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Internet of Things (IoT) Opportunity for Channels, VARs, MSPs, Resellers, Alliances, Distributors PowerPoint Presentation
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Internet of Things (IoT) Opportunity for Channels, VARs, MSPs, Resellers, Alliances, Distributors


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    iot opportunities for vars and msps

    IOT Opportunities for VARs and MSPs

    Jay McBain,

    Principal Analyst – Global Channels

    June 15, 2018

    jmcbain

    jaymcbain

    © 2018 FORRESTER. REPRODUCTION PROHIBITED.

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    04

    05

    Traditional channels

    transforming to stay

    relevant as business

    leaders take the lead

    The increasing complexity

    is challenging for

    customers & channel

    professionals

    Five trends

    to watch in

    the channel

    Buyers are looking for

    hyper-specialized skills

    focused on business

    outcomes

    The broader channel

    community is aging out

    New types of “shadow

    channels” are earning their

    way into the room

    profitability is quickly decreasing for solution

    Profitability is

    quickly decreasing

    for solution

    providers

    17%

    Increased

    margin pressure

    Increased

    commoditization

    Average MSP margin in US

    the internet of things iot is the inter

    The Internet of things (IoT) is the inter-

    networking of physical devices, vehicles,

    buildings, and other items embedded with

    electronics, software, sensors, actuators,

    and network connectivity which enable

    these objects to collect and exchange data.

    Source: Wikipedia

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    5

    the low margin remedy

    The low margin

    remedy.

    Solution providers just

    voted IoT as the top

    emerging technology based

    on potential margin and

    near-term opportunity.

    sizing iot

    Sizing IoT

    2020

    50.1B

    Internet of

    Everything

    1992

    1M

    Computers

    2002

    0.5B

    Computers

    2012

    8.7B

    Mobile &

    Wearable

    Source: Cisco

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    7

    opportunities for vars msps

    OPPORTUNITIES

    FOR VARS & MSPS

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    Complexity - Client/Server will look simple

    compared to linking endless devices securely

    and making sense of mountains of disparate data

    being generated.

    9

    business consulting represents a huge opportunity

    Business consulting represents a huge opportunity - both

    with lines of business such as marketing, operations, HR,

    supply chain, as well as IT who will own the security,

    redundancy, and performance of this new paradigm.

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    policies compliance and risk assessment while

    Policies, Compliance and Risk Assessment

    While some devices and sensors will be innocent,

    others will be transmitting health, payment and

    private citizen data that is highly protected by

    multiple levels of government regulation and

    evolving legislation.

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    hacking will take on a new dimension on the edge

    Hacking will take on a new dimension on the edge of the

    network and security expertise will be one of the most

    valuable skills in the foreseeable future.

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    Procuring, Provisioning and Deploying

    There will be little opportunity for hardware margin

    (not unlike today).

    13

    the opportunity will be in finding and procuring

    The opportunity will be in finding and procuring devices

    and software from over 100,000 competing vendors,

    provisioning them with the right network and security

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    protocols and staging them for deployment.

    14

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    Software Implementation & Integration

    The permutations and combinations of 100,000

    vendors producing hardware and software.

    15

    this will invariably lead to a highly customized

    This will invariably lead to a highly customized, industry

    specific set of skills that piece together software stacks,

    in many cases for the first time ever.

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    Software Development

    Vendors are not interested in extending their

    API's or dedicating precious engineering talent

    for one-off solutions.

    17

    the channel will write code and participate

    The channel will write code and participate in the

    integration of technology like never before.

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    premise monitoring banks retailers airlines

    Premise Monitoring

    Banks, retailers, airlines, hotels and numerous

    other industries are placing sensors, cameras

    and other devices in areas where they do

    business with customers. The channel will offer

    location services as well as vertical expertise that

    solves line of business requirements.

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    19

    the channel will offer location services as well

    The channel will offer location services as well as

    subvertical expertise that solves line of business

    requirements.

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    product monitoring companies embed sensors

    Product Monitoring

    Companies embed sensors, software and other

    technologies into their products—coffee

    machines, refrigerators, big-haul trucks and

    aircraft engines—to monitor usage and

    performance.

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    the channel will offer big data expertise

    The channel will offer big data expertise including data

    cleansing, normalization and actionable intelligence.

    Only 5% of data today is being analyzed and that

    provides one of the biggest game changers in the next

    few years.

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    Customer Monitoring

    Using mobile apps, beacons or wearables to

    track consumer behavior.

    23

    the channel will come in with the marketing

    The channel will come in with the marketing and sales

    skills to connect to funnel activities and customer

    nurturing, scoring and development strategies.

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    Supply Chain Monitoring

    Adding sensors, cameras and other digital

    devices to production and distribution operations.

    25

    channel partners with skills in manufacturing

    Channel partners with skills in manufacturing, factory

    operations, shipping and supply chain operations will

    provide the guidance and strategic best practices for

    driving cost out of organizations of all sizes.

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    Infrastructure and Support

    There are significant opportunities, many

    based on today's skills and practices, that

    will be amplified in this new world.

    27

    wlan coverage security and performance becomes

    WLAN coverage, security and performance becomes

    critical to the success of IoT

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    employee support and helpdesk supporting endless

    Employee support and helpdesk supporting endless

    devices with new use cases and unique environments

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    hot spare programs for mission critical devices

    Hot spare programs for mission critical devices, with

    provisioning and implementation

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    audio video environment upgrades with digital

    Audio/Video/Environment upgrades with digital signage,

    new payment systems, surface computing, etc.

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    mobile printing document management supporting

    Mobile printing/document management supporting new

    omnichannel environments

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    building electrical upgrades these devices will

    Building/electrical upgrades - these devices will need

    power and current environments are not built to handle

    (think hospitals, shipping and manufacturing sites)

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    33

    key takeaways

    KEY TAKEAWAYS

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    this is not the horizontal commodity technology

    This is not the horizontal commodity

    technology market with limited industry,

    geographic and size considerations that

    client/server represented.

    Source: Wikipedia

    © 2018 FORRESTER. REPRODUCTION PROHIBITED.

    35

    it is a highly specialized industry optimized

    It is a highly specialized, industry

    optimized, line of business specific, use

    case orientated solution that will be hyper-

    local to a small set of customers.

    Source: Wikipedia

    © 2018 FORRESTER. REPRODUCTION PROHIBITED.

    36

    slide37

    1

    Analyze your own capabilities, capacity,

    and will to change. Partner? M&A?

    slide38

    2

    Focus marketing, sales and partner

    approach to the new business buyer.

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    3

    Become more hyper-specialized, build

    intellectual property and your brand.

    39

    let s connect

    Let’s connect…

    jmcbain

    jaymcbain

    © 2018 FORRESTER. REPRODUCTION PROHIBITED.