Post on 18-Dec-2014
description
The Channel Cloud Opportunity
Tony FranciscoVAR Dynamics
Jay McBainChannelEyes
Dan ShaperoClikCloud
Just the Facts
Where are we now?
Just the Facts
Where are we now?
$45.9B opportunity in 2012
growing to $207B by 2016
Cloud is not coming …it is here
93% of companies report Using some form of cloud solution
Source:
Source:
The Channel Shift is Happening NOW…
Source:
are generating over half their revenue
42% expect cloud-related revenue to
For those Channel Partners offering Cloud Services:
51% grow significantly in 2012
But Customers are going Direct…or are they?
Channel Partnerspredicting growth in next 12 months 96% 21% of customers have contracted with a third party for cloud transition
Source:
Cloud Designer & Builder
Cloud Services Reseller
Cloud Service Provider
• Private Cloud orientation• Leverage traditional business
model• Incrementally add public cloud• Integrate Hybrid Cloud• Heavy PS Focus
• Public Cloud orientation• Build Recurring
Revenue• Heavy Focus on Vertical
and Application Service• Integrate Hybrid Cloud• White Label
• Public Cloud Provider• Operating Data Centers• Recurring Revenue• Support and MSP Services• IaaS or Use Case (e.g. DaaS)
Channel Models/ Approaches
Compliance
Availability
Security
Privacy
Every Challenge is a Revenue Opportunity!
=
PREDICTIONSecurity, compliance, data migration, integration, and device support drives:
CHANNEL GROWTH
Conclusion:
SHOW ME THE MONEY60% of Channel Partners said customer demand is driving them to cloud.
Source:
55% report service attach opportunities
48% report consulting and network assessments driving large pre and post sales
But Customers are going Direct…or are they?
Channel Partnerspredicting growth in next 12 months 96% 21% of customers have contracted with a third party for cloud transition
Source:
Just the Facts
Where are we now?
Cloud Computing will generate 13.8M new jobs by 2015.
Will Managed Services grow to be “Managed Cloud” and capture the majority of these jobs?
Wait a minute, isn’t the low margin cloud going to kill the Channel?
“12,000 new cloud jobs in April 2012”Source:
Source:
Why the Cloud Makes Sense to Customers…
Source:
50% of companies want to reduce costs
43% want to shift to op-ex
44% think it is a better solution