cloud channel summit 2015 - rhipe · cloud channel summit 2015 | @rhipecloud #rccs15 revenue path...

Cloud Channel Summit 2015 | @rhipecloud #RCCS15@rhipecloud #RCCS15

Cloud Channel

Summit 2015Australia & New Zealand

March/April 2015

Cloud Channel Summit 2015 | @rhipecloud #RCCS15

Thank you to our sponsors

Cloud Channel Summit 2015 @rhipecloud #RCCS15


Agenda – Keynotes

Morning Keynote Presentations8:00 AM Registration opens

8:30 AM Welcome address

8:30 AM

Keynote Presentations

1. Understanding the changing world of the CIO.

What is driving your customers’ decision making?

Foad Fadaghi, Managing Director & Principle Analyst, Telsyte

2. An insight into the Service Provider channel:

What are the key drivers, challenges and factors for success.

Stephen Parker, VP Market Research, rhipe

3. rhipe: The cloud from end to end – How we can help

you capture your share of the cloud economy.

Julie Cooper, Country Sales Manger – Australia, rhipe

10:00

AMMorning Tea


Agenda – Business and technical

Business Stream 1 Business Stream 2 Technical Stream 1 Technical Stream 2

Time

Find out how rhipe can help

you capture your share of

the Cloud economy

Technology Solutions to

drive your business success

10:30 AM

Citrix: Capturing the

Workspace as a Service

market opportunity with

Citrix

Intel Security: Unlocking the

business potential in

security VMware & Management

Automation

(60 min)

11:00 AM

Why use Red Hat? The

business benefits of using

the Red Hat solution

Veeam: How is your cloud

solution addressing

Availability for the Modern

Data Centre?

11:30 AM

Clouds of Gold: The

VMware program for

Service Providers

How rhipe Cloud Solutions

can help partners to grow

their business

Veeam: Building and

delivering your cloud to

address the availability gap

(60 min)

Citrix: Leveraging Citrix

Best Practice to achieve

scalability, first-class user

experience and increased

margin

(60 min)12:00 PM

Microsoft 1: Server & Cloud

enrolments - what is their

value to the Service

Provider?

2: Windows Server 2003 -

the Service Provider

opportunity.

Adding an ERP revenue

stream to your business

12:30 PM Lunch


Agenda – Technical workshops

Technical Workshops

Workshop 1 Workshop 2 Workshop 3 Workshop 4

1:30 PM

Explore the

Microsoft Cloud

with Phil Meyer

Citrix: Leverage

FREE Citrix

technical learning

labs

(laptops required)

VMware NSX

Network

Virtualisation

Platform

Red Hat

Technology:

Understanding

Cloudforms

(*SYD & MEL only)

4:30 PM Day End


Agenda – Keynotes

Today is about YOU

Julie and I are your champions for the day

Rules:

Prizes

Feedback

Follow rhipe on social

There are no

stupid questions

Whinging is

for Poms

Tweet

of the dayOther


Understanding the changing

world of the CIO.

What is driving your customers’

decision making?

Foad Fadaghi, Managing Director

and Principle Analyst, Telsyte


Stephen Parker

VP Market Research

Are you relevant?


Context – change

Cloud

Gartner Top 10

trends 2015 – Cloud

is the new IT reality

Big Data

Accenture – 89%

believe no big data

strategy = business

risk, market share

loss

Mobility

IDC – APAC $25bn

M-commerce market

in 2015 (accounting

for 50% of all

e-commerce)

Enterprise

Social

Avanade - majority

of large companies

are leveraging

consumer-driven

social networking

instead of enterprise-

class social


Context – more change

Security

Top 3 across most

surveys

But…

IoT

IDC - $8.9tn & 212bn

devices by 2020

3D printing

Canalys – 3D printing

$16.2bn by 2018,

CAGR 45.7%

Wanted Analytics –

35% of ads for

engineering jobs

prioritise 3D printing

(Sept 14)

Next

Shift Happens…

“Buyer pull” vs “Supplier push”


Understanding the Bow Tie


Revenue Path

Software resale switches

to subscription model

with increased volume

and decreased revenue.

Infrastructure services

move to Cloud

integration with an initial

upturn and steady

growth thereafter

Managed services,

moves away from server

services and increases in

total volume with a shift

towards devices,

security, deployment, and integration

Solutions Value Adders

maintains current rate

with a focus on

strategic applications and hybrid integration

On-Premises

Cloud

ResellerInfrastructure

Value Adder

MSP

Value Adder

Software Solutions

Value Adder

R VA

VAR Revenue ShiftMicrosoft Business Model Transformation 2012


Forrester SurveyKey target survey sample scope

Survey Scope

Total: 79 interviews

Target companies: rhipe cloud

partners in ANZ region

Target roles: Head roles like

CEO, COO, CIO/CTO, senior

managers, and managers

Database: Database -

provided by rhipe and

augmented by Forrester

Survey LOI: 25 to 30 minutes


What makes fast

growing service

providers different?


The fast growing IT partners are more likely

to be Managed Services Providers

Source: 61 IT partners who expect to growth their business by at least 10% over the next two years

2%

3%

5%

5%

13%

15%

16%

41%

Trusted Advisor

Independent softwarevendor (ISV)

Direct market reseller(DMR)

Systems integrator (SI)

Hosting service provider

Value-added reseller(VAR)

IT consulting firm

Managed serviceprovider (MSP)

Which one best describes your company?

35%

Total % from 79 IT partners

16%

24%

10%

6%

4%

3%

1%

The shift from

VAR to MSP


Are you expanding your service offerings, simplifying them,

or keeping them the same or similar?

