GROW YOUR LEADS & CHANNEL ROI
Jay McBainCo-Founder & COO
@jmcbain
in/jaymcbain
SECRETS FROM THE PROS
Before we get started…
LET’S PREDICT THE FUTURE
Before we get started…
LET’S PREDICT THE FUTURE
Before we get started…
LET’S PREDICT THE FUTURE
“The future is never as fast or radical
as we predict”
Gartner Identifies the Top 10 Strategic Technology Trends for 2015
VENDOR OPPORTUNITIES
Mobile Device Diversityand Management1
Mobile Device Diversityand Management
“The unexpected consequence of bring your own device (BYOD) programs is a doubling or even tripling of the size of the mobile workforce. This is placing tremendous strain on IT and Finance organizations.”
1
Mobile Apps andApplications2
Mobile Apps andApplications
“Apps will continue to grow while applications will begin to shrink. Apps are smaller, and more targeted, while a larger application is more comprehensive.”
2
3
~3 devices per person
~10 devices per person
Internet of EVERYTHING
By 2020, there will be 31 billion devicesconnected across 4 billion people
IPv6 Protocol340,282,366,920,938,463,463,374,607,431,768,211,456
possible internet addresses
That’s 100 devices for every atom on the face of the earth
WIFI Basketball
Consumerization will be
fun to watch – but
NOT where the money is
WIFI ToothbrushYes, this is happening
(but not why you think)
“The problem is that most enterprises and technology vendors have yet to explore the possibilities of an expanded internet and are not operationally or organizationally ready.”
3Manage | Monetize | Operate | Extend
4
“Hybrid cloud services can be composed in many ways, varying from relatively static to very dynamic. Managing this composition will the role of cloud service broker (CSB), which handles aggregation, integration and customization of services.”
4
Cloud / ClientArchitecture5
Cloud / ClientArchitecture
“The increasingly complex demands of mobile users will drive apps to demand increasing amounts of server-side computing and storage capacity.”
5
The Era of Personal Cloud6
The Era of Personal Cloud
“Users will use a collection of devices, with the PC remaining one of many options, but no one device will be the primary hub. Rather, the personal cloud will take on that role.”
6
Software DefinedAnything7
Software DefinedAnything
“Momentum for improved standards for infrastructure programmability and data center interoperability driven by automation inherent to cloud computing, DevOps and fast infrastructure provisioning.”
7
Web-Scale IT8
Web-Scale IT
“Large cloud services providers such as Amazon, Google, Facebook, etc., are re-inventing the way IT in which IT services can be delivered. Their capabilities go beyond scale in terms of sheer size to also include scale as it pertains to speed and agility.”
8
9
The smart machine era will blossom with a proliferation of contextually aware, intelligent personal assistants, smart advisors, advanced global industrial systems and public availability of early examples of autonomous vehicles.”
9
3-D Printing10
Worldwide shipments of 3D printers are expected to grow 75 percent in 2014 followed by a near doubling of unit shipments in 2015.
3-D Printing10
Where Are Channel Opportunities?
What are the forces on the Channel?
The NEWNormal
MILLENIALS UBIQUITOUSCONNECTIVITY
GROWTH OF VIRTUALIZATION
COST OFCLIENT/SERVER
PERVASIVECOMPUTING
MATURITYOF CLOUD
IS YOUR CHANNEL PROGRAM READY?6 MAJOR TRENDS IMPACTING 2015
The channel is shrinking at an alarming rate
TREND #1
DOWN 36% SINCE 2008
NOT REBOUNDING WITH ECONOMY
FURTHER 10-15% REDUCTIONS EXPECTED
The channel is shrinking at an alarming rate
ADVICE
GENERAL “FOG A MIRROR” RECRUITINGIS OVER – BE SELECTIVE & SEGMENT
ALIGN INCENTIVES AND MOTIVATION
SEEK OUT CONNECTORS & INFLUENCERS
The channel is getting younger – much younger
TREND #2
40% OF CHANNEL RETIRE IN NEXT 10 YEARSREPLACED WITH MILLENIALS (75% IN 10 YRS)
NEW BUSINESS MODELS,LOOK LIKE VENDORS
ADVICE
LOOK FOR INTEGRATION ALLIANCES & UNIQUE BUSINESS PARTNERSHIPS
GO MOBILE
PREPARE FOR A MORE TRANSIENT CHANNEL
The channel is getting younger – much younger
Managed Services has Plateaued
TREND #3
ONLY 12%OF PARTNERS SELL >50% REVENUE
29.1% OF PARTNERS OFFER ON LINE CARD
FLAT OVER PAST 3 YEARS
ADVICE
OFFER A PROGRAM, INCENTIVES & SUPPORT FOR MSP’s
MAKE SURE NOT TO GET TOO FOCUSED ON MSP MARKET
Managed Services has Plateaued
Vendor Numbers Exploding (Your Partner may be your next Competitor)
TREND #4
CHANNEL LEVERAGING DEEP GEOGRAPHIC AND INDUSTRY KNOWLEDGE TO BUILD SPECIFIC IP
BARRIERS TO ENTRY ARE AT LOWEST LEVELS EVER DUE TO SAAS AND SKILL AVAILABILITY
ADVICE
NEW TYPES OF PARTNERSHIPS ARE ON THE HORIZON. BE CREATIVE.
MAKE SURE CUSTOMERS & IP ARE PROTECTED WITH IRON CLAD CONTRACTS & NDAs. BE CAREFUL.
Vendor Numbers Exploding (Your Partner may be your next Competitor)
Convergence is being driven by cloud competition
TREND #5
IT, TELECOM, PRINT, AV, OFFICE PRODUCTS
ALMOST EVERY TRADITIONAL VENDOR (ANDPARTNER) ARE THREATENED BY CONVERGENCE
ADVICE
50% OF TECH DOLLARS ARE NOW SPENT OUTSIDE OF IT – HELP PARTNERS FIND IT
SOLUTIONS FOCUSED EDUCATION & LINE OF BUSINESS COORDINATION CRITICAL
Convergence is being driven by cloud competition
Channel is Getting Mobilein a Serious Way
TREND #6
70% NOW OFFER MOBILE ON LINE CARD
CHECK THEIR OWN PHONES ON AVERAGE 110 TIMES PER DAY
65% PREFER TO INTERACT WITH VENDORS ON SMARTPHONE & TABLET
ADVICE
DEPLOY CHANNELEYES!
DRIVE NEW LEVELS OF COMMUNICATION, SELLING TOOLS, AND MOTIVATION
Channel is Getting Mobilein a Serious Way
Jay McBainCo-Founder
@jmcbain
in/jaymcbain
THANK YOU!