channel partners: where ideas get realfiles.informatandm.com/uploads/2017/4/4.2_caragol.pdf ·...

Channel Partners: Where Ideas

Get Real

Emerging Competitors Get Digital Business — Do You?

Business Success SymposiumSponsored by

#CPExpo

SPEAKER

TheresaCaragolFounder & CEO

• What’s New?• The Industry, Landscape & Trends• Apps, Cloud, & Services• Who is this new Channel?

• What To Do?• Building Vertical & App Acumen• Expanding your Solutions • Getting Ready for Cloud• Navigating the Capital Pathway• Leveraging Partnerships• Evaluating your Business Advisors

InformaBusiness Success

Symposium Preconference

Copyright © 2016 TCC Properties, LLC. All Rights Reserved. ǀ AchieveUnite.com

CEO Achieve Unite – Global Performance Partnering Advisory &

Learning Company

Global Channel Chief Roles at Extreme Networks and Ciena; Americas

roles – Nortel

SaaS, Cloud, Vendor & Partner Advisory Expertise

Channel Expert for Penton / Informa Media and Events & Co Founder

Industry Think Tank; CompTIA Faculty and Channel Curriculum

Development Expert

Bachelors Virginia Tech, MBA - University of Wisconsin’s Lubar School

of Business, Executive Master’s degree in Leadership- Georgetown

University’s McDonough School of Business.

Multiple industry awards including:

o 2014 CRN Top 50 Most Influential Channel Executives

o 2013 CRN Top 10 Next Generation Channel Leaders

o 2012-2104 CRN Top 100 Channel Chiefs

o 2017 Informa Top Industry Influencer

Theresa Caragol


The Industry Landscape is Changing

99% SMB

120,000 Channel Companies in the US

Indirect business accounts for 75% of all IT products and services

$300BNearly HALF of all new channel firms

are cloud and services based

SaaS PaaS IaaS

Consolidation is happening everywhere

Consumerism and shifting buyer’s journey

Opex budgets are favored with LOB decision makers


Technology Is Changing

• Cloud Based• Highly Verticalized Apps

• Deep Market Intelligence• Service Integration

IDC Projects• Cloud spending (SaaS, PaaS, IaaS, and

cloud-related professional and managed services) will more than triple, exceeding $500 billion by 2020.

• 80% of businesses are already making significant use of cloud technologies or plan to in the coming year.


Why are there emerging entrants? What’s Changed? Understand the “Cloud stack” (simplified)

http://www.telco2research.com/articles/PR_Cloud2-3-strategy-groups-future-scenarios_Full

Opportunity and Challenges:

Complex landscape requires

vertical and application expertise;

managed offerings


Unique Times and ComplexityCoverage has evolved to include a complex web of parties that can be involved with end-

users. More offerings, services and channel types emerge to compete for the same end-

user.

End User

1990’s Simplicity

Silo End

User

End

User

Direct

IndirectSilo

2000’s Manageability

End

User

Direct

Indirect

Deal Reg. / *RoE

*Rules of Engagement

Today’s Complexity

Appl.

Provider

SaaS

Service

Provider

Corp.

Reseller

MSP

Alliances Sys.

Int.

Acct.

Exec.

(Vendor)

Traditional

Hybrid /

Traditional

Reseller

Service

Provider

Sales

Overlay

(Vendor)

Service

Provider

Sub-

Channels

Traditional

Service

Provider

MSP

SaaS

IaaS

Hoster

PaaS IaaS

MSP

SaaSMSP

Hoster

Out-

Sourcer


Slide Courtesy Ron Rohner, Rohner & Associates

Who are the New Entrants? Specialized Channels – Digital Transformation

DigitalAgencies

Partnering is happening in virtually every business

Opportunity and Challenges:

New Types of Channel Partners

DevelopersHosting

Companies

Marketing/AD Agencies

Accounting & HR Firms

ManagementConsultants

CSPsMSPs SPs


What to do about this disruption?


