Next Frontier

Transcript

2. New Frontiers - SMB Managed Services & Cloud Market Anurag Agrawal, CEO & Analyst @anuragtechaisle
3. Today Morning ¤  Four facts that will help you stay viable through the end of the decade, and what you need to do once you’ve learned them •  SMB and its Priorities •  The Buying Community is Different •  Changing SMB Technology Adoption •  SMB Cloud Success Factors
4. Top SMB Business Issues • For the first time in 5 years, cost is not the #1 business issue 01   A%rac)ng  &  retaining  new  customers   56%   02   Increasing  business  growth   53%   03   Reducing  opera)onal  costs   50%   04   Keeping  pace  with  compe))on   32%   05   Focusing  on  new  markets   26%  
5. Top SMB IT Priorities • Each IT Priority is addressing more than one Business Issue 01          Social  Media   74%   02          Mobility  Solu)ons   65%   03          Business  Intelligence  Analy)cs   61%   04          Cloud  Compu)ng   60%   05          Collabora)on   59%   06          Managed  Services   58%  
6. Point-solution silos are yesterday’s news •  PCs   •  Tablets   •  Smartphones   •  Servers   •  Storage   •  Networking   •  CRM   •  ERP   •  Converged   Infrastructure   •  Business  Intelligence   •  Mobility   •  Cloud  (IaaS,  SaaS,  PaaS)   •  Managed  Services   •  VirtualizaGon   •  Social  Media   •  Big  Data   •  SDN/SDDC   •  CollaboraGon   •  VerGcal  ApplicaGons   Today’s  interconnected  business  IT  solu)ons   focus  on  Empowerment   •  PCs   •  Servers   •  Storage   •  Security   •  Networking   •  Middleware   •  CRM   •  ERP   •  LoB  ApplicaGons   Past  Discrete  IT  Solu)ons   focused  on  Enablement  
7. Top SMB IT Challenges • Mobility, data growth and integration are first time entrants 03   Mobile  device  management   04   Data  protecGon/recovery/business  conGnuity   06   Mobility  soluGon  demands  and  devices   07   Excessive  data  growth   08   Maintaining  current  IT  infrastructure   10   IntegraGng  disparate  soMware  applicaGons  
8. Cloud is now complementing traditional IT 45%   28%   45%   40%   48%   40%   14%   25%   15%   Small  Business   Mid-­‐Market   SMB   Role  of  Cloud  within  SMBs  using  Cloud   Cloud  is  the  center-­‐point   of  our  IT  opera)ons   We  use  cloud  to   supplement  our  tradi)onal   IT  resources   We  seamlessly  combine   cloud  &  tradi)onal  IT   resources  
9. Business agility is driving SMB cloud adoption 40%   Allow  us  to  introduce  capabili)es  that   would  have  been  cost  or  )me  prohibi)ve   Enable  us  to  reduce  costs  related  to  our   business  processes   Enable  us  to  be  more  agile  in  our   business  opera)ons   36%   33%  
10. Cloud and Mobility are inextricably linked Mobility   Cloud   Managed  Services   Virtualiza)on   • Managed Services and Virtualization are great enablers
11. Contribution to Business Growth vs. Improving Bottom Line 80%   78%   68%   47%   20%   22%   32%   57%   CLOUD   VIRTUALI -­‐ZATION   MOBILITY   MANAGED   SERVICES   Will  help  business  grow   Will  help  increase  boOom-­‐line  
12. Decision Making Unit (DMU) is Larger Today Purchase   Decision   IT  Management   1990s   Channel  Partner   Purchase   Decision   IT  Management   Channel  Partner   2000  –  2010   IT  Vendor   Purchase   Decision   IT  Management   Business  Mngmt.   Execu)ve  Head   IT  Specialists   Channel  Partner   IT  Vendor   Today   Customer  
13. Presence of IT Specialists 21%   36%   Small  Business   Mid-­‐market  Business   Presence  of  IT  Specialists  within   Business  Units   They  are  the  primary  decision   makers   •  IT Specialists are blurring the ITDM/BDM Divide 30%  
14. Balance of Control within SMBs 7X   5X   5X   3X   Balance  of  Control   ITDM   BDM  
15. Solution Leadership Virtualiza)on   Managed   Services   IaaS   IT  Led   Big  Data   SaaS   Mobility   IT/BDM   Collabora)ve   Collabora)on   Social  Media   Analy)cs   BDM  Led  
16. Ad-hoc spending is on the rise Slightly  over  15  percent  is  Ad  Hoc  spending   •  Not  accounted  for  in  any  budget   •  May  come  from  business  or  IT  
