UC Irvine Bren ICS Capstone Project Overview. January 11, 2018

Transcription

1 UC Irvine Bren ICS Capstone Project Overview January 11, 2018

2 Every Industry Has a Reseller Channel The IT Reseller Channel accounts for $255bil of IT Transactions annually

3 The Channel Catalyst Driving Channel Connections Channel Point of View Unmatched Database Channel Advocate 34+ Years Channel Intelligence PartnerDemand Services IPED

4 A Channel Company Priority As Operational and Technology Vendors aggregate the next generation of IoT solutions, The Channel Company is prepared to help Operational & Technology Vendors accelerate the growth of the new IoT channel by providing: IT channel expertise Editorial access Partner research Conference access to IT partners The emerging IoT channel: will be capable of taking new aggregated IoT solutions to market and typically leverages IT partners and Operational partners, teamed, to meet IT and Edge requirements

5 The Channel Company s IoT Advisory Board Members OT IT Telephony Both OT & IT Vendors KMC Controls National Instrument Siemens Schneider Electric IBM APC Cisco Red Hat Comcast Business Intel Arrow/Arrow Electronics PTC Hitachi Vantara Partner/Integrators Encon Mechanical Control Point Wachter ControlTrends Alvarez Technology New Signature 10 th Magnitude OST

6 OT and IT Integrators Look to IoT Vendors to Help Them Find Each Other, So Together they Can Offer Complex IoT Solutions OT Integrators: are typically skilled in operational systems offered by vendors like GE Digital, Siemens, Schneider Electric, Bosch, etc. OT integrators typically employ mechanical, electrical, chemical engineers, can roll a truck, can maintain equipment in manufacturing, agriculture, oil & gas, healthcare, etc. IT Integrators: come from the data center, cloud and distributed systems offered by vendors like IBM, Microsoft, Dell EMC VMware, HP Enterprise, Cisco, etc. IT integrators typically employ security, application development, data science sometimes specialized by industry but not typically. 52% The percentage of integrator partners who look to IT vendors to foster collaboration between OT and IT partners within the community IPED Intel IoT Study

7 This is How it Happens Today; but Partners Indicate they Need Help I use my YPO network to find partners right now. Associations can definitely play a role. Yes, Vendors should be leading. OT Encon Mechanical Dell is starting to help here. KMC Controls and Dell bringing us to a conference soon to meet and discuss this. OT Encon Mechanical Once we know the customer need, we research best in class, pursue meetings, NDAs specific to the opportunity. IT CB Technologies Appointment setting at a conference so we may experience the solutions. IT Sigmanet They found us at an industry event where we were both sponsors. IT CB Technologies What is required is a combo of fact to face, conference introductions, and facilitation. The facilitation is the difference. OT Wachter It s the network and tradeshows. OT Control Point Our ISVs are vertically oriented. Bar coding VARs find Zebra ISVs on a regular basis. Zebra We need a Linkedin for businesses. Control Point Partner Catalog/Finder Appointment Vendor Conference Mobile Application Linkedin for Businesses Twitter Hosted meet & greet by country IT Distributor Association or other 3 rd Party Trade Show Appointment Setting

8 An Application to Automate the OT & IT Partnering is Required Project Scope: Build a working prototype of an application to be used by IT/Telephony/OT vendors and their resellers/integrators, suitable either for the cloud and/or mobile device to match IT and OT resellers and systems integrators with complementary and critical skills allowing the successful sale and development of IoT solutions. Confidential property of The Channel Company, 2017 by The Channel Company. All rights reserved.

9 An Application to Automate the OT & IT Partnering is Required Project Scope Continued: The matching is driven by the need to ensure the following skills are staffed to IoT customer solutions sold. These skills are seldom found in one (1) integration firm. OT vertical expertise Industrial control systems Application development and analytics Telephony or wireless networking Network and security, edge security Cloud Big data, data center Confidential property of The Channel Company, 2017 by The Channel Company. All rights reserved.

10 An Application to Automate the OT & IT Partnering is Required Internal Processes Used Today Opportunity identification: an IoT opportunity is identified and solution discovery complete at a preliminary stage. E.g. predictive maintenance in a manufacturing customer Confidential property of The Channel Company, 2017 by The Channel Company. All rights reserved.

11 An Application to Automate the OT & IT Partnering is Required Internal Processes Used Today 1. Lead OT or IT integrator identified 2. Skills inventory of lead partner 3. Map skills to the proposed solution to identify skill gaps 4. Skill gaps are then filled by matching an IT or OT partner who possesses those skills to the lead partner 5. The partners are introduced and project management oversees the customer engagement/solution Confidential property of The Channel Company, 2017 by The Channel Company. All rights reserved.

12 An Application to Automate the OT & IT Partnering is Required User Experience Vendor should have the ability to make introductions between integrators/resellers Propose matching partners based on integrator/ reseller skills inventory and solution skills needs Integrators/resellers should be notified of with the ability to accept or catch an opportunity and the prospective partner with complementary skills Resources Appears to have needs collection, design and development components UCI, AWS, Azure or other Hosting environment on which to run prototype unless it s a mobile app Confidential property of The Channel Company, 2017 by The Channel Company. All rights reserved.

13 An Application to Automate the OT & IT Partnering is Required Timeframe: We would be guessing, but appears to be two (2) quarters? Communication: Cisco s Webex for remote meetings and status updates In person by Rauline Ochs on campus at UCI as desired Newport Beach office for meetings Confidential property of The Channel Company, 2017 by The Channel Company. All rights reserved.

14 Benefits To You Work directly with Industry Leaders This project will be actively reviewed by our advisory board members. (Intel, Cisco, Red Hat, Schneider Electric, PTC, Arrow, Hitachi, Wachter, 10 th Magnitude, etc. from slide 5.) It will be used to drive revenue The whole purpose of this app is to create connections between orgs that you might one day work for Help accelerate the IoT revolution The only way IoT solutions will be successfully implemented is through companies partnering with each other. Confidential property of The Channel Company, 2017 by The Channel Company. All rights reserved.

15 The Channel Company UC Irvine Project Team Our IoT Advisory Board Members will also be engaged in the project as potential users. As such they should be interviewed to capture their vision of the end solution! Adelaide J. Reilly, SVP/GM, Media Rauline Ochs, IPED Consultant

16 THANK YOU