how to become a best in class cloud provider - ingram cloud summit 2016

HOW TO BECOME A BEST IN CLASS CLOUD PROVIDER

INGRAM CLOUD SUMMIT 2016

Jay McBain jaym@channeleyes.com 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 jaym@channeleyes.com jmcbain

SESSION SURVEY

TIMEDon’t have the

app?Search Cloud Summit 2016in the App Store or Google

Playor visit ddut.ch/cs16