Channel Change Agents: Keynote Speaker: Jay McBain, Co-Founder, ChannelEyes The last few years have been some of the most disruptive in terms of technological innovation in the channel and the reseller community. Between the huge push for new technologies that can better target consumers and the development and acceptance of software and analytics, the time is perfect for solution providers to adapt, advance and restructure their businesses to meet this new demand. In the past few years, there has been an obvious shift in the traditional VAR business model and the part resellers play in the grand machination that is the Channel. Business models have been altered, new solutions have been adopted and the role of the VAR has moved from that of integrator to consultant. The biggest metamorphosis, however, is currently playing out, and that’s the solution provider as change agent. Where once, VARs were called upon only to refresh and update existing systems or when a technology would break down, today’s solution providers are being relied on to help their end-users build better relationships with their consumers, solve business problems that have yet to be defined and, in some cases, save their clients’ businesses from stagnation and closure. This year, VSR’s Business Optimization Summit is expanding westward with a second conference in San Diego, CA, featuring tons of business-building seminars, networking opportunities and discussions on how to help your end-users thrive, while expanding your own company. The executives you’ll hear from share their stories about specific initiatives – what they learned, what pitfalls they experienced and how they achieved success. Industry analysts share up-to-the-minute research results and facts on industry trends to keep you informed and on course for solid business growth. VARs and ISVs will have the opportunity to network with other high-level solution integrators as well as executives from some of the leading technology manufactures in the Channel.

1. Channel Change Agents
Jay McBain
Co-Founder
@jmcbain
in/jaymcbain

2. Before we get started…
LET’S PREDICT THE FUTURE

3. Before we get started…
LET’S PREDICT THE FUTURE

4. Before we get started…
LET’S PREDICT THE FUTURE

5. “The future is never
as fast or radical
as we predict”

6. Gartner Identifies the Top 10 Strategic
Technology Trends for 2014

7. Mobile Device Diversity
and Management

8. Mobile Device Diversity
and Management
“The unexpected consequence of
bring your own device (BYOD)
programs is a doubling or even
tripling of the size of the mobile
workforce. This is placing
tremendous strain on IT and
Finance organizations.”

9. Mobile Apps and
Applications

10. Mobile Apps and
Applications
“Apps will continue to grow while
applications will begin to shrink.
Apps are smaller, and more
targeted, while a larger application
is more comprehensive.”

11. 3

12. “The problem is that most
enterprises and technology
vendors have yet to explore the
possibilities of an expanded
internet and are not operationally
or organizationally ready.”
3Manage | Monetize | Operate | Extend

14. “Hybrid cloud services can be
composed in many ways, varying
from relatively static to very
dynamic. Managing this
composition will the role of cloud
service broker (CSB), which handles
aggregation, integration and
customization of services.”
4

15. Cloud / Client
Architecture

16. Cloud / Client
Architecture
“The increasingly complex
demands of mobile users will drive
apps to demand increasing
amounts of server-side computing
and storage capacity.”

17. The Era of
Personal Cloud6

18. The Era of
Personal Cloud
“Users will use a collection of
devices, with the PC remaining one
of many options, but no one device
will be the primary hub. Rather,
the personal cloud will take on that
role.”
6

19. Software Defined
Anything

20. Software Defined
Anything
“Momentum for improved standards
for infrastructure programmability
and data center interoperability
driven by automation inherent to
cloud computing, DevOps and fast
infrastructure provisioning.”

21. Web-Scale IT

22. Web-Scale IT
“Large cloud services providers such
as Amazon, Google, Facebook, etc.,
are re-inventing the way IT in which
IT services can be delivered. Their
capabilities go beyond scale in terms
of sheer size to also include scale as it
pertains to speed and agility.”

23. 9

24. The smart machine era will blossom
with a proliferation of contextually
aware, intelligent personal assistants,
smart advisors, advanced global
industrial systems and public
availability of early examples of
autonomous vehicles.”
9

25. 3-D Printing

26. Worldwide shipments of 3D printers
are expected to grow 75 percent in
2014 followed by a near doubling of
unit shipments in 2015.
3-D Printing

27. Just the Facts
Where are we now?

28. How Did We Get Here?
The NEW
Normal
MILLENIALS UBIQUITOUS
CONNECTIVITY
GROWTH OF
VIRTUALIZATION
COST OF
CLIENT/
SERVER
PERVASIVE
COMPUTING
MATURITY
OF CLOUD

29. ~3 devices
per person
~10 devices
per person
Internet of EVERYTHING
By2020,therewillbe31billiondevicesconnectedacross4billionpeople

