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4 th Annual Trends in Cloud Computing: IT Channel Impact

4th Annual Trends in Cloud Computing: IT Channel Impact

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Page 1: 4th Annual Trends in Cloud Computing: IT Channel Impact

4th Annual Trendsin Cloud Computing:

IT Channel Impact

Page 2: 4th Annual Trends in Cloud Computing: IT Channel Impact

IT Channel Firms See Positive Revenue Impact from Cloud Offerings

Cloud vs. Established Products/Services Revenue Growth

Estab-lished

growing faster

Growing at same rate

Cloud growing

faster

22%26%

50%

Source: CompTIA’s 4th Annual Trends in Cloud ComputingBase: 400 channel firms with cloud offerings

Cloud vs. Established Products/Services Profit Margins

Established higher

Roughly the same

Cloud_x000d_ higher

30%

21%

49%

Page 3: 4th Annual Trends in Cloud Computing: IT Channel Impact

Channel Partner Cloud Growth Expectations

<25%

25% - 49%

50% - 75%

>75%

24%

35%

29%

12%

Flat, no change

Grow modestly

Grow significantly (15%+)

4%

56%

26%

Percentage of revenue from cloud sales in last 12 months

among channel partners

Cloud revenue growth expectations among channel partners over next 12 months

Source: CompTIA’s 4th Annual Trends in Cloud ComputingBase: 400 U.S. IT channel firms with cloud offerings

Page 4: 4th Annual Trends in Cloud Computing: IT Channel Impact

Challenges Channel Faced in Adopting Cloud

Deciding vendors to work with

Initial startup costs

Balancing needs of legacy business

Determining business model

Cash flow/financial considerations

Optimizing cloud marketing/sales messaging

Developing cloud tech/sales expertise

14%

14%

12%

12%

12%

12%

11%

43%

42%

44%

43%

42%

39%

40%

43%

44%

44%

45%

46%

49%

50%

Very Significan

t

Somewhat Significant

Not Significant

Source: CompTIA’s 4th Annual Trends in Cloud ComputingBase: 400 U.S. IT channel firms with cloud offerings

Page 5: 4th Annual Trends in Cloud Computing: IT Channel Impact

Build Provide / Provision

Enable / Integrate

Manage / Support

IaaS | PaaS | SaaS

Public | Private | Hybrid Clouds

Cloud Aggregation | Brokerage Services

Procure HW + SW; add

expertise to build cloud

Resell

White-label

Hosting / Direct to customer

Deployment

Consulting | Advising | IT Solutions

Integration

Break/Fix

Managed Services

Customization / Development

Architecture / Design

Cloud Business Models Framework for the Channel

BUILD: Typically procuring vendor-based hardware and software products to construct private and/or hybrid clouds for customers. Also, services such as consulting, architecture, configuration and related.

PROVIDE/PROVISION: Typically reselling and provisioning IaaS offerings such as storage and compute capacity from Amazon Web Services or SaaS offerings such as Google Apps. Evaluating and aggregating various cloud services for customers.

ENABLE/INTEGRATE: Typically providing integration and implementation services that may include tying a customer’s on-premises IT solutions to its cloud-based solutions or, customizing cloud-based solutions to fit a particular business need or vertical.

MANAGE/SUPPORT: Typically providing the ongoing management and support of cloud-based services as project work or in a contractual, recurring revenue model. Adding , scaling or troubleshooting cloud services as needed.

Page 6: 4th Annual Trends in Cloud Computing: IT Channel Impact

48% 49% 51%61%

32% 34% 35%27%

Cloud Business Models Mature

Build Provide/ Provision

Manage/ Support

46%

54%

Mature

Somewhat Mature / Not That

Mature

Cloud Business Model Maturity Self-Assessment

Cloud Business Model Involvement among Channel Partners

29% of channel partners report being “born in the cloud”

Enable/Integrate

Currently provide

Plan to provide

Page 7: 4th Annual Trends in Cloud Computing: IT Channel Impact

Strategic to Business Small

(1-99 employees)Medium

(100-499)Large

(500+)

Build 40% 56% 49%

Provide/Provision 44% 58% 50%

Enable/Integrate 49% 66% 50%

Manage Support 55% 67% 55%

Medium-Sized Channel Firms Most Likely to Consider Cloud Activities Across all Models Strategic

Source: CompTIA’s 4th Annual Trends in Cloud ComputingBase: 400 U.S. IT channel firms with cloud offerings

8 in 10 medium-size channel firms are involved with Enable/Integrate activities compared with just more than half of their smaller cohorts.

