Haga clic para modificar el estilo de título del patrón Tifanni Bova VP Channel Strategies...

Haga clic para modificar el estilo de título del patrón

Tifanni Bova

VP Channel StrategiesGartner

Tifanni Bova


14 - 16 November 2012 | Cancun, Mexico

Reading the Tea Leaves State of the Market

Tiffani BovaGartner VP ResearchIndirect Channel Programs & Sales Strategies [email protected]


Channel Trends



Voice of the Customer

Haga clic para modificar el estilo de título del patrónIT Spend Still Focused on

“Run”


What is Driving BusinessLeaders?

CIO-Identified Top Business Priorities Ranking of Business Priorities for CIOs

All APAC EMEA NA

Increasing enterprise growth 1 1 1 1

Attracting and retaining customers 2 2 2 2

Reducing enterprise costs 3 9 3 4

Creating new products and services (innovation) 4 3 5 3

Increasing profitability (margins) 5 7 4 5

Improving efficiency 6 4 6 7

Improving marketing and sales effectiveness 7 - 7 8

Improve governance, compliance, risk and security 8 - - 6

Creating or improving customer channels 9 - 10 9

Implementing finance and controls 10 - 8 -


2012 CIO Regional Strategic Priorities

CIO-Identified Top Strategic Priorities Ranking of Business Priorities for CIOs

All APAC EMEA NA

Delivering projects and enabling business growth 1 1 2 1

Reducing the cost of IT 2 6 1 -

Developing/managing a flexible infrastructure 3 3 8 6

Expanding the use of information and analytics 4 2 - 2

Implementing mobility solutions 5 - - 3

Implementing business process improvements 6 10 - 4

Improving the business/IT relationship 7 5 4 9

Consolidating IT operations and resources 8 - 3 -

Improving IT operations 9 - 9 7

Implementing e-commerce and channel solutions 10 4 5 -

Haga clic para modificar el estilo de título del patrónTechnology Priorities Call for Strengthening

the Customer Experience

Strategic Technologies Ranking of the Technologies That CIOs Selected as One of Their Top Five Priorities in 2012 by Region

All APAC EMEA NA

Business Intelligence/Analytics 1 2 2 1

Mobility 2 1 3 2

Legacy Modernization 3 6 1 4

Clouds 4 4 7 3

SOA 5 - 4 -

CRM 6 8 6 5

Virtualization 7 10 8 8

Collaboration 8 5 5 7

BPM 9 - 10 9

IT Management 10 - 9 10

Notes: Asia/Pacific: third = other, seventh = security, ninth = customer sales and serviceNorth America: sixth = security

Haga clic para modificar el estilo de título del patrónIT modernization

Customer Experience Management

Cloud Computing (SaaS, PaaS, IaaS)

IT Governance

Enterprise software implementation or upgrade

Resource efficiency management tools

Data center consolidation

SOA and application architecture

Big Data, Information Management

Bring Your Own Device to work (BYOD)

31%23%

20%20%19%19%

18%18%

14%13%13%12%

10%10%9%9%

7%6%

5%

IT modernization

Enterprise software modernization

VoIP, Unified Communications and Collaboration

Virtualization (server, desktop, storage)

Analytics and Business Intelligence

SOA and application architecture

Customer Experience Management

Business Continuity Management

Sustainability reporting applications

Video

28%23%23%22%

20%19%18%

16%16%

13%13%

12%11%10%9%9%8%

4%4%

2013 IT Priorities TotalQ26. What do you consider your

organization/subsidiary/region/country's top three IT project priorities for 2013?

Up to three responses allowed

Brazil Mexico



Communication and Collaboration Trends



UC Enables a Stronger Mobility Experience With Handset Replacement

2010 2012 2014 2016 2018 20200%

20%

40%

60%

80%

100%

Wireline Handset Penetration

* Illustrative of trend, not an actual forecast

• Slow, multidecade trend away from wired handsets• Emphasis on smartphones and tablets

- Investment in iPhones and Androids• Enhanced mobile upsell opportunities

- Single-number reach, unified messaging, speech to text

- Location-based services- Mobile device management

Mobile substitution

happening NOW

Haga clic para modificar el estilo de título del patrónThe Pace of UCC Evolution

Is Accelerating:Comms and Collab Drives

Competitiveness

CommunicateProductivityCost avoidance

E-mailCalendarAudio conferencingVoice/TelephonyDiscussion forumsVideo conferencing

Network

CompetitivenessAgilityResponsivenessDecentralized decisionsSelf-organizationTrust/social capitalEcosystem engagement

ShareEffectivenessProcess consistencyResource optimizationProductivity

Business Value

Gen 1

Gen 2

Gen 3

1980-2000 2000-2007 2007-2012

AggregateTap broader audiences

Work with more context

Locate experts

Facilitate swarming

Gen 4

2010-2015

Shared workspacesWeb conferencingInstant messagingPresenceDocumentsReporting

Blogs, wikisUser-generated contentActivity streamsSocial profilesMicroblogging

Expertise locationUniversal dashboardSocial analyticsCo-editingLocation awareness


UCC: Junction of 2+ Markets

"UCC"Collaboration

Team/shared workspaces

Wikis, blogs, filtering

Social software andanalytics

Expert location and context-aware applications

Collaborative/real-time authoring

Other collaboration tools

Telephony

Voice mail

Audio conferencing

Unified Messaging

Videoconferencing

Call center

CommunicationsE-mail

Web conferencing

Instant messaging

Presence

Directory

"UCC"

UCC represents a broad set of functions. Growing, evolving, changing, adapting.

Few companies have the same requirements.

Communicate Share Network Aggregate

Haga clic para modificar el estilo de título del patrónNew User

Comm & CollabParadigms

Consumerization

Social Software

Cloud

Contextual Deployment

MultitaskingMultimodal

Mobility

New UserComm & Collab

Paradigms

Haga clic para modificar el estilo de título del patrónIT related actions over the next 12

months (Midmarket)

Multiple responses allowed n= n 720



Channel Eco-System Evolution


The Channel Company Evolution

Haga clic para modificar el estilo de título del patrónKey Attributes of Key

Business Models – Value Close to

Product

Reseller Value Added Reseller Solution Provider


Supplier to Trusted Partner

Managed Service Provider Cloud Service Provider Consulting System Integrator

Haga clic para modificar el estilo de título del patrónChannel Playing Specific Roles in

Cloud

Source: Gartner (April 2012) n=313


Without Sales Aligned New Offerings Stall

Source: Gartner (April 2012) n=313



Marketing Yourself in Today’s Market



You’re Selling Solutions



Differentiation



Marketing is a Discretionary Expense



Final Thoughts and Recommendations



Recommendations Distance buyer from technology and marry them to the outcome. If you miss a shift you are at risk Prepare your company for success New era of computing New buyers of technology New partner types Always reinvent your business, there is no ‘end game’

Growth requires leadership Create differentiated value Create differentiated value Meet market demand Make IT relevant Moving from tactical ‘supplier’ to strategic ‘partner’ doesn’t happen overnight



Reading the Tea Leaves State of the Market

Tiffani BovaGartner VP ResearchIndirect Channel Programs & Sales Strategies [email protected]

Tiffani_Bova

http://www.linkedin.com/groups?gid=40162&trk=myg_ugrp_ovr

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