Channel Change Agents
@jmcbain
in/jaymcbain
Jay McBain
Co-Founder
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
“The future is never
as fast or radical
as we predict”
Gartner Identifies the Top 10 Strategic
Technology Trends for 2014
Mobile Device Diversity
and Management
“The unexpected consequence of
bring your own device (BYOD)
programs is a doubling or even
tripling of the size of the mobile
workforce. This is placing
tremendous strain on IT and
Finance organizations.”
Mobile Device Diversity
and Management
Mobile Apps and
Applications
“Apps will continue to grow while
applications will begin to shrink.
Apps are smaller, and more
targeted, while a larger application
is more comprehensive.”
Mobile Apps and
Applications
3
“The problem is that most
enterprises and technology
vendors have yet to explore the
possibilities of an expanded
internet and are not operationally
or organizationally ready.”
3
Manage | Monetize | Operate | Extend
4
“Hybrid cloud services can be
composed in many ways, varying
from relatively static to very
dynamic. Managing this
composition will the role of cloud
service broker (CSB), which handles
aggregation, integration and
customization of services.”
Cloud / Client
Architecture
“The increasingly complex
demands of mobile users will drive
apps to demand increasing
amounts of server-side computing
and storage capacity.”
Cloud / Client
Architecture
6
The Era of
Personal Cloud
“Users will use a collection of
devices, with the PC remaining one
of many options, but no one device
will be the primary hub. Rather,
the personal cloud will take on that
role.”
6
The Era of
Personal Cloud
Software Defined
Anything
“Momentum for improved standards
for infrastructure programmability
and data center interoperability
driven by automation inherent to
cloud computing, DevOps and fast
infrastructure provisioning.”
Software Defined
Anything
Web-Scale IT
“Large cloud services providers such
as Amazon, Google, Facebook, etc.,
are re-inventing the way IT in which
IT services can be delivered. Their
capabilities go beyond scale in terms
of sheer size to also include scale as it
pertains to speed and agility.”
Web-Scale IT
9
The smart machine era will blossom
with a proliferation of contextually
aware, intelligent personal assistants,
smart advisors, advanced global
industrial systems and public
availability of early examples of
autonomous vehicles.”
9
3-D Printing
Worldwide shipments of 3D printers
are expected to grow 75 percent in
2014 followed by a near doubling of
unit shipments in 2015.
3-D Printing
Just the Facts
Where are we now?
How Did We Get Here?
MATURITY
OF CLOUD
PERVASIVE
COMPUTING
MILLENIALS
UBIQUITOUS
CONNECTIVITY
The NEW
Normal
COST OF
CLIENT/
SERVER
GROWTH OF
VIRTUALIZATION
Internet of
EVERYTHING
~10 devices
per person
~3 devices
per person
By 2020, there will be 31 billion devices connected across 4 billion people
IPv6 Protocol
340,282,366,920,938,463,463,374,607,431,768,211,456
possible internet addresses
That’s 100 devices
for every atom on
the face of the earth
WIFI Basketball
Consumerization will be
fun to watch – but
NOT where the money is
WIFI Toothbrush
Yes, this is happening
(but not why you think)
Where Are Channel Opportunities?
8 Opportunities to Spot
in your Home Town
1
Connected Advertising and Marketing
2
Smart Factories
3
Intelligent Traffic Management
4
Parking Space Management
5
Waste Management Systems
6
Smart Electricity Grids
7 Smart Water Systems
8
Smart Warehouses
Update on
Just the Facts
85% of workers bring work home
87% of workers travel
84% use a smartphone for work
BYOD is not coming
32%
…it is here
Only
of companies have a
formal mobility policy in place
Where are we now?
Source:
Top Customer Fears (Opportunities)
% of SMB
respondents
1. Accidental loss of devices with sensitive data
2. Threats from mobile viruses and malware
3. Access to mobile apps by unauthorized users
4. Lack of Strong Authentication standards
5. Inability to manage mobile devices
6. Configurations don’t comply with policy
7. Lack of VPN software/compatibility to enterprise
68%
49%
35%
31%
31%
29%
27%
Source:
Healthcare is the fastest growing industry
85% of doctors own a smartphone, 56% use it in clinical practice
Pharmaceuticals, Manufacturing and Retail are also HOT
Where are the opportunities?
Field Mobility Organizations are laggards
Source:
Just the
Facts
48%
Downloading unauthorized apps serious
concern by
of respondents
Source:
What is BYOA?
900,000+ APPS
1,000,000+ APPS
100,000+ APPS
100,000+ APPS
Where are we now?
BYOD: 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:
BYOD: 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:
BYOD: OPPORTUNITY 3
Mobile Device Management
Over a hundred choices
…and counting
BYOD: OPPORTUNITY 4
Infrastructure and Support
1.
2.
3.
4.
5.
6.
7.
8.
WLAN Coverage/Performance
Employee Support/Helpdesk
Device Provisioning
Line of Business Consulting
Device Hot Spare programs
Audio/Video Upgrades
Mobile Printing/Document Management
Building/Electrical Upgrades
BYOD: OPPORTUNITY 5
Strategy 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 valuestream.
App Store delivery and management.
Opportunity for Channel Triple Play
Current
Channel
Specialties
“Triple Play”
Source:
What are some other
Channel Opportunities?
Opportunity #1
100,000 vendors
driven by new mobile
cloud economy, compete
for your attention
Opportunity #2
Logical data warehouses bringing together
information from multiple sources on demand
will replace the single data warehouse model.
BIG DATA
is driven from smaller channel solutions
Opportunity #3
The Channel WILL sell hardware
Not smartphones, tablets, basketballs or
toothbrushes…but instead, In-Memory
Computing, Extreme Low-Energy Servers,
Cloud-enablement and security devices, and
tons of infrastructure.
Opportunity #4
Managing security, compliance,
data portability, fragmentation
and device support drives:
channel
opportunity
Channel Change Agents
@jmcbain
in/jaymcbain
Jay McBain
Co-Founder