cloud and the channel- a perfect storm?

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416style Cloud pace for the Channe Justin Pirie @justinpirie blog.mimecast.com [email protected] IAMCP July 16 th 2011

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Some people have said that the Cloud represents a "Perfect Storm" for the Channel. What is making that storm happen and where is the space for the Channel? To get to grips these changes we need to understand what are the drivers behind the technological and business model changes that are affecting the industry today. How do they influence what the Channel has been doing and what does it need to do to change? Justin will share insight and experience from over 7 years in the channel before spending the last 5 years at Cloud vendors. This will help you understand where the industry is going and why, as well as the actionable things the channel can do to retain it's place in the ecosystem.IAMCP European Leadership Summit KeynoteInternational Association of Microsoft Channel Partners

TRANSCRIPT

Page 1: Cloud and the Channel- A Perfect Storm?

416style

CloudSpace for the Channel?

Justin [email protected]@mimecast.comIAMCP

July 16th 2011

Page 2: Cloud and the Channel- A Perfect Storm?

on2wheelz

Entrepreneur 10+ Years

Page 3: Cloud and the Channel- A Perfect Storm?

Analyst Blogger

Page 4: Cloud and the Channel- A Perfect Storm?

Community Manager

Page 5: Cloud and the Channel- A Perfect Storm?

Where I Work

Page 6: Cloud and the Channel- A Perfect Storm?

tipiro

Cloud Services for Microsoft Exchange

Page 7: Cloud and the Channel- A Perfect Storm?

matthewbradley

Email Security

Page 8: Cloud and the Channel- A Perfect Storm?

neilalderney123

Email Continuity

Page 9: Cloud and the Channel- A Perfect Storm?

dolescum

Email Archive

Page 10: Cloud and the Channel- A Perfect Storm?

How the ProblemUsed to be Solved…

Page 11: Cloud and the Channel- A Perfect Storm?

minifig

What do Users Get?

Page 12: Cloud and the Channel- A Perfect Storm?

mescon

Unlimited Storage

Page 14: Cloud and the Channel- A Perfect Storm?

szeke

100% Uptime

Page 16: Cloud and the Channel- A Perfect Storm?

416style

CloudSpace for the Channel?

Page 17: Cloud and the Channel- A Perfect Storm?

Channel:Lions Den?

Joachim S. Müller

Page 18: Cloud and the Channel- A Perfect Storm?

Cloud, Cloud, Cloud, Cloud, Clo

nyoin

Page 19: Cloud and the Channel- A Perfect Storm?

Thanks for coming today

Yume Photo

Page 20: Cloud and the Channel- A Perfect Storm?

Cloudis Growing

Noah Sussman

Page 21: Cloud and the Channel- A Perfect Storm?

Let’s Dig into WHYBusinesses Are Buying

castle79

Page 22: Cloud and the Channel- A Perfect Storm?

What’s Driving The Growth?

Page 23: Cloud and the Channel- A Perfect Storm?

Remember theSubprime Crisis?

Esthr

Page 24: Cloud and the Channel- A Perfect Storm?

It’s When These Guys “Bought” houses

theeruditefrog

Page 25: Cloud and the Channel- A Perfect Storm?

Get The Basics Right

Zhang Erning

Page 26: Cloud and the Channel- A Perfect Storm?

Who’s Using Cloud Internally?

Meer

Page 27: Cloud and the Channel- A Perfect Storm?

Who’s NOT Using Cloud Internally?

Meer

Page 28: Cloud and the Channel- A Perfect Storm?

Who’s Selling Cloud Today?

Meer

Page 29: Cloud and the Channel- A Perfect Storm?

Who’s NOT Selling Cloud Today?

Meer

Page 30: Cloud and the Channel- A Perfect Storm?

Eating Your Own Dog Food?

the justified sinner

Page 31: Cloud and the Channel- A Perfect Storm?

Or, Drinking Your Own Champagne?

ivan rozas

Page 32: Cloud and the Channel- A Perfect Storm?

tipiro

Which Cloud?

Page 33: Cloud and the Channel- A Perfect Storm?

William Vambenepe

SPI Stack

Page 34: Cloud and the Channel- A Perfect Storm?

IaaS: Infrastructure as a Service

Page 35: Cloud and the Channel- A Perfect Storm?

IaaS ROI is aboutUtility Premium

Page 36: Cloud and the Channel- A Perfect Storm?

Learn The Ten Lawsof Cloudonomics

markwainwright

Page 37: Cloud and the Channel- A Perfect Storm?

Cloudonomics + SecurityDefine Private Cloud

Drewski2112

Page 38: Cloud and the Channel- A Perfect Storm?

cronewynd

And Also Therefore Hybrid Cloud

Page 39: Cloud and the Channel- A Perfect Storm?

PaaS: Platform as a Service

Page 40: Cloud and the Channel- A Perfect Storm?

davestfu

PaaS: Place to execute code

Page 41: Cloud and the Channel- A Perfect Storm?

