Cloud Channel Summit 2015

Transcription

1 Cloud Channel Summit 2015 Australia & New Zealand March/April #RCCS15

2 Thank you to our sponsors Cloud Channel Summit #RCCS15

3 Agenda Keynotes Morning Keynote Presentations 8:00 AM Registration opens 8:30 AM Welcome address 8:30 AM 10:00 AM Keynote Presentations 1. Understanding the changing world of the CIO. What is driving your customers decision making? Foad Fadaghi, Managing Director & Principle Analyst, Telsyte 2. An insight into the Service Provider channel: What are the key drivers, challenges and factors for success. Stephen Parker, VP Market Research, rhipe 3. rhipe: The cloud from end to end How we can help you capture your share of the cloud economy. Julie Cooper, Country Sales Manger Australia, rhipe Morning Tea

4 Agenda Business and technical Business Stream 1 Business Stream 2 Technical Stream 1 Technical Stream 2 Time Find out how rhipe can help you capture your share of the Cloud economy Technology Solutions to drive your business success 10:30 AM 11:00 AM Citrix: Capturing the Workspace as a Service market opportunity with Citrix Why use Red Hat? The business benefits of using the Red Hat solution Intel Security: Unlocking the business potential in security Veeam: How is your cloud solution addressing Availability for the Modern Data Centre? VMware & Management Automation (60 min) 11:30 AM 12:00 PM Clouds of Gold: The VMware program for Service Providers Microsoft 1: Server & Cloud enrolments - what is their value to the Service Provider? 2: Windows Server the Service Provider opportunity. How rhipe Cloud Solutions can help partners to grow their business Adding an ERP revenue stream to your business Veeam: Building and delivering your cloud to address the availability gap (60 min) Citrix: Leveraging Citrix Best Practice to achieve scalability, first-class user experience and increased margin (60 min) 12:30 PM Lunch

5 Agenda Technical workshops Technical Workshops Workshop 1 Workshop 2 Workshop 3 Workshop 4 1:30 PM Explore the Microsoft Cloud with Phil Meyer Citrix: Leverage FREE Citrix technical learning labs (laptops required) VMware NSX Network Virtualisation Platform Red Hat Technology: Understanding Cloudforms (*SYD & MEL only) 4:30 PM Day End

6 Agenda Keynotes Today is about YOU Julie and I are your champions for the day Rules: Prizes Feedback There are no stupid questions Tweet of the day Whinging is for Poms Other Follow rhipe on social

7 Understanding the changing world of the CIO. What is driving your customers decision making? Foad Fadaghi, Managing Director and Principle Analyst, Telsyte

8 Are you relevant? Stephen Parker VP Market Research

9 Context change Cloud Big Data Mobility Enterprise Social Gartner Top 10 trends 2015 Cloud is the new IT reality Accenture 89% believe no big data strategy = business risk, market share loss IDC APAC $25bn M-commerce market in 2015 (accounting for 50% of all e-commerce) Avanade - majority of large companies are leveraging consumer-driven social networking instead of enterpriseclass social

10 Context more change Security IoT 3D printing Next Top 3 across most surveys But IDC - $8.9tn & 212bn devices by 2020 Canalys 3D printing $16.2bn by 2018, CAGR 45.7% Wanted Analytics 35% of ads for engineering jobs prioritise 3D printing (Sept 14) Shift Happens Buyer pull vs Supplier push

11 Understanding the Bow Tie

12 VAR Revenue Shift Microsoft Business Model Transformation 2012 R VA Reseller Infrastructure Value Adder MSP Value Adder Software Solutions Value Adder On-Premises Cloud Revenue Path Software resale switches to subscription model with increased volume and decreased revenue. Infrastructure services move to Cloud integration with an initial upturn and steady growth thereafter Managed services, moves away from server services and increases in total volume with a shift towards devices, security, deployment, and integration Solutions Value Adders maintains current rate with a focus on strategic applications and hybrid integration

13 Forrester Survey Key target survey sample scope Survey Scope Total: 79 interviews Target companies: rhipe cloud partners in ANZ region Target roles: Head roles like CEO, COO, CIO/CTO, senior managers, and managers Database: Database - provided by rhipe and augmented by Forrester Survey LOI: 25 to 30 minutes

14 What makes fast growing service providers different?

15 The fast growing IT partners are more likely to be Managed Services Providers Which one best describes your company? Managed service provider (MSP) 41% Total % from 79 IT partners 35% IT consulting firm Value-added reseller (VAR) Hosting service provider 15% 13% 16% 16% 24% 10% Systems integrator (SI) Direct market reseller (DMR) Independent software vendor (ISV) Trusted Advisor 5% 5% 3% 2% 6% 4% 3% 1% Source: 61 IT partners who expect to growth their business by at least 10% over the next two years The shift from VAR to MSP

16 These fast growing IT partners are aggressively growing their solution set on offer Are you expanding your service offerings, simplifying them, or keeping them the same or similar? Simplifying, Same, 8% 5% Expanding, 87% Source: 61 IT partners who expect to growth their business by at least 10% over the next two years Differentiation

