Round table discussion The Digital Transformation · The Digital Transformation. ... 2005...
Transcript of Round table discussion The Digital Transformation · The Digital Transformation. ... 2005...
Round table discussion The Digital Transformation Moderated by Keith Humphreys euroLAN
9 Jun 2015 Keith Humphreys 2
Introduction Conclusion Objective Scope INTRODUCTION 3rd PLATFORM BUS. OUTCOMES ISV RECRUITMENT
Managed/Cloud Services
Objective Examine the roles distribution can play in the Digital Transformation ie Cloud, Social, Mobile, Big Data, analytics etc
Format Round tables each hosted by a distributor
Topics The 3rd Platform – Chris Barnard, VP European Telecoms & Networking IDC Business Outcomes – Matthew Ball, Principle Analyst at Canalys ISV Recruitment – Keith Humphreys, Managing Consultant at euroLAN
The Digital Transformation
Digital Transforma/on and the 3rd Pla5orm: New Challenges, New Opportuni4es, New Capabili4es
@cbarnard_IDC
Chris Barnard Vice President, European Telecoms & Networking, IDC
[email protected] -‐ +31 642480631 May 2015
Introduction Conclusion Objective Scope 3rd PLATFORM INTRODUCTION BUS. OUTCOMES ISV RECRUITMENT
The ICT Industry's 3rd Pla5orm
Source: IDC
2005 onwards: ICT goes through a period of "crea4ve destruc4on" — the old industry model
is replaced with a new pla5orm for growth and
innova/on. Today, the 3rd Pla5orm (cloud, mobility, Big Data/analy/cs and social) is driving
transforma/on — and the pace of change keeps
increasing as IT becomes the business.
1985-‐2005: Following the introduc/on of the PC and MicrosoW OS, client/server compu/ng
replaced most mainframes. Growth of LANs,
Internet, mobile telephony. IT reshapes the workplace as automa/on becomes a key driver of
efficiency.
1960-‐1985: Mainframe computers in computer
centers. IT separate from the business, with specialist operators running very specific
applica/ons. Slow pace of change and
innova/on.
Millions of users Thousands of apps
Hundreds of millions of users
Tens of thousands of apps
Billions of users Millions of apps
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Impact on VADs § 2nd Pla5orm business will not go away, but manage the decline
§ Build out 3rd Pla5orm capabili/es
§ Choose the right vendor partners to succeed § Enable ecosystem for business, not technology, interac/ons
§ Think about your role in Professional Services § Social business will change the way VADs engage with ecosystem
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Ques/ons § Where do you think the industry is in terms of the transi/on to the 3rd Pla5orm?
§ What are the weaknesses of distributors in a 3rd Pla5orm world?
§ What are the strengths of distributors in a 3rd Pla5orm world?
§ Where do professional and/or cloud services fit into the distributor role in the 3rd Pla5orm?
§ If you were to build a distribu/on company from the ground up today, how would that company look?
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Contact
@cbarnard_IDC
Chris Barnard Vice President European Telecoms & Networking email: [email protected]
7 © IDC Visit us at IDC.com and follow us on Twitter: @IDC
Driving business outcomes with IT
What role should distributors play in driving business outcome-led activities?
Matthew Ball, Principal Analyst
Insight. Innovation. Impact.
Introduction Conclusion Objective Scope BUS. OUTCOMES INTRODUCTION 3rd PLATFORM ISV RECRUITMENT
Insight. Innovation. Impact.
IT under pressure to enable business outcomes Customer’s IT challenges
IT budgets
Maintaining existing IT
Evolving ecosystems
IT buyers and users blurring
Security threats and compliance
Decreasing IT control, limited skills and lack of
innovation
Insight. Innovation. Impact.
Aligning IT with business outcomes is key
Business outcome IT drivers
Assess, detect, protect, respond
IT-as-a-Service
Smart mobile workforce
Software-defined infrastructure
Collaboration
Data center consolidation and transformation
Energy sustainability
Hybrid-IT
IT self-service
Pervasive wireless
Application centric processes
Big Data and analytics
Business process management
Customer experience
Internet of Things
Align IT with desired business outcomes
Agile Optimize Innovate
Insight. Innovation. Impact.
Aim to become a strategic partner
Relevance to customer Strategic Non-strategic
Maintain and manage
Resell, attach and renew
Price and cost reduction-led
Enable
Platform for change, engage beyond IT
Relationship-driven
Transform
Drive differentiation and accelerate growth
Business outcome and professional services-led
Agile Optimize Innovate
Business outcome IT relationships
Insight. Innovation. Impact.
New stakeholders need to be addressed
Agile Optimize Innovate
Business need
HR Legal
Finance Marketing
Sales Product
Users
Business direction
CEO
CIO
CDO
CMO
COO
CPO
Business operation
IT
Purchasing
Operations
Relationship with customer Strategic Non-strategic
Business outcome stakeholders
Insight. Innovation. Impact.
Discussion topics
" What business outcomes should be prioritized in order to establish a set of IT solutions?
" How do you measure the success of these business outcomes?
" What capabilities need to be in place to drive business outcome-led IT projects?
" What programs need to be implemented in order to change the behaviour of the salesforce?
" How can marketing collateral be improved to support business outcome-led sales?
Driving business outcomes with IT
What role should distributors play in driving business outcome-led activities?
Matthew Ball, Principal Analyst
Insight. Innovation. Impact.
Insight. Innovation. Impact.
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Objective Scope Services Introduction Conclusion Objective Scope ISV RECRUITMENT INTRODUCTION 3rd PLATFORM BUS. OUTCOMES
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Cisco Evolution
NetBeyond
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P2P Evolution
NetBeyond
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P2P Evolution
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HP Discover
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HP Discover
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Objective Scope Services Introduction Conclusion Objective Scope ISV RECRUITMENT INTRODUCTION 3rd PLATFORM BUS. OUTCOMES
Questions
Overall How can distributors change the perception that “channel partner recruitment is not their strength”?
Status Are distributors providing a role in the development ecosystems today?
Discussion Should distribution be involved in ISV recruitment? Can distribution be the aggregation point for ISV solutions? Is a Partner to Partner network (P2P) the right solution? Or is a Solution Catalogue a better solution?
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Objective Scope
LinkedIn http://www.linkedin/in/KeithHumphreys Twitter http://www.twitter.com/KeithHumphreys Blogger http://eurolan.blogspot.com SlideShare http://www.slideshare.net/KeithHumphreys Facebook http://www.facebook.com/khumphreys
Keith Humphreys Managing Consultant
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