how to become a best in class cloud provider - ingram cloud summit 2016
TRANSCRIPT
HOW TO BECOME A BEST IN CLASS CLOUD PROVIDER
INGRAM CLOUD SUMMIT 2016
Jay McBain [email protected] jmcbain
UNDERSTAND THE MARKET OPPORTUNITY
75% OF WORLD TRADE FLOWS INDIRECTLY
Global Cloud Market: $204BGROWING AT 23% AGR
90% OF COMPANIES NOW USING CLOUD60% OF THOSE HAVE CONVERTED AT
LEAST 1/3 OF INFRASTRUCTURE
However, BIG numbers mean little to you or your
market1. WHAT ARE YOUR CUSTOMERS
DOING?2. ARE YOU LOSING TO SHADOW IT?3. ARE YOU SPOTTING (AND WINNING)
NEW OPPORTUNITIES?
In fact, some CHALLENGING trends are impacting solution
providers today…
DEMOGRAPHICS36% DECLINE
IN IT PARTNERS SINCE 2008
40% PARTNERSRETIRING IN NEXT 10 YEARS
75% CHANNELWILL BE MILLENNIALS BY 2024
90% OF IT DECISIONS MADE OUTSIDE OF IT DEPARTMENTBY 2020 ACCORDING TO GARTNER – TODAY IS
72%
CHANGING OF THE GUARD
CLOUD, SAAS, MANAGED SERVICES, RECURRING REVENUE AND A CHANGING CUSTOMER SPEND
THE FUTURE IS NEVER AS FAST OR RADICAL
AS WE PREDICT“
”
WHAT DOES IT TAKE TO BE A
BEST IN CLASS CLOUD PROVIDER?
UNDERSTAND THE 5 NEW VECTORS
1. INDUSTRY VERTICAL
2. LINE OF BUSINESS
3. CUSTOMER SIZE
4. GEOGRAPHY
5. TECHNOLOGY
DETERMINE HOW TO CLOSE THE SKILLS GAP
BUILD,PARTNER, ACQUIRE,
OR MERGE?
RESULTING IN…
IN A FEW YEARS, VENDORS WILL OUTNUMBER PARTNERS
SUMMARY1. DON’T GET CAUGHT UP IN CLOUD HYPE2. UNDERSTAND THE SHIFTING LANDSCAPE3. TAKE ADVANTAGE OF OPEN VECTORS4. GET THE RIGHT SKILLS5. TURN THE TABLES – BECOME A VENDOR!
Jay McBain [email protected] jmcbain
SESSION SURVEY
TIMEDon’t have the
app?Search Cloud Summit 2016in the App Store or Google
Playor visit ddut.ch/cs16