the it business is...well, squirrely!

Bob SnyderEditor in-Chief

Channel Media Europe Ltd.

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I Know How You

Really Feel

About IT

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If you are reading this on SlideShare: please watch before proceeding further

https://www.youtube.com/watch?v=_2a5AA30RTY

The video is 1 minute long and called “MISSION IMPOSSIBLE SQUIRREL”

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SquirrelyAdjective:

1. mildly insane

2. Unpredictable and jumpy

3. nutty: like a squirrel looking for nuts

SquirrelyAdjective:

1. mildly insane

2. Unpredictable and jumpy

3. nutty: like a squirrel looking for nuts

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Coming Around the Corner: The Future

How Fast Does Change Occur?

The iPad was announced on January 27, 2010

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The Tablet As a Way of Life Now…

88% of US tablet owners use tablets while watching TV at least once a month

January 2014: it’s just 4 years that iPad is in this world…

January 2014: it’s just 4 years that iPad is in this world…

Even airplane pilots are using

instead of traditional

charts

“iPad gives our pilots access to more accurate information more quickly. It’s the best, most

comprehensive technology that not only United, but the FAA has approved and supported.”

Pete McDonald, COO, United Airlines

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Consumerization of IT

…now consumers

get the tech before the

enterprises

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More Than Just the IT Landscape

• Apple is changing the IT landscape ...but it’s also changed another... mobile phones

• Mobility

World’s Most Expensive Tombstones

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A New World of Mobile Devices

CONNECTED DEVICESAccording to GSMA, 9 billion connected

devices in the world today. By 2020, there will be 24 billion and over half of them will be non-mobile devices such as household appliances.

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More Smartphones Than People On The Planet

Cisco predicts by the end of this year there will be more smartphones than people on the planet.

The forecast also predicts by 2016 there could be 10 billion smartphones. That’s 1.4 mobile devices per capita.

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The Knock-On Effect on Networks

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The Connected Age

We are still learning what it means to live and work in the Connected Age vs the Information Age

Connected devices will be a US$1.2 trillion market by 2020.

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The Very Way We Do Business is Changing

Your customers are now making the tech

decisions that will lock them in for the

next 10-15 years

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OUR FUTURE IS CLOUDYBy 2020, there will be a shift from an IT department for end users to a "follow me" IT service provider mentality.

In other words, IT itself will move to the cloud.

The department that manages cloud services will become a cloud service itself.

What you describe as Cloud Computing depends upon where you stand in the

industry, who your partners, customers and suppliers are.

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Different Cloud Roles

Cloud Advisors

Cloud Builders

Cloud Providers (as a Service)

Cloud Resellers

Cloud Integrators (they construct ‘the glue’ between private and public Clouds or between traditional IT and other Cloud infrastructures)

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Channel Future is Cloudy

More than 90% of the channel has cloud offerings in their portfolios.

BUT, the channel has relegated itself to basic applications and services – backup, email, productivity apps, storage – and these offerings will commoditize quickly.

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Sailing the 7Cs

Cash

Churn

Client Pipeline

Consolidation

Concomitant Monthly Revenue

Customer Acquisition Cost

Customer Value over Life Time

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The Climb UpBy 2016, 30% of Enterprise

Architecture efforts will a collaboration between business and IT, says Gartner Inc.

Corporate I.T. networks will move from defence (infrastructure and cost-savings) to offense (building business opportunities and marketplace advantages.)

2016: 30% up from 9% in 2011)

How Hard is the Climb?

How Cloud ChangesIT Integrators

Forrester says cloud

transformation will lead to

the elimination of up to 15% of the channel. 

Gartner says attrition under cloud transformation will eliminate 40% of the existing channel

“In times of rapid change, experience could be your worst enemy."J. Paul Getty

For most , success is believed to come from defending and extending what was done in the past, every day,

every week, every month and every year.

The end of one world is nothing more than the beginning of

another.

You don’t drown by falling in the water. 

You drown by staying there.

New Way to Evaluate Clients

The End of Solution Sales

by Brent Adamson, Matthew Dixon, and Nicholas Toman

The New Sales Approach

…from The End of Solution Sales

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Move to “Architecture” from “Verticals”

1. Establish Your Core Values & Skills.

2. RE-EVALUATE YOUR CUSTOMERS

How profitable are each of

my customers?

Which vertical industries do I invest

in?

3. RETRAIN YOUR SALES FORCE

4. ADD REAL MARKETING

Many integrators lead with their vendors’ brands and reputation.

Solution providers need to do a better job of marketing themselves and creating their own value proposition.

And It Won’t Be Your Father’s Marketing...

5. VERTICAL INDUSTRY & SYSTEMATIC SALES

6. GROWTH IS NOT A CHOICE. • The channel is under-capitalized: an average integrator doesn’t have the financial resources to fund transformation. The only way is through growth.

• Adding 2 or 3 jobs a month and a dozen or so net-new customers per year won’t do the trick. You need HYPER-GROWTH.

ARE YOU WILLING TO SURRENDER WHAT

YOU ARE…?

FOR WHAT YOU COULD BECOME?

Ask Yourself the BIG

Question

I Know What You Are Feeling…

Remember, in the end, the SQUIRREL is willing to JUMP, to LEAP, and CLIMB to get his reward.

Even the humble squirrel is fearless and unrelenting in pursuit of a goal.

Any other way would be…

of course, just

plain..NUTS!

www.IT-SP.eu

Thank you for Listening