The Managed Services model continues to grow and evolve. This presentation makes the case for building a cloud and mobility practice on top of the recurring revenue MSP model to drive success over the next 5 years. Supported by data from CompTIA, the cloud and mobility opportunity is very real in all customers segments and industries. The Channel is well positioned to take advantage of the consulting, policy and compliance services as well as the ongoing management and infrastructure needs of this emerging opportunity.

1. The Cloud and Mobility Pivot
How MSPs can Retool for the next 5 Years
Jay McBain
Co-Founder

2. How Did We Get Here?
MILLENIALS UBIQUITOUS
MATURITY
CONNECTIVITY
OF CLOUD
MSP
Opportunity
PERVASIVE COST OF GROWTH OF
COMPUTING CLIENT/ VIRTUALIZATION
SERVER & BIG DATA

3. Opportunity for MSP Triple Play
Source:
Current
Channel
Specialties

4. Customer Understanding of Cloud Computing
91% 92% 91%
78% 79%
66% 66% 67%
55%
27%
34% 32%
Small firms Medium Large firms Executives IT staff Business
firms staff
Familiar/Very Familiar Last Year Familiar/Very Familiar Now

5. Where on Cloud Adoption Spectrum Are Channel
Customers Today?
Basic Investigate Evaluation Experiment Full-use
Stage Stage Stage Stage Stage
12% 29% 27% 18% 13%

6. Channel Cloud Adoption Patterns over Last 3 Years
2012 34%
Both sell and use cloud solutions 2011 41%
2010 15%
36%
Sell cloud services, but don't use
30%
internally
22%
17%
End user of cloud only 16%
22%
14%
Not involved in cloud 13%
42%

7. End User Investment and Channel Revenue
Of channel firms currently
offering cloud solutions or
Planned Increases to services, 51% have cloud
38%
generating over half their
Cloud Investments revenue and 42% expect
(End User) cloud-related revenue to grow
significantly in 2012.
22%
15% 14%
11%
0% < 5% 5%-9% 10%-15% > 15%

8. Procuring Cloud Solutions – Line of Business
Involvement of IT Team Incidents Requiring IT Team
Approved Consulted without
 Cloud solution not working as expected
Procurement final approval
 Cloud solution needed to be integrated with
39% other business systems
48%
 Cloud solution went down/was not available
13%
 Security breach/data leak associated with
Only informed/
Not involved cloud solution

9. Opportunities for Channel in Cloud Services
1 Transition to cloud solution
2 Integration of cloud and on-premise systems
3 Consulting to explain cloud options
4 Education for staff on cloud solution
5 Ongoing monitoring/management of cloud solution

10. Services Attach Opportunities Garnered from Cloud
Integration (cloud to cloud/cloud 55%
to on-premise) 54%
Pre- and post-sales 50%
consulting/network assessments 48%
41%
Vertical customization
44%
52%
Desktop application development
43%
53%
Mobile application development
43%
39%
Managed services contract
25%
2011 2012

11. Mobility Overlaps with Many Other Trends
Very related 38%
Cloud Computing Somewhat related 45%
Unrelated 17%
35%
Social Media 46%
20%
21%
Big Data 53%
26%
Source: CompTIA’s Trends in Enterprise Mobility study
Base: 217 IT professionals in U.S. businesses

12. Just the Facts
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
Where are we now? Source:

13. Mobility - OPPORTUNITY 1
Risk Assessment/Opportunity
What can you do that protects your customer and that
they are comfortable with vs. what is good for their
employee?
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.
Source:

14. Mobility - OPPORTUNITY 2
Create a Mobility Policy/Deploy
Questions to consider:
 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.)
Source:

15. Mobility - OPPORTUNITY 3
Mobile Device Management
Over a hundred choices
…and counting

16. Mobility - OPPORTUNITY 4
Infrastructure and Support
1. WLAN Coverage/Performance
2. Employee Support/Helpdesk
3. Device Provisioning
4. Line of Business Consulting
5. Device Hot Spare programs
6. Audio/Video Upgrades
7. Mobile Printing/Document Management
8. Building/Electrical Upgrades

17. Summary – The MSP Triple Play Pivot
Source:
Managing
security, compliance, infrastructu
re, data
portability, fragmentation and
MSP Opportunity
Current
devices drives:
Channel
Specialties

18. Thank You | Questions?
Jay McBain
jaym@channeleyes.com
919-597-1945 (cell)