Download - Carolyn April at Channel Partners Conference and Expo: Channel Partners: Where Ideas Get Real
PowerPoint Presentation
Channel Partners: Where Ideas Get Real
Time for Action 5 Key Truths the Channel Needs to Face About the FutureBusiness Success SymposiumSponsored by
SPEAKERCarolynAprilSenior Director,Industry Analysis
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DeathTaxesYou cannot fight City HallYou can lead a horse to water but cannot make him drinkCant help falling in loveCant wring blood from a stone
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Truth 1 New CompetitorsChallenge Market
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Everybodys Talking About New IT Channels
Digital Marketing Agencies
Telecom Agents
Non-Tech Professional Firms
SaaS ISV Channel
Click-to-Provision Cloud
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Main Factors Endangering the FutureNo. 1New types of competitorsNo. 2Vendors going directNo. 3Aging of the channel
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Sales & Marketing = Competitive EdgeChannel Execution TodayTripling Down
33% are creating incentives to drive sales in new business areas32% are rebranding their business as a service provider31% are increasing their marketing budget
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Truth 2Cloud Could Be Your Friend or Foe
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Channel View on Cloud = Reality CheckAmong end users in 2014, 42% reported being in full production with cloud.In 2016? The number dipped to 33%
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Become a cloud vendor managerLester Keizer example more emphasis on the BUSINESS CONSULTANTHow many SaaS apps can you manage?10
Cloud Remains Critical Engine for FutureCloud vs. Established Products/Services Revenue GrowthCloud vs. Established Products/Services Profit Margins
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Truth 3The Channel is Aging
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Workforce Composition Changing Rapidly
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Exit Strategies Leading to Channel M&As
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Become a cloud vendor manager14
Whos Going to Fill the Void in Channel?Nicholas BlackCEO at Americas IT DoctorsGreater Atlanta Area
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Become a cloud vendor manager15
Truth 4 Specialization is Key to Success
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Specialization Spans More Than You Think
Vertical industry expertise
Customer segment niche
Technology solutions prowess
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Become a cloud vendor manager17
How About Developing Your Own IP?
Evan LeonardCEO CrushBankNew York Metro Area
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Become a cloud vendor manager18
Truth 5 Its All About the End Customer
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Add a vendor relationship slide from the State of Channel19
LOB Buyers: Missed Opportunity?Outside tech firm / MSPCombination internal IT & Individual LOB unitInternal ITWithin individual LOB unitReflects the means by which non-IT LOB end customers implement, secure and manage their tech investments over time.
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Need for education20
SMBs: How the Channel Can Improve
Availability / 24/7 supportBetter communicationsMore proactiveFaster response timeRespond to issues in a more timely mannerMeet project deadlinesPrompt and courteous repliesCORE AREAS FOR IMPROVEMENTListening to true needs Understanding business / vertical betterTechnical roadmap / vision of futureMake systems more user-friendlyBetter customization to specific needsCloud servicesMore/better ideas for integrating different elementsHIGHER LEVEL AREAS FOR IMPROVEMENT
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5 Truths Recap
New CompetitorsCloud RealityAging ChannelSpecializationCustomer is King
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THANK YOU!
Channel Partners: Where Ideas Get Real