The Changing Role of the MSP - GFI MAX

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THE CHANGING ROLE OF THE MSP

Dr. Alistair ForbesGeneral Manager, GFI MAX

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THE EVOLVING MSP LANDSCAPE

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The Old Certainties Are Gone

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The New Realities

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Changing Role of the MSP

2014 and GFI MAX

Value

Added

Reseller

Network

Engineer/

Consultant

1st Generation

Managed

Service

Provider

Managed

Service

Provider

2.0

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Changing Role of the MSP

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Changing Role of the MSP

MSP 1.0 skills MSP 2.0 skills

Technical expertise Service management

IT-focused Business-focused

Network design, configuration, installation

Service and vendor research and selection

Business development Business development

Operations excellence Consulting and advisory skills

Product sourcing Vendor management

Infrastructure skills Application skills

Hardware integration Service integration

Recommender and implementer Trusted adviser, service aggregator

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Size isn’t everything …

• Founded 1892• 7,600 employees• Bankrupt 2012

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Speed matters …

• Launched 2010• 16 employees• Bought by Facebook

for $1B in 2012

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Agility – The fast eat the slow

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Agility – Low Icebergs

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Agility – Serve your customer not your systems

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Agility - Bringing it all together

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Resisting Artificial Commoditisation

Paul Kenny – Resistance is Futile - http://bit.ly/1c388YY

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The Role of the Business Owner

http://bit.ly/FergusonFormula

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CLOUD SERVICES

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Cloud Services – Survey Participants

Survey conducted by GFI MAX, August 2013, 701 responses

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Cloud Services – Customer Demand

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Cloud Services – Current Provision

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Cloud Services – Management Demand

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Cloud Services – Management Demand

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Cloud Services – Management Functionality

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Cloud Services – Relative adoption

Source – Computing Magazine (UK), April 2013 survey

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Cloud Services – Completeness of Solution

Source – Computing Magazine (UK), April 2013 survey

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Cloud Services – Storage options

Source – Computing Magazine (UK), April 2013 survey

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Cloud Services – Preferred provider

Source – Computing Magazine (UK), April 2013 survey

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Cloud Services – Relative adoption

Source – CompTIA 4th Annual Trends in Cloud Computing survey, Sep 2013

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Cloud Services – Revenue Opportunity

Source – CompTIA 4th Annual Trends in Cloud Computing survey, Sep 2013

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Cloud Services Management

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Cloud Services Management

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THINK MOBILE …

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Does not compute, Canute …

» Tablet shipments predicted to outstrip PC shipments by 2015 (IDC)

» Smartphone shipments >1.4 billion units in 2015

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People are still buying a lot of PCs

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Just not as many as they used to …

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And maybe they don’t need to …

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Approach to Mobile

» Most RMM mobile apps present a conventional view of the world, cut down and scaled down for small screen device

» Primarily a view capability with limited opportunity to take action

» Makes no use of the unique capabilities of mobile devices□ Gesture-based UI

□ Location-aware capabilities

□ Alternative input methods – voice/photo/video

» New approach required□ Mobile-first

□ Mobile-optimized

□ Field-task oriented

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OPEN PLATFORM

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An Open Platform

» Current API and scripting mechanisms allows integration by third parties and extension of the system

» GFI MAX will continue to integrate the technologies with the broadest appeal to the majority of customers

» We can never deliver all of the solutions that will match the individual requirements of every customer, everyonehas a different piece that would completethe puzzle for them

» Launched community scripting platform

» Extending the API to allow deeper integrationby third parties of a broader range of solutions

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Open at every touch point

GFI MAX Core

Built-in integrations Scripting

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THANK YOU