PowerPoint Presentation

Channel Partners: Where Ideas Get Real

Time for Action 5 Key Truths the Channel Needs to Face About the FutureBusiness Success SymposiumSponsored by

SPEAKERCarolynAprilSenior Director,Industry Analysis

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DeathTaxesYou cannot fight City HallYou can lead a horse to water but cannot make him drinkCant help falling in loveCant wring blood from a stone

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Truth 1 New CompetitorsChallenge Market

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Everybodys Talking About New IT Channels

Digital Marketing Agencies

Telecom Agents

Non-Tech Professional Firms

SaaS ISV Channel

Click-to-Provision Cloud

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Main Factors Endangering the FutureNo. 1New types of competitorsNo. 2Vendors going directNo. 3Aging of the channel

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Sales & Marketing = Competitive EdgeChannel Execution TodayTripling Down

33% are creating incentives to drive sales in new business areas32% are rebranding their business as a service provider31% are increasing their marketing budget

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Truth 2Cloud Could Be Your Friend or Foe

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Channel View on Cloud = Reality CheckAmong end users in 2014, 42% reported being in full production with cloud.In 2016? The number dipped to 33%

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Become a cloud vendor managerLester Keizer example more emphasis on the BUSINESS CONSULTANTHow many SaaS apps can you manage?10

Cloud Remains Critical Engine for FutureCloud vs. Established Products/Services Revenue GrowthCloud vs. Established Products/Services Profit Margins

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Truth 3The Channel is Aging

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Workforce Composition Changing Rapidly

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Exit Strategies Leading to Channel M&As

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Become a cloud vendor manager14

Whos Going to Fill the Void in Channel?Nicholas BlackCEO at Americas IT DoctorsGreater Atlanta Area

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Become a cloud vendor manager15

Truth 4 Specialization is Key to Success

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Specialization Spans More Than You Think

Vertical industry expertise

Customer segment niche

Technology solutions prowess

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Become a cloud vendor manager17

How About Developing Your Own IP?

Evan LeonardCEO CrushBankNew York Metro Area

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Become a cloud vendor manager18

Truth 5 Its All About the End Customer

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Add a vendor relationship slide from the State of Channel19

LOB Buyers: Missed Opportunity?Outside tech firm / MSPCombination internal IT & Individual LOB unitInternal ITWithin individual LOB unitReflects the means by which non-IT LOB end customers implement, secure and manage their tech investments over time.

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Need for education20

SMBs: How the Channel Can Improve

Availability / 24/7 supportBetter communicationsMore proactiveFaster response timeRespond to issues in a more timely mannerMeet project deadlinesPrompt and courteous repliesCORE AREAS FOR IMPROVEMENTListening to true needs Understanding business / vertical betterTechnical roadmap / vision of futureMake systems more user-friendlyBetter customization to specific needsCloud servicesMore/better ideas for integrating different elementsHIGHER LEVEL AREAS FOR IMPROVEMENT

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5 Truths Recap

New CompetitorsCloud RealityAging ChannelSpecializationCustomer is King

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THANK YOU!

Channel Partners: Where Ideas Get Real