grow leads and channel roi - jay mcbain / channeleyes

GROW YOUR LEADS & CHANNEL ROI

Jay McBainCo-Founder & COO

@jmcbain

in/jaymcbain

SECRETS FROM THE PROS

Before we get started…

LET’S PREDICT THE FUTURE

Before we get started…

LET’S PREDICT THE FUTURE

Before we get started…

LET’S PREDICT THE FUTURE

“The future is never as fast or radical

as we predict”

Gartner Identifies the Top 10 Strategic Technology Trends for 2015

VENDOR OPPORTUNITIES

Mobile Device Diversityand Management1

Mobile Device Diversityand Management

“The unexpected consequence of bring your own device (BYOD) programs is a doubling or even tripling of the size of the mobile workforce. This is placing tremendous strain on IT and Finance organizations.”

1

Mobile Apps andApplications2

Mobile Apps andApplications

“Apps will continue to grow while applications will begin to shrink. Apps are smaller, and more targeted, while a larger application is more comprehensive.”

2

3

~3 devices per person

~10 devices per person

Internet of EVERYTHING

By 2020, there will be 31 billion devicesconnected across 4 billion people

IPv6 Protocol340,282,366,920,938,463,463,374,607,431,768,211,456

possible internet addresses

That’s 100 devices for every atom on the face of the earth

WIFI Basketball

Consumerization will be

fun to watch – but

NOT where the money is

WIFI ToothbrushYes, this is happening

(but not why you think)

“The problem is that most enterprises and technology vendors have yet to explore the possibilities of an expanded internet and are not operationally or organizationally ready.”

3Manage | Monetize | Operate | Extend

4

“Hybrid cloud services can be composed in many ways, varying from relatively static to very dynamic. Managing this composition will the role of cloud service broker (CSB), which handles aggregation, integration and customization of services.”

4

Cloud / ClientArchitecture5

Cloud / ClientArchitecture

“The increasingly complex demands of mobile users will drive apps to demand increasing amounts of server-side computing and storage capacity.”

5

The Era of Personal Cloud6

The Era of Personal Cloud

“Users will use a collection of devices, with the PC remaining one of many options, but no one device will be the primary hub. Rather, the personal cloud will take on that role.”

6

Software DefinedAnything7

Software DefinedAnything

“Momentum for improved standards for infrastructure programmability and data center interoperability driven by automation inherent to cloud computing, DevOps and fast infrastructure provisioning.”

7

Web-Scale IT8

Web-Scale IT

“Large cloud services providers such as Amazon, Google, Facebook, etc., are re-inventing the way IT in which IT services can be delivered. Their capabilities go beyond scale in terms of sheer size to also include scale as it pertains to speed and agility.”

8

9

The smart machine era will blossom with a proliferation of contextually aware, intelligent personal assistants, smart advisors, advanced global industrial systems and public availability of early examples of autonomous vehicles.”

9

3-D Printing10

Worldwide shipments of 3D printers are expected to grow 75 percent in 2014 followed by a near doubling of unit shipments in 2015.

3-D Printing10

Where Are Channel Opportunities?

What are the forces on the Channel?

The NEWNormal

MILLENIALS UBIQUITOUSCONNECTIVITY

GROWTH OF VIRTUALIZATION

COST OFCLIENT/SERVER

PERVASIVECOMPUTING

MATURITYOF CLOUD

IS YOUR CHANNEL PROGRAM READY?6 MAJOR TRENDS IMPACTING 2015

The channel is shrinking at an alarming rate

TREND #1

DOWN 36% SINCE 2008

NOT REBOUNDING WITH ECONOMY

FURTHER 10-15% REDUCTIONS EXPECTED

The channel is shrinking at an alarming rate

ADVICE

GENERAL “FOG A MIRROR” RECRUITINGIS OVER – BE SELECTIVE & SEGMENT

ALIGN INCENTIVES AND MOTIVATION

SEEK OUT CONNECTORS & INFLUENCERS

The channel is getting younger – much younger

TREND #2

40% OF CHANNEL RETIRE IN NEXT 10 YEARSREPLACED WITH MILLENIALS (75% IN 10 YRS)

NEW BUSINESS MODELS,LOOK LIKE VENDORS

ADVICE

LOOK FOR INTEGRATION ALLIANCES & UNIQUE BUSINESS PARTNERSHIPS

GO MOBILE

PREPARE FOR A MORE TRANSIENT CHANNEL

The channel is getting younger – much younger

Managed Services has Plateaued

TREND #3

ONLY 12%OF PARTNERS SELL >50% REVENUE

29.1% OF PARTNERS OFFER ON LINE CARD

FLAT OVER PAST 3 YEARS

ADVICE

OFFER A PROGRAM, INCENTIVES & SUPPORT FOR MSP’s

MAKE SURE NOT TO GET TOO FOCUSED ON MSP MARKET

Managed Services has Plateaued

Vendor Numbers Exploding (Your Partner may be your next Competitor)

TREND #4

CHANNEL LEVERAGING DEEP GEOGRAPHIC AND INDUSTRY KNOWLEDGE TO BUILD SPECIFIC IP

BARRIERS TO ENTRY ARE AT LOWEST LEVELS EVER DUE TO SAAS AND SKILL AVAILABILITY

ADVICE

NEW TYPES OF PARTNERSHIPS ARE ON THE HORIZON. BE CREATIVE.

MAKE SURE CUSTOMERS & IP ARE PROTECTED WITH IRON CLAD CONTRACTS & NDAs. BE CAREFUL.

Vendor Numbers Exploding (Your Partner may be your next Competitor)

Convergence is being driven by cloud competition

TREND #5

IT, TELECOM, PRINT, AV, OFFICE PRODUCTS

ALMOST EVERY TRADITIONAL VENDOR (ANDPARTNER) ARE THREATENED BY CONVERGENCE

ADVICE

50% OF TECH DOLLARS ARE NOW SPENT OUTSIDE OF IT – HELP PARTNERS FIND IT

SOLUTIONS FOCUSED EDUCATION & LINE OF BUSINESS COORDINATION CRITICAL

Convergence is being driven by cloud competition

Channel is Getting Mobilein a Serious Way

TREND #6

70% NOW OFFER MOBILE ON LINE CARD

CHECK THEIR OWN PHONES ON AVERAGE 110 TIMES PER DAY

65% PREFER TO INTERACT WITH VENDORS ON SMARTPHONE & TABLET

ADVICE

DEPLOY CHANNELEYES!

DRIVE NEW LEVELS OF COMMUNICATION, SELLING TOOLS, AND MOTIVATION

Channel is Getting Mobilein a Serious Way

Jay McBainCo-Founder

@jmcbain

in/jaymcbain

THANK YOU!