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Channel Partners: Where Ideas
Get Real
Emerging Competitors Get Digital Business — Do You?
Business Success SymposiumSponsored by
#CPExpo
SPEAKER
TheresaCaragolFounder & CEO
• What’s New?• The Industry, Landscape & Trends• Apps, Cloud, & Services• Who is this new Channel?
• What To Do?• Building Vertical & App Acumen• Expanding your Solutions • Getting Ready for Cloud• Navigating the Capital Pathway• Leveraging Partnerships• Evaluating your Business Advisors
InformaBusiness Success
Symposium Preconference
Copyright © 2016 TCC Properties, LLC. All Rights Reserved. ǀ AchieveUnite.com
CEO Achieve Unite – Global Performance Partnering Advisory &
Learning Company
Global Channel Chief Roles at Extreme Networks and Ciena; Americas
roles – Nortel
SaaS, Cloud, Vendor & Partner Advisory Expertise
Channel Expert for Penton / Informa Media and Events & Co Founder
Industry Think Tank; CompTIA Faculty and Channel Curriculum
Development Expert
Bachelors Virginia Tech, MBA - University of Wisconsin’s Lubar School
of Business, Executive Master’s degree in Leadership- Georgetown
University’s McDonough School of Business.
Multiple industry awards including:
o 2014 CRN Top 50 Most Influential Channel Executives
o 2013 CRN Top 10 Next Generation Channel Leaders
o 2012-2104 CRN Top 100 Channel Chiefs
o 2017 Informa Top Industry Influencer
Theresa Caragol
Copyright © 2016 TCC Properties, LLC. All Rights Reserved. ǀ AchieveUnite.com
The Industry Landscape is Changing
99% SMB
120,000 Channel Companies in the US
Indirect business accounts for 75% of all IT products and services
$300BNearly HALF of all new channel firms
are cloud and services based
SaaS PaaS IaaS
Consolidation is happening everywhere
Consumerism and shifting buyer’s journey
Opex budgets are favored with LOB decision makers
Copyright © 2016 TCC Properties, LLC. All Rights Reserved. ǀ AchieveUnite.com
Technology Is Changing
• Cloud Based• Highly Verticalized Apps
• Deep Market Intelligence• Service Integration
IDC Projects• Cloud spending (SaaS, PaaS, IaaS, and
cloud-related professional and managed services) will more than triple, exceeding $500 billion by 2020.
• 80% of businesses are already making significant use of cloud technologies or plan to in the coming year.
Copyright © 2016 TCC Properties, LLC. All Rights Reserved. ǀ AchieveUnite.com
Why are there emerging entrants? What’s Changed? Understand the “Cloud stack” (simplified)
http://www.telco2research.com/articles/PR_Cloud2-3-strategy-groups-future-scenarios_Full
Opportunity and Challenges:
Complex landscape requires
vertical and application expertise;
managed offerings
Copyright © 2016 TCC Properties, LLC. All Rights Reserved. ǀ AchieveUnite.com
Unique Times and ComplexityCoverage has evolved to include a complex web of parties that can be involved with end-
users. More offerings, services and channel types emerge to compete for the same end-
user.
End User
1990’s Simplicity
Silo End
User
End
User
Direct
IndirectSilo
2000’s Manageability
End
User
Direct
Indirect
Deal Reg. / *RoE
*Rules of Engagement
Today’s Complexity
Appl.
Provider
SaaS
Service
Provider
Corp.
Reseller
MSP
Alliances Sys.
Int.
Acct.
Exec.
(Vendor)
Traditional
Hybrid /
Traditional
Reseller
Service
Provider
Sales
Overlay
(Vendor)
Service
Provider
Sub-
Channels
Traditional
Service
Provider
MSP
SaaS
IaaS
Hoster
PaaS IaaS
MSP
SaaSMSP
Hoster
Out-
Sourcer
Copyright © 2016 TCC Properties, LLC. All Rights Reserved. ǀ AchieveUnite.com
Slide Courtesy Ron Rohner, Rohner & Associates
Who are the New Entrants? Specialized Channels – Digital Transformation
DigitalAgencies
Partnering is happening in virtually every business
Opportunity and Challenges:
New Types of Channel Partners
DevelopersHosting
Companies
Marketing/AD Agencies
Accounting & HR Firms
ManagementConsultants
CSPsMSPs SPs
Copyright © 2016 TCC Properties, LLC. All Rights Reserved. ǀ AchieveUnite.com
What to do about this disruption?
