hannel Change Agent Jay McBain Co-Founder @jmcbain in/jaymcbain
The Future of the IT Channel - Vertical System Reseller (VSR) Business Optimization Summit Keynote
Dec 18, 2014
Channel Change Agents: Keynote Speaker: Jay McBain, Co-Founder, ChannelEyes
The last few years have been some of the most disruptive in terms of technological innovation in the channel and the reseller community. Between the huge push for new technologies that can better target consumers and the development and acceptance of software and analytics, the time is perfect for solution providers to adapt, advance and restructure their businesses to meet this new demand.
In the past few years, there has been an obvious shift in the traditional VAR business model and the part resellers play in the grand machination that is the Channel. Business models have been altered, new solutions have been adopted and the role of the VAR has moved from that of integrator to consultant. The biggest metamorphosis, however, is currently playing out, and that’s the solution provider as change agent.
Where once, VARs were called upon only to refresh and update existing systems or when a technology would break down, today’s solution providers are being relied on to help their end-users build better relationships with their consumers, solve business problems that have yet to be defined and, in some cases, save their clients’ businesses from stagnation and closure.
This year, VSR’s Business Optimization Summit is expanding westward with a second conference in San Diego, CA, featuring tons of business-building seminars, networking opportunities and discussions on how to help your end-users thrive, while expanding your own company. The executives you’ll hear from share their stories about specific initiatives – what they learned, what pitfalls they experienced and how they achieved success. Industry analysts share up-to-the-minute research results and facts on industry trends to keep you informed and on course for solid business growth. VARs and ISVs will have the opportunity to network with other high-level solution integrators as well as executives from some of the leading technology manufactures in the Channel.
The last few years have been some of the most disruptive in terms of technological innovation in the channel and the reseller community. Between the huge push for new technologies that can better target consumers and the development and acceptance of software and analytics, the time is perfect for solution providers to adapt, advance and restructure their businesses to meet this new demand.
In the past few years, there has been an obvious shift in the traditional VAR business model and the part resellers play in the grand machination that is the Channel. Business models have been altered, new solutions have been adopted and the role of the VAR has moved from that of integrator to consultant. The biggest metamorphosis, however, is currently playing out, and that’s the solution provider as change agent.
Where once, VARs were called upon only to refresh and update existing systems or when a technology would break down, today’s solution providers are being relied on to help their end-users build better relationships with their consumers, solve business problems that have yet to be defined and, in some cases, save their clients’ businesses from stagnation and closure.
This year, VSR’s Business Optimization Summit is expanding westward with a second conference in San Diego, CA, featuring tons of business-building seminars, networking opportunities and discussions on how to help your end-users thrive, while expanding your own company. The executives you’ll hear from share their stories about specific initiatives – what they learned, what pitfalls they experienced and how they achieved success. Industry analysts share up-to-the-minute research results and facts on industry trends to keep you informed and on course for solid business growth. VARs and ISVs will have the opportunity to network with other high-level solution integrators as well as executives from some of the leading technology manufactures in the Channel.
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Transcript
Channel Change Agents
Jay McBainCo-Founder
@jmcbain
in/jaymcbain
“The future is never as fast or
radical as we predict”
Gartner Identifies the Top 10 Strategic Technology Trends for 2014
Mobile Device Diversityand Management1
Mobile Device Diversityand Management
“The unexpected consequence of bring your own device (BYOD) programs is a doubling or even tripling of the size of the mobile workforce. This is placing tremendous strain on IT and Finance organizations.”
1
Mobile Apps andApplications2
Mobile Apps andApplications
“Apps will continue to grow while applications will begin to shrink. Apps are smaller, and more targeted, while a larger application is more comprehensive.”
2
3
“The problem is that most enterprises and technology vendors have yet to explore the possibilities of an expanded internet and are not operationally or organizationally ready.”
3Manage | Monetize | Operate | Extend
4
“Hybrid cloud services can be composed in many ways, varying from relatively static to very dynamic. Managing this composition will the role of cloud service broker (CSB), which handles aggregation, integration and customization of services.”
4
Cloud / ClientArchitecture5
Cloud / ClientArchitecture
“The increasingly complex demands of mobile users will drive apps to demand increasing amounts of server-side computing and storage capacity.”
5
The Era of Personal Cloud6
The Era of Personal Cloud
“Users will use a collection of devices, with the PC remaining one of many options, but no one device will be the primary hub. Rather, the personal cloud will take on that role.”
6
Software DefinedAnything7
Software DefinedAnything
“Momentum for improved standards for infrastructure programmability and data center interoperability driven by automation inherent to cloud computing, DevOps and fast infrastructure provisioning.”
7
Web-Scale IT8
Web-Scale IT
“Large cloud services providers such as Amazon, Google, Facebook, etc., are re-inventing the way IT in which IT services can be delivered. Their capabilities go beyond scale in terms of sheer size to also include scale as it pertains to speed and agility.”
