cloud and the channel- where's the space?

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CloudSpace for the Channel?

Justin Pirie@justinpirieblog.mimecast.comjpirie@mimecast.comMicrosoft Victoria

June 23rd 2011

on2wheelz

Entrepreneur 10+ Years

Analyst Blogger

Community Manager

Where I Work

tipiro

Cloud Services for Microsoft Exchange

matthewbradley

Email Security

neilalderney123

Email Continuity

dolescum

Email Archive

How the ProblemUsed to be Solved…

minifig

What do Users Get?

mescon

Unlimited Storage

Ronan_C

Fast Search

szeke

100% Uptime

Approaching 1m users

416style

CloudSpace for the Channel?

Cloud, Cloud, Cloud, Cloud, Clo

nyoin

Cloudis Growing

Noah Sussman

Who’s Using Cloud Internally?

Meer

Who’s NOT Using Cloud Internally?

Meer

Who’s Selling Cloud Today?

Meer

Who’s NOT Selling Cloud Today?

Meer

Eating Your Own Dog Food?

the justified sinner

Or, Drinking Your Own Champagne?

ivan rozas

zoutedrop

Current Cloud Landscape

bionicteaching

Let’s Have Some Data

russelldavies

To Understand

2009 = 36%

US Cloud Adoption:

2010 = 56%

US Cloud Adoption:

70%

US Businesses Considering Adoption:

64%

UK Businesses Considering Adoption:

2010 Hype Cycle

2010 Hype Cycle

Email Market?

Robert Couse-Baker

4%

Cloud Email Market Today:

10%

Cloud Email Market in 2012:

30%

Cloud Email Market in 2015:

Cloud: A Double Edged Sword?

Willemvdk

terren in Virginia

A Perfect Storm?

jo'nas

Or Huge Opportunity?

Why?

Willemvdk

Ian Muttoo

From Cap-Ex

To Op-Ex

ihtatho

Cloud: Shift in Focus

Daveblog

Away from Technology

Lars Plougmann

Towards Business

Fellowship of the Rich

Scary?

pixelpyro

Vendor Services now resemble old Channel?

DavidDMuir

Disrupts Financial Model

jypsygen

And Skills Required

416style

Massive Change!

Ambernectar 13

Travel Agents

Disintermediated

Different Business Models

chrisinplymouth

Andrew Coulter Enright

Unclear where Channel adds value?

el clinto

Just because Customers could

ktpupp

Doesn’t mean they will…

But Cloud is complicated…

bandini's.on.fire

Businesses aren’t Greenfield sites

Robert Crum

Business Processes

Business Models

juhansonin

IT Architecture

peterjroberts

All Needs Integration

leftcase

Service Management

Yukon White Light

SLA’s

massdistraction

Support Requirements?

Politics

UK Parliament

Multiple Vendors

jurvetson

Hammer51012

Hybrid Architectures?

Means Pro Services EssentialCraft Australia

Help customers becomeCloud Ready

Sticks…

miletbaker

Reliant on Product? (h/w or s/w) must rethink

phil_g

Or be replaced

busy.pochi

Carrots!

color line

Vendors can’t meet Customer requirements on their own

markwainwright

Immature Cloud Partner Ecosystem + Skills

surlygirl

Cloud Pro Services is $560m in Europe Today

trustypics

Noah Sussman

Growing to $8.2bn in 2015

Management + Integration Will remain a challenge

vancouverfilmschool

Up to 25% of Outsourcing Contracts will be Cloud PS

asparagus_hunter

Cloud is not Plug and Play

Slack pics

Preparation is essential

cliff1066™

Ben McLeod

Channel must embrace…

Or face irrelevance…

.reid.

What’s next?

ElenahNeshcuet

All about the relationship

thorinside

Need to Retain Trusted Advisor Status

katrinalopez.

You must be Educating

Cloud= Evolution + Revolution

We can’t stem the tide

Become a One Stop Shop

_moonpie

bucklava

Construct your portfolio:Cloud Services Brokerage

Noah Sussman

Gartner: CSB = Largest Revenue Growth Area

400 Seats E1

Office365 Example:

£5,616

Office365 Margin:

£9,926

Office365 + Mimecast Margin:

177%

Increase?

£1,890

Recurring Office365 Margin:

£6,010

Recurring Office365 + Mimecast Margin:

318%

Increase?

playerx

Eat Your Own Dog Food

Must have experience to add value

Meanest Indian

trustypics

Cloud Revenue: 6 Tips

markhoekstra

#1 Selling Support

abbyladybug

#2 Adding Services

nataliej

#3 Cross Sell, Upsell.Keep that IT Budget!!!

Leo Reynolds

#4 Do Due Dilligence

Auraelius

Guide Cloud in Safely

Podknox

#5 Deliver “On-Ramp” Cloud Services

Hammer51012

Leverage Cloud and On-Prem: Hybrid

Esthr

#6 Focus on Business Transformation

lisatozzi

In Particular:Customer Outcomes

davestfu

NOT how IT

nccarf_au

But why IT

Cloud: A Double Edged Sword?

Willemvdk

terren in Virginia

A Perfect Storm?

jo'nas

Or Huge Opportunity?

stevecadman

The world is your oyster!

© gapingvoid

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Thank YouFeel free to connect .

Justin Pirie@justinpirieblog.mimecast.comjpirie@mimecast.comMicrosoft Victoria

June 23rd 2011