The Technology Industry Today
Today, the velocity of change seems to antiquate Moore’s Law. The doubling of transistors in a dense integrated circuit board every year seems antediluvian. As we enter this evolving era of digital business - social, mobile, analytics and cloud – change is mandating the value chain to transform like never before. The transformation required by customers, vendors, distributors and solution providers has widespread implications to their internal and external ecosystems. Internally, they must rebuild their business model, order management systems, employee skill sets, compensation plans, marketing strategies, etc. Externally, they must interoperate with other business ecosystems, third-party platforms and tools, competitors, countries, etc.
Customers are shifting their technology requirements from “necessary evil” to business outcomes. Yesterday’s reseller/VAR/MSP/CSP must transform themselves into a strategic solution provider that is more accurately profiled by the percentage split of revenue generated from one-time transactions (like hardware, software and professional services) and recurring transactions (like warranty, maintenance and cloud). A distributor’s legacy pick, pack and ship value prop must evolve into solutions-based aggregation. Vendors must add virtual offerings to their physical product line card that are easy to buy and provision.
Advisors
Today, the velocity of change seems to antiquate Moore’s Law. The doubling of transistors in a dense integrated circuit board every year seems antediluvian. As we enter this evolving era of digital business - social, mobile, analytics and cloud – change is mandating the value chain to transform like never before. The transformation required by customers, vendors, distributors and solution providers has widespread implications to their internal and external ecosystems. Internally, they must rebuild their business model, order management systems, employee skill sets, compensation plans, marketing strategies, etc. Externally, they must interoperate with other business ecosystems, third-party platforms and tools, competitors, countries, etc.
Customers are shifting their technology requirements from “necessary evil” to business outcomes. Yesterday’s reseller/VAR/MSP/CSP must transform themselves into a strategic solution provider that is more accurately profiled by the percentage split of revenue generated from one-time transactions (like hardware, software and professional services) and recurring transactions (like warranty, maintenance and cloud). A distributor’s legacy pick, pack and ship value prop must evolve into solutions-based aggregation. Vendors must add virtual offerings to their physical product line card that are easy to buy and provision.
Advisors
30+ years experience in the technology channel. Performing channel sales, channel leadership and partner program development for large and small technology companies including notable firms as IBM, Bell Atlantic, Intelligent Electronics and Inacom. Recognized as a CRN Channel Chief for the past four years and designed innovative and award winning cloud partner programs for MX Logic, Awareness Technologies and Pax8.
Industry Recognition – Channel Partner Cloudy Most Innovative Cloud Business Model, CRN Top 20 Disruptor, ASCII Best Distribution Sales Support, CRN Top 100 Cloud Computing, CRN Top 20 Cloud Security, Channel Insider’s Bulls Eye, Channel Insider Vertical Practice of the Year, VAR Business 5-Star Gold, Ingram Micro Award for Excellence, Business Solutions Best Channel Vendor
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30+ years of sales, advertising and marketing experience. An award-winning creative director and writer, top sales and marketing executive for 3 different INC.500 fastest-growing companies. Top-level marketing executive for multiple telecommunications and technology companies including Sr. Director SMB marketing for McAfee and Intel, VP of marketing for MX Logic and most recently CMO for Pax8.