2. CompTIA Research Roundup
Carolyn April
Director, Industry Analysis
capril@comptia.org
Tim Herbert
VP, Research & Market Intelligence
therbert@comptia.org
Seth Robinson
Director, Technology Analysis
srobinson@comptia.org

3. On Tap for Today
Voice
of the
Customer
Voice
of the
Channel
Insights &
Opportunities

4. Over 100 Studies in CompTIA Research Library
Channel Focused Research
 State of Channel
 Managed IT Services
 Managed Print Services
 Cloud Computing
 Partnering Trends: Telecom and IT Channels
 Channel Conflict and Deal Registration
 Business Transformation Whitepaper
 Warranty Fraud
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Technology Focused Research
 Security
 Mobility
 Big Data
 Cloud Computing
 Communications / Social Media
 Cloud Computing
 Green IT
 IPv6
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Workforce, Policy and Business Research
 State of IT Skills Gaps
 Youth Opinions of Careers in IT
 2013 IT Industry Outlook
 Quarterly Business Confidence Index
 Employer Perceptions of IT Certifications
 Tax Policy Issues
 TECNA Strategic and Policy Issues
 Generational Issues in the Workplace
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Market Vertical Focused Research
 Retail Sector
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 Legal Services Sector
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 UK SME Market
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 International Tech Adoption
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5. Housekeeping
Feel free to submit questions via
#CHANNELCON

6. 2 in 3 IT Firms On-Target or Ahead of ’13 Goals
44
46
48
50
52
54
56
58
60
62
64
Q3'09
Q4'09
Q1'10
Q2'10
Q3'10
Q4'10
Q1'11
Q2'11
Q3'11
Q4'11
Q1'12
Q2'12
Q3'12
Q4'12
Q1'13
Q2'13
Q3'13
Fore…
ConfidenceRating|100=HighestRating
32%
46%
22%
Lagging
goals
On-target
with goals
Tracking
ahead
Self-Assessment of
2013 Revenue Goals
IT Industry Business
Confidence Holds Steady in Q3

7. Businesses in Several Countries Project Solid
Increases in IT Spending Over Next 12 Months
7.2%
4.6%
2.3%
4.3%
7.6%
1.8%
7.3%
6.2% 6.2%
2.8%
Brazil Canada France Germany India Japan Mexico Middle…Thailand UK
AxisTitle

8. Cloud Adoption* Across Countries
22%
18%
27%
18%
25%
15%
31%
24%
18%
26%
20%
21% 26% 19%
19%
26%
17%
23%
23%
20%
17% 24%
39% 39% 39% 49%
31%
34%
44%
41%
40%
33%
42%
17% 16% 14% 14% 19% 35% 2% 12% 22% 24% 14%
Total Brazil Canada France Germany India Japan MexicoMiddle EastThailand UK
NET adoption
of cloud on
some level
Full-use stage (top bar)
Experimentation stage (bottom bar)
Evaluation/implementation stage (top bar)
Basic awareness stage (bottom bar)

9. Cloud End User Business Models
Experiment
Non-Critical
Use
Full
Production
Transformed
IT
IaaS | PaaS | SaaS
Public Clouds
Payment Models
Transition
Integration
Security
Workflow Change
Customization/Rea
rchitecture
Provider SwitchingProof of Concept
Private | Hybrid Clouds
Education
Policies/Procedure
s

10. Cloud Maturity Leads to Wider Benefits
29%
30%
29%
43%
39%
46%
41%
56%
46%
Modernization of IT
Simply a Better Option
Ability to Cut Costs
Early Adopters Mid Adopters Late Adopters

11. End User Cloud Migration Patterns
Public Cloud
Provider #1
Public Cloud
Provider #2
Private CloudOn-premise
System
Company ABC
24%
25%
29%
(Apps)
27% (Infrastructure)

12. Cloud Channel Models Framework
Build
Provide /
Provision
Enable /
Integrate
Manage /
Support
IaaS | PaaS | SaaS
Public | Private | Hybrid Clouds
Cloud Aggregation | Brokerage Services
Procure HW +
SW; add
expertise to build
cloud
Resell
White-label
Hosting / Direct to
customer
Deployment
Consulting | Advising | IT Solutions
Integration
Break/Fix
Managed Services
Customization /
Development
Architecture /
Design

