Staying relevant as business changes around youblueoceanequities.com.au/wp-content/uploads/2015/03/...Lead generation marketing for Channel partners. Billing, Software asset management

rhipe – the Cloud Channel Company | @rhipecloud #RCCS15 @rhipecloud #RCCS15

Staying relevant as business

changes around you

Stephen Parker | VP Market Research

rhipe – the Cloud Channel Company | @rhipecloud #RCCS15

BUSINESSES ARE

REMAINING RELEVANT

BY EMBRACING &

DRIVING CHANGE


Context – change

Cloud

Gartner Top 10

trends 2015 – Cloud

is the new IT reality

Big Data

Accenture – 89%

believe no big data

strategy = business

risk, market share

loss

Mobility

IDC – APAC $25bn

M-commerce market

in 2015 (accounting

for 50% of all

e-commerce)

Enterprise

Social

Avanade - majority

of large companies

are leveraging

consumer-driven

social networking

instead of enterprise-

class social

Consumer & Innovation driven


Context – more change

Security

Top 3 across most

surveys

But…

IoT

IDC - $8.9tn & 212bn

devices by 2020

3D printing

Canalys – 3D printing

$16.2bn by 2018,

CAGR 45.7%

Wanted Analytics –

35% of ads for

engineering jobs

prioritise 3D printing

(Sept 14)

Next

Shift Happens…

“Buyer pull” vs “Supplier push”


FAST GROWTH

SUPPLIERS ARE STAYING

RELEVANT BY BEING

DIFFERENT


Understanding the Bow Tie


Forrester Survey Key target survey sample scope

Survey Scope

Total: 79 interviews

Target companies: rhipe cloud

partners in ANZ region

Target roles: Head roles like

CEO, COO, CIO/CTO, senior

managers, and managers

Database: Database -

provided by rhipe and

augmented by Forrester

Survey LOI: 25 to 30 minutes


What makes fast

growing service

providers different?


The fast growing IT partners are more likely

to be Managed Services Providers

Source: 61 IT partners who expect to growth their business by at least 10% over the next two years

2%

3%

5%

5%

13%

15%

16%

41%

Trusted Advisor

Independent softwarevendor (ISV)

Direct market reseller(DMR)

Systems integrator (SI)

Hosting service provider

Value-added reseller(VAR)

IT consulting firm

Managed serviceprovider (MSP)

Which one best describes your company?

35%

Total % from 79 IT partners

16%

24%

10%

6%

4%

3%

1%

The shift from

VAR to MSP


For this calendar year, what is you organisation’s top priority vertical?

They are more likely to be focused on professional services – and less likely on government

2%

2%

2%

3%

3%

5%

7%

11%

15%

15%

16%

20%

Energy/Utilities

Travel & Transportation

Electronics

Telecom

Education

Healthcare & Life Science

Others

Government (Central, State)

Banking & Financial management

Retail

Manufacturing

Professional Services 16%


14%

11%

13%

18%

6%

4%

4%

4%

1%

5%

4%


Results

focused

customers


Many of these businesses started their

cloud journey years ago

When did you start offering Cloud services?

12%

4%

43%

39%

2%

More than 7 years ago

5- 7 years ago

3- 5 years ago

1-3 years ago

Less than a year 3%


42%

38%

5%

12%

Source: 60 IT partners

Competitor

Experience

is growing


Cloud providers are much more likely to offer a broad solution set to many industries, BUT services and Industry vertical focus

Next

Logical

purchase Base: 79 partners; Source: A commissioned study conducted by Forrester Consulting on behalf of rhipe, January 2015

53%

12%

22%

13%

21%

58%

11%

11%

We are a provider of abroad solution set to abroad set of industries

We are a provider of anarrow solution set to anarrow set of industries

We are a provider of abroad solution set to anarrow set of industries

We are a provider of anarrow solution set to abroad set of industries

Does not offer cloud Offers cloud

What statement best describes your firm?