SaaS: Software as a Service

Page 42: Cloud and the Channel- A Perfect Storm?

SaaS: Software

Page 43: Cloud and the Channel- A Perfect Storm?

zoutedrop

Current Cloud Landscape

Page 44: Cloud and the Channel- A Perfect Storm?

bionicteaching

Let’s Have Some Data

Page 45: Cloud and the Channel- A Perfect Storm?

russelldavies

To Understand

Page 46: Cloud and the Channel- A Perfect Storm?

2009 = 36%

US Cloud Adoption:

Page 47: Cloud and the Channel- A Perfect Storm?

2010 = 56%

US Cloud Adoption:

Page 48: Cloud and the Channel- A Perfect Storm?

70%

US Businesses Considering Adoption:

Page 49: Cloud and the Channel- A Perfect Storm?

64%

UK Businesses Considering Adoption:

Page 50: Cloud and the Channel- A Perfect Storm?

2010 Hype Cycle

Page 51: Cloud and the Channel- A Perfect Storm?

2010 Hype Cycle

Page 53: Cloud and the Channel- A Perfect Storm?

Paul Wicks

How Did I Get Here?

Page 54: Cloud and the Channel- A Perfect Storm?

Andrew®

Not The Train…

Page 55: Cloud and the Channel- A Perfect Storm?

Ben Cooper

Or My Brompton…

Page 56: Cloud and the Channel- A Perfect Storm?

nep

It Was…

Page 57: Cloud and the Channel- A Perfect Storm?

ParaScubaSailor

And…

Page 58: Cloud and the Channel- A Perfect Storm?

416style

CloudSpace for the Channel?

Page 59: Cloud and the Channel- A Perfect Storm?

jo'nas

Huge Opportunity?

Page 60: Cloud and the Channel- A Perfect Storm?

Double Edged Sword?

Willemvdk

Page 61: Cloud and the Channel- A Perfect Storm?

terren in Virginia

Perfect Storm Approaching?

Page 62: Cloud and the Channel- A Perfect Storm?

Ian Muttoo

From Cap-Ex

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To Op-Ex

Page 64: Cloud and the Channel- A Perfect Storm?

ihtatho

Cloud: Shift in Focus

Page 65: Cloud and the Channel- A Perfect Storm?

Daveblog

Away from Technology

Page 67: Cloud and the Channel- A Perfect Storm?

Fellowship of the Rich

Scary?

Page 68: Cloud and the Channel- A Perfect Storm?

pixelpyro

Vendor Services now resemble old Channel?

Page 69: Cloud and the Channel- A Perfect Storm?

DavidDMuir

Disrupts Financial Model

Page 70: Cloud and the Channel- A Perfect Storm?

jypsygen

And Skills Required

Page 71: Cloud and the Channel- A Perfect Storm?

416style

Massive Change!

Page 73: Cloud and the Channel- A Perfect Storm?

I understand…

Yume Photo

Page 74: Cloud and the Channel- A Perfect Storm?

2010 Hype Cycle

Page 75: Cloud and the Channel- A Perfect Storm?

“A "SaaS first" policy is being enacted in the

majority of small and midsize businesses”

Feb 2010

Page 76: Cloud and the Channel- A Perfect Storm?

But Cloud is complicated…

bandini's.on.fire

Page 77: Cloud and the Channel- A Perfect Storm?

Businesses aren’t Greenfield sites

Robert Crum

Page 78: Cloud and the Channel- A Perfect Storm?

Business Processes

Page 79: Cloud and the Channel- A Perfect Storm?

Business Models

juhansonin

Page 80: Cloud and the Channel- A Perfect Storm?

IT Architecture

peterjroberts

Page 81: Cloud and the Channel- A Perfect Storm?

All Needs Integration

Page 82: Cloud and the Channel- A Perfect Storm?

leftcase

Service Management

Page 83: Cloud and the Channel- A Perfect Storm?

Yukon White Light

SLA’s

Page 84: Cloud and the Channel- A Perfect Storm?

massdistraction

Support Requirements?

Page 85: Cloud and the Channel- A Perfect Storm?

Politics

UK Parliament

Page 86: Cloud and the Channel- A Perfect Storm?

Multiple Vendors

jurvetson

Page 87: Cloud and the Channel- A Perfect Storm?

Hammer51012

Hybrid Architectures?

Page 88: Cloud and the Channel- A Perfect Storm?

Means Pro Services EssentialCraft Australia

Page 89: Cloud and the Channel- A Perfect Storm?

Sticks…

miletbaker

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Reliant on Product? (h/w or s/w) must rethink

phil_g

Page 91: Cloud and the Channel- A Perfect Storm?

Or be replaced

busy.pochi

Page 92: Cloud and the Channel- A Perfect Storm?

Carrots!

color line

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Vendors can’t meet Customer requirements on their own

markwainwright

Page 94: Cloud and the Channel- A Perfect Storm?

Immature Cloud Partner Ecosystem + Skills

surlygirl

Page 95: Cloud and the Channel- A Perfect Storm?

