1. technology and computing

Staying relevant as business
changes around you
Stephen Parker | VP Market Research
@rhipecloud #RCCS15
rhipe – the Cloud Channel Company | @rhipecloud #RCCS15
BUSINESSES ARE
REMAINING RELEVANT
BY EMBRACING &
DRIVING CHANGE
rhipe – the Cloud Channel Company | @rhipecloud #RCCS15
Context – change
Cloud
Big Data
Mobility
Enterprise
Social
Gartner Top 10
trends 2015 – Cloud
is the new IT reality
Accenture – 89%
believe no big data
strategy = business
risk, market share
loss
IDC – APAC $25bn
M-commerce market
in 2015 (accounting
for 50% of all
e-commerce)
Avanade - majority
of large companies
are leveraging
consumer-driven
social networking
instead of enterpriseclass social
Consumer & Innovation driven
rhipe – the Cloud Channel Company | @rhipecloud #RCCS15
Context – more change
Security
IoT
3D printing
Next
Top 3 across most
surveys
IDC - $8.9tn & 212bn
devices by 2020
Canalys – 3D printing
$16.2bn by 2018,
CAGR 45.7%
Shift Happens…
But…
Wanted Analytics –
35% of ads for
engineering jobs
prioritise 3D printing
(Sept 14)
“Buyer pull” vs “Supplier push”
rhipe – the Cloud Channel Company | @rhipecloud #RCCS15
FAST GROWTH
SUPPLIERS ARE STAYING
RELEVANT BY BEING
DIFFERENT
rhipe – the Cloud Channel Company | @rhipecloud #RCCS15
Understanding the Bow Tie
rhipe – the Cloud Channel Company | @rhipecloud #RCCS15
Forrester Survey
Key target survey sample scope
Survey Scope
Total: 79 interviews
Target companies: rhipe cloud
partners in ANZ region
Target roles: Head roles like
CEO, COO, CIO/CTO, senior
managers, and managers
Database: Database provided by rhipe and
augmented by Forrester
Survey LOI: 25 to 30 minutes
rhipe – the Cloud Channel Company | @rhipecloud #RCCS15
What makes fast
growing service
providers different?
rhipe – the Cloud Channel Company | @rhipecloud #RCCS15
The fast growing IT partners are more likely
to be Managed Services Providers
Which one best describes your company?
Total % from 79 IT
partners
Managed service
provider (MSP)
41%
IT consulting firm
16%
Value-added reseller
(VAR)
15%
Hosting service provider
13%
Systems integrator (SI)
Direct market reseller
(DMR)
Independent software
vendor (ISV)
Trusted Advisor
35%
16%
24%
10%
5%
6%
5%
4%
3%
2%
Source: 61 IT partners who expect to growth their business by at least 10% over the next two years
rhipe – the Cloud Channel Company | @rhipecloud #RCCS15
3%
1%
The shift from
VAR to MSP
They are more likely to be focused on professional
services – and less likely on government
For this calendar year, what is you organisation’s top priority vertical?
Total % from 79 IT
partners
Professional Services
20%
Manufacturing
16%
16%
14%
Retail
15%
11%
Banking & Financial management
15%
13%
Government (Central, State)
11%
Others
7%
Healthcare & Life Science
5%
18%
6%
4%
Education
3%
4%
Telecom
3%
4%
Electronics
2%
1%
Travel & Transportation
2%
5%
Energy/Utilities
2%
4%
Source: 61 IT partners who expect to growth their business by at least 10% over the next two years
rhipe – the Cloud Channel Company | @rhipecloud #RCCS15
Results
focused
customers
Many of these businesses started their
cloud journey years ago
When did you start offering Cloud services?
Less than a year
2%
3%
1-3 years ago
39%
3- 5 years ago
5- 7 years ago
More than 7 years ago
Total % from 79 IT
partners
42%
43%
4%
38%
5%
12%
Source: 60 IT partners
rhipe – the Cloud Channel Company | @rhipecloud #RCCS15
12%
Competitor
Experience
is growing
Cloud providers are much more likely to offer
a broad solution set to many industries,
BUT services and Industry vertical focus
What statement best describes your firm?
Does not offer cloud
We are a provider of a
narrow solution set to a
broad set of industries
11%
We are a provider of a
broad solution set to a
narrow set of industries
11%
We are a provider of a
narrow solution set to a
narrow set of industries
We are a provider of a
broad solution set to a
broad set of industries
Offers cloud
13%
22%
58%
12%
21%
Base: 79 partners; Source: A commissioned study conducted by Forrester Consulting on behalf of rhipe, January 2015
rhipe – the Cloud Channel Company | @rhipecloud #RCCS15
53%
Next
Logical
purchase
Cloud providers are much more likely to offer
a broad solution set to many industries,
BUT services and Industry vertical focus
For the last calendar year, what were the top
three key IT products and services that you sold?