7%

0%

5%

15%

5%

18%

2%

43%

0%

2%

3%

0%

5%

0%

58%

0%

5%

0%

16%

11%

0%

5%

Intel Servers

Storage

Networking

PCs, Printers & Other Hardware

IT Services that you Resell – Resold

Vertical solutions

Horizontal solutions

IT Services Delivered by your company

Application Software – Resold

In-house Software

Other Revenue

No cloud offering Cloud offering

Share of

wallet and

vertical IP Base: 79 partners; Source: A commissioned study conducted by Forrester Consulting on behalf of rhipe, January 2015

For the last calendar year, what were the top

three key IT products and services that you sold?

Cloud providers are much more likely to offer a broad solution set to many industries, BUT services and Industry vertical focus


Growing revenue and competition will

be the biggest challenges


What are your company’s top 3 business challenges in this country?

3%

2%

3%

11%

8%

8%

16%

15%

11%

21%

5%

13%

5%

10%

16%

13%

8%

8%

21%

5%

2%

8%

8%

13%

10%

18%

25%

11%

Others

Poor support from our vendors

The rate of technology change

Responding to our client’s business requirements

Finding and retaining people

Increasing profit margin

Increasing expectation from Customer

Reducing costs

Competition

Growing revenue

Rank1

Rank2

Rank3

Sales,

Marketing

and Automation


rhipe summary

* Powered by IT

Business

Solutions

Service

Based

Holisitic

Not about a

product or

program

Not about

Cloud, Big

Data etc

Is about businesses changing

the IT agenda and demanding:


BEING RELEVANT AS THE

CLOUD CHANNEL

COMPANY


rhipe… The Cloud Channel Company

We are passionate about helping service providers

adapt and thrive in the emerging cloud economy


rhipe… The Cloud Channel Company

Born in the cloud since 2003

Listed ASX:RHP

10 vendors

7 APAC countries

1400+ service providers

Clear Cloud Channel Focus


Structured to be relevant

Cloud Licensing Software sold and implemented

by service providers.

Pay based on usage

Licensing

Build and expand on cloud

licensing programs.

Multi vendor and Multi region

Cloud Solutions Professional services and

support people to help Service

Providers with technical needs

Support

Services and Support to

position offering for new licensing

programs

Cloud Operations Lead generation marketing for

Channel partners.

Billing, Software asset management

and license optimization.

Retain & accelerate

Add Value with systems and ease

of trade for Cloud Service

Providers. Use digital marketing to

accelerate leads and opportunities


Dynamics

LSP

On Premises Private/

Service Provider Public

Subscription

Pa

rtn

er

Se

rvic

es

Pro

du

cts

an

d P

rog

ram

s

Ma

rke

ting

, Rese

arc

h, C

on

su

lting

, SA

M

Clo

ud

Cha

nn

el S

olu

tion

s

Supporting the End to End needs


Staying relevant in IaaS

Business Strategy (Commercialisation)

Delivery Strategy (Consumption)

Platform Strategy (Enablement)

Research Strategy (Innovation)

Moving up the stack


rhipe – uniquely positioned to add value to the cloud channel

Be AGILE

Dare to be DIFFERENT

Stay RELEVANT


Athena Thompson

CMO, rhipe

+61 413 500494

[email protected]

Contact details

Stephen Parker

VP Market Research, rhipe

+61 424 321748

[email protected]

Dominic O’Hanlon

CEO, rhipe

+61 406 751855

[email protected]

Mike Hill

Chairman, rhipe

+61 421 056691

[email protected]

rhipe – the Cloud Channel Company | @rhipecloud #RCCS15 @rhipecloud #RCCS15

Thank you!

www.rhipe.com

Documents

Staying relevant as business changes around youblueoceanequities.com.au/wp-content/uploads/2015/03/...Lead generation marketing for Channel partners. Billing, Software asset management