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MSP LANDSCAPE OVER THE NEXT 3 YEARS

MSP LANDSCAPE OVER THE NEXT 3 YEARS. Presenters. Chris Martin GFI MAX Bob Godgart Co-Founder of ChannelEyes Jay McBain Advisor at ChannelEyes. Myth #1 | It is ALL about the Services. Myth #1 | It is ALL about the Services. BALANCE. Myth #2 | It is ALL about the Cloud.

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MSP LANDSCAPE OVER THE NEXT 3 YEARS

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  1. MSP LANDSCAPE OVER THE NEXT 3 YEARS

  2. Presenters • Chris Martin GFI MAX • Bob Godgart Co-Founder of ChannelEyes • Jay McBain Advisor at ChannelEyes

  3. Myth #1 | It is ALL about the Services

  4. Myth #1 | It is ALL about the Services BALANCE

  5. Myth #2 | It is ALL about the Cloud

  6. Myth #2 | It is ALL about the Cloud DELIVERING WHAT IS BEST FOR YOUR CUSTOMER

  7. 10 TrendsShaping the next 3 Years

  8. 1 Mobility Almost anything can be IP and Touch Enabled QR • 2012Smart phones Overtake PCs. • Pervasive Computing takes hold • and drives consumerization of IT Mobility In IT…

  9. Cloud – Changing the Business Model in IT 2 Stock Broker… Insurance Broker… Telecom Agent… Cloud Broker? • Cloud. It’s simply a service, one of many.So, control the relationship and take the payment! • Once a commodity, Service is the differentiator! • Margins small. Add services to improve RPC • Maintain long term customer relationshipsContinually evaluate options or your customer will

  10. 3 Cloud DrivesNew Vendors - Lots of Them! How Many Vendors Do You Use Today? In 3 Years: How Many WILL You Have? Several product categories have seen explosive growth: - CRM has over 1,000 competitors - EMR has over 300 viable solutions in the US alone - Cloud backup and disaster recovery has grown to hundreds of vendors

  11. Convergence 4

  12. Markets Converging on IT 4 Developing Vertical Specialty • Products IP Enabled, Connected • New Products, Revenue Models • They are Coming to your World! New Products New Revenue Models

  13. 5 Industry Vertical Specialization • New expertise required in response to expanding Government regulation and legislation around the world • Significant new complexity and confusion requiring industry and technology “micro-segmentation”

  14. 6 The World Continues to Flatten • Managed Services and Cloud technologies continue to remove geographic competitive barriers • Industry specialization and deeper solution expertise trumps local presence Competition is based on “what you can deliver” as opposed to where you are located

  15. 7 Commoditization Drive Margins Even Lower • Credit and financial issues spark innovation around pricing and packaging of traditional Managed Services • Geographic and specialized competition challenge margins Cloud, consumerization and global economic issues weigh on Channel profits

  16. 8 Channel Landscape Continues to Change • Number of Partners worldwide will continue to drop by 5% per year. • Consolidation will continue - other major Technology and Retail organizations will announce MSP acquisitions The Managed Services market has matured over the past 10 years both in delivery quality and the technology supporting it.

  17. 9 The Customer is Changing As Well • Demographic shift happening in IT departments as well as small business entrepreneurs • Accelerating many of these trends including cloud, mobility and social media Understanding the changing customer is critical in planning for the future.

  18. 10 Social Media Changes Marketing • Quantity of noise is growing exponentially • Return on Investment tough to track and measure – can be a resource suck • Business Social fuels momentum into communities

  19. 10 Business Social in IT • Social interaction is “now” part of business • It isn’t an application – it’s a conversation. • Business Social will emerge in every app.

  20. Impact on The Channel? Mobility Information Overload + Cloud + It’s a BIG Problem! Convergence + Social + Number of Vendors

  21. The Channel Program Challenge “Tremendous amounts of time and energy go into creating materials stored in web portals, but they receive little traffic.” - EVERY Channel Chief Only 17% open Program email (2% Click-thru) What About You? Few Partners Filter and Distribute Info Less Than 5% Use Vendor Portals …Only Gets to Champion or Gatekeeper EMAIL PORTAL NEWSLETTERS • Partners who leverage Vendor Programs are most successful!

  22. Business Social for the Channel Yesterday: channel broadcasting Today: channel “social graph” buying groups vendors associations industry experts consultants and coaches media community and peer groups distributors • Unsecure, unfiltered • Irrelevant, ignored

  23. The Channel Is Evolving Announcements Sales & Marketing Incentives The first secure, social network for Suppliers and their Channel Partners. It’s kind of like Facebook, but instead of friends – it’s a filtered group of Vendor feeds on a Social Wall. Product Info Tech Bulletins Train/Certification Feeds From: • Vendors • Manufacturers • Distributors • Associations • Master MSPs • Franchises • And More…

  24. The Channel Is Evolving • Aggregate Secure • Program Feeds • Relevant Content • Social Conversations • Partner Program Pages • Any Web Device!

  25. Benefits: ChannelEyes Social Network Cut Through Program Noise and Clutter: • All Channel Program Highlights securely in one place • Leverage web portal and other assets • The right program info gets to the right people • Top of Mind: More participation in Channel Programs • Multiple contacts per Partner. Deeper engagement • Crowdsource feedback on new programs / incentives • Social Conversations around program content • The Result: Better Sell-thru! Bigger Bottom Line.

  26. Thank you

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