Copyright © 2016 TCC Properties, LLC. All Rights Reserved. ǀ AchieveUnite.com
Build Your Expertise in 2 Key Areas
IT Solutions/Projects
44% rank this LOB as top revenue generator. 12%
rank it No. 2
Managed Services
29% rank this LOB as top revenue generator. 21%
rank it No. 2
Top LOB by company size:• Small firms: 31% • Medium firms: 25% • Large firms: 34%
Top LOB by company size:• Small firms: 31% • Medium firms: 43% • Large firms: 61%
Source: CompTIA’s Trends in Managed Services 2016: Base: n=400 IT channel firms
Become the Chosen one:Build or sell vertical and application expertise;
managed cloud offerings
77% of the smallest channel firms described themselves as “skilled experts” at managed services, compared to roughly 6 in 10 respondents in larger firms.
Copyright © 2016 TCC Properties, LLC. All Rights Reserved. ǀ AchieveUnite.com
Achieve Select your best solution expansion options
Copyright © 2016 TCC Properties, LLC. All Rights Reserved. ǀ AchieveUnite.com
How & Where do you Expand?
What do you offer in the Expansion?What services are embedded in your
offerings?
STAGE 1
STAGE 2
STAGE 3
Assess
Understand your true partner readiness status
Segment
Your service offerings & your business
Target
Remediate actual problems – no pray and spray
Ensure your company is cloud ready
Slide Courtesy KloudReadiness
14
Leverage a SaaS platform built to aid IT Solution Providers and their
strategic Vendors in truly assessing & tracking their current business
readiness to enter the Cloud and beyond…
Copyright © 2016 TCC Properties, LLC. All Rights Reserved. ǀ AchieveUnite.com
Build for the Cloud – ensure
your company is ready at all levels.
Investigate Capital Options
• Private Equity Investments: Lightriver
• 2016 HostingCon Survey - 72% MSPs likely to raise capital in the next year
• Acquisition Consolidation: Intelysis/ScansourceCarousel/Atrion
• Millennials are starting CSPs, MSPS at a rapid rate
• 40% of channel companies run by people who will retire in 8 years
Copyright © 2016 TCC Properties, LLC. All Rights Reserved. ǀ AchieveUnite.com
You Are Ready To Raise Capital if .. ✓Need to take company to next level
✓Use funds to enhance value of company
✓Willing to relinquish some ownership
✓Open to outside opinions and personalities
✓Maintain proper board and corporate governance
16
Venture Capital
Private Equity
Angel Funding
Acquisition
Opportunity:Capital is available
– important to know what you want, where to
find it, and how to get it.
Copyright © 2016 TCC Properties, LLC. All Rights Reserved. ǀ AchieveUnite.com
Select Partnerships Carefully 3 Reasons Why Partnerships Matter in the Next Wave
Cloud Computing Value Chain
20% Success
Ad Hoc Practices*
80% Success
Disciplined Practices
Build your partnership plan:
Focus & Cost
Partners partnering
Distributors / Master Agents
Copyright © 2016 TCC Properties, LLC. All Rights Reserved. ǀ AchieveUnite.com
The WinnersExtensive collaborators outperformed the competition in both revenue growth and average operating margin.
Source: The IBM Global CEO Study
Use of collaboration among underperformers and outperformers.
Collaboration and partnering benefits cited by CEOs.
CEOs report unexpected benefits from collaboration and partnering
Copyright © 2016 TCC Properties, LLC. All Rights Reserved. ǀ AchieveUnite.com
Redesign Your Team of Advisors
1. Different skills & experience
2. Know about building & keeping talent
3. Get mix right – vary expertise, background and ages
4. What incentives will you offer? Referral and long term commitment
5. Ensure you as leader have emotional intelligence
6. 5 to 8 is ideal number
7. Use empty room exercise – skills not people first
Copyright © 2016 TCC Properties, LLC. All Rights Reserved. ǀ AchieveUnite.com
Have a set of Advisors,
Community, and CEO Peer Groups
Mindshare & Vistage
A learning company built by
experts with over 100 years of
experience in partnering,
channel and collaboration.
We believe in actions and partnering
with clients for their success. For us, it’s
not about the theoretical, it’s about the
actual outcomes.
Everything we design is developed and
delivered by you – in partnership with a
proven team.
www.achieveunite.com
About Us
Copyright © 2016 TCC Properties, LLC. All Rights Reserved. ǀ AchieveUnite.com
Our philosophy: It takes a
village. That is why we operate
with both 1:1 and 1:many
offerings.
We partner with the best. We have
strategic alliances with the best
channel visionaries in the field, like
Penton and CompTIA.
Our success is all about action. We
believe in partnering with vendors and
participating in actionable outcomes.
Thank You.
Copyright © 2016 TCC Properties, LLC. All Rights Reserved. ǀ AchieveUnite.com
THANK YOU!Don’t forget to turn in
your survey at the door!
Channel Partners: Where Ideas
Get Real