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PARTNER
VIP
2013

Page  1
How the Cloud has Changed Forever
the Economy of the IT
…and will continue to do so

Bob Snyder
Editor-in-Chief
Channel Me...
I Know How You Feel,
I Know How You Feel About Cloud

http://www.youtube.com/watch?v=aY9GBl7UmVs
“Squirrely”
How Fast Does
Change Occur?
The iPad was
announced on
January 27,
2010
iPad is Changing Television
88% of US tablet owners use tablets while watching
TV at least once a month
iPad is Part of A Larger Trend
• Apple is
changing the
IT
landscape
...but it’s also
changed
another...
mobile
phones.
• M...
Connected Devices
According to GSMA
• 9 billion connected
devices in the world
today. By 2020,
there will be 24
billion an...
More Smartphones Than
People on the Planet
Cisco predicts by the
end of this year there
will be more
smartphones than
peop...
Connected Age
We are still
learning what it
means to live
and work in the
Connected Age
vs the
Information Age
•Connected
...
The Very Way
We Do Business is Changing
Our Future is Cloudy
By 2020, there will be a
shift from an IT
department for end
users to a "follow me"
IT service provid...
What you describe as Cloud
Computing depends upon where
you stand in the industry, who
your partners, customers and
suppli...
How Cloud is Changing
IT Integration
• Cloud Advisors
• Cloud Builders
• Cloud Providers (as a Service)
• Cloud Resellers ...
New KPIs
7 C’s
• Cash
• Churn
• Client Pipeline
• Consolidation
• Concomitant Monthly Revenue
• Customer Acquisition Cost
...
Their Future is Cloudy
More than 90% of the
channel has cloud
offerings in their
portfolios.
BUT, the channel has
relegate...
The Display Becomes the
Computer...
THE IT
INDUSTRY
BECOMES
DIGITAL
SIGNAGE
IT’s ALL ABOUT VERTICALS
2016: 30%, (9% in 2011)
By 2016, 30% of Enterprise
Architecture efforts will be supported
as a collaboration between busin...
How Hard is the Climb?
How Cloud is Changing
IT Integrators
Forrester says
cloud
transformation
will lead to the
elimination of
up to 15% of
the ...
One Example: A Hotel Chain
BEFORE: a solitary
salesperson, sleeves
rolled-up and ready
for action and
briefcase in
hand......
One Example: A Hotel Chain
NOW: It’s about
how the hotel
builds the best
customer
experience for
their business
model, and...
How Can We Survive?
Forget
everything you
know about
selling hardware
and software.
Software-as-aService will be
about SER...
New Way to
Evaluate Clients

The End of
Solution Sales
by Brent Adamson,
Matthew Dixon, and
Nicholas Toman
…from The End of Solution Sales

The New Sales Approach
1. Establish Your Core Values & Skills.
2. EVALUATE YOUR VENDORS.
– PREDICT THEIR
FUTURE
– REGULARLY &
IN FORMAL
FASHION

Bob’s Vendor Vector Matrix
Evaluate Your Suppliers
• Innovation
• Product line expansion:
• Partner Programme
• Logistics
• Training & certification
...
3. RE-EVALUATE YOUR CUSTOMERS
How profitable
are each of my
customers?
Which vertical
industries do I
invest in?
4. RETRAIN YOUR SALES FORCE
5. ADD REAL MARKETING
Many integrators
lead with their
vendors’ brands
and reputation.
Solution providers
need to do a bet...
And It Won’t
Be Your
Father’s
Marketing...
6. VERTICAL INDUSTRY &
SYSTEMATIC SALES
6. Growth Is Not a Choice.
• The channel is under-

capitalized: an average
integrator doesn’t have the
financial resource...
Ask Yourself the BIG Questions.
BEFORE
• How will my business evolve?

AFTER RE-FRESH
• Where do I want to company to
be f...
I Know What You Are Feeling…
But remember,
in the end, the
SQUIRREL is
willing to JUMP,
to LEAP, and
CLIMB to get his
rewa...
Thank you for Listening
Thank you for Reading
www.IT-SP.eu
How the Cloud is Changing the Channel Landscape
How the Cloud is Changing the Channel Landscape
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How the Cloud is Changing the Channel Landscape

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A talk at PartnerVIP in Paris that zeroes in on the change Cloud will create in reseller partners.Please download to open to read comments as in the speech I don't read from my slides but use them as visuals. My actual talk is in the comments below the slides.

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How the Cloud is Changing the Channel Landscape

