The Third Platform of Computing (Cloud, Analytics, Mobile, Social) is making life both interesting and uncomfortable for IT solution providers. Cloud especially is forcing VARs, SIs, MSPs, and ISVs to re-think the way they do business. Join IDC to hear the seven key transformations that tech companies must go through to succeed in the Third Platform
3. 3
Photofinishing
Retail
Film
Manufacturing
Photofinishing
Wholesale
Agx paper and
chemicals
Camera retail
Camera
Manufacturing
Film
retail
Memory
Manufacturing
D-SLR
Manufacturing
Photo Printers
Manufacturing
Digital Camera
Retail
Photo printers
retail
Digital imaging
software
Memory retail
Digital compact
manufacturing
Rolled & Single
use film mfg
Film camera retail
Imaging Industry Profits
http://www.telco2research.com/articles/BR_Silicon-valley-2012-money-moving-are-telcos_Full
1995 - $1.9B
2005 - $3.7B
22. Partner Transformation: Technology
FROM TO
Technology 2nd Platform 3rd Platform
Customer
Sales Motion
Time Horizon
Marketing
Activities
Competition
@darrenbibby
23. Partner Transformation: Technology
FROM TO
Technology 2nd Platform 3rd Platform
Customer
Sales Motion
Time Horizon
Marketing
Activities
Competition
@darrenbibby
24. Partner Transformation: Technology
FROM TO
Technology 2nd Platform 3rd Platform
Customer
Sales Motion
Time Horizon
Marketing
Activities
Competition
On-Prem to Cloud Software
$127B of Public IT Cloud
Services Revenue by 2018
22.8% CAGR
5.5X IT Spending Growth
As of 2014, over 50% of buyer
firms have adopted some form
of Cloud.
@darrenbibby
25. Partner Transformation: Technology
FROM TO
Technology 2nd Platform 3rd Platform
Customer
Sales Motion
Time Horizon
Marketing
Activities
Competition
From Servers to Services
IDC predicts that service
providers will account for over
43% of total server shipments
by 2017
By 2016, over 50% of compute,
70% of storage capacity will be
installed in hyperscale data
centers
@darrenbibby
26. Partner Transformation: Technology
FROM TO
Technology 2nd Platform 3rd Platform
Customer
Sales Motion
Time Horizon
Marketing
Activities
Competition
Cloud Consumption Model
70% of CIOs will embrace a
“cloud first” strategy in 2016
By 2018, it is predicted that
nearly 27% of all software
revenue will be subscription
based.
@darrenbibby
27. Partner Transformation: Customer
FROM TO
Technology 2nd Platform 3rd Platform
Customer IT Business & IT
Sales Motion
Time Horizon
Marketing
Activities
Competition
By 2016, LOB
executives will be
directly involved in
80% of new
IT investments
@darrenbibby
28. Partner Transformation: Customer
FROM TO
Technology 2nd Platform 3rd Platform
Customer IT Business & IT
Sales Motion
Time Horizon
Marketing
Activities
Competition
CIO CMO
Now
Then
@darrenbibby
29. Partner Transformation: Customer
FROM TO
Technology 2nd Platform 3rd Platform
Customer IT Business & IT
Sales Motion
Time Horizon
Marketing
Activities
Competition
FROM
IT Complexity
TO
Business Outcomes
@darrenbibby
30. Partner Transformation: Sales Motion
FROM TO
Technology 2nd Platform 3rd Platform
Customer IT Business & IT
Sales Motion Deal Relationship
Time Horizon
Marketing
Activities
Competition
Sell Use
Transaction
@darrenbibby
31. Partner Transformation: Time Horizon
FROM TO
Technology 2nd Platform 3rd Platform
Customer IT Business & IT
Sales Motion Deal Relationship
Time Horizon Short Term Long Term
Marketing
Activities
Competition
Typical Project Based Business
Typical Recurring Revenue Business
32. Partner Transformation: Time Horizon
FROM TO
Technology 2nd Platform 3rd Platform
Customer IT Business & IT
Sales Motion Deal Relationship
Time Horizon Short Term Long Term
Marketing
Activities
Competition
33. Partner Transformation: Time Horizon
FROM TO
Technology 2nd Platform 3rd Platform
Customer IT Business & IT
Sales Motion Deal Relationship
Time Horizon Short Term Long Term
Marketing
Activities
Competition
@darrenbibby
34. Partner Transformation: Time Horizon
FROM TO
Technology 2nd Platform 3rd Platform
Customer IT Business & IT
Sales Motion Deal Relationship
Time Horizon Short Term Long Term
Marketing
Activities
Competition
@darrenbibby
“The stock market values
companies with more
regular cashflow more
highly.”
