Round table discussion The Digital Transformation · The Digital Transformation. ... 2005 onwards:’ ICT’ goes’ through’ a period’ of ... Finance Marketing Sales Product

Round table discussion The Digital Transformation Moderated by Keith Humphreys euroLAN

9 Jun 2015 Keith Humphreys 2

Introduction Conclusion Objective Scope INTRODUCTION 3rd PLATFORM BUS. OUTCOMES ISV RECRUITMENT

Managed/Cloud Services

Objective Examine the roles distribution can play in the Digital Transformation ie Cloud, Social, Mobile, Big Data, analytics etc

Format Round tables each hosted by a distributor

Topics The 3rd Platform – Chris Barnard, VP European Telecoms & Networking IDC Business Outcomes – Matthew Ball, Principle Analyst at Canalys ISV Recruitment – Keith Humphreys, Managing Consultant at euroLAN

The Digital Transformation

Digital Transforma/on and the 3rd Pla5orm: New Challenges, New Opportuni4es, New Capabili4es

@cbarnard_IDC

Chris Barnard Vice President, European Telecoms & Networking, IDC

[email protected] -‐ +31 642480631 May 2015

Introduction Conclusion Objective Scope 3rd PLATFORM INTRODUCTION BUS. OUTCOMES ISV RECRUITMENT

The ICT Industry's 3rd Pla5orm

Source: IDC

2005 onwards: ICT goes through a period of "crea4ve destruc4on" — the old industry model

is replaced with a new pla5orm for growth and

innova/on. Today, the 3rd Pla5orm (cloud, mobility, Big Data/analy/cs and social) is driving

transforma/on — and the pace of change keeps

increasing as IT becomes the business.

1985-‐2005: Following the introduc/on of the PC and MicrosoW OS, client/server compu/ng

replaced most mainframes. Growth of LANs,

Internet, mobile telephony. IT reshapes the workplace as automa/on becomes a key driver of

efficiency.

1960-‐1985: Mainframe computers in computer

centers. IT separate from the business, with specialist operators running very specific

applica/ons. Slow pace of change and

innova/on.

Millions of users Thousands of apps

Hundreds of millions of users

Tens of thousands of apps

Billions of users Millions of apps

4

Impact on VADs § 2nd Pla5orm business will not go away, but manage the decline

§ Build out 3rd Pla5orm capabili/es

§ Choose the right vendor partners to succeed § Enable ecosystem for business, not technology, interac/ons

§ Think about your role in Professional Services § Social business will change the way VADs engage with ecosystem

5

Ques/ons § Where do you think the industry is in terms of the transi/on to the 3rd Pla5orm?

§ What are the weaknesses of distributors in a 3rd Pla5orm world?

§ What are the strengths of distributors in a 3rd Pla5orm world?

§ Where do professional and/or cloud services fit into the distributor role in the 3rd Pla5orm?

§ If you were to build a distribu/on company from the ground up today, how would that company look?

6

Contact

@cbarnard_IDC

Chris Barnard Vice President European Telecoms & Networking email: [email protected]

7 © IDC Visit us at IDC.com and follow us on Twitter: @IDC

Driving business outcomes with IT

What role should distributors play in driving business outcome-led activities?

Matthew Ball, Principal Analyst

Insight. Innovation. Impact.

Introduction Conclusion Objective Scope BUS. OUTCOMES INTRODUCTION 3rd PLATFORM ISV RECRUITMENT


IT under pressure to enable business outcomes Customer’s IT challenges

IT budgets

Maintaining existing IT

Evolving ecosystems

IT buyers and users blurring

Security threats and compliance

Decreasing IT control, limited skills and lack of

innovation


Aligning IT with business outcomes is key

Business outcome IT drivers

Assess, detect, protect, respond

IT-as-a-Service

Smart mobile workforce

Software-defined infrastructure

Collaboration

Data center consolidation and transformation

Energy sustainability

Hybrid-IT

IT self-service

Pervasive wireless

Application centric processes

Big Data and analytics

Business process management

Customer experience

Internet of Things

Align IT with desired business outcomes

Agile Optimize Innovate


Aim to become a strategic partner

Relevance to customer Strategic Non-strategic

Maintain and manage

Resell, attach and renew

Price and cost reduction-led

Enable

Platform for change, engage beyond IT

Relationship-driven

Transform

Drive differentiation and accelerate growth

Business outcome and professional services-led


Business outcome IT relationships


New stakeholders need to be addressed


Business need

HR Legal

Finance Marketing

Sales Product

Users

Business direction

CEO

CIO

CDO

CMO

COO

CPO

Business operation

IT

Purchasing

Operations

Relationship with customer Strategic Non-strategic

Business outcome stakeholders


Discussion topics

"   What business outcomes should be prioritized in order to establish a set of IT solutions?

"   How do you measure the success of these business outcomes?

"   What capabilities need to be in place to drive business outcome-led IT projects?

"   What programs need to be implemented in order to change the behaviour of the salesforce?

"   How can marketing collateral be improved to support business outcome-led sales?

Driving business outcomes with IT

What role should distributors play in driving business outcome-led activities?

Matthew Ball, Principal Analyst



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Objective Scope Services Introduction Conclusion Objective Scope ISV RECRUITMENT INTRODUCTION 3rd PLATFORM BUS. OUTCOMES

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P2P Evolution

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HP Discover



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Questions

Overall How can distributors change the perception that “channel partner recruitment is not their strength”?

Status Are distributors providing a role in the development ecosystems today?

Discussion Should distribution be involved in ISV recruitment? Can distribution be the aggregation point for ISV solutions? Is a Partner to Partner network (P2P) the right solution? Or is a Solution Catalogue a better solution?


Objective Scope

LinkedIn http://www.linkedin/in/KeithHumphreys Twitter http://www.twitter.com/KeithHumphreys Blogger http://eurolan.blogspot.com SlideShare http://www.slideshare.net/KeithHumphreys Facebook http://www.facebook.com/khumphreys

Keith Humphreys Managing Consultant

telephone +44 20 86938693

mobile +44 7785 246292

Contact

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Round table discussion The Digital Transformation · The Digital Transformation. ... 2005 onwards:’ ICT’ goes’ through’ a period’ of ... Finance Marketing Sales Product