the it business is...well, squirrely!
TRANSCRIPT
Bob SnyderEditor in-Chief
Channel Media Europe Ltd.
Page 2
I Know How You
Really Feel
About IT
Page 3
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