Bob Snyder

Editor in-Chief
Channel Media Europe Ltd.

I Know
How You
Really
Feel
About IT

Page 2

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

Page 3

Squirrely
Adjective:
1. mildly insane
2. Unpredictable
and jumpy
3. nutty: like a
squirrel looking
for nuts
Page 4

Coming Around the Corner: The Future

Page 5

How Fast Does

Change Occur?
The iPad was
announced on
January 27,
2010

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:
its just 4 years
that iPad is in
this world
Page 7

Even airplane
pilots are using
instead of
traditional
charts

iPad gives our pilots access to more accurate

information more quickly. Its the best, most
comprehensive technology that not only United,
but the FAA has approved and supported.
Pete McDonald, COO, United Airlines

Consumerization of IT
now
consumers
get the tech
before the
enterprises

Page 12

More Than Just the IT Landscape

Apple is
changing the
IT
landscape ...
but its also
changed
another...
mobile
phones
Mobility
Page 13

Worlds Most Expensive Tombstones

A New World of Mobile Devices

CONNECTED
DEVICES
According 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.
Page 15

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. Thats
1.4 mobile devices
per capita.
Page 16

The Knock-On Effect on Networks

Page 17

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.
Page 20

The Very Way We Do

Business is Changing

Page 21

Your customers are

now making the tech
decisions that will
lock them in for the
next 10-15 years

OUR FUTURE IS CLOUDY

By 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.

Page 23

What you describe as Cloud

Computing depends upon
where you stand in the
industry, who your partners,
customers and suppliers are.

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)
Page 25

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.

Page 26

Sailing the 7Cs

Cash
Churn
Client Pipeline
Consolidation
Concomitant Monthly
Revenue
Customer Acquisition Cost
Customer Value over Life
Time
Page 27

The Climb Up
By 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 costsavings) to offense (building
business opportunities and
marketplace advantages.)

2016: 30% up from 9%

in 2011)

Page 28

How Hard is the Climb?

How Cloud Changes

IT Integrators

Forrestersays
cloud
transformatio
n will lead to
the
elimination of
up to 15% of
the channel.

Gartner says attrition under

cloud transformationwill
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 dont 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,

from The End of Solution Sales

The New Sales Approach

Move to Architecture from Verticals

Page 35

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 Wont
Be Your
Fathers
Marketing...

5. VERTICAL INDUSTRY &

SYSTEMATIC SALES

6. GROWTH IS NOT A CHOICE.

The channel is under-

capitalized: an average
integrator doesnt 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 wont 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!

Thank you for Listening

www.IT-SP.eu