13. Cloud Business Models Mature
48% 49% 51%
61%
32% 34% 35%
27%
Build Provide/
Provision
Enable/
Inte-
grate
Manage/
Support
Currently
Providing
Plan to
Provide
46%
54%
Mature
Somewhat
Mature /
Not That
Mature
Cloud Business Model
Self-Assessment
Cloud Business Model Involvement
29% of channel partners report
being “born in the cloud”

14. Anticipated Cloud Growth Opportunities
20%
23%
25%
32%
Manage / Support
segment
Build segment
Enable / Integrate
segment
Provide / Provision
segment
Cloud Growth Opportunities
Expectations Over Next 2 Years
Implemented software (e.g. PSA) that is
able to track individual revenue sources
1
2
3
4
Created separate sales teams for cloud-
based business vs. non-cloud business
Changed accounting codes internally to
delineate between cloud and non-cloud
revenue
Followed vendor specifications for what
is classified cloud vs. non-cloud in their
offerings
Cloud Impacts Channel Accounting/
Bookkeeping Practices
Despite maturing cloud models, only 37% of
channel partners report generating more than
half their revenue from cloud activities

15. The Future of Work?
Applications Regularly Used in Workplace
20-29
Years
30-39
Years
40-49
Years
50-59
Years
60+
Years
Microsoft Word 86% 86% 88% 88% 88%
Microsoft Excel 71% 74% 72% 65% 59%
Microsoft PowerPoint 52% 63% 57% 46% 40%
Online version of applications for word
processing or spreadsheets (e.g. Google Docs)
33% 37% 21% 16% 10%
Mobile app specific to job 27% 28% 17% 10% 12%

16. BYOD in the Workplace Skews Toward Younger
Segments of Employees
32%
33%
46%
59%
61%
47%
60+-somethings
50-somethings
40-somethings
30-somethings
20-somethings
Overall

17. Big Data’s Momentum Continues
45%
55%
24%
76%
Somewhat
Familiar / Not That
Familiar
NET Familiar
2012 2013
46%
55%
62%
83%
Businesses Average or
Lagging on Data Mgt.
Businesses Ahead of
the Curve on Data
Mgt.
2013 2012
Change in End-User Familiarity with
Concepts Associated with Big Data
Change in NET Familiarity Among
End-User Business Segments

18. Most Business Still Working to Improve Their
Data Analysis Capabilities
30%
54%
16%
Basic
Level
Intermediate
Level
Advanced
Level
Self-Assessed Capabilities
with Data Analysis
Matching data findings to business objectives
Integrating data tools with existing data sets
Understanding data needs of all business units
Building appropriate skills in areas of data
management/analysis
Evaluating available tools for data
management/analysis
57% of businesses report currently using
some type of data analysis, data mining or
business intelligence tools; another 36%
plan to start using soon.
Top 5 Challenges in Using
Data Analysis Tools
1
2
3
4
5

19. Human Error: a Growing Security Concern for
Businesses Across Many Countries
35%
65%
62%
38%
71%
29%
53%
47%
33%
67%
66%
34%
48%
52%
46%
54%
23%
77%
56%
44%
NET human error has INCREASED as a
security factor during past two years
Brazil Canada France Germany India
Japan Mexico Middle East Thailand UK
NET human error UNCHANGED or lessened
as a security factor during past years

20. Top Reasons Why Human Error is Increasingly a
Factor in Security Incidents/Breaches
General negligence / carelessness towards security
Increased use of social media by staff
Failure of end-users to follow security procedures and policies
Lack of security expertise with networks, servers and other infrastructure
Failure of staff to get up to speed with new threats (e.g. mobility, social media, cloud, etc.)
1
2
3
4
5
Top Factors
Among
Mature
Economies
Lack of security expertise with websites and applications
General negligence / carelessness towards security
Failure of end-users to follow security procedures and policies
Lack of security expertise with networks, servers and other infrastructure
Inadequate resources - not enough IT staff time to manage security threats
1
2
3
4
5
Top Factors
Among
Maturing
Economies
Mature Economies Group: Canada, France, Germany and the UK
Maturing Economies Group: Brazil, India, Mexico, Middle East and Thailand

21. Demand for IT Support Services Expected to Grow
32%
12%
17%
21%
27%
31%
47%
None of the above
Tablet
Smartphone
Software application
Internet, WiFi or network
issue
Printer / MFP
Desktop or Laptop
Incidence of IT Support Needs
During Past 3 Months
Expectations for IT
Support Services
12%
47%
42%
11%
41%
48%
6%
44%
50%
Baby Boomers
Generation X
Generation Y
Increasing
Need
Decreasing
Need
No
Change

