Todd DeBell discussed how the transformation to cloud technology is impacting channels and partners. As end users increasingly demand cloud options, 20% of internet traffic will come from the cloud by 2018. To keep up with this transformation, Todd mapped out how their traditional process differs for cloud delivery and focused on partners ready to provide cloud solutions. Key areas of focus included pricing and billing models for partners, and automating processes while measuring results to facilitate growth through the channel.

1. June 3, 2016
Todd DeBell, VP of WW Channels / Distribution
Delivering Emerging Cloud Technology via
Partners

2. Speaker
Todd M. DeBell
▪ FireMon – VP of Channels and Distribution
▪ Started FireMon’s Channel Program
▪ High Growth – 10x Revenue Growth - 5 Years
▪ Greater 95% of Business Transactions via
Channels
▪ Past Roles - Sales, Sales Management and
Channels with: Motorola, GE Access, Arrow and
Verizon
▪ Native of Colorado

3. FireMon at a Glance
▪ Proactive Security Intelligence – Cyber Security
▪ Founded in 2004
▪ Headquarters: Overland Park, Kansas, USA
▪ Global Presence:
• Operations in USA, Canada, Germany, UK, Australia,
Singapore, Mexico, Brazil
▪ 1,000+ Customers in 53 Countries:
• 100+ Fortune 500, 6 of the Top 10 MSPs
• Active Government Programs with DOD, US Intel, USDA
“5-Star Risk &
Policy Management
Solution”
“Best Security Solution”

4. PERSPECTIVE: Transformation is Happening

5. PERSPECTIVE: Transformation is Happening

6. Transformation is Happening
Channels Today
TRADITIONA
L
CHANNEL
END-USER
GETS
SOLUTION
INDIRECT
ACCESS TO
END-USERS
PRODUCT /
SERVICE
DELIVERED
TODAY
SERVICE GOOD
VENDOR
ACCESS
SERVICE

7. Transformation is Happening
Formula of the future…
TODAY
FUTURE
PRODUCT GOOD
VENDOR
ACCESS
VENDOR
BENEFITS
CLOUD + VAR
CHANNEL
END-USER
GETS
GETS
SOLUTION
DIRECT
ACCESS TO
END-USERS
and USER
DATA
ADD ON
SOLUTION,
BILLING
OPTIONS,
EXPANDED
PARTNER ECO-
SYSTEM
TRADITIONAL
CHANNEL
END-USER
GETS
SOLUTION
INDIRECT
ACCESS TO
END-USERS
PRODUCT
SERVICE
DELIVERED

8. Transformation to the Cloud
End-users are looking for Cloud Options. Cloud growth, and NEW Products are hand in hand.
OF FM NEW PRODUCT
RELEASES ARE BEING
DELIVERED IN THE
CLOUD AS AN OPTION
20%
INTERNET TRAFFIC WILL
COME FROM THE CLOUD
BY 2018*
80%
CLOUD SERVICES
SPENDING in 2015*
$200B
Sources:
*Ingram Micro Cloud Ecosystem

9. Why is this Relevant to the Channel
COMPLEX
CYBER
SECURITY
PRODUCTS
PUSHED
PRODUCT
DEVELOPME
NT
MY GOAL:
• More Channel
Friendly
Products
• More Channel
Services
Opportunity
• Quicker ROI on
the partnership
PRODUCT
MANAGEMENT
DELIVERED
BUT WITH A
TWIST

10. What happened next… Questions
Do we have partners that can deliver CLOUD
options?
How do I track a CLOUD Transaction back to the
Partner?
How do we MARKET to the Partners Base and our
mutual end-users?
Partner Margins and Partner Investments
How do we handle billing, market place, solutions

11. What happened next… Action!
Map Out The Process of Today vs. Cloud
•• What partners are ready?
•• What are the gaps needed to move forward?
•• Which Partner Sales and Marketing Staff Should be Focused?
Focus is Key
•• Find your experts
••Leverage your VARs, MSP and Distribution Partners
Pricing and Billing
•• How are you billing?
•• How does the partner get paid?

12. Summary
Business Transformation
•VARS
•MSP
•TELCOS
Map Out The Process
•FOCUS
•SOLUTION
•BILLING
Automate Process & Measure Results
•COLLABORATE
•FLEXIBLE
•METRICS
ASK THE
EXPERTS
GROWTH!
REMOVE
PARTNER
OBSTACLES

13. THANK YOU