17. SMB Mobility market expanding •  1.4 Million SMBs using Managed services •  ~ 21 SMBs per Channel Partner •  2.0 Million SMBs using Cloud •  25 million SMB Cloud users •  35 million mobile SMB employees •  54% of SMB workforce • By the end of 2015 there will be……
18. SMB vs. MSP Planned Adoption 49%   52%   79%   116%   Mobility   SoluGons   Cloud   CompuGng   Managed   Services   VirtualizaGon   %  Change  in  Adop)on  in  next  2  years   88%   95%   34%   Mobility   Cloud   VirtualizaGon   %  Change  in  offering  in  next  2  years  
19. Combination of Services being used 5%   11%   6%   Cloud  +  Mobility  +   VirtualiaGon  +  Managed   Services   Cloud  +  Mobility  +   Managed  Services   Cloud  +  Mobility  +   VirtualizaGon   Small  Business   19%   25%   56%   Cloud  +  Mobility  +   VirtualiaGon  +  Managed   Services   Cloud  +  Mobility  +   Managed  Services   Cloud  +  Mobility  +   VirtualizaGon   Mid-­‐market  Business  
20. The era of single-serve offering is not viable
21. There is momentum in Hybrid Private   cloud,  50%   Hybrid   cloud,  28%   Public   cloud,  22%   SMB:  Planned  Usage   Private   cloud,  46%   Hybrid   cloud,  18%   Public   cloud,  36%   SMB:  Current  Usage  
22. IaaS workloads focus on storage & Security Hosted  SW  pla^orm   Hosted  database   Cloud  server   Cloud  security   Data  backup   Cloud  storage   SMB  Top  IaaS/PaaS  Workloads   Current   Planned  
23. SaaS workloads are driven towards revenue and collaboration Hosted  VoIP   Web/  video  conf.   Acct./  Finance   Project  mngmt.   Prod.  suites   CollaboraGon   CRM   Content  pub.   VerGcal  apps.   SMB  Top  SaaS  Workloads   Current   Planned  
24. Top Managed Services Offerings Top  Managed  Services  Planned  Offerings   1.  Voice/Video  Services   2.  ApplicaGon  hosGng   3.  Storage,  Data  Backup   4.  Mobile  Devices   5.  NW   6.  Security  Services   7.  Print  Services   8.  PC   • MSPs are building their offerings to be in line with SMB needs
25. Top Virtualization offerings by MSP Top  Virtualiza)on  Planned  Offerings   1.  Hosted  Virtual  Desktop  (DaaS)   2.  NW  VirtualizaGon   3.  Storage  VirtualizaGon   4.  VDI   5.  Data  Center  VirtualizaGon   6.  ApplicaGon  VirtualizaGon   7.  Server  VirtualizaGon  
26. The path to channel success in the cloud is not exactly well-paved – but it’s not unmarked, either ¤  There are behaviors that are common to channel members who are successful in the cloud – and characteristics that are common to those who struggle
27. Lead with SMB Industry expertise 57%   50%   70%   34%   Technical  experGse   Knowledge  of  their  industry  or   type  of  business   Technical  vs.  Industry  Exper)se   Very  Successful   Unsuccessful  
28. Focus on best-of-breed to meet SMB business needs 76%   7%   15%   67%   5%   3%   4%   23%   Very  Successful   Unsuccessful   Best-­‐of-­‐Breed  Solu)ons  vs.  Single  Vendor  offerings   It  depends   Neither   Single  vendor  soluGons   Best-­‐of-­‐breed  soluGons  
29. Offer Data Integration to provide unified view of business 63%   13%   31%   50%   6%   38%   Very  Successful   Unsuccessful   Data  Integra)on  between  Cloud,  On-­‐Premise   Applica)ons   No  and  do  not  plan  to   No,  but  we  plan  to   Yes  
30. Build consultative relationships with SMBs 66%   5%   27%   13%   7%   82%   Very  Successful   Unsuccessful   Type  of  Rela)onship  with  Customers   TransacGonal   relaGonships   Advisory  relaGonships   ConsultaGve   relaGonships  
31. Allocate resources for pre-sales support 38%   9%   43%   57%   Very  Successful   Unsuccessful   Pre-­‐Sales  vs.  Post-­‐Sales  Support   Pre-­‐sales  support   Post-­‐sales  service  and   support    
32. Thank You: What we learned today morning •  SMB market is expanding •  DMU and its Priorities are creating new opportunities •  IT solution portfolio and choice has increased •  Cloud and Mobility are inextricably linked •  There are new channel dis-intermediations •  There is no one organizational recipe for success but breadcrumbs are being left behind by trailblazers