Build Your Expertise in 2 Key Areas

IT Solutions/Projects

44% rank this LOB as top revenue generator. 12%

rank it No. 2

Managed Services

29% rank this LOB as top revenue generator. 21%

rank it No. 2

Top LOB by company size:• Small firms: 31% • Medium firms: 25% • Large firms: 34%

Top LOB by company size:• Small firms: 31% • Medium firms: 43% • Large firms: 61%

Source: CompTIA’s Trends in Managed Services 2016: Base: n=400 IT channel firms

Become the Chosen one:Build or sell vertical and application expertise;

managed cloud offerings

77% of the smallest channel firms described themselves as “skilled experts” at managed services, compared to roughly 6 in 10 respondents in larger firms.


Achieve Select your best solution expansion options


How & Where do you Expand?

What do you offer in the Expansion?What services are embedded in your

offerings?

STAGE 1

STAGE 2

STAGE 3

Assess

Understand your true partner readiness status

Segment

Your service offerings & your business

Target

Remediate actual problems – no pray and spray

Ensure your company is cloud ready

Slide Courtesy KloudReadiness

14

Leverage a SaaS platform built to aid IT Solution Providers and their

strategic Vendors in truly assessing & tracking their current business

readiness to enter the Cloud and beyond…


Build for the Cloud – ensure

your company is ready at all levels.

Investigate Capital Options

• Private Equity Investments: Lightriver

• 2016 HostingCon Survey - 72% MSPs likely to raise capital in the next year

• Acquisition Consolidation: Intelysis/ScansourceCarousel/Atrion

• Millennials are starting CSPs, MSPS at a rapid rate

• 40% of channel companies run by people who will retire in 8 years


You Are Ready To Raise Capital if .. ✓Need to take company to next level

✓Use funds to enhance value of company

✓Willing to relinquish some ownership

✓Open to outside opinions and personalities

✓Maintain proper board and corporate governance

16

Venture Capital

Private Equity

Angel Funding

Acquisition

Opportunity:Capital is available

– important to know what you want, where to

find it, and how to get it.


Select Partnerships Carefully 3 Reasons Why Partnerships Matter in the Next Wave

Cloud Computing Value Chain

20% Success

Ad Hoc Practices*

80% Success

Disciplined Practices

Build your partnership plan:

Focus & Cost

Partners partnering

Distributors / Master Agents


The WinnersExtensive collaborators outperformed the competition in both revenue growth and average operating margin.

Source: The IBM Global CEO Study

Use of collaboration among underperformers and outperformers.

Collaboration and partnering benefits cited by CEOs.

CEOs report unexpected benefits from collaboration and partnering


Redesign Your Team of Advisors

1. Different skills & experience

2. Know about building & keeping talent

3. Get mix right – vary expertise, background and ages

4. What incentives will you offer? Referral and long term commitment

5. Ensure you as leader have emotional intelligence

6. 5 to 8 is ideal number

7. Use empty room exercise – skills not people first


Have a set of Advisors,

Community, and CEO Peer Groups

Mindshare & Vistage

A learning company built by

experts with over 100 years of

experience in partnering,

channel and collaboration.

We believe in actions and partnering

with clients for their success. For us, it’s

not about the theoretical, it’s about the

actual outcomes.

Everything we design is developed and

delivered by you – in partnership with a

proven team.

www.achieveunite.com

About Us


Our philosophy: It takes a

village. That is why we operate

with both 1:1 and 1:many

offerings.

We partner with the best. We have

strategic alliances with the best

channel visionaries in the field, like

Penton and CompTIA.

Our success is all about action. We

believe in partnering with vendors and

participating in actionable outcomes.

Thank You.


THANK YOU!Don’t forget to turn in

your survey at the door!

Channel Partners: Where Ideas

Get Real

channel partners: where ideas get realfiles.informatandm.com/uploads/2017/4/4.2_caragol.pdf ·...

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