the shifting reseller landscape: responding to new channel dynamics
TRANSCRIPT
Theshi'ingresellerlandscape:respondingtonewchanneldynamics
AlastairEdwardsChiefAnalyst,Canalys
Twoques:ons?
Forvendors:
Howisthenumberofyourac:vechannelpartnerschangingyear-on-year?
Declining Nochange Increasing
Fordistributors:
Howisthenumberofyourac:vecustomerschanging
year-on-year?
Channeltrendsfor2016
Globaliza:onofchannels
Productchannelconsolida:on
Newbusinessmodels(servicesandso'ware)
Shi'ingindustrylandscape
Onlineresell/etail
Sub-distribu7onChannel
M&A
Pressureonvolumeproducts(PCs,tablets,smart
phones,servers,printers,
accessoriesetc)Channel
marketplaces MSP
DevOps Specializa7on
Mostpartnersexpectrevenueandprofittoincrease
80%ofpartnersexpect2016revenuetoincrease
comparedwith2015
72%ofpartnersexpect2016profittoincrease
comparedwith2015
Decrease8%
Flat20%
Decrease7%
Flat13%
Source:Canalys,EMEAchannelexpecta:onssurvey,March2016(148EMEAITchannelresponses)
Driversareshi'ingtoso'wareandservicesWhatdoyouexpecttobethegreatestopportunityforyourbusinessin2016?
Respondentcommentsarepublishedasrecorded.TheirinclusiondoesnotimplythatCanalysagreesordisagreeswiththeviewsexpressed.Aseachreflectstheopinionofasinglerespondent,re-usebyclientsfortheirownmarke:ngpurposesisstrictlyforbidden.Source:Canalys,EMEAchannelexpecta:onssurvey,March2016(148EMEAITchannelresponses)
“Tradi:onalinfrastructure
businessmergingquicklywithso'ware
andapplica:ondevelopment”
“Security”
“Thecomplexi:esoftheevolvingIT
market,par:cularlyfortheSMEbusiness,whichislookingto
moveintoapriceperuserdeliverymodelforITservices”
“Cloudmigra:onandconsultancyservices”
Growthshi'sfromlegacytonewtechnologies
Note:Eachcategoryexcludesrespondentsthatindicated‘donotsell’Source:Canalys,EMEAchannelexpecta:onssurvey,March2016(148EMEAITchannelresponses)
Percentageofpartnersexpec:nggrowthinthefollowingproductsortechnologiesin2016
88% 84% 83% 83% 83% 81% 76% 75% 72% 72% 72%
55% 54%41%
Mostpartnersareintheprocessoftransforming
Expectexcellentgrowthfromour
exis:ngbusiness;wehavenoplansto
change
16%
Rapidlychangingourbusinesstotakeaccountof
industrytransforma:on
32%
Slowlyalteringpartsofourbusinessasweprepareforchangingcustomerbehavior
51%
Donotseeafutureinourbusiness;weplantosell/exitthe
industrywhenwecan
1%
Whichofthefollowingstatementsbestrepresentsyourcompanystrategyin2016?
Percentageofrespondents
Source:Canalys,EMEAchannelexpecta:onssurvey,March2016(148EMEAITchannelresponses)
Resellingon-premiseshardware
andso'ware
70%
Percentageofrespondentswhoratedbusinessmodelsasimportanttothem
Thechannelhasreacheda:ppingpoint
Deliveringcloudorhostedservicesfromourowndatacenters
37%
Deliveringcloudorhostedservicesfromthird-partydatacenters
38%Most
profitable
Managedservices
77%
Resellingthird-partycloud
services
47%Least
profitableHowpartnersviewed
theprofitability
Source:Canalys,EMEAchannelexpecta:onssurvey,March2016(148EMEAITchannelresponses)
Partnersmustmoveasfastascustomers
RelevancetocustomerNon-strategic
Maintainandmanage
Resell,afachandrenew,CapExtoOpEx
Priceandcostreduc:on-led
Enable
Plahormforchange,SaaS,newconsump:on
Technicalexper:seandrela:onship-driven
Transform
Digi:zefordifferen:a:onanddisrup:on;app/BP-led
Businessoutcomeandprofessionalservices-led
AgilityOp:miza:on Innova:on
RoleofITsupplier/channelpartner
Non-strategic Strategic
Customeracquisi:onisthebiggestchallenge
71%
61%
55%
55%
54%
51%
36%
28%
17%
Reachingnewcustomers
Economicchallengesinourcountry
Reachingnewbuyerswithinexis:ngcustomers
ITconsump:onmovingto‘as-a-service’/cloud
Accesstonewskills
Abilitytodelivernewtechnologies
Changingvendorlandscape(M&As,dives:tures,splits)
Currencyfluctua:ons
Lowoilprices
Source:Canalys,EMEAchannelexpecta:onssurvey,March2016(148EMEAITchannelresponses)
Percentageofrespondentsthatindicatedthefollowingaschallenges
Towhatextentdoyouseethefollowingasachallengeforyourbusinessin2016?Pleaserateonascalefrom1(notachallenge)to4(significantchallenge)
Respondingtothereali:esofchannelchangeChannelconsolida:on
Specializa:on(technology/customer)
Shi'toservices-ledandcloud
Changingchanneleconomics
Newvendorrela:onships
Newpartnercategories
Customerbuyingbehaviour
Distributorsandvendorsmustaligntothenewdynamicsofthechannel,orrisklosingshareandrelevance
Productremainsatthecore
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