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CompTIA Research RoundupCarolyn AprilDirector, Industry [email protected]
Tim HerbertVP, Research & Market [email protected]
Seth RobinsonDirector, Technology [email protected]
On Tap for Today
Voice of the
Customer
Voice of the
Channel
Insights & Opportunities
Over 100 Studies in CompTIA Research Library
Channel Focused Research State of Channel Managed IT Services Managed Print Services Cloud Computing Partnering Trends: Telecom and IT Channels Channel Conflict and Deal Registration Business Transformation Whitepaper Warranty Fraud
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Technology Focused Research Security Mobility Big Data Cloud Computing Communications / Social Media Cloud Computing Green IT IPv6
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Workforce, Policy and Business Research State of IT Skills Gaps Youth Opinions of Careers in IT 2013 IT Industry Outlook Quarterly Business Confidence Index Employer Perceptions of IT Certifications Tax Policy Issues TECNA Strategic and Policy Issues Generational Issues in the Workplace
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Market Vertical Focused Research Retail Sector Education Sector Government Sector Legal Services Sector SMB Market UK SME Market Healthcare Sector International Tech Adoption
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Housekeeping
Feel free to submit questions via
#CHANNELCON
2 in 3 IT Firms On-Target or Ahead of ’13 Goals
Q3 '09Q1 '10
Q3 '10Q1 '11
Q3 '11Q1 '12
Q3 '12Q1 '13
Q3 '1344
46
48
50
52
54
56
58
60
62
64
Conf
iden
ce R
atin
g | 1
00=H
ighe
st R
atin
g
32%
46%
22%
Self-Assessment of 2013 Revenue Goals
IT Industry Business Confidence Holds Steady in Q3
Businesses in Several Countries Project Solid Increases in IT Spending Over Next 12 Months
7.2%
4.6%
2.3%
4.3%
7.6%
1.8%
7.3%
6.2% 6.2%
2.8%Axis Title
Cloud Adoption* Across Countries
22%18%
27%
18%
25%
14%
31%
24%18%
26%
20%
21% 26% 19%
19%
26%
17%
23%
23%
20%17% 24%
39% 39% 39% 49%31%
34%
44%
41%
40%33%
42%
17% 16% 14% 14% 19% 35% 2% 12% 22% 24% 14%
NET adoption of cloud on some level
Full-use stage (top bar)
Experimentation stage (bottom bar)
Evaluation/implementation stage (top bar)
Basic awareness stage (bottom bar)
Cloud End User Business Models
ExperimentNon-Critical
UseFull
ProductionTransformed
IT
IaaS | PaaS | SaaS
Public Clouds
Payment Models
Transition
Integration
Security
Workflow ChangeCustomization/Rearchitecture
Provider SwitchingProof of Concept
Private | Hybrid Clouds
Education
Policies/Procedures
Cloud Maturity Leads to Wider Benefits
Modernization of IT
Simply a Better Option
Ability to Cut Costs
29%
30%
29%
43%
39%
46%
41%
56%
46%
Early Adopters Mid Adopters Late Adopters
End User Cloud Migration Patterns
Public Cloud Provider #1
Public Cloud Provider #2
Private CloudOn-premise System
Company ABC
24%
25%
29%(Apps)
27% (Infrastructure)
Cloud Channel Models Framework
BuildProvide / 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 Mature
48% 49% 51%61%
32% 34% 35%27%
Build Provide/ Provision
Enable/ Inte-grate
Manage/ Support
Currently Providing
Plan to Provide
46%
54%
Mature
Somewhat Mature / Not That
Mature
Cloud Business Model Self-Assessment
Cloud Business Model Involvement
29% of channel partners report being “born in the cloud”
Anticipated Cloud Growth Opportunities
Manage / Support segment
Build segment
Enable / Integrate segment
Provide / Provision segment
20%
23%
25%
32%
Cloud Growth Opportunities Expectations Over Next 2 Years
Implemented software (e.g. PSA) that is able to track individual revenue sources1
2
3
4
Created separate sales teams for cloud-based business vs. non-cloud business
Changed accounting codes internally to delineate between cloud and non-cloud revenue
Followed vendor specifications for what is classified cloud vs. non-cloud in their offerings
Cloud Impacts Channel Accounting/ Bookkeeping Practices
Despite maturing cloud models, only 37% of channel partners report generating more than
half their revenue from cloud activities
The Future of Work?
