The Cloud and Mobility PivotHow MSPs can Retool for the next 5 Years

Jay McBainCo-Founder

How Did We Get Here?

$

MILLENIALS UBIQUITOUSCONNECTIVITY

GROWTH OF VIRTUALIZATION& BIG DATA

COST OFCLIENT/SERVER

PERVASIVECOMPUTING

MATURITYOF CLOUD

OpportunityMSP

Opportunity for MSP Triple Play

Source:

Current Channel Specialties

Customer Understanding of Cloud Computing

Small firms Medium firms

Large firms Executives IT staff Business staff

27%

55%

66%

34%

67%

32%

78%

91% 92%

66%

91%

79%

Familiar/Very Familiar Last Year Familiar/Very Familiar Now

Where on Cloud Adoption Spectrum Are Channel Customers Today?

Basic Stage

12%

Investigate Stage

29%

Evaluation Stage

27%

Experiment Stage

18%

Full-use Stage

13%

Channel Cloud Adoption Patterns over Last 3 Years

Not involved in cloud

End user of cloud only

Sell cloud services, but don't use internally

Both sell and use cloud solutions

42%

22%

22%

15%

13%

16%

30%

41%

14%

17%

36%

34%20112012

2010

End User Investment and Channel Revenue

0% < 5% 5%-9% 10%-15% > 15%

15%

11%

22%

38%

14%

Planned Increases to Cloud Investments

(End User)

Of channel firms currently offering cloud solutions or services, 51% have cloud generating over half their revenue and 42% expect

cloud-related revenue to grow significantly in 2012.

Procuring Cloud Solutions – Line of Business

Involvement of IT Team

48%39%

13%

ApprovedProcurement

Only informed/Not involved

Cloud solution not working as expected

Cloud solution needed to be integrated with

other business systems

Cloud solution went down/was not available

Security breach/data leak associated with

cloud solution

Incidents Requiring IT Team

Consulted without final approval

Opportunities for Channel in Cloud Services

1 Transition to cloud solution

Integration of cloud and on-premise systems

Consulting to explain cloud options

Education for staff on cloud solution

Ongoing monitoring/management of cloud solution

2

3

4

5

Services Attach Opportunities Garnered from Cloud

Managed services contract

Mobile application development

Desktop application development

Vertical customization

Pre- and post-sales consulting/network assessments

Integration (cloud to cloud/cloud to on-premise)

25%

43%

43%

44%

48%

54%

39%

53%

52%

41%

50%

55%

2011 2012

Mobility Overlaps with Many Other Trends

Big Data

Social Media

Cloud Computing

26%

20%

17%

53%

46%

45%

21%

35%

38%Very related

Unrelated

Somewhat related

Source: CompTIA’s Trends in Enterprise Mobility studyBase: 217 IT professionals in U.S. businesses

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:

Mobility - 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:

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:

Mobility - OPPORTUNITY 2

Mobile Device ManagementOver a hundred choices…and counting

Mobility - OPPORTUNITY 3

Infrastructure and Support1. 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

Mobility - OPPORTUNITY 4

Summary – The MSP Triple Play Pivot

Source:

Current Channel Specialties

Managing security, compliance, infrastructure, data portability, fragmentation and devices drives:

MSP Opportunity

Jay McBainjaym@channeleyes.com919-597-1945 (cell)

Thank You | Questions?