17 They are more likely to be focused on professional services and less likely on government For this calendar year, what is you organisation s top priority vertical? Professional Services 20% 16% Manufacturing Retail Banking & Financial management Government (Central, State) Others Healthcare & Life Science Education Telecom Electronics Travel & Transportation Energy/Utilities 2% 2% 2% 3% 3% 5% 7% 11% 15% 15% 16% Total % from 79 IT partners 14% 11% 13% 18% 6% 4% 4% 4% 1% 5% 4% Source: 61 IT partners who expect to growth their business by at least 10% over the next two years Results focused customers

18 Many of these businesses started their cloud journey years ago When did you start offering Cloud services? Total % from 79 IT partners Less than a year 2% 3% 1-3 years ago 39% 42% 3-5 years ago 43% 38% 5-7 years ago 4% 5% More than 7 years ago 12% 12% Source: 60 IT partners Competitor Experience is growing

19 Growing revenue and competition will be the biggest challenges What are your company s top 3 business challenges in this country? Growing revenue 21% 21% 11% Competition 11% 8% 25% Reducing costs 15% 8% 18% Increasing expectation from Customer 16% 13% 10% Increasing profit margin Finding and retaining people 8% 8% 10% 16% 8% 13% Rank1 Rank2 Rank3 Responding to our client s business requirements 11% 5% 8% The rate of technology change 3% 13% 2% Poor support from our vendors 2% 5% 5% Others 3% Source: 61 IT partners who expect to growth their business by at least 10% over the next two years Sales, Marketing and Automation

20 What is the difference between those companies that offer cloud services and those that do not?

21 Cloud providers are much more likely to offer a broad solution set to many industries, BUT services and Industry vertical focus What statement best describes your firm? Does not offer cloud Offers cloud We are a provider of a narrow solution set to a broad set of industries We are a provider of a broad solution set to a narrow set of industries 11% 13% 11% 22% We are a provider of a narrow solution set to a narrow set of industries 12% 58% We are a provider of a broad solution set to a broad set of industries 21% 53% Base: 79 partners; Source: A commissioned study conducted by Forrester Consulting on behalf of rhipe, January 2015 Share of wallet and vertical IP

22 Cloud providers are much more likely to offer a broad solution set to many industries, BUT services and Industry vertical focus For the last calendar year, what were the top three key IT products and services that you sold? No cloud offering Cloud offering Other Revenue 5% 3% In-house Software 0% 2% Application Software Resold 0% 11% IT Services Delivered by your 16% Horizontal solutions 0% 2% Vertical solutions 5% 18% IT Services that you Resell Resold 0% 5% PCs, Printers & Other Hardware 15% Networking 0% 5% Storage 0% 5% Intel Servers 0% 7% Base: 79 partners; Source: A commissioned study conducted by Forrester Consulting on behalf of rhipe, January % 58% Share of wallet and vertical IP

23 IT partners who sell cloud solutions are much more likely to sell multiple solutions across more vendors How many professional solutions/services offerings do you sell to the average customer? What is the total number of vendors with whom your company has reseller or service provider agreements? Does not offer cloud No cloud offering More than 10 5% 30 or more 5% 10% 5 to 10 32% 42% 20 to to 19 21% 33% 38% 47% Less than 5 53% 68% Less than 10 18% 26% Base: 79 partners; Source: A commissioned study conducted by Forrester Consulting on behalf of rhipe, January 2015 Next logical purchase

24 A fast growing rhipe customer is, on average A mid-sized firm, offering a growing portfolio of capabilities to their customers in the professional services, manufacturing, retail and financial services industries They have a strong focus on selling their own IT services keeping revenue in-house They sell security, applications, cloud, service management and analytics software and have embraced cloud as a delivery platform either from their own DC or that of an IT vendor These IT partners make a lot of their revenue from cloud and turn over around $ million dollars a year in total

25 How does cloud help these partners? Cloud computing broadens the scope of the vendors they resell they have a much greater portfolio of capabilities to offer to client The greater portfolio of services means that they tend to sell more solutions per customer Cloud that help them sell to higher margin industries (such as financial services)and also helps them sell to larger businesses likely increasing the value of the contracts they sign IT partners that sell cloud computing are more likely to be aggressively growing their business Cloud-focused businesses sell much more of their own IT services meaning they keep more money in-house, passing less on to their partners

26 Service Provider Best Practice Framework Business Strategy (Commercialisation) Delivery Strategy (Consumption) Platform Strategy (Enablement) Research Strategy (Innovation)

27 Rhipe summary Not about a product or program Not about Cloud, Big Data etc Holisitic Is about businesses changing the IT agenda and demanding: Service Based Business Solutions * Powered by IT

28 Call to action Be AGILE Dare to be DIFFERENT Stay RELEVANT

29 Contact details Stephen Parker VP Market Research, rhipe rhipe Pty Ltd

30 Thank you! Contact us #RCCS15