1. Cloud and Mobility
Fueling the New Wave of Enterprise
Technology
Seth Robinson, Director of Technology Analysis
@sethdrobinson
srobinson@comptia.org

2. Mainframe Era

3. PC Era

4. Mobile/Cloud Era

5. Don’t Write the PC Eulogy Yet
Desktop PC
Portable PC
Tablet
Smartphone
2012 2013 2017…
Overall PC Shipments:
333.3 M
-4.5%
Overall PC Shipments:
349.1 M
Source: IDC

6. Not All Migration “Into” the Cloud
Public Cloud
Provider #1 Public Cloud
Provider #2
Private
Cloud
On-premise
System
Company ABC
24%
25%
44%

7. Mobile/Cloud Era (Take 2)

8. Challenge #1: Industries Colliding

9. Challenge #1: Industries Colliding
IT
Industry
$2T
Healthcare
Telecom
Industry
$1.6T
Retail
Finance ManufacturingGovernment
Legal

10. Challenge #2: Things Look Different

11. Challenge #2: Things Look Different
37%
39%
39%
45%
53%
Restructured IT department
New policies for IT decision making
Adapted monitoring/management tools
Changed existing policies/procedures
Built new policies/procedures
Changes Made for Cloud
49% of channel firms say it is difficult to engage on mobility
because customers lack a well-defined strategy

12. Challenge #3: Everyone in the Sandbox

13. Challenge #3: Everyone in the Sandbox
Financial Management
HR Management
Expense Management
Call Center
CRM
2
3
4
5
1
Top Applications Procured
by Line of Business
54%
36%
10%
IT Involvement
Approved
Procurement
Consulted without
final approval
Only informed/
Not involved

14. Opportunity #1: Partner Differently

15. Opportunity #1: Partner Differently
52%
44%
25%
Telecom
carriers
Agents/Master
Agents
A/V Specialiasts
69%
57%
54%
29%
Increased
telecom
revenue
Net-new
customers
Internal
telecom
training
Won deal
based on
telecom
Channel Firms Finding
New Partners…
…and New Benefits

16. Opportunity #2: Figure Out the Changes

17. Opportunity #2: Figure Out the Changes
59%
62%
62%
65%
65%
65%
Business productivity
Data analytics
Storage
Virtual desktop
Help desk
Email
Top Offerings from Channel Firms that
Provide/Provision Cloud Services

18. Opportunity #3: Teach Everyone to Play Nice

19. Opportunity #3: Teach Everyone to Play Nice
40%
35% 34%
General
Staff
Skill
Familiarity
with
Policy
IT Staff
Skill
Factors in
Security Breaches
54%
46%
Human
Error
Technology
Error
Educational Opportunities
in Mobility

20. What’s Next?

21. What’s Next?
Workflow Transformation
Re-architecture
IT As a Broker

22. Seth Robinson
Director of Technology Analysis
@sethdrobinson
srobinson@comptia.org
Thank You | Questions?