Page 8: 4th Annual Trends in Cloud Computing: IT Channel Impact

Of firms providing... 1st 2nd 3rd 4th

Build 71% 15% 5% 9%

Provide/Provision 30% 35% 29% 7%

Enable/Integrate 32% 32% 25% 10%

Manage Support 29% 34% 17% 20%

Rank Order in Which Channel Firms Adopted One or More of the Various Cloud Business Models

Source: CompTIA’s 4th Annual Trends in Cloud ComputingBase: 400 U.S. IT channel firms with cloud offerings

Among those channel firms providing services in all four cloud areas today, 64% started their cloud practice in a Build mode. But while Build is the most common starting point for cloud adoption, the Manage/Support bucket is the most prevalent among firms today.

Page 9: 4th Annual Trends in Cloud Computing: IT Channel Impact

37%

41%

22%

Customer Demand for Cloud SolutionsCustomer Demand for Cloud Solutions

Customer desire to reduce complexity

Customer desire to increase mobile/remote access to company data

Customer eyeing cost reductions or they are price sensitive

Customer has business objectives best me with cloud solutions

Ability to on-ramp and scale new features/services faster

Customer has no in-house IT management

Main Reasons to Recommend Cloud over On-premise Solutions

Source: CompTIA’s 4th Annual Trends in Cloud ComputingBase: 400 U.S. IT channel firms with cloud offerings

Very High Demand

High Demand

63% NET High Demand

Somewhat High or Low

Demand

Rating of Demand from Channel Partner Perspective

Channel partners with a cloud build practice or a provide/provision practice are most bullish on customer demand for cloud solutions.

Page 10: 4th Annual Trends in Cloud Computing: IT Channel Impact

Cloud and the Customer Relationship

How Cloud has Impacted Customer Ties

Customer demand outstripped capacity to deliver cloud solutions

1

2

3

Lost cloud sale to vendor, disty or other non-solution provider

Lost a sale because customer asked for solution we don’t offer

Negative Sales Outcomes with Customers

Generally weakened

No change

Generally strengthened

15%

26%

59%

Source: CompTIA’s 4th Annual Trends in Cloud ComputingBase: 400 U.S. IT channel firms with cloud offerings

Channel companies with a high degree of cloud maturity and involvement are more likely to report some type of negative customer outcome than channel partners with lower levels of cloud maturity.

Page 11: 4th Annual Trends in Cloud Computing: IT Channel Impact

Factors at Play in Choosing Cloud Vendor Partners

Revenue/comp model provided

Commitment to cloud

Supports all four cloud busines models

Vendor brand reputation

Type/variety of cloud services offered

Customer preference/demand

9%

11%

11%

11%

13%

11%

47%

44%

44%

42%

37%

39%

44%

46%

47%

48%

50%

52%

Very Significan

t

Somewhat Significant

Not Significant

Source: CompTIA’s 4th Annual Trends in Cloud ComputingBase: 400 U.S. IT channel firms with cloud offerings

From perspective of channel partners with a cloud practice

Page 12: 4th Annual Trends in Cloud Computing: IT Channel Impact

Cloud Impact on Distribution

Channel Firm Expectations for Distributor Relationship over Next 2 Years

Distributors are serving as an aggregator of cloud services that solution provider can then resell

1

2

3

4

Distributors still figuring out where they fit in the cloud world

Distributors playing a hosting role for cloud services in their data centers

Distributors are competing against solution providers with their cloud offerings

Channel Partner Perceptions of Role of Distributors in a Cloud World

Don't know

Expect decreasing involvement

No change

Expect increasing involvement with

distributors

5%

7%

37%

52%

Source: CompTIA’s 4th Annual Trends in Cloud ComputingBase: 400 U.S. IT channel firms with cloud offerings

Page 13: 4th Annual Trends in Cloud Computing: IT Channel Impact

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