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The Cloud and Mobility Pivot - How MSPs can retool for the next 5 years

The Managed Services model continues to grow and evolve. This presentation makes the case for building a cloud and mobility practice on top of the recurring revenue MSP model to drive success over the next 5 years. Supported by data from CompTIA, the cloud and mobility opportunity is very real in all customers segments and industries. The Channel is well positioned to take advantage of the consulting, policy and compliance services as well as the ongoing management and infrastructure needs of this emerging opportunity.

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The Cloud and Mobility Pivot - How MSPs can retool for the next 5 years

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  1. The Cloud and Mobility Pivot How MSPs can Retool for the next 5 Years Jay McBain Co-Founder

  2. How Did We Get Here? MILLENIALS UBIQUITOUS CONNECTIVITY MATURITY OF CLOUD MSP Opportunity PERVASIVE COMPUTING COST OF CLIENT/ SERVER GROWTH OF VIRTUALIZATION & BIG DATA

  3. Opportunity for MSP Triple Play Source: Current Channel Specialties

  4. Customer Understanding of Cloud Computing 92% 91% 91% 79% 78% 67% 66% 66% 55% 27% 34% 32% Small firms Medium firms Large firms Executives IT staff Business staff Familiar/Very Familiar Last Year Familiar/Very Familiar Now

  5. Where on Cloud Adoption Spectrum Are Channel Customers Today? Evaluation Stage 27% Basic Stage 12% Investigate Stage 29% Experiment Stage 18% Full-use Stage 13%

  6. Channel Cloud Adoption Patterns over Last 3 Years 2012 34% 2011 2010 Both sell and use cloud solutions 41% 15% 36% Sell cloud services, but don't use 30% internally 22% 17% End user of cloud only 16% 22% 14% Not involved in cloud 13% 42%

  7. End User Investment and Channel Revenue Of channel firms currently offering cloud solutions or services, 51% have cloud generating over half their revenue and 42% expect cloud-related revenue to grow significantly in 2012. Planned Increases to Cloud Investments (End User) 38% 22% 15% 14% 11% 0% < 5% 5%-9% 10%-15% > 15%

  8. Procuring Cloud Solutions – Line of Business Involvement of IT Team Incidents Requiring IT Team Approved Procurement Consulted without final approval  Cloud solution not working as expected  Cloud solution needed to be integrated with 39% other business systems 48%  Cloud solution went down/was not available 13%  Security breach/data leak associated with Only informed/ Not involved cloud solution

  9. Opportunities for Channel in Cloud Services 1 Transition to cloud solution 2 Integration of cloud and on-premise systems 3 Consulting to explain cloud options Education for staff on cloud solution 4 5 Ongoing monitoring/management of cloud solution

  10. Services Attach Opportunities Garnered from Cloud Integration (cloud to cloud/cloud to on-premise) 55% 54% Pre- and post-sales consulting/network assessments 50% 48% 41% Vertical customization 44% 52% Desktop application development 43% 53% Mobile application development 43% 39% Managed services contract 25% 2011 2012

  11. Mobility Overlaps with Many Other Trends Very related 38% Cloud Computing 45% Somewhat related Unrelated 17% 35% Social Media 46% 20% 21% Big Data 53% 26% Source: CompTIA’sTrends in Enterprise Mobility study Base: 217 IT professionals in U.S. businesses

  12. 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 22% of companies have a formal mobility policy in place Where are we now? Source:

  13. Mobility - 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:

  14. Mobility - 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:

  15. Mobility - OPPORTUNITY 3 Mobile Device Management Over a hundred choices …and counting

  16. Mobility - OPPORTUNITY 4 Infrastructure and Support 1. WLAN Coverage/Performance 2. Employee Support/Helpdesk 3. Device Provisioning 4. Line of Business Consulting 5. Device Hot Spare programs 6. Audio/Video Upgrades 7. Mobile Printing/Document Management 8. Building/Electrical Upgrades

  17. Summary – The MSP Triple Play Pivot Source: Managing security, compliance, infrastructu re, data portability, fragmentation and devices drives: Current Channel Specialties MSP Opportunity

  18. Thank You | Questions? Jay McBain jaym@channeleyes.com 919-597-1945 (cell)

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