Applications Regularly Used in Workplace20-29 Years
30-39 Years
40-49 Years
50-59 Years
60+ Years
Microsoft Word 86% 86% 88% 88% 88%
Microsoft Excel 71% 74% 72% 65% 59%
Microsoft PowerPoint 52% 63% 57% 46% 40%
Online version of applications for word processing or spreadsheets (e.g. Google Docs) 33% 37% 21% 16% 10%
Mobile app specific to job 27% 28% 17% 10% 12%
BYOD in the Workplace Skews Toward Younger Segments of Employees
60+-somethings
50-somethings
40-somethings
30-somethings
20-somethings
Overall
32%
33%
46%
59%
61%
47%
Big Data’s Momentum Continues
Somewhat Famil-iar / Not That
Familiar
NET Familiar
45%
55%
24%
76%
2012 2013
Businesses Average or Lagging on Data Mgt.
Businesses Ahead of the Curve on Data Mgt.
46%
55%
62%
83%
2013 2012
Change in End-User Familiarity with Concepts Associated with Big Data
Change in NET Familiarity Among End-User Business Segments
Most Business Still Working to Improve Their Data Analysis Capabilities
30%
54%
16%
Self-Assessed Capabilities with Data Analysis
Matching data findings to business objectives
Integrating data tools with existing data sets
Understanding data needs of all business units
Building appropriate skills in areas of data management/analysis
Evaluating available tools for data management/analysis
57% of businesses report currently using some type of data analysis, data mining or business intelligence tools; another 36% plan to start using soon.
Top 5 Challenges in Using Data Analysis Tools
1
2
3
4
5
Human Error: a Growing Security Concern for Businesses Across Many Countries
35%
65%
62%
38%
71%
29%
53%
47%
33%
67%
66%
34%
48%
52%
46%
54% 23%
77%56%
44%
NET human error has INCREASED as a security factor during past two years
Brazil Canada France Germany India
Japan Mexico Middle East Thailand UK
NET human error UNCHANGED or lessened as a security factor during past years
Top Reasons Why Human Error is Increasingly a Factor in Security Incidents/Breaches
General negligence / carelessness towards security
Increased use of social media by staff
Failure of end-users to follow security procedures and policies
Lack of security expertise with networks, servers and other infrastructure
Failure of staff to get up to speed with new threats (e.g. mobility, social media, cloud, etc.)
1
2
3
4
5
Top Factors Among Mature
Economies
Lack of security expertise with websites and applications
General negligence / carelessness towards security
Failure of end-users to follow security procedures and policies
Lack of security expertise with networks, servers and other infrastructure
Inadequate resources - not enough IT staff time to manage security threats
1
2
3
4
5
Top Factors Among
Maturing Economies
Mature Economies Group: Canada, France, Germany and the UKMaturing Economies Group: Brazil, India, Mexico, Middle East and Thailand
Demand for IT Support Services Expected to Grow
None of the above
Tablet
Smartphone
Software application
Internet, WiFi or network issue
Printer / MFP
Desktop or Laptop
32%
12%
17%
21%
27%
31%
47%
Incidence of IT Support Needs During Past 3 Months
Expectations for IT Support Services
12%
47%42%
11%
41%
48%
6%
44%
50%
Baby BoomersGeneration XGeneration Y
Increasing Need
Decreasing Need
No Change
Worker Preferences for Improving IT Support
Faster support / resolution of IT issue1
More proactive maintenance so issues are addressed before becoming a major problem
2
Better customer service / professionalism from IT support staff3
Better communication, such updates on status of repairs4
More options for getting IT support, i.e. video chat, IM, text, apps, etc.5
The On-going Challenges of Channel Conflict
Vendors not honoring deal registration program rules of engagement
Vendor shifting GTM strategy from indirect to direct sales
Vendor services arm competing against me
Lost deals to vendor direct sales team
Vendors violate of policies separating sales engagement and territory
1
2
3
4
5
Top 5 Types of Conflict Experienced by Channel Partners in Last 2 Years
60%
66% attribute increasing channel conflict to changing customer dynamics.
44% attribute to new models such as cloud computing.
% of partners reporting an
INCREASE in channel conflict
over past 2 years
Due to channel conflict, 37% of partners intensified efforts to improve their services/solutions capabilities
Cloud and the Role of IT Distributors
Don't know
Decreasing involvement
No change
Increasing involvement
5%
7%
37%
52%
Channel Firm Expectations for Distributor Relationship in 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
Distributors playing a hosting role for cloud services in their data centers
Distributors are competing against solution providers with their cloud offerings
Emerging Roles of Distributors in a Cloud World
Closing Thoughts
IT industry sentiment holds steady, which likely translates to modest growth for the remainder of 2013
Customers continue to move along the adoption curve for emerging technologies; needs change
Changing worker demographics will accelerate, affecting workplace dynamics in a number of ways
Channel business transformation enters new phases
Reminder: Many Ways to Consume Research Content
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Thank You | QuestionsCarolyn AprilDirector, Industry [email protected]
Tim HerbertVP, Research & Market [email protected]
Seth RobinsonDirector, Technology [email protected]