No cloud offering
5%
3%
Other Revenue
In-house Software
Application Software – Resold
0%
2%
11%
0%
16%
IT Services Delivered by your company
Horizontal solutions
5%
0%
18%
5%
PCs, Printers & Other Hardware
15%
Networking
0%
Storage
0%
0%
Intel Servers
43%
0%
2%
Vertical solutions
IT Services that you Resell – Resold
Cloud offering
58%
5%
5%
7%
Base: 79 partners; Source: A commissioned study conducted by Forrester Consulting on behalf of rhipe, January 2015
rhipe – the Cloud Channel Company | @rhipecloud #RCCS15
Share of
wallet and
vertical IP
Growing revenue and competition will
be the biggest challenges
What are your company’s top 3 business challenges in this country?
Growing revenue
21%
Competition
11%
Reducing costs
8%
15%
Increasing expectation from Customer
Increasing profit margin
21%
25%
8%
16%
18%
13%
8%
11%
16%
10%
13%
Rank1
Rank2
Finding and retaining people
8%
Responding to our client’s business requirements
The rate of technology change 3%
10%
11%
13%
8%
5%
Rank3
8%
2%
Poor support from our vendors 2%5% 5%
Others 3%
Source: 61 IT partners who expect to growth their business by at least 10% over the next two years
rhipe – the Cloud Channel Company | @rhipecloud #RCCS15
Sales,
Marketing
and Automation
rhipe summary
Not
Not
about a
product or
program
about
Cloud, Big
Data etc
Holisitic
Service
Based
Is
about businesses changing
the IT agenda and demanding:
Business
Solutions
* Powered by IT
rhipe – the Cloud Channel Company | @rhipecloud #RCCS15
BEING RELEVANT AS THE
CLOUD CHANNEL
COMPANY
rhipe – the Cloud Channel Company | @rhipecloud #RCCS15
rhipe… The Cloud Channel Company
We are passionate about helping service providers
adapt and thrive in the emerging cloud economy
rhipe – the Cloud Channel Company | @rhipecloud #RCCS15
rhipe… The Cloud Channel Company
Born in the cloud since 2003
Listed ASX:RHP
10 vendors
7 APAC countries
1400+ service providers
Clear Cloud Channel Focus
rhipe – the Cloud Channel Company | @rhipecloud #RCCS15
Structured to be relevant
Cloud Licensing
Cloud Solutions
Cloud Operations
Software sold and implemented
by service providers.
Pay based on usage
Professional services and
support people to help Service
Providers with technical needs
Lead generation marketing for
Channel partners.
Billing, Software asset management
and license optimization.
Licensing
Support
Retain & accelerate
Build and expand on cloud
licensing programs.
Multi vendor and Multi region
Services and Support to
position offering for new licensing
programs
Add Value with systems and ease
of trade for Cloud Service
Providers. Use digital marketing to
accelerate leads and opportunities
rhipe – the Cloud Channel Company | @rhipecloud #RCCS15
Products and Programs
Private/
Service Provider
Subscription
LSP
Dynamics
rhipe – the Cloud Channel Company | @rhipecloud #RCCS15
Public
Cloud Channel Solutions
On Premises
Marketing, Research, Consulting, SAM
Partner Services
Supporting the End to End needs
Staying relevant in IaaS
Business Strategy (Commercialisation)
Delivery Strategy (Consumption)
Platform Strategy (Enablement)
Research Strategy (Innovation)
Moving up the stack
rhipe – the Cloud Channel Company | @rhipecloud #RCCS15
rhipe – uniquely positioned to add
value to the cloud channel
Be AGILE
Dare to be DIFFERENT
Stay RELEVANT
rhipe – the Cloud Channel Company | @rhipecloud #RCCS15
Contact details
Mike Hill
Chairman, rhipe
+61 421 056691
mhill@ironbridge.com.au
Dominic O’Hanlon
CEO, rhipe
+61 406 751855
Dominic.ohanlon@rhipe.com
Athena Thompson
CMO, rhipe
+61 413 500494
Athena.thompson@rhipe.com
Stephen Parker
VP Market Research, rhipe
+61 424 321748
stephen.parker@rhipe.com
rhipe – the Cloud Channel Company | @rhipecloud #RCCS15
Thank you!
www.rhipe.com
@rhipecloud #RCCS15
rhipe – the Cloud Channel Company | @rhipecloud #RCCS15