Tim Worstall
Forbes
June 18, 2013
35. Partner Transformation: Time Horizon
FROM TO
Technology 2nd Platform 3rd Platform
Customer IT Business & IT
Sales Motion Deal Relationship
Time Horizon Short Term Long Term
Marketing
Activities
Competition
@darrenbibby
“Even if the revenues were the
same,
the costs the same,
the profits the same,
moving from a variable revenue
stream such as upgrades
to a more regular one as in
subscriptions
should boost the value of Adobe
itself.”
36. Partner Transformation: Time Horizon
FROM TO
Technology 2nd Platform 3rd Platform
Customer IT Business & IT
Sales Motion Deal Relationship
Time Horizon Short Term Long Term
Marketing
Activities
Competition
@darrenbibby
37. Partner Transformation: Time Horizon
FROM TO
Technology 2nd Platform 3rd Platform
Customer IT Business & IT
Sales Motion Deal Relationship
Time Horizon Short Term Long Term
Marketing
Activities
Competition
Potential
Valuation
Traditional
Revenue
Business
Recurring
Revenue
Business
Revenue
Multiple
0.2 to 1.5 X 2 to 6 X
EBITDA
Multiple
2 to 2.5 X 5 to 14 X
Source: IDC Partner Valuation Study 2014
“For the average sub $5 million a
year VAR, it’s tough to get past three
times EBITDA”
Brent Twist, Encore Business Solutions
38. Partner Transformation: Marketing
FROM TO
Technology 2nd Platform 3rd Platform
Customer IT Business & IT
Sales Motion Deal Relationship
Time Horizon Short Term Long Term
Marketing Traditional Digital
Activities
Competition
Internet
@darrenbibby
39. Partner Transformation: Activities
FROM TO
Technology 2nd Platform 3rd Platform
Customer IT Business & IT
Sales Motion Deal Relationship
Time Horizon Short Term Long Term
Marketing Traditional Digital
Activities
Resale
Pro Services
Services
Services
Mgd Services
Creating IP
Competition
Services to
Creating IP
Professional to
Managed
Services
Resale to
Services
@darrenbibby
40. Partner Transformation: Activities
FROM TO
Technology 2nd Platform 3rd Platform
Customer IT Business & IT
Sales Motion Deal Relationship
Time Horizon Short Term Long Term
Marketing Traditional Digital
Activities
Resale
Pro Services
Services
Services
Mgd Services
Creating IP
Competition
Resale to
Services
Services to
Creating IP
Professional to
Managed
Services
GrossMargin
@darrenbibby
41. Partner Transformation: Competition
FROM TO
Technology 2nd Platform 3rd Platform
Customer IT Business & IT
Sales Motion Deal Relationship
Time Horizon Short Term Long Term
Marketing Traditional Digital
Activities
Resale
Pro Services
Services
Services
Mgd Services
Creating IP
Competition Traditional Non-traditional
42. Partner Transformation
FROM TO
Technology 2nd Platform 3rd Platform
Customer IT Business & IT
Sales Motion Deal Relationship
Time Horizon Short Term Long Term
Marketing Traditional Digital
Activities
Resale
Pro Services
Services
Services
Mgd Services
Creating IP
Competition Traditional Non-traditional
@darrenbibby
43. @darrenbibby
Partner Transformation
FROM TO
Technology 2nd Platform 3rd Platform
Customer IT Business & IT
Sales Motion Deal Relationship
Time Horizon Short Term Long Term
Marketing Traditional Digital
Activities
Resale
Pro Services
Services
Services
Mgd Services
Creating IP
Competition Traditional Non-traditional
“Culture eats strategy
for breakfast.”
Peter Drucker
Culture