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The Future of the IT Channel - Vertical System Reseller (VSR) Business Optimization Summit Keynote

Channel Change Agents: Keynote Speaker: Jay McBain, Co-Founder, ChannelEyes The last few years have been some of the most disruptive in terms of technological innovation in the channel and the reseller community. Between the huge push for new technologies that can better target consumers and the development and acceptance of software and analytics, the time is perfect for solution providers to adapt, advance and restructure their businesses to meet this new demand. In the past few years, there has been an obvious shift in the traditional VAR business model and the part resellers play in the grand machination that is the Channel. Business models have been altered, new solutions have been adopted and the role of the VAR has moved from that of integrator to consultant. The biggest metamorphosis, however, is currently playing out, and that’s the solution provider as change agent. Where once, VARs were called upon only to refresh and update existing systems or when a technology would break down, today’s solution providers are being relied on to help their end-users build better relationships with their consumers, solve business problems that have yet to be defined and, in some cases, save their clients’ businesses from stagnation and closure. This year, VSR’s Business Optimization Summit is expanding westward with a second conference in San Diego, CA, featuring tons of business-building seminars, networking opportunities and discussions on how to help your end-users thrive, while expanding your own company. The executives you’ll hear from share their stories about specific initiatives – what they learned, what pitfalls they experienced and how they achieved success. Industry analysts share up-to-the-minute research results and facts on industry trends to keep you informed and on course for solid business growth. VARs and ISVs will have the opportunity to network with other high-level solution integrators as well as executives from some of the leading technology manufactures in the Channel.

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The Future of the IT Channel - Vertical System Reseller (VSR) Business Optimization Summit Keynote

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Presentation Transcript

  1. Channel Change Agents @jmcbain in/jaymcbain Jay McBain Co-Founder

  2. Before we get started… LET’S PREDICT THE FUTURE

  3. Before we get started… LET’S PREDICT THE FUTURE

  4. Before we get started… LET’S PREDICT THE FUTURE

  5. “The future is never as fast or radical as we predict”

  6. Gartner Identifies the Top 10 Strategic Technology Trends for 2014

  7. 1 Mobile Device Diversity and Management

  8. “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 Device Diversity and Management

  9. 2 Mobile Apps and Applications

  10. “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 Mobile Apps and Applications

  11. 3

  12. “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.” 3 Manage | Monetize | Operate | Extend

  13. 4

  14. “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

  15. Cloud / Client Architecture 5

  16. “The increasingly complex demands of mobile users will drive apps to demand increasing amounts of server-side computing and storage capacity.” Cloud / Client Architecture 5

  17. 6 The Era of Personal Cloud

  18. “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 The Era of Personal Cloud

  19. 7 Software Defined Anything

  20. “Momentum for improved standards for infrastructure programmability and data center interoperability driven by automation inherent to cloud computing, DevOps and fast infrastructure provisioning.” 7 Software Defined Anything

  21. 8 Web-Scale IT

  22. “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 Web-Scale IT

  23. 9

  24. 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

  25. 10 3-D Printing

  26. Worldwide shipments of 3D printers are expected to grow 75 percent in 2014 followed by a near doubling of unit shipments in 2015. 10 3-D Printing

  27. Just the Facts Where are we now?

  28. How Did We Get Here? MILLENIALS UBIQUITOUS CONNECTIVITY MATURITY OF CLOUD The NEW Normal PERVASIVE COMPUTING COST OF CLIENT/ SERVER GROWTH OF VIRTUALIZATION

  29. Internet of EVERYTHING ~10 devices per person ~3 devices per person By 2020, there will be 31 billion devicesconnected across 4 billion people

  30. IPv6 Protocol 340,282,366,920,938,463,463,374,607,431,768,211,456 possible internet addresses That’s 100 devices for every atom on the face of the earth

  31. WIFI Basketball Consumerization will be fun to watch –but NOTwhere the money is

  32. WIFI Toothbrush Yes, this is happening (but not why you think)

  33. Where Are Channel Opportunities?

  34. 8 Opportunities to Spot in your Home Town

  35. 1 Connected Advertising and Marketing

  36. 2 Smart Factories

  37. 3 Intelligent Traffic Management

  38. 4 Parking Space Management

  39. 5 Waste Management Systems

  40. 6 Smart Electricity Grids

  41. 7 Smart Water Systems

  42. 8 Smart Warehouses

  43. Update on

  44. Just the Facts 87% of workers travel 84% use a smartphone for work BYOD is not coming 85% of workers bring work home …it is here Only 32% of companies have a formal mobility policy in place Where are we now? Source:

  45. Top Customer Fears (Opportunities) % of SMB respondents 68% 49% 35% 31% 31% 29% 27% 1. Accidental loss of devices with sensitive data 2. Threats from mobile viruses and malware 3. Access to mobile apps by unauthorized users 4. Lack of Strong Authentication standards 5. Inability to manage mobile devices 6. Configurations don’t comply with policy 7. Lack of VPN software/compatibility to enterprise Source:

  46. Healthcare is the fastest growing industry 85% of doctors own a smartphone, 56% use it in clinical practice Pharmaceuticals, Manufacturing and Retail are also HOT Where are the opportunities? Field Mobility Organizations are laggards Source:

  47. Just the Facts concern by 48% of respondents Downloading unauthorized apps serious Source: What is BYOA? 900,000+ APPS 1,000,000+ APPS 100,000+ APPS Where are we now? 100,000+ APPS

  48. BYOD: OPPORTUNITY 1 Risk Assessment/Opportunity What can you do that protects your customer and that they are comfortable with vs. what is good for their employee? 3 Key Focus Areas: 1. Information protection: Determine information that is and is not deemed “cleared” for consumption on mobile devices either due to its sensitivity or due to the compliance burdens associated with handling it. 2. User sensitivity: Creating a profile of at-risk users and the security required for their access to critical information. 3. System risk: Take advantage of features such as on-device encryption, the use of VPNs and multi-factor authentication provides a line of safety between users, their devices and the back-end. Tiered information access. Source:

  49. BYOD: OPPORTUNITY 2 Create a Mobility Policy/Deploy Questions to consider:  How are you going to protect the data?  How are employees going to log in?  What devices are you going to allow on the network?  What employee security mandates are you going to impose?  Are you going to allow Personal Identifiable Information (PII) or Protected Health Information (PHI) on the devices?  What are data compliance/privacy requirements for your customers industry? (ie. Privacy Act, PIPA (AB), HIPAA, GLBA, PCI, SOC, etc.) Source:

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