These fast growing IT partners are aggressively

growing their solution set on offer

Expanding, 87%

Simplifying, 5%

Same, 8%

DifferentiationSource: 61 IT partners who expect to growth their business by at least 10% over the next two years


For this calendar year, what is you organisation’s top priority vertical?

They are more likely to be focused on

professional services – and less likely on

government

2%

2%

2%

3%

3%

5%

7%

11%

15%

15%

16%

20%

Energy/Utilities

Travel & Transportation

Electronics

Telecom

Education

Healthcare & Life Science

Others

Government (Central, State)

Banking & Financial management

Retail

Manufacturing

Professional Services 16%


14%

11%

13%

18%

6%

4%

4%

4%

1%

5%

4%


Results

focused

customers


Many of these businesses started their

cloud journey years ago

When did you start offering Cloud services?

12%

4%

43%

39%

2%

More than 7 years ago

5- 7 years ago

3- 5 years ago

1-3 years ago

Less than a year 3%


42%

38%

5%

12%

Source: 60 IT partners

Competitor

Experience

is growing


Growing revenue and competition will

be the biggest challenges


What are your company’s top 3 business challenges in this country?

3%

2%

3%

11%

8%

8%

16%

15%

11%

21%

5%

13%

5%

10%

16%

13%

8%

8%

21%

5%

2%

8%

8%

13%

10%

18%

25%

11%

Others

Poor support from our vendors

The rate of technology change

Responding to our client’s business requirements

Finding and retaining people

Increasing profit margin

Increasing expectation from Customer

Reducing costs

Competition

Growing revenue

Rank1

Rank2

Rank3

Sales,

Marketing

and Automation


What is the difference

between those companies

that offer cloud services

and those that do not?


Cloud providers are much more likely to offer

a broad solution set to many industries,

BUT services and Industry vertical focus

Share of

wallet and

vertical IPBase: 79 partners; Source: A commissioned study conducted by Forrester Consulting on behalf of rhipe, January 2015

53%

12%

22%

13%

21%

58%

11%

11%

We are a provider of abroad solution set to abroad set of industries

We are a provider of anarrow solution set to anarrow set of industries

We are a provider of abroad solution set to anarrow set of industries

We are a provider of anarrow solution set to abroad set of industries

Does not offer cloud Offers cloud

What statement best describes your firm?


7%

0%

5%

15%

5%

18%

2%

43%

0%

2%

3%

0%

5%

0%

58%

0%

5%

0%

16%

11%

0%

5%

Intel Servers

Storage

Networking

PCs, Printers & Other Hardware

IT Services that you Resell – Resold

Vertical solutions

Horizontal solutions

IT Services Delivered by your…

Application Software – Resold

In-house Software

Other Revenue

No cloud offering Cloud offering

Share of

wallet and

vertical IPBase: 79 partners; Source: A commissioned study conducted by Forrester Consulting on behalf of rhipe, January 2015

For the last calendar year, what were the top

three key IT products and services that you sold?

Cloud providers are much more likely to offer

a broad solution set to many industries,

BUT services and Industry vertical focus


IT partners who sell cloud solutions are

much more likely to sell – multiple solutions

across more vendors

Next

logical purchaseBase: 79 partners; Source: A commissioned study conducted by Forrester Consulting on behalf of rhipe, January 2015

53%

42%

5%

68%

32%

Less than 5

5 to 10

More than 10

Does not offer cloud

How many professional solutions/services offerings

do you sell to the average customer?

18%

38%

33%

10%

26%

47%

21%

5%

Less than 10

10 to 19

20 to 29

30 or more

No cloud offering

What is the total number of vendors with whom your

company has reseller or service provider agreements?


A fast growing rhipe customer is,

on average

A mid-sized firm, offering a growing portfolio of capabilities

to their customers in the professional services, manufacturing,

retail and financial services industries

They have a strong focus on selling their own IT services

– keeping revenue in-house

They sell security, applications, cloud, service management

and analytics software – and have embraced cloud as a delivery

platform – either from their own DC or that of an IT vendor

These IT partners make a lot of their revenue from cloud

– and turn over around $0.5-15 million dollars a year in total


How does cloud help these partners?

Cloud computing broadens the scope of the vendors they resell

– they have a much greater portfolio of capabilities to offer to client

The greater portfolio of services means that they tend to

sell more solutions per customer

Cloud that help them sell to higher margin industries (such as

financial services)and also helps them sell to larger businesses

– likely increasing the value of the contracts they sign

IT partners that sell cloud computing are more likely to be

aggressively growing their business

Cloud-focused businesses sell much more of their own IT

services – meaning they keep more money in-house, passing

less on to their partners


Service Provider Best Practice Framework

Business Strategy (Commercialisation)

Delivery Strategy (Consumption)

Platform Strategy (Enablement)

Research Strategy (Innovation)


Rhipe summary

* Powered by IT

Business

Solutions

Service

Based

Holisitic

Notabout a

product or

program

Notabout

Cloud, Big

Data etc

Isabout businesses changing

the IT agenda and demanding:


Call to action

Be AGILE

Dare to be DIFFERENT

Stay RELEVANT

Cloud Channel Summit 2015 | @rhipecloud #RCCS15 © 2014 rhipe Pty Ltd

Stephen Parker

VP Market Research, rhipe

+61 424 321748

[email protected]

Contact details

Cloud Channel Summit 2015 | @rhipecloud #RCCS15@rhipecloud #RCCS15

Thank you!

Contact us

[email protected]

www.rhipe.com

cloud channel summit 2015 - rhipe · cloud channel summit 2015 | @rhipecloud #rccs15 revenue path...

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