Transcript BB0091-v1 0-EN-msp

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MSP LANDSCAPE OVER
THE NEXT 3 YEARS
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Presenters
» Chris Martin
GFI MAX
» Bob Godgart
Co-Founder of ChannelEyes
» Jay McBain
Advisor at ChannelEyes
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Myth #1 | It is ALL about the Services
Other Services
5.5%
Managed
Services
8.6%
Don't
Know/Unsure
4.5%
Consulting
28.2%
Technical
Services
11.7%
Hardware
20.4%
Software
21.1%
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Myth #1 | It is ALL about the Services
BALANCE
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Myth #2 | It is ALL about the Cloud
% of 2009 Actual Budget
60%
50%
% of 2012 Anticipated Budget
52.8%
42.1%
40%
30%
19.2% 19.2%
20%
15.6% 17.5%
21.3%
12.3%
10%
0%
On-premise Product
Purchase
On-premise Hosted
Off-premise Hosted
Pure Cloud
Myth #2 | It is ALL about the Cloud
DELIVERING WHAT
IS BEST FOR YOUR
CUSTOMER
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10 TRENDS
SHAPING THE NEXT 3 YEARS
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Mobility
Almost anything can be IP and Touch Enabled
QR
• 2012 Smart phones Overtake PCs.
• Pervasive Computing takes hold
and drives consumerization of IT
Mobility In IT…
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Cloud – Changing the Business Model in IT
Stock Broker…
Insurance Broker…
Telecom Agent…
Cloud Broker?
► Cloud. It’s simply a service, one of many.
So, control the relationship and take the payment!
► Once a commodity, Service is the differentiator!
► Margins small. Add services to improve RPC
► Maintain long term customer relationships
Continually evaluate options or your customer will
3 Cloud Drives New Vendors - Lots of Them!
How Many Vendors
Do You Use Today?
In 3 Years:
How Many WILL You Have?
Several product categories have seen explosive growth:
- CRM has over 1,000 competitors
- EMR has over 300 viable solutions in the US alone
- Cloud backup and disaster recovery has grown to hundreds of vendors
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Convergence
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Markets Converging on IT
Developing Vertical Specialty
• Copier Dealers
Managed Print, Document
Mgmt.
 Products IP Enabled, Connected
 New Products, Revenue Models
• Telecom Agents
IP Phones, Voice / Data
Network.
 They are Coming to your World!
• Pro A/V Integrators
New Products
New Revenue Models
Digital Signage,
Collaboration. Video
Conferencing
5 Industry Vertical Specialization
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 New expertise required in
response to expanding
Government regulation and
legislation around the world
 Significant new complexity and
confusion requiring industry and
technology “micro-segmentation”
6 The World Continues to Flatten
 Managed Services and Cloud technologies
continue to remove geographic competitive
barriers
 Industry specialization and deeper solution
expertise trumps local presence
Competition is based on “what you can deliver” as
opposed to where you are located
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7 Commoditization Drive Margins Even Lower
 Credit and financial issues spark
innovation around pricing and packaging
of traditional Managed Services
 Geographic and specialized
competition challenge margins
Cloud, consumerization and
global economic issues weigh
on Channel profits
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8 Channel Landscape Continues to Change
 Number of Partners worldwide will
continue to drop by 5% per year.
 Consolidation will continue - other major
Technology and Retail organizations will
announce MSP acquisitions
The Managed Services market has matured over
the past 10 years both in delivery quality and the
technology supporting it.
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9 The Customer is Changing As Well
 Demographic shift happening in IT
departments as well as small business
entrepreneurs
 Accelerating many of these trends
including cloud, mobility and social media
Understanding the changing
customer is critical in planning
for the future.
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10 Social Media Changes Marketing
 Quantity of noise is growing exponentially
 Return on Investment tough to track and
measure – can be a resource suck
 Business Social fuels momentum into
communities
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10 Business Social in IT
» Social interaction is “now” part of business
» It isn’t an application – it’s a conversation.
» Business Social will emerge in every app.
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Impact on The Channel?
Mobility
+
Cloud
+
Convergence
+
Social
+
Number of
Vendors
Information
Overload
It’s a BIG
Problem!
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The Channel Program Challenge
“Tremendous amounts of time and energy go into
creating materials stored in web portals, but they
receive little traffic.” - EVERY Channel Chief
What About You?
Less Than
5% Use
Vendor Portals
PORTAL
Only
17% open
Program email
(2% Click-thru)
EMAIL
Few Partners
Filter and
Distribute Info
…Only Gets
to Champion
or Gatekeeper
NEWSLETTERS
Partners who leverage Vendor Programs are most successful!
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Business Social for the Channel
Yesterday:
Today:
channel broadcasting
channel “social graph”
vendors
buying
groups
industry
experts
consultants
and coaches
media
distributors
 Unsecure, unfiltered
 Irrelevant, ignored
associations
community
and peer
groups
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The Channel Is Evolving
Announcements
Sales & Marketing
Incentives
Product Info
Tech Bulletins
Train/Certification
Feeds From:
 Vendors
 Manufacturers
 Distributors
 Associations
 Master MSPs
 Franchises
 And More…
The first secure, social
network for Suppliers and
their Channel Partners.
It’s kind of like Facebook,
but instead of friends – it’s
a filtered group of Vendor
feeds on a Social Wall.
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The Channel Is Evolving
► Aggregate Secure
Program Feeds
► Relevant Content
► Social Conversations
► Partner Program Pages
► Any Web Device!
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Benefits: ChannelEyes Social Network
Cut Through Program Noise and Clutter:
► All Channel Program Highlights securely in one place
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Leverage web portal and other assets
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The right program info gets to the right people
► Top of Mind: More participation in Channel Programs
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Multiple contacts per Partner. Deeper engagement
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Crowdsource feedback on new programs / incentives
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Social Conversations around program content
The Result:
Better Sell-thru! Bigger Bottom Line.
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THANK YOU