22. Worker Preferences for Improving IT Support
Faster support / resolution of IT issue1
More proactive maintenance so issues are addressed before
becoming a major problem
2
Better customer service / professionalism from IT support staff3
Better communication, such updates on status of repairs4
More options for getting IT support, i.e. video chat, IM, text, apps, etc.5

23. The On-going Challenges of Channel Conflict
Vendors not honoring deal registration
program rules of engagement
Vendor shifting GTM strategy from indirect
to direct sales
Vendor services arm competing against me
Lost deals to vendor direct sales team
Vendors violate of policies separating sales
engagement and territory
1
2
3
4
5
Top 5 Types of Conflict Experienced
by Channel Partners in Last 2 Years
60%
66% attribute
increasing
channel conflict
to changing
customer
dynamics.
44% attribute to
new models
such as cloud
computing.
% of partners
reporting an
INCREASE in
channel conflict
over past 2
years
Due to channel conflict, 37% of
partners intensified efforts to improve
their services/solutions capabilities

24. Cloud and the Role of IT Distributors
5%
7%
37%
52%
Don't know
Decreasing
involvement
No change
Increasing
involvement
Channel Firm Expectations for
Distributor Relationship in Next 2 Years
Distributors are serving as an aggregator
of cloud services that solution provider
can then resell
1
2
3
4
Distributors still figuring out where they fit
Distributors playing a hosting role for
cloud services in their data centers
Distributors are competing against solution
providers with their cloud offerings
Emerging Roles of
Distributors in a Cloud World

25. Closing Thoughts
 IT industry sentiment holds steady, which likely translates to
modest growth for the remainder of 2013
 Customers continue to move along the adoption curve for
emerging technologies; needs change
 Changing worker demographics will accelerate, affecting
workplace dynamics in a number of ways
 Channel business transformation enters new phases

26. Reminder: Many Ways to Consume Research Content
©2011 Computing Technology Industry Association. All rights reserved. Reproduction or dissemination prohibited without written consent of CompTIA.
Green Factors Play Role in IT Investments
For most organizations, green information technology (IT) is associated with concepts like reduced
energy consumption, recycling obsolete products and waste, eliminating hazardous substances and
reducing carbon footprint. But green IT can also entail practices that leverage technology to reduce
business travel, use of shared resources like cloud computing and resource optimization like
virtualization. CompTIA’s recent study on green IT found that organizations across a wide range of
industries are increasingly viewing green as a critical factor when building and evaluating their IT
infrastructure. More than three-quarters (76%) of U.S. organizations have formulated at least a partial
green IT strategy, compared with just 60% of organizations in last year’s study.
When making IT purchase decisions, green factors into most purchases, particularly printers (87%),
monitors/displays (86%), desktop PCs (85%) and laptops/notebooks/netbooks (81%). When evaluating
these purchases, organizations seek technologies with reduced power consumption, power
management
capabilities and
functionalities,
recyclability and use of
recycled materials.
Environmentally
friendly manufacturing
processes and carbon
offsets also factor into
technology purchases.
In order to assess
organizational practices
and purchases as they
relate to green,
organizations
periodically conduct
green IT audits in areas
such as energy
consumption and
power management. However, measuring the ROI of green IT is difficult - most organizations (84%) do
not use specific software applications to measure these variables; many cite a lack of consistent tools
and metrics for measuring green.
Consistent with last year’s study, the main drivers of green IT initiatives are cost savings, reduced energy
consumption and impact on the environment. In addition, 3 in 4 organizations believe that green
technology is superior and green IT initiatives can contribute to an organization’s competitive edge.
When considering which green IT products and services have the best ROI, organizations rate cloud
computing, monitors/displays, desktop PCs and laptops as top investments.
CompTIA’s 2nd
Annual Green IT Insights and Opportunities Study was fielded to 650 senior-level
professionals in a range of industries from the U.S., U.K. and Germany in January 2011. The full report is
available at no cost to CompTIA members. Go to CompTIA.org/members/research or contact
research@comptia.org for more details.
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Trends in Managed Services 2011
For many in the IT channel, managed services ushered in the Holy Grail of
recurring revenue.The model also has helped cash-strapped customers
shift cap-ex IT spending to a more predictable operations expense.
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27. Thank You | Questions
Carolyn April
Director, Industry Analysis
capril@comptia.org
Tim Herbert
VP, Research & Market Intelligence
therbert@comptia.org
Seth Robinson
Director, Technology Analysis
srobinson@comptia.org