Almost every solution provider and MSP today are offering an array of cloud technologies to their customers. As the cloud matures, forward-thinking providers have begun to figure out highly profitable niches and start to target very industry and segment specific opportunities that drive lucrative, referenceable and repeatable business. What differentiates the best providers from the rest? Understanding the intersection points of vertical and horizontal solutions along with building defendable intellectual capital are blurring the lines between the traditional vendor/partner relationship. With 70% of buying power now residing in the lines of business, successful providers have evolved their business models and sales/marketing strategies to take advantage of this shifting world.

1. HOW TO BECOME A BEST IN CLASS
CLOUD PROVIDER
INGRAM CLOUD SUMMIT 2016
Jay McBain jaym@channeleyes.com jmcbain

2. UNDERSTAND THE MARKET OPPORTUNITY

3. 75%OF WORLD TRADE FLOWS INDIRECTLY

4. Global Cloud Market:
$204B
GROWING AT 23% AGR

5. 90% OF COMPANIES NOW
USING CLOUD
60% OF THOSE HAVE CONVERTED AT LEAST 1/3
OF INFRASTRUCTURE

6. However, BIG numbers mean little to
you or your market
1. WHAT ARE YOUR CUSTOMERS DOING?
2. ARE YOU LOSING TO SHADOW IT?
3. ARE YOU SPOTTING (AND WINNING) NEW
OPPORTUNITIES?

7. In fact, some CHALLENGING trends are
impacting solution providers today…

8. DEMOGRAPHICS
36% DECLINE
IN IT PARTNERS SINCE 2008
40% PARTNERS
RETIRING IN NEXT 10 YEARS
75% CHANNEL
WILL BE MILLENNIALS BY 2024

9. 90% OF IT DECISIONS MADE OUTSIDE
OF IT DEPARTMENT
BY 2020 ACCORDING TO GARTNER – TODAY IS 72%

10. CHANGING OF THE GUARD
CLOUD, SAAS, MANAGED SERVICES, RECURRING
REVENUE AND A CHANGING CUSTOMER SPEND

11. THE FUTURE IS NEVERAS
FAST OR RADICALAS WE
PREDICT
“
”

12. WHAT DOES IT TAKE TO BE A
BEST IN CLASS CLOUD
PROVIDER?

13. UNDERSTAND THE
5NEW VECTORS

14. 1. INDUSTRY VERTICAL

15. 2. LINE OF BUSINESS

16. 3. CUSTOMER SIZE

17. 4. GEOGRAPHY

18. 5. TECHNOLOGY

19. DETERMINE HOW TO CLOSE
THE SKILLS GAP

20. BUILD,
PARTNER,
ACQUIRE,
OR MERGE?

21. RESULTING IN…

22. IN A FEW YEARS, VENDORS WILL
OUTNUMBER PARTNERS

23. SUMMARY
1. DON’T GET CAUGHT UP IN CLOUD HYPE
2. UNDERSTAND THE SHIFTING LANDSCAPE
3. TAKE ADVANTAGE OF OPEN VECTORS
4. GET THE RIGHT SKILLS
5. TURN THE TABLES – BECOME A VENDOR!
Jay McBain jaym@channeleyes.com jmcbain

24. SESSION
SURVEY TIME
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