Transformation Of Networking Channels Without Notes

Transformation ofNetworking Channels

euroLAN

12 October 2009 Keith Humphreys 2

Agenda

Go to Market

Social

Cloud

Summary

Activity

SaaS, MSP

Social Networking

Objective ScopeGO TO MARKET SOCIAL CLOUD SUMMARY

Cloud Computing

Evolving Channel Dynamics Partner survey

Evolving Channel Drivers


Networking InfrastructureEuropean Market

Objective ScopeIntroduction

ConclusionObjective ScopeGO TO MARKET SOCIAL CLOUD SUMMARY


Networking InfrastructureUK Market




Evolving Channel Dynamics

Pre-sale SLA RenewalPurchase

Objective Scope

Vendor

Traders/brokers

Contract assemblers

Exchanges

Reverse auctions

Retailers

Outsourcing services

MSPs/ISPs

SIs/ISVs

VARs

Proximity dealers

Corporate resellers

Distributors

Customised web sites

Logistics providers/ fulfilment houses

Consultants

Special services providers

OEM direct sales force

Web integrators

Customer

Scope

Introduction



Vendor

Traders/brokers

Contract assemblers

Exchanges

Reverse auctions

Retailers


MSPs/ISPs

SIs/ISVs

VARs

Proximity dealers

Corporate resellers

Distributors



Consultants



Web integrators

Customer



Introduction



Traders/brokers

Contract assemblers

Exchanges

Reverse auctions

Retailers


MSPs/ISPs

SIs/ISVs

VARs

Proximity dealers

Corporate resellers

Distributors



Consultants



Web integrators

Customer



Introduction


Vendor


Vendor

Traders/brokers

Contract assemblers

Exchanges

Reverse auctions

Retailers


MSPs/ISPs

SIs/ISVs

VARs

Proximity dealers

Corporate resellers

DistributorsCustomised web

sites


Consultants



Web integrators

Customer



Introduction



Traders/brokers

Contract assemblers

Exchanges

Reverse auctions

Retailers


MSPs/ISPs

SIs/ISVs

VARs

Proximity dealers

Corporate resellers

Distributors



Consultants



Web integrators

Customer



Introduction


Vendor


Channel EngagementModels

Sell To Sell ThroSell With

Objective Scope

Vendor

Traders/brokers

Contract assemblers

Exchanges

Reverse auctions

Retailers


MSPs/ISPs

SIs/ISVs

VARs

Proximity dealers

Corporate resellers

Distributors



Consultants



Web integrators

Customer

Scope

Reward Influencers

Reward Transaction

Agency Model

Deal Reciprocity

Introduction



Results of NA and EMEAPartner Survey

Objective Scope

July 2009 USA EMEACo-Op (Promotional Allowance) 3.18 3.42On-line training 3.07 3.14Partner Portal 3.02 3.29Webinars and web meetings 2.96 3.03Deal Registration 2.95 3.20Partner Locators 2.79 3.50Joint Business Planning 2.97 3.50Mass emails with file attachments

2.47 2.58

Electronic Newsletters 2.21CRM/SFA Tools 1.80

Program Importance to Reseller Sales Activities

Introduction



Channels 1.0> >Channels 2.0 Objective Scope

What’s Going Out What’s Coming In

Responsiveness is critical

Introduction



Channels 1.0> >Channels 2.0

Objective Scope



Introduction



Results of NA and EMEAPartner Survey

Objective Scope

0 hours(Do not visit

at all)

1-5 hours More than 5 hours

Business Networking sites like LinkedIn

41% 55% 3%

Video on Demand sites like YouTube

38% 55% 7%

Blogs about their products or services

38% 55% 7%

Social Networking sites like Facebook

43% 53% 3%

Online communities like Yahoo!

38% 52% 10%

Photo Sharing Sites 72% 28% 0%Twitter 67% 22% 11%

Reseller Time Spent On Social Media Sites Every Week

Introduction

ConclusionObjective ScopeSOCIALGO TO MARKET CLOUD SUMMARY


Social Media/Social Networking

Objective Scope

TacticalSlideShare – FlickrIssuu – SchribdPodcast – Podcastalley

Dual Presence SitesMySpaceFacebook

MicrobloggingTwitterDigg/DeliciousYamma

Training/CommunicationsYouTube – Yahoo VideoSlideShareBlogs

NetworkingMeetupsLinkedIn - PlaxoBranded On-line CommunitiesGoogle / Yahoo Groups

Introduction



Introduction


Social Media/Social Networking


Traditional IT versus Cloud


ConclusionObjective Scope CLOUDGO TO MARKET SOCIAL SUMMARY


Annuity Revenue ModelYear One

Objective Scope

Jan Feb MarApr

May Jun JulAug Sep Oct

Nov Dec

The “Rule of 78s”

Introduction



Annuity Revenue ModelYears Two thro Three

The “Rule of 78s”

Jan Feb MarApr

May Jun JulAug Sep Oct

Nov Dec

Introduction



Annuity Revenue Model

Objective Scope

3 Years at $1,000 per Month

Year 1 Total:$78,000

Year 2 New Revenue:78,000

plus Year 1 Base:+ 144,000


Year 3 New Revenue:78,000

plus Years 1 & 2 Base:+ 288,000


Total Billed After 3 Years:$666,000

Introduction



CloudComputing




Cloud Computing




CloudComputing




Evolving Channel Drivers

Objective ScopeServicesIntroduction

ConclusionObjective Scope SUMMARYGO TO MARKET SOCIAL CLOUD


Outlook isCloudy

Objective ScopeServicesIntroduction

ConclusionObjective Scope SUMMARYGO TO MARKET SOCIAL CLOUD

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Keith Humphreys

Managing Consultant

telephone +44 20 86938693

fax +44 20 86938694

mobile +44 7785246292

Transformation Of Networking Channels Without Notes

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