board-members&Itemid=56SaaSMax Advisory Board - http://www.saasmax.com/about-us/managementCloud Advisory Director to Evoco - http://www.evoco.co.uk/evoco-news/evoco-taps-leading-cloud-expert-as-cloud-advisory-director Compare The Cloud Thought Leader - http://www.comparethecloud.net/1586/workbooks-crm-partners-with-compare-the-cloud/ SMB 150 2012 - http://www.smbnation.com/index.php?option=com_easyblog&view=entry&id=402&Itemid=124
  • http://www.techcentral.ie/19916/cloud-to-grow-20-this-year-to-become-84bn-market
  • http://www.channelweb.co.uk/crn-uk/news/2087735/channel-insolvencies
  • http://channelnomics.com/2012/10/04/cloud-buyers-seek-partners/?utm_source=Channelnomics+Contact+Us&utm_campaign=ef3e151a77-Weekly_eNewsletter_10_08_2012&utm_medium=emailhttp://www.channelweb.co.uk/crn-uk/news/2196978/good-week-bad-week?wt.mc_ev=click&WT.tsrc=Email&utm_term=&utm_content=Good%20week%2FBad%20week&utm_campaign=CRN%20Daily%20Newsletter%2006%2F08%2F12&utm_source=CRN%20Daily%20Newsletter&utm_medium=Email
  • Created by Ian Moyse – Webroot EMEA Channel Director
  • Brightalk why and how cloud is changing both the end user and supply channels approach! - copy

    1. 1. IAN MOYSE How Cloud is Changing Supply Channels Approach IAN MOYSE
    2. 2. Why and how cloud is changing both the end user and supply channels approach! Ian Moyse – Sales Director @imoyse IAN MOYSE www.ianmoyse.co.uk
    3. 3. Ian Moyse : Validity To Speak 26 yrs+ in IT, 9yrs in IT Security, 7yrs in Cloud Sales Director, Workbooks.com, Cloud CRM Vendor Sit on Board of Eurocloud UK Sit on Governance Board of Cloud Industry Forum (CIF) Advisory Board Member SaaSMAX Advisor to Board for Evoco ‘Journey2Cloud’ Named by TalkinCloud one of the global top 200 cloud channel experts in 2011 Listed on the MSPMentor global top 250 list for 2011 Named ‘Channelnomics 2011 Influencer of the year for Europe’ Won ‘European Channel Personality of the year 2011’ Awarded global ‘AllBusiness Sales AllStar Award for 2010 Thought Leader to ‘Compare The Cloud’ Comptia Cloud Essentials Exam Certified 2012 Worldwide SMB Nation 150 Channel Influencers List 2012, 2013 Approved Speaker Schoolspeakers.co.uk IAN MOYSE
    4. 4. Agenda How The IT World Is Changing End Customer Realities Cloud Overhyped and Mismarketed End User and supply channels engagement in a Cloud World IAN MOYSE
    5. 5. How The IT World Is Changing (& How IT Is Changing The World)
    6. 6. The World Is Changing : Movies IAN MOYSE
    7. 7. The World Is Changing : Music IAN MOYSE
    8. 8. The World Is Changing : Books IAN MOYSE
    9. 9. The World Is Changing : Photography IAN MOYSE
    10. 10. The World Is Changing : Postal IAN MOYSE
    11. 11. The World Is Changing : IT IAN MOYSE
    12. 12. IT IAN MOYSE
    13. 13. End Customer Realities
    14. 14. End User Cloud Choice & Adoption “Enterprises are already devoting as much as one-third of their budgets to cloud services, and they are planning to increase cloud spending by as much as 15 percent CARG. At that rate, enterprises will have the bulk of their IT functions in the cloud within the next three years” IDC 2012 IAN MOYSE
    15. 15. Mobility and Cloud Inherently Linked IAN MOYSE
    16. 16. Need For Non „Vendor Biased‟ Education IAN MOYSE
    17. 17. Accelerated Rate Of Change 80 100 60 20 IAN MOYSE 140 Change 40 120 160 180
    18. 18. Different Perceptions Of What The Cloud Is IAN MOYSE
    19. 19. IAN MOYSE
    20. 20. End User Concerns o Security still at #1! Security Privacy Sovereignty Internet access Reliability IAN MOYSE
    21. 21. Cloud Overhyped and Mismarketed
    22. 22. Education Is Needed €11 billion €923 million €4.7 billion Source : Gartner Expected 2012 Revenues IAN MOYSE
    23. 23. IAN MOYSE
    24. 24. Cloud, Cloud, Cloud, Cloud, Private Cloud, Public Cloud, Hybrid Cloud………………… IAN MOYSE
    25. 25. IAN MOYSE
    26. 26. What Customers Are Hearing From Cloud Providers Messaging Everything should go cloud Its right for everyone, for everything Cloud solves all your needs Cloud is always best no matter what You can‟t live without this “Cloud is big data” “Cloud is storage” „Everybody on‟ „Everyone In‟ …………………………………. IAN MOYSE