  1. 1. PARTNER VIP 2013 Page  1
  2. 2. How the Cloud has Changed Forever the Economy of the IT …and will continue to do so Bob Snyder Editor-in-Chief Channel Media Europe Ltd.
  3. 3. I Know How You Feel, I Know How You Feel About Cloud http://www.youtube.com/watch?v=aY9GBl7UmVs
  4. 4. “Squirrely”
  5. 5. How Fast Does Change Occur? The iPad was announced on January 27, 2010
  6. 6. iPad is Changing Television 88% of US tablet owners use tablets while watching TV at least once a month
  7. 7. iPad is Part of A Larger Trend • Apple is changing the IT landscape ...but it’s also changed another... mobile phones. • Mobility
  8. 8. Connected Devices According to GSMA • 9 billion connected devices in the world today. By 2020, there will be 24 billion and over half of them will be nonmobile devices such as household appliances.
  9. 9. More Smartphones Than People on the Planet Cisco predicts by the end of this year there will be more smartphones than people on the planet. The forecast also predicts by 2016 there could be 10 billion smartphones. That’s 1.4 mobile devices per capita.
  10. 10. Connected Age We are still learning what it means to live and work in the Connected Age vs the Information Age •Connected devices will be a US$1.2 trillion market by 2020.
  11. 11. The Very Way We Do Business is Changing
  12. 12. Our Future is Cloudy By 2020, there will be a shift from an IT department for end users to a "follow me" IT service provider mentality. In other words, IT itself will move to the cloud. The department that manages cloud services will become a cloud service itself.
  13. 13. What you describe as Cloud Computing depends upon where you stand in the industry, who your partners, customers and suppliers are.
  14. 14. How Cloud is Changing IT Integration • Cloud Advisors • Cloud Builders • Cloud Providers (as a Service) • Cloud Resellers (sell Cloud services from another organisation) • Cloud Integrators They construct ‘the glue’ between private and public Clouds or between traditional IT and other Cloud infrastructures
  15. 15. New KPIs 7 C’s • Cash • Churn • Client Pipeline • Consolidation • Concomitant Monthly Revenue • Customer Acquisition Cost • Customer Value over Life Time
  16. 16. Their Future is Cloudy More than 90% of the channel has cloud offerings in their portfolios. BUT, the channel has relegated itself to basic applications and services – backup, email, productivity apps, storage – and these offerings will commoditize quickly.
  17. 17. The Display Becomes the Computer...
  18. 18. THE IT INDUSTRY BECOMES DIGITAL SIGNAGE
  19. 19. IT’s ALL ABOUT VERTICALS
  20. 20. 2016: 30%, (9% in 2011) By 2016, 30% of Enterprise Architecture efforts will be supported as a collaboration between business and IT (up from 9% in early 2011), says Gartner Inc.   Corporate I.T. networks will move from defence (infrastructure and cost-savings) to offense (building business opportunities and marketplace advantages.)
  21. 21. How Hard is the Climb?
  22. 22. How Cloud is Changing IT Integrators Forrester says cloud transformation will lead to the elimination of up to 15% of the channel.  Gartner says attrition under cloud transformation will eliminate 40% of the existing channel
  23. 23. One Example: A Hotel Chain BEFORE: a solitary salesperson, sleeves rolled-up and ready for action and briefcase in hand...face-to-face across a desk with a hard-nosed buyer, playing that wellknown game of “How much? How many? When shall I call back?”
  24. 24. One Example: A Hotel Chain NOW: It’s about how the hotel builds the best customer experience for their business model, and you’ll be expected to know the business model, chapter and verse.
  25. 25. How Can We Survive? Forget everything you know about selling hardware and software. Software-as-aService will be about SERVICE, not software.
  26. 26. New Way to Evaluate Clients The End of Solution Sales by Brent Adamson, Matthew Dixon, and Nicholas Toman
  27. 27. …from The End of Solution Sales The New Sales Approach
  28. 28. 1. Establish Your Core Values & Skills.
  29. 29. 2. EVALUATE YOUR VENDORS. – PREDICT THEIR FUTURE – REGULARLY & IN FORMAL FASHION Bob’s Vendor Vector Matrix
  30. 30. Evaluate Your Suppliers • Innovation • Product line expansion: • Partner Programme • Logistics • Training & certification • Pricing & payments • Brand • Relationship • Commercial status The Vendor Vector Matrix needs to be consistently applied…
  31. 31. 3. RE-EVALUATE YOUR CUSTOMERS How profitable are each of my customers? Which vertical industries do I invest in?
  32. 32. 4. RETRAIN YOUR SALES FORCE
  33. 33. 5. ADD REAL MARKETING Many integrators lead with their vendors’ brands and reputation. Solution providers need to do a better job of marketing themselves and creating their own value proposition.
  34. 34. And It Won’t Be Your Father’s Marketing...
  35. 35. 6. VERTICAL INDUSTRY & SYSTEMATIC SALES
  36. 36. 6. Growth Is Not a Choice. • The channel is under- capitalized: an average integrator doesn’t have the financial resources to fund transformation. The only way the channel can transform is through growth. • Adding two or three jobs a month and a dozen or so netnew customers per year won’t do the trick. You need HYPERGROWTH.
  37. 37. Ask Yourself the BIG Questions. BEFORE • How will my business evolve? AFTER RE-FRESH • Where do I want to company to be five years from now? • Do I have the right talent (sales/tech)? • What is our value proposition and how does it distinguish us from competition? • Do I have the right customers? • How profitable are each of my customers? Which verticals/industries do I invest in this year? • Do I have the right vendor partners? • How profitable are each of my suppliers? How do I introduce predictable non-hardware revenue streams into my business?
  38. 38. I Know What You Are Feeling… But remember, in the end, the SQUIRREL is willing to JUMP, to LEAP, and CLIMB to get his reward. Even the squirrel is fearless and unrelenting in pursuit of a goal.
  39. 39. Thank you for Listening Thank you for Reading www.IT-SP.eu

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