Cloud Pro Services is $560m in Europe Today

trustypics

Page 96: Cloud and the Channel- A Perfect Storm?

Noah Sussman

Growing to $8.2bn in 2015

Page 97: Cloud and the Channel- A Perfect Storm?

Management + Integration Will remain a challenge

vancouverfilmschool

Page 98: Cloud and the Channel- A Perfect Storm?

Up to 25% of Outsourcing Contracts will be Cloud PS

asparagus_hunter

Page 99: Cloud and the Channel- A Perfect Storm?

Cloud is not Plug and Play

Slack pics

Page 100: Cloud and the Channel- A Perfect Storm?

Preparation is essential

cliff1066™

Page 101: Cloud and the Channel- A Perfect Storm?

Ben McLeod

Channel must embrace…

Page 102: Cloud and the Channel- A Perfect Storm?

Or face irrelevance…

Page 104: Cloud and the Channel- A Perfect Storm?

ElenahNeshcuet

All about the relationship

Page 105: Cloud and the Channel- A Perfect Storm?

thorinside

Need to Retain Trusted Advisor Status

Page 107: Cloud and the Channel- A Perfect Storm?

Cloud= Evolution + Revolution

Page 108: Cloud and the Channel- A Perfect Storm?

bucklava

Construct your portfolio:Cloud Services Brokerage

Page 109: Cloud and the Channel- A Perfect Storm?

Noah Sussman

Gartner: CSB = Largest Revenue Growth Area

Page 110: Cloud and the Channel- A Perfect Storm?

playerx

Eat Your Own Dog Food

Page 111: Cloud and the Channel- A Perfect Storm?

Must have experience to add value

Meanest Indian

Page 112: Cloud and the Channel- A Perfect Storm?

trustypics

Cloud Revenue: 6 Tips

Page 113: Cloud and the Channel- A Perfect Storm?

markhoekstra

#1 Selling Support

Page 114: Cloud and the Channel- A Perfect Storm?

abbyladybug

#2 Adding Services

Page 115: Cloud and the Channel- A Perfect Storm?

nataliej

#3 Cross Sell, Upsell.Keep that IT Budget!!!

Page 116: Cloud and the Channel- A Perfect Storm?

Leo Reynolds

#4 Do Due Dilligence

Page 117: Cloud and the Channel- A Perfect Storm?

Auraelius

Guide Cloud in Safely

Page 118: Cloud and the Channel- A Perfect Storm?

Podknox

#5 Deliver “On-Ramp” Cloud Services

Page 119: Cloud and the Channel- A Perfect Storm?

Hammer51012

Leverage Cloud and On-Prem: Hybrid

Page 120: Cloud and the Channel- A Perfect Storm?

Esthr

#6 Focus on Business Transformation

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davestfu

NOT how IT

Page 122: Cloud and the Channel- A Perfect Storm?

nccarf_au

But why IT

Page 124: Cloud and the Channel- A Perfect Storm?

ktpupp

Doesn’t mean they will…

Page 125: Cloud and the Channel- A Perfect Storm?

kate e. did

How can you dip your toes?

Page 126: Cloud and the Channel- A Perfect Storm?

oschene

Cloud and Perpetual don’t mix

Page 127: Cloud and the Channel- A Perfect Storm?

orangeacid

Set up Cloud Business Unit

Page 128: Cloud and the Channel- A Perfect Storm?

JKönig

Let the keen Jump in!

Page 130: Cloud and the Channel- A Perfect Storm?

marimoon

Leave Cautious Customers

Page 131: Cloud and the Channel- A Perfect Storm?

code poet

Without Cannibalising Revenue

Page 132: Cloud and the Channel- A Perfect Storm?

Pink Sherbet Photography

Nurture Subscription Revenue

Page 133: Cloud and the Channel- A Perfect Storm?

bowbrick

Before Perpetual is…

Page 134: Cloud and the Channel- A Perfect Storm?

gxdoyle

The Economics of Cloud are…

Page 135: Cloud and the Channel- A Perfect Storm?

Team Traveller

Get a head start

Page 136: Cloud and the Channel- A Perfect Storm?

jeffc5000

But not too fast

Page 137: Cloud and the Channel- A Perfect Storm?

jo'nas

Recurring Business Valuations 2/3x Perpetual

Page 138: Cloud and the Channel- A Perfect Storm?

Trust but Verify

Page 139: Cloud and the Channel- A Perfect Storm?

“You have to dive in to learn

the lessons”

Mark Brewer, CIO

Page 140: Cloud and the Channel- A Perfect Storm?

© gapingvoid

Page 141: Cloud and the Channel- A Perfect Storm?

redteam

Cloud Transforms IT Guy

Page 142: Cloud and the Channel- A Perfect Storm?

shindohd

Into Business Superhero!

Page 143: Cloud and the Channel- A Perfect Storm?

Thanks to:

Page 144: Cloud and the Channel- A Perfect Storm?

416style

Thank YouFeel free to connect .

Justin [email protected]@mimecast.comIAMCP

July 16th 2011