Channel Partners: Where Ideas Get Real

Transcription

1 Channel Partners: Where Ideas Get Real

2 Business Success Symposium Sponsored by Emerging Competitors Get Digital Business Do You?

3 SPEAKER Theresa Caragol Founder & CEO #CPExpo

4 Informa Business Success Symposium Preconference 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

5 Theresa Caragol 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 CRN Top 100 Channel Chiefs o 2017 Informa Top Industry Influencer

6 The Industry Landscape is Changing 99% SMB 120,000 Channel Companies in the US SaaS PaaS IaaS Nearly HALF of all new channel firms are cloud and services based $300B Indirect business accounts for 75% of all IT products and services Consolidation is happening everywhere Consumerism and shifting buyer s journey Opex budgets are favored with LOB decision makers

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

8 Why are there emerging entrants? What s Changed? Understand the Cloud stack (simplified) Opportunity and Challenges: Complex landscape requires vertical and application expertise; managed offerings

9 Unique Times and Complexity Coverage has evolved to include a complex web of parties that can be involved with endusers. More offerings, services and channel types emerge to compete for the same enduser. Today s Complexity 1990 s Simplicity Direct Indirect Silo Silo End User End User 2000 s Manageability Direct Deal Reg. / *RoE Indirect End User *Rules of Engagement MSP Hybrid / Traditional Reseller IaaS MSP Corp. Reseller MSP SaaS Alliances PaaS Hoster Service Provider IaaS MSP Sys. Int. End User Hoster SaaS Service Provider Sub- Channels Out- Sourcer Acct. Exec. (Vendor) Appl. Provider Traditional Sales Overlay (Vendor) SaaS Service Provider Traditional Service Provider Slide Courtesy Ron Rohner, Rohner & Associates Copyright 2016 TCC Properties, LLC. All Rights Reserved. ǀ AchieveUnite.com

10 Who are the New Entrants? Specialized Channels Digital Transformation Partnering is happening in virtually every business Digital Agencies Developers Hosting Companies Opportunity and Challenges: New Types of Channel Partners Marketing /AD Agencies Accounting & HR Firms Management Consultants MSPs CSPs SPs

11 What to do about this disruption?

12 Build Your Expertise in 2 Key Areas IT Solutions/ Projects Managed Services 77% of the smallest channel firms described themselves as skilled experts at managed services, compared to roughly 6 in 10 respondents in larger firms. 44% rank this LOB as top revenue generator. 12% rank it No. 2 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 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% Become the Chosen one: Build or sell vertical and application expertise; managed cloud offerings

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

14 Ensure your company is cloud ready 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. 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 Slide Courtesy KloudReadiness Copyright 2016 TCC Properties, LLC. All Rights Reserved. ǀ AchieveUnite.com 14

15 Investigate Capital Options Private Equity Investments: Lightriver 2016 HostingCon Survey - 72% MSPs likely to raise capital in the next year Acquisition Consolidation: Intelysis/Scansource Carousel/Atrion Millennials are starting CSPs, MSPS at a rapid rate 40% of channel companies run by people who will retire in 8 years

16 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 Opportunity: Capital is available important to know what you want, where to find it, and how to get it. Venture Capital Private Equity Angel Funding Acquisition 16

17 Select Partnerships Carefully 3 Reasons Why Partnerships Matter in the Next Wave Cloud Computing Value Chain Build your partnership plan: Focus & Cost Partners partnering Distributors / Master Agents 20% Success Ad Hoc Practices* 80% Success Disciplined Practices

18 The Winners Extensive collaborators outperformed the competition in both revenue growth and average operating margin. Use of collaboration among underperformers and outperformers. Collaboration and partnering benefits cited by CEOs. CEOs report unexpected benefits from collaboration and partnering Source: The IBM Global CEO Study

19 Redesign Your Team of Advisors 1. Different skills & experience 2. Know about building & keeping talent Have a set of Advisors, Community, and CEO Peer Groups Mindshare & Vistage 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 Copyright 2016 TCC Properties, LLC. All Rights Reserved. ǀ AchieveUnite.com

20 About Us 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. 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. Copyright 2016 TCC Properties, LLC. All Rights Reserved. ǀ AchieveUnite.com

21 Thank You.

22 THANK YOU! Don t forget to turn in your survey at the door!

23 Channel Partners: Where Ideas Get Real