8
9
The smart machine era will blossom with a proliferation of contextually aware, intelligent personal assistants, smart advisors, advanced global industrial systems and public availability of early examples of autonomous vehicles.”
9
3-D Printing10
Worldwide shipments of 3D printers are expected to grow 75 percent in 2014 followed by a near doubling of unit shipments in 2015.
3-D Printing10
Just the Facts
Where are we now?
How Did We Get Here?
$The NEWNormal
MILLENIALS UBIQUITOUSCONNECTIVITY
GROWTH OF VIRTUALIZATION
COST OFCLIENT/SERVER
PERVASIVECOMPUTING
MATURITYOF CLOUD
~3 devices per person
~10 devices per person
Internet of EVERYTHING
By 2020, there will be 31 billion devices connected across 4 billion people
IPv6 Protocol340,282,366,920,938,463,463,374,607,431,768,211,456
possible internet addresses
That’s 100 devices for every atom on the face of the earth
WIFI Basketball
Consumerization will be fun to watch – but
NOT where the money is
WIFI ToothbrushYes, this is happening
(but not why you think)
Where Are Channel Opportunities?
8 Opportunities to Spotin your Home Town
Connected Advertising and Marketing1
Smart Factories2
Intelligent Traffic Management3
Parking Space Management4
Waste Management Systems5
Smart Electricity Grids6
Smart Water Systems7
Smart Warehouses8
Update on
Just the Facts
Where are we now?
85% of workers bring work home
87% of workers travel
84% use a smartphone for work
BYOD is not coming …it is here
Only 32% of companies have a formal mobility policy in place
Source:
Top Customer Fears (Opportunities)
1. Accidental loss of devices with sensitive data
68%2. Threats from mobile viruses and malware 49%3. Access to mobile apps by unauthorized users
35%4. Lack of Strong Authentication standards 31%5. Inability to manage mobile devices
31%6. Configurations don’t comply with policy 29%7. Lack of VPN software/compatibility to enterprise 27%
% of SMBrespondents
Source:
Healthcare is the fastest growing industry
Where are the opportunities?
Source:
85% of doctors own a smartphone, 56% use it in clinical practice
Pharmaceuticals, Manufacturing and Retail are also HOT
Field Mobility Organizations are laggards
Just the Facts
Where are we now?
What is BYOA?Source:
Downloading unauthorized apps serious
concern by 48% of respondents
900,000+ APPS
1,000,000+ APPS
100,000+ APPS
100,000+ APPS
BYOD: OPPORTUNITY 1
3 Key Focus Areas:
1. Information protection: Determine information that is and is not deemed “cleared” for consumption on mobile devices either due to its sensitivity or due to the compliance burdens associated with handling it.
2. User sensitivity: Creating a profile of at-risk users and the security required for their access to critical information.
3. System risk: Take advantage of features such as on-device encryption, the use of VPNs and multi-factor authentication provides a line of safety between users, their devices and the back-end. Tiered information access.
Risk Assessment/OpportunityWhat can you do that protects your customer and that they are comfortable with vs. what is good for their employee?
Source:
BYOD: OPPORTUNITY 2
How are you going to protect the data? How are employees going to log in? What devices are you going to allow on the network? What employee security mandates are you going to impose? Are you going to allow Personal Identifiable Information (PII) or
Protected Health Information (PHI) on the devices? What are data compliance/privacy requirements for your
customers industry? (ie. Privacy Act, PIPA (AB), HIPAA, GLBA, PCI, SOC, etc.)
Create a Mobility Policy/DeployQuestions to consider:
Source:
BYOD: OPPORTUNITY 3Mobile Device Management
Over a hundred choices…and counting
BYOD: OPPORTUNITY 4Infrastructure and Support
1. WLAN Coverage/Performance2. Employee Support/Helpdesk3. Device Provisioning4. Line of Business Consulting5. Device Hot Spare programs6. Audio/Video Upgrades7. Mobile Printing/Document Management8. Building/Electrical Upgrades
BYOD: OPPORTUNITY 5Strategy and Integration
Manage Business-to-Employee and Business-to-Customer environments.
Define Social goals, business goals, financial goals, and risk management goals.
Surfacing and managing APIs to access enterprise information and systems.
Integration with third-party applications and partners in the value-stream.
App Store delivery and management.
Opportunity for Channel Triple Play
Source:
Current Channel Specialties
“Triple Play”
What are some other Channel Opportunities?
100,000 vendors driven by new mobile
cloud economy, compete for your attention
Opportunity #1
Logical data warehouses bringing together information from multiple sources on demandwill replace the single data warehouse model.
BIG DATAis driven from smaller channel solutions
Opportunity #2
The Channel WILL sell hardwareNot smartphones, tablets, basketballs or toothbrushes…but instead, In-Memory Computing, Extreme Low-Energy Servers,Cloud-enablement and security devices, and tons of infrastructure.
Opportunity #3
Managing security, compliance, data portability, fragmentation and device support drives:
channel opportunity
Opportunity #4
Jay McBainCo-Founder
@jmcbain
in/jaymcbain
Channel Change Agents
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