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

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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  1. HOW TO BECOME A BEST IN CLASS CLOUD PROVIDER INGRAM CLOUD SUMMIT 2016 Jay McBain jaym@channeleyes.com jmcbain

  2. UNDERSTAND THE MARKET OPPORTUNITY

  3. 75% OF WORLD TRADE FLOWS INDIRECTLY

  4. Global Cloud Market: $204B GROWING AT 23% AGR

  5. 90% OF COMPANIES NOW USING CLOUD 60% OF THOSE HAVE CONVERTED AT LEAST 1/3 OF INFRASTRUCTURE

  6. 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?

  7. In fact, some CHALLENGING trends are impacting solution providers today…

  8. DEMOGRAPHICS 36% DECLINE IN IT PARTNERS SINCE 2008 40% PARTNERS RETIRING IN NEXT 10 YEARS 75% CHANNEL WILL BE MILLENNIALS BY 2024

  9. 90% OF IT DECISIONS MADE OUTSIDE OF IT DEPARTMENT BY 2020 ACCORDING TO GARTNER – TODAY IS 72%

  10. CHANGING OF THE GUARD CLOUD, SAAS, MANAGED SERVICES, RECURRING REVENUE AND A CHANGING CUSTOMER SPEND

  11. “ THE FUTURE IS NEVER AS FASTOR RADICALAS WE ” PREDICT

  12. WHAT DOES IT TAKE TO BE A BEST IN CLASS CLOUD PROVIDER?

  13. UNDERSTAND THE 5 NEW VECTORS

  14. 1. INDUSTRY VERTICAL

  15. 2. LINE OF BUSINESS

  16. 3. CUSTOMER SIZE

  17. 4. GEOGRAPHY

  18. 5. TECHNOLOGY

  19. DETERMINE HOW TO CLOSE THE SKILLS GAP

  20. BUILD, PARTNER, ACQUIRE, OR MERGE?

  21. RESULTING IN…

  22. IN A FEW YEARS, VENDORS WILL OUTNUMBER PARTNERS

  23. 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

  24. SESSION SURVEY TIME Don’t have the app? Search Cloud Summit 2016 in the App Store or Google Play or visit ddut.ch/cs16

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