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THE CHANGING ROLE OF THE MSP
Dr. Alistair ForbesGeneral Manager, GFI MAX
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THE EVOLVING MSP LANDSCAPE
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The Old Certainties Are Gone
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The New Realities
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Changing Role of the MSP
2014 and GFI MAX
Value
Added
Reseller
Network
Engineer/
Consultant
1st Generation
Managed
Service
Provider
Managed
Service
Provider
2.0
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Changing Role of the MSP
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Changing Role of the MSP
MSP 1.0 skills MSP 2.0 skills
Technical expertise Service management
IT-focused Business-focused
Network design, configuration, installation
Service and vendor research and selection
Business development Business development
Operations excellence Consulting and advisory skills
Product sourcing Vendor management
Infrastructure skills Application skills
Hardware integration Service integration
Recommender and implementer Trusted adviser, service aggregator
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Size isn’t everything …
• Founded 1892• 7,600 employees• Bankrupt 2012
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Speed matters …
• Launched 2010• 16 employees• Bought by Facebook
for $1B in 2012
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Agility – The fast eat the slow
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Agility – Low Icebergs
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Agility – Serve your customer not your systems
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Agility - Bringing it all together
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Resisting Artificial Commoditisation
Paul Kenny – Resistance is Futile - http://bit.ly/1c388YY
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The Role of the Business Owner
http://bit.ly/FergusonFormula
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CLOUD SERVICES
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Cloud Services – Survey Participants
Survey conducted by GFI MAX, August 2013, 701 responses
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Cloud Services – Customer Demand
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Cloud Services – Current Provision
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Cloud Services – Management Demand
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Cloud Services – Management Demand
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Cloud Services – Management Functionality
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Cloud Services – Relative adoption
Source – Computing Magazine (UK), April 2013 survey
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Cloud Services – Completeness of Solution
Source – Computing Magazine (UK), April 2013 survey
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Cloud Services – Storage options
Source – Computing Magazine (UK), April 2013 survey
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Cloud Services – Preferred provider
Source – Computing Magazine (UK), April 2013 survey
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Cloud Services – Relative adoption
Source – CompTIA 4th Annual Trends in Cloud Computing survey, Sep 2013
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Cloud Services – Revenue Opportunity
Source – CompTIA 4th Annual Trends in Cloud Computing survey, Sep 2013
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Cloud Services Management
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Cloud Services Management
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THINK MOBILE …
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Does not compute, Canute …
» Tablet shipments predicted to outstrip PC shipments by 2015 (IDC)
» Smartphone shipments >1.4 billion units in 2015
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People are still buying a lot of PCs
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Just not as many as they used to …
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And maybe they don’t need to …
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Approach to Mobile
» Most RMM mobile apps present a conventional view of the world, cut down and scaled down for small screen device
» Primarily a view capability with limited opportunity to take action
» Makes no use of the unique capabilities of mobile devices□ Gesture-based UI
□ Location-aware capabilities
□ Alternative input methods – voice/photo/video
» New approach required□ Mobile-first
□ Mobile-optimized
□ Field-task oriented
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OPEN PLATFORM
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An Open Platform
» Current API and scripting mechanisms allows integration by third parties and extension of the system
» GFI MAX will continue to integrate the technologies with the broadest appeal to the majority of customers
» We can never deliver all of the solutions that will match the individual requirements of every customer, everyonehas a different piece that would completethe puzzle for them
» Launched community scripting platform
» Extending the API to allow deeper integrationby third parties of a broader range of solutions
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Open at every touch point
GFI MAX Core
Built-in integrations Scripting
RM
M
An
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s
Pat
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Bac
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3rd p
arty
AV
&
Bac
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Sel
f-ge
nera
ted
Com
mun
ity
API
Ven
dor
inte
grat
ions
Dat
a ac
cess
/ re
port
ing
Cus
tom
ap
plic
atio
ns
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THANK YOU