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The changing cloud opportunity
for the channel
Alastair Edwards, Principal Analyst
Presentation download
www.canalys.com/download/barcelona
Username: spain
Password: emea
Available until: 30 April 2015
Insight. Innovation. Impact.
2014 ended strongly for the IT industry
Canalys IT Titans Index
Revenue growth by region
Europe, Middle East & Africa
Americas
Asia Pacific
Source: Latest reported financial results for Apple, Cisco, EMC,
Google, HP, IBM, Intel, Juniper Networks, Lenovo, Microsoft,
Oracle, Salesforce.com, Samsung and SAP
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But competing forces are at play in EMEA
Rising product
prices
Russia
Currency
volatility
Greek debt
crisis
Skills shortage
Growth inhibitors
Channel performance
Growth drivers
Windows
Server 2003
migration
Security
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Shifting
vendor
landscape
Low oil price
Data center
transformation
The reality of cloud has changed
open source
regulation
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local
Every customer’s IT mix will be different
On-premises
At home
Managed
Hosted
At work
Security becomes a top priority
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Public clouds
On the move
The channel becomes the main route for cloud
Standards-based
Data sovereignty
Compliance
and regulatory
expertise
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Security
The channel plays a unique
role in the delivery and
management of hybrid cloud
environments
Integration
Professional
services
In-country,
trusted advisor
ITaaS to represent 37% of revenue by 2017
What proportion of your revenue
comes from IT delivered as a service
(managed, hosted and cloud services)?
Source: Canalys survey, 352 IT channel respondents, September 2014
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ITaaS revenue share
Direct cloud remains greatest channel fear
Significant challenges faced by partners when selling IT-as-a-service
Source: Canalys survey, 352 IT channel respondents, September 2014
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Percentage of respondents
Choose your roles carefully
Changing sales
culture
Portfolio mix – new vendors
and services
Shift to annuity
revenue streams
New profitability
drivers
Manage multiple
business models
New
competitors
Different channel business models are emerging
Managed services
(managing customerowed assets)
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Cloud services
from own data
center
Cloud services from
third-party data
center
Reselling thirdparty cloud
services
Developing the right cloud portfolio is key
What cloud-based services do you feel represent the
most significant opportunities for the channel today?
Percentage of respondents
Source: Canalys survey, 352 IT channel respondents, September 2014
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Partners must also widen sphere of influence
CEO
CMO
Marketing
User
User
CFO
Finance
User
User
CIO
IT
procurement
Sphere of
influence – key
to unlocking
budget
Channel partner
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COO
CPO
Operations
User
User
HR
User
User
Expect IoT to drive a new compute paradigm
Evolution of computing architectures
Big iron
Distributed
Cloud
Mobile
Internet of
Things
Computing
for criticality
Computing
for everyone
Computing
for demand
Computing
for anywhere
Computing
for anything
Redistribution of computing workloads based on need
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Distributors must support this transformation
How important will the role of IT distributors be as ‘cloud aggregators’ ?
Not at all
important
Very
important
68% of partners believe distributors will play
an important role as ‘cloud aggregators’
Source: Canalys survey, 352 IT channel respondents, September 2014
Insight. Innovation. Impact.
Rethink your value proposition
•
•
•
•
•
•
Evolving value
proposition for
the channel
Drive the prominence of YOUR brand
Expand your sphere of INFLUENCE
DISRUPT established thinking within customers
CHOOSE the right partners for your future strategy
Deliver BUSINESS advantage, not just technology
Remain committed to your CORE VALUES!
Changing customer priorities
Speed, flexibility
and agility
Business outcomes
New economic models
Insight. Innovation. Impact.
Analytics
Software-led, not
hardware-led
The changing cloud opportunity
for the channel
Alastair Edwards, Principal Analyst
Presentation download
www.canalys.com/download/barcelona
Username: spain
Password: emea
Available until: 30 April 2015
Insight. Innovation. Impact.
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