How Disruptive Technologies Drive Innovation in the Channel

Jay McBainCo-Founder

@jmcbain

in/jaymcbain

Before we get started…

LET’S PREDICT THE FUTURE

Before we get started…

LET’S PREDICT THE FUTURE

Before we get started…

LET’S PREDICT THE FUTURE

JUNE 22, 1999

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

How Did We Get Here?

$The NEWNormal

MILLENIALS UBIQUITOUSCONNECTIVITY

GROWTH OF VIRTUALIZATION

COST OFCLIENT/SERVER

PERVASIVECOMPUTING

MATURITYOF CLOUD

Just the Facts

Where are we now?

~3 devices per person

~10 devices per person

Internet of EVERYTHING

By 2020, there will be 31 billion devices connected across 4 billion people

WIFI Basketball

Consumerization will be fun to watch – but

NOT where the money is

WIFI ToothbrushYes, this is happening

(but not why you think)

IPv6 Protocol340,282,366,920,938,463,463,374,607,431,768,211,456

possible internet addresses

That’s 100 devices for every atom on the face of the earth

Where Are Channel Opportunities?

8 Ways to Make a Million (or Billion)

in your Home Town

Connected Advertising and Marketing1

Smart Factories2

Intelligent Traffic Management3

Parking Space Management4

Waste Management Systems5

Smart Electricity Grids6

Smart Water Systems7

Smart Warehouses8

Update on

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 22% of companies have a formal mobility policy in place

Source:

Just the Facts

Where are we now?

While 60% of IT leaders say they support BYOD, most of them define it as email/calendar

First, we need to be carefulhow we define BYOD“Enterprise mobility is still in its infancy”

Source:

BYOC stalled at 15%, 75% of SMB’s against

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 SMBrespondents

Source:

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

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

Opportunity for Channel Triple Play

Source:

Current Channel Specialties

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/OpportunityWhat can you do that protects your customer and that they are comfortable with vs. what is good for their employee?

Source:

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/DeployQuestions to consider:

Source:

OPPORTUNITY 3Mobile Device Management

Over a hundred choices…and counting

OPPORTUNITY 4Infrastructure and Support

1. WLAN Coverage/Performance2. Employee Support/Helpdesk3. Device Provisioning4. Line of Business Consulting5. Device Hot Spare programs6. Audio/Video Upgrades7. Mobile Printing/Document Management8. Building/Electrical Upgrades

OPPORTUNITY 5Strategy 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.

Let’s make some predictions

On the NEXT Disrupters

Prediction #1Pervasive computing has arrived…but you haven’t seen anything yet!

Ubiquitous Prediction #2

connectivity changes the business

“Device wireless access with overtake wired computer access by 2015”

landscape forever

100,000 vendors driven by new mobile

cloud economy, compete for your attention

Prediction #3

BYOAPrediction #4

“Downloading unauthorized apps serious concern by 48 percent of respondents”

will be the new reality

Prediction #5Logical data warehouses bringing together information from multiple sources on demandwill replace the single data warehouse model.

BIG DATAis driven from smaller channel solutions

Prediction #6The Channel WILL sell hardwareNot smartphones, tablets, basketballs or toothbrushes…but instead, In-Memory Computing, Extreme Low-Energy Servers,Cloud-enablement and security devices, and tons of infrastructure.

Prediction #7Managing security, compliance, data portability, fragmentation and device support drives:

channel opportunity

How Disruptive Technologies Drive Innovation in the Channel

Jay McBainCo-Founder

@jmcbain

in/jaymcbain