    27. 27. Vendor Push Won‟t Let Up! ‘We spent to build it, so now we need to market hard to hit the sales targets’ IAN MOYSE
    28. 28. IAN MOYSE
    29. 29. How To Compare – Traditional vs Cloud Solutions ? IAN MOYSE
    30. 30. End User and Supply Channels Engagement in a Cloud World
    31. 31. Supply Channels are Re-Shaping o Market Recession o Customers paying slower o Distributors tightening credit o Traditional margins down o Vendors pressured o Many reducing staff, programs, partners, etc o Finding new routes to market o Consolidating markets o Cloud layers on top of all this IAN MOYSE
    32. 32. Supply Channel Barriers IAN MOYSE
    33. 33. ... And those not engaging in Cloud? IAN MOYSE
    34. 34. Cloudy Channels Will Be Different o New Values from Distribution o Aggregation (billing) or sell through o Broad base vs specialist distribution values o New types of distribution relationship with „Cloud Focus‟ o SaaSMax, Cloudmore, Jamcracker, SaaS Plaza o Resellers o Levelling the playing field for smaller resellers o Selling new vs protecting legacy business a challenge o Xsp (ISP, MSP, etc) o Billing models and systems already in place o Adding cloud to their portfolios o Pure Play Cloud Resellers / specialist teams / new brands o Sales Agents – referral partners, creating opps for Vendors to fulfill IAN MOYSE
    35. 35. Channels Value / Services Eg. 98% of UK companies are sub 250 users (similar demographic in other regions) 6 million SMB’s in the United States Who will their Trusted Advisor be? Who will be close enough to them? How will they handle the issues around cloud (Security concerns, configuration etc) Vertical reach and expertise / certifications etc Geographic sales coverage on behalf of vendors Private Cloud / Virtualisation – Expertise is required ! Working with customers on evaluating cloud and risk mitigation Identify areas of cloud with services attach Security, CRM, Virtualisation, Private Cloud A configurer, not an installer be ! IAN MOYSE
    36. 36. End Users Will Find Cloud Suppliers US end users are shunning VARs and turning to telecoms and hosting players to fulfil their cloud needs. Usage of both types of company in the cloud world has grown 40 per this year, while VARs' cloud business has sunk 84 per cent. Source : ChannelWeb 2012 IAN MOYSE
    37. 37. Customers Research and Sourcing Decisions o 60% of participants have a preferred supplier relationship for IT o 38% believe cloud was not raised by their IT provider o 66% claim that cloud delivery could encourage self service Who is the primary decision maker for cloud services? IAN MOYSE
    38. 38. Channel Things To Expect Changes in vendor approaches New suppliers to work with Less brand loyalty Easier to change provider / supplier More vendor disruption / cuts New competitors in solution and channel More acquisitions / merging of vendors / renaming Distribution and cloud aggregators new offerings A need to re-educate and learn, learn, learn Inevitable faster change ! IAN MOYSE
    39. 39. Summary
    40. 40. Summary Shift to the cloud is gathering momentum Everyone is considering / buying the cloud – small business to enterprise, Public Orgs to Private The Channel is being pressured from every angle, not just cloud! Due to perception many customers DON‟T consider cloud Do NOT assume end customers understand cloud - KISS They do not buy because of the word CLOUD Different cloud solutions are at different maturity stages Don‟t market them all the same Value Propositions in the Cloud are different Cloud (SaaS) Trials are easier, as are freemium entry options Understand and address customer cloud concerns, they are not niche! IAN MOYSE
    41. 41. IAN MOYSE
    42. 42. Good Reference Points http://www.cloudindustryforum.org/ http://www.eurocloud.org http://www.cloudcredential.org/index.php 4 extensive free Whitepapers on Reselling Cloud http://www.webroot.co.uk/En_GB/land-reselling-the-cloud-2011.html IAN MOYSE
    43. 43. Questions IAN MOYSE
    44. 44. Why and how cloud is changing both the end user and supply channels approach! Ian Moyse – Sales Director @imoyse IAN MOYSE www.ianmoyse.co.uk

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