30. IPv6 Protocol
340,282,366,920,938,463,463,374,607,431,768,211,456
possibleinternetaddresses
That’s100devices
foreveryatomon
thefaceoftheearth

32. WIFI Basketball
Consumerizationwillbe
funtowatch– but
NOTwherethemoneyis

33. WIFI Toothbrush
Yes,thisishappening
(butnotwhyyouthink)

34. Where Are Channel Opportunities?

35. 8 Opportunities to Spot
in your Home Town

36. Connected Advertising and Marketing
1

37. Smart Factories2

38. Intelligent Traffic Management3

39. Parking Space Management
4

40. Waste Management Systems5

41. Smart Electricity Grids6

42. Smart Water Systems7

43. Smart Warehouses8

44. Update on

45. Just the Facts
Where are we now?
85% of workers bring work home
87% of workers travel
84% use a smartphone for work
BYOD is not coming
…it is here
Only 32%of companies have a
formal mobility policy in place
Source:

46. Top Customer Fears (Opportunities)
1. Accidental loss of devices with sensitive data 68%
2. Threats from mobile viruses and malware 49%
3. Access to mobile apps by unauthorized users 35%
4. Lack of Strong Authentication standards 31%
5. Inability to manage mobile devices 31%
6. Configurations don’t comply with policy 29%
7. Lack of VPN software/compatibility to enterprise 27%
% of SMB
respondents
Source:

47. Healthcare is the fastest growing industry
Where are the opportunities?
Source:
85% of doctors own a smartphone, 56% use it in clinical practice
Pharmaceuticals, Manufacturing and Retail are also HOT
Field Mobility Organizations are laggards

48. Just the Facts
Where are we now?
What is BYOA?
Source:
Downloading unauthorized apps serious
concern by 48% of respondents
900,000+ APPS
1,000,000+ APPS
100,000+ APPS
100,000+ APPS

49. BYOD: OPPORTUNITY 1
3 Key Focus Areas:
1. Information protection: Determine information that is and is not deemed
“cleared” for consumption on mobile devices either due to its sensitivity or due
to the compliance burdens associated with handling it.
2. User sensitivity: Creating a profile of at-risk users and the security required for
their access to critical information.
3. System risk: Take advantage of features such as on-device encryption, the use
of VPNs and multi-factor authentication provides a line of safety between users,
their devices and the back-end. Tiered information access.
Risk Assessment/Opportunity
What can you do that protects your customer and that
they are comfortable with vs. what is good for their
employee?
Source:

50. BYOD: OPPORTUNITY 2
 How are you going to protect the data?
 How are employees going to log in?
 What devices are you going to allow on the network?
 What employee security mandates are you going to impose?
 Are you going to allow Personal Identifiable Information (PII) or
Protected Health Information (PHI) on the devices?
 What are data compliance/privacy requirements for your
customers industry? (ie. Privacy Act, PIPA (AB), HIPAA, GLBA, PCI,
SOC, etc.)
Create a Mobility Policy/Deploy
Questions to consider:
Source:

51. BYOD: OPPORTUNITY 3
Mobile Device Management
Over a hundred choices
…and counting

52. BYOD: OPPORTUNITY 4
Infrastructure and Support
1. WLAN Coverage/Performance
2. Employee Support/Helpdesk
3. Device Provisioning
4. Line of Business Consulting
5. Device Hot Spare programs
6. Audio/Video Upgrades
7. Mobile Printing/Document Management
8. Building/Electrical Upgrades

53. BYOD: OPPORTUNITY 5
Strategy and Integration
Manage Business-to-Employee and Business-to-Customer
environments.
Define Social goals, business goals, financial goals, and risk
management goals.
Surfacing and managing APIs to access enterprise information and
systems.
Integration with third-party applications and partners in the value-
stream.
App Store delivery and management.

54. Opportunity for Channel Triple Play
Source:
Current
Channel
Specialties
“Triple Play”

55. Whataresomeother
ChannelOpportunities?

56. 100,000 vendors
driven by new mobile
cloud economy, compete
for your attention
Opportunity #1

57. Logicaldatawarehousesbringingtogether
informationfrom multiplesourcesondemand
willreplacethesingledatawarehousemodel.
BIG DATAis driven from smaller channel solutions
Opportunity #2

58. The Channel WILLsell hardware
Notsmartphones,tablets,basketballsor
toothbrushes…butinstead,In-Memory
Computing,ExtremeLow-EnergyServers,
Cloud-enablementandsecuritydevices,and
tonsofinfrastructure.
Opportunity #3

59. Managing security, compliance,
data portability, fragmentation
and device support drives:
channel
opportunity
Opportunity #4

60. Jay McBain
Co-Founder
@jmcbain
in/jaymcbain
Channel Change Agents