Around the Data Center Webinar

TBR

TECHNOLOGY BUSINESS RESEARCH, INC.

Four TBR analysts discuss relevant IT topics

June 24, 2014

Around the Data Center

TBR

TBR Quarterly Webinar Series | 06.25.14 | www.tbri.com | ©2014 Technology Business Research Inc.

Around the Data Center: Webinar Presenters

Matt HealeyPrincipal Analyst

Email: [email protected]: @mhealey_TBR

Patrick HeffernanPrincipal Analyst, IT Services

Email: [email protected] Twitter: @TBR_PatrickH

Allan KransPrincipal Analyst, Cloud

Email: [email protected] Twitter: @allankrans

Jillian MirandiSenior Analyst, Cloud

Email: [email protected] Twitter: @JillianNotes

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mailto:[email protected]




TBR


Around the data center — 4 analysts, 4 topics, 1 winner

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Overview

Each analyst will comment in a discussion about the four topics

Topics cover a wide range of areas related to the overall IT market, not just traditional enterprise data center

• Topic 1: Will the millennials change IT, or is the IT industry making too much of their impact on the workforce?

• Topic 2: Return of the platform wars

• Topic 3: What will be the effect of the Internet of Things?

• Topic 4: Evolution of IT selling, moving from a “blue suited” sales model to “add to cart”

• Winner’s commentary

TBR

TBR Quarterly Webinar Series | 06.25.14 | www.tbri.com | ©2014 Technology Business Research Inc. 4

Will the millennials change IT, or is the IT industry making too much of their impact on the workforce?

Topic 1

TBR


•Millennials bring a different perspective and are unencumbered by the past.• Increasing power of IT tools helps everyone achieve spectacular results quickly.



Topic 1



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Who cares how generations approach IT or what expectations the next-greatest generation has about the workplace? It is not the workers that are changing, it is the work. The top talent will not be defined by age or rewarded for having hip facial hair; top talent will do today’s work, including IT work, better than everyone else.



Topic 1



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•Constant and instant access to all things IT•Cell phones and tablets, online profiles, streaming media, online shopping and content are central to millennials’ lives.• Expected: Same level of access, speed, integration and simple user interface in their work lives as in their personal lives



Topic 1



TBR


Millennials are the representation of much broader changes in the ways IT will be delivered. The specialization of IT is advancing at a tremendous pace. Similar to automotive repair, skills to design and maintain IT systems will be concentrated in a smaller segment of the IT ecosystem. Millennials accept and expect that type of relationship with technology.



Topic 1



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Topic 2

Return of the platform wars

TBR


Omniscience and omnipresence (O+O) will determine who wins. Just like the boxers in the ring are just the entertainment, with the real money made by the bookies, it will be the services companies, including those with O+O platforms, that succeed.

Topic 2





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Platform wars are happening on two fronts.•Underlying business platform on which to run a business•Vertical focus to driver industry-specific applications



Topic 2



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Consolidation will come. Google, Amazon, SAP, VMware and Microsoft are merely the largest fish in a huge ocean of offerings in this space. The battlefield for this war is massive, spanning on-premises, cloud, mobile, professional and personal use cases.



Topic 2



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• Platform wars are fun to watch.• Tend to last longer than people think, as changes tend to be slower than most people expect•Defined by losers rather than winners from a technology perspective•Do not count out the services providers.



Topic 2



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Topic 3

What will be the effect of the Internet of Things?

TBR


Topic 3

• Internet of Things (IoT) is changing everything.•Will drive cloud, hardware and software sales•Will drive business intelligence (BI) sales and creation of smarter machines•Many use cases•Continual change (portfolio, website, interactions)





TBR


Use cases will drive adoption of IoT. Framing the immense pools of new and existing data is critical to delivering real value from IoT, not just driving more storage and compute capacity for IT vendors.



Topic 3



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•Collecting more data faster does not mean better decisions; often it just means faster decisions.•Analytics and big data are both art and science.• There will be a steep learning curve as enterprises try to figure out how to get the most value from the increase in data.



Topic 3



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•Humans are chaotic and messy, and (most humans) like things a little bit imperfect.• Perfectly connected, synchronized and prescient “things” will be a challenge for humans to interact with and want — especially if those things are truly everywhere.



Topic 3



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Topic 4

Evolution of IT selling, moving from a ‘blue suited’ sales model to ‘add to cart’

TBR


• The playing field has leveled. Cloud and “add to cart” can reduce customers’ costs and provide fair and transparent pricing. •Vendors need to match the cost of sales with the value add for customers. Blue suits will not go away, but will be used more sparingly.

Topic 4





TBR


• Time to value is becoming more important. •Customers expect faster response times, so the traditional long RFP/RFQ process needs to accelerate.• In the near term, companies that can incorporate the best from the “add to cart” and the personal sales rep will be best positioned.



Topic 4



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What buyers expect — who is the seller — is changing; the seller is not the IT but the ITO. User experience combined with lowered costs of high-powered IT results in many more buyers. The good sales guys will catch more (smaller) fish faster.



Topic 4



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•Cloud vendors count on “easy” and “cheap” renewal; upsell will underpin long-term success.•Different sales motions, different sales compensation, smarter customers



Topic 4



TBR


James McIlroy Vice President of SalesEmail: [email protected]: 603.929.1166

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TBR Around the Data Center Webinar Contact Information

Twitter: @TBRincSlideShare: www.slideshare.net/TBR_Market_InsightYouTube: www.youtube.com/user/TBRIChannelLinkedIn: www.linkedin.com/company/technology-business-research

Matt HealeyPrincipal AnalystEmail: [email protected]: @mhealey_TBRTelephone: 603.758.1846

Patrick HeffernanPrincipal Analyst, IT ServicesEmail: [email protected] Twitter: @TBR_PatrickHTelephone: 603.758.1834

Allan KransPrincipal Analyst, CloudEmail: [email protected] Twitter: @allankransTelephone: 603.758.1819

Jillian MirandiSenior Analyst, CloudEmail: [email protected] Twitter: @JillianNotes Telephone: 603.758.1854


https://twitter.com/TBRinc

http://www.slideshare.net/TBR_Market_Insight

http://www.youtube.com/user/TBRIChannel

https://www.linkedin.com/company/technology-business-research





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Benchmarks and Market Landscapes(Benchmark XLS data is also available)

• CA Technologies• Dell Software*• HP Software• IBM Software• Microsoft Corp.• Oracle Corp.• Red Hat• SAP AG• SAS*• Symantec• VMware

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• Business Intelligence Software Vendor Benchmark*The benchmark includes BI business of select Software Business Quarterly vendors and additional pure-play firms (30 planned for CY4Q13).

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*Semiannual publication; **Annual publication

SourceIT — IT Customer Segment ReportsInsight and in-depth study results on N. American and large enterprise budgeting, buyers and competitors across workloads

• SourceIT Banking & Financial Services**• SourceIT Healthcare**

• SourceIT Public Sector**• SourceIT Retail**• SourceIT Telecom**

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TBR

TECHNOLOGY BUSINESS RESEARCH, INC.

About TBR

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