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Almost every solution provider and MSP today are offering an array of cloud technologies to their customers. As the cloud matures, forward-thinking providers have begun to figure out highly profitable niches and start to target very industry and segment specific opportunities that drive lucrative, referenceable and repeatable business. What differentiates the best providers from the rest? Understanding the intersection points of vertical and horizontal solutions along with building defendable intellectual capital are blurring the lines between the traditional vendor/partner relationship. With 70% of buying power now residing in the lines of business, successful providers have evolved their business models and sales/marketing strategies to take advantage of this shifting world.

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How to Become a Best in Class Cloud Provider - Ingram Cloud Summit 2016


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    Presentation Transcript
    how to become a best in class cloud provider

    HOW TO BECOME A BEST IN CLASS

    CLOUD PROVIDER

    INGRAM CLOUD SUMMIT 2016

    Jay McBain jaym@channeleyes.com jmcbain

    global cloud market 204b

    Global Cloud Market:

    $204B

    GROWING AT 23% AGR

    90 of companies now using cloud

    90% OF COMPANIES NOW

    USING CLOUD

    60% OF THOSE HAVE CONVERTED AT LEAST 1/3

    OF INFRASTRUCTURE

    however big numbers mean little to you or your

    However, BIG numbers mean little to

    you or your market

    1. WHAT ARE YOUR CUSTOMERS DOING?

    2. ARE YOU LOSING TO SHADOW IT?

    3. ARE YOU SPOTTING (AND WINNING) NEW

    OPPORTUNITIES?

    in fact some challenging trends are impacting

    In fact, some CHALLENGING trends are

    impacting solution providers today…

    demographics

    DEMOGRAPHICS

    36% DECLINE

    IN IT PARTNERS SINCE 2008

    40% PARTNERS

    RETIRING IN NEXT 10 YEARS

    75% CHANNEL

    WILL BE MILLENNIALS BY 2024

    90 of it decisions made outside of it department

    90% OF IT DECISIONS MADE OUTSIDE

    OF IT DEPARTMENT

    BY 2020 ACCORDING TO GARTNER – TODAY IS 72%

    changing of the guard cloud saas managed services

    CHANGING OF THE GUARD

    CLOUD, SAAS, MANAGED SERVICES, RECURRING

    REVENUE AND A CHANGING CUSTOMER SPEND

    slide11

    THE FUTURE IS NEVER AS

    FASTOR RADICALAS WE

    PREDICT

    what does it take to be a

    WHAT DOES IT TAKE TO BE A

    BEST IN CLASS CLOUD

    PROVIDER?

    understand the 5 new vectors

    UNDERSTAND THE

    5 NEW VECTORS

    build partner acquire or merge

    BUILD,

    PARTNER,

    ACQUIRE,

    OR MERGE?

    summary

    SUMMARY

    1. DON’T GET CAUGHT UP IN CLOUD HYPE

    2. UNDERSTAND THE SHIFTING LANDSCAPE

    3. TAKE ADVANTAGE OF OPEN VECTORS

    4. GET THE RIGHT SKILLS

    5. TURN THE TABLES – BECOME A VENDOR!

    Jay McBain jaym@channeleyes.com jmcbain

    session survey time

    SESSION

    SURVEY TIME

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    or visit ddut.ch/cs16