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2017 LATAM Regional Conference

The GTDC delves into distribution market trends across Latin America
by

CommCentric Solutions

on 11 May 2017

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Transcript of 2017 LATAM Regional Conference

Regional Executive Conferences
Distribution Industry Training
"I was genuinely very impressed with the course and the outcome."
VP, EG Distribution,
Hewlett Packard, EMEA
Explore Training at YOUR location!
We are dedicated to advancing the central role of technology distributors in the
new world of channel partnerships and digital innovation.
$130 BILLION+
in annual product and services business
About the
GTDC
187
Countries
95%
of the World
AGENDA
Today's
9:15 - 9:40

9:40 - 10:20
Marcos Casarin, Head of LATAM Investor Services OXFORD ECONOMICS
11:15 - 11:45
10:25 - 10:55


10:55 - 11:15
11:45 - 12:30
12:30 - 1:15
1:15 - 1:45
1:45 - 2:00
Driving Channel Transformation Worldwide
Disruption on a Global Scale
Cloud
Business Models
Mobile Dynamics
Teleco
Shifts
Proliferating Security Demands
Changing Privacy Regulations
IoT in sight
LoB Influence

Changing compliance standards
Brexit Effect?
"Subscription"
vs. "Transaction"
New Ecosystems
Millennial
Mindsets




Hyperconverged Infrastructure
Analytics on Steroids
Everything as a Service
Partnerships more instrumental than ever!
Partnerships more instrumental than ever!
Dissecting the Good, Bad and Where to
Capitalize
LATAM AFTER THE COMMODITY SUPER CYCLE:
FROM ADJUSTMENT TO CONVERGENCE
Expect GDP to increase across the region, driving enterprises and governments to invest in IT after two-year decline
The Takeaways
IT growth is led by economic recoveries in Argentina and Brazil, while Mexico faces "wall of uncertainty"
Biggest growth expected in new-gen technologies that increase efficiency and productivity: i.e., mobility, cloud and security
Cloud adoption has been slower in LATAM, yet should accelerate in 2017 as IT budgets increase while platforms and programs expand
Vertical markets represent tremendous overall opportunity, including in secondary and tertiary cities
Overall Outlook:
Improvement over 2016
gtdc.org/research-reports
Regional and Global Leaders
The GTDC Difference!
Distribution CEOs & Other Leaders
Top Industry Analysts
Database Experts
Vendor Channel Executives
Introducing quarterly
Distribution industry updates with featured guests
webinars next month!
Channel Exec
2017
Based on comprehensive study focusing on 2017 distribution industry expectations, released in December
Behind the Insights
GTDC Research Center
Distribution at the Center of...
Share the Link. Advance the Insight.
Thank You!
Tim Curran
CEO, GTDC
tcurran@gtdc.org
813.412.1148
gtdc.org
Connect with us:
Closing Remarks
Networking Lunch
Time for Change:
Taming a Wild Market Landscape
Accentuate the Positive, Eliminate the Negative: The Smart Home is Coming...to Latin America
Howard Davies, CEO, CONTEXT
Coffee Break
LATAM IT Market Trends & Opportunities
GTDC Insights Into 2017

LATAM After the Commodity Super Cycle:
From Adjustment to Convergence
"The course definitely changed the way we converse with distributors.”
DPAM, Cisco
Partnering with Leading Database Benchmarking Companies
LATAM supplement
to Global 2017 Insights report (based on distributor, vendor and analyst views)
gtdc.org/research-reports
GTDC Research Center
Distribution at the Center of...
English
Spanish
Portuguese
LATAM supplement developed in January to complement other global and regional findings
Featuring 70+ channel leaders surveyed from across the world
Commentary from 20 executive interviews with top regional and global distributors and vendors across diverse market segments
"We're placing
Jon Strausburg
Cloud Sales Director, SMB&D
Microsoft
Full-speed cloud ahead...

More than
any other time, we’ll see the greatest variety of technology to sell, and we’ll continue to expand that selection...transforming mutual business and expanding the channel together.”

increasing emphasis
on cloud business through
distribution in 2017.

Marcos Casarin, Head of LATAM Investor Services, OXFORD ECONOMICS
Gernot Teufel, Global Director IT & Distribution GfK
LATAM IT MARKET TRENDS
& OPPORTUNITIES
Howard Davies
CEO, CONTEXT
THE SMART HOME IS COMING
ACCENTUATE THE POSITIVE,
ELIMINATE THE NEGATIVE:
Juan Manuel Gonzalez, Research Director, FROST & SULLIVAN
TIME FOR CHANGE: TAMING
A WILD MARKET LANDSCAPE
"Latin America is still benefiting from economic and
Deena Piquion
VP, Sales & Marketing – LA Export Division
Tech Data Corporation
Extending vertical market reach...
providing new
and tertiary cities,
growth in secondary
population
channel customer opportunities outside the densely populated more mature capitals. We look to resellers
in country to be well-versed for their verticals,
especially in education and financial services."
Follow us on twitter
Pulse Column Insights
Connect with us:
Connect with us:
Going from Closed to Open LinkedIn Forum
Gernot Teufel, Global Director IT & Distribution, GfK
Juan Manuel Gonzalez, Research Director,
FROST & SULLIVAN
Interactive Polling Discussion
Pinpointing Collective Views
Discussion Leader: Carlos Blanco
Managing Director, Pigs on the Roof
¿Dónde Está la Buena Onda?
(Where are the Good Vibes?)
The Source for Distribution Insight
"I was genuinely very impressed with the course and the outcome."
VP, EG Distribution,
Hewlett Packard, EMEA
Explore Training at YOUR location!
Introducing quarterly
Distribution industry updates with featured guests
webinars next month!
"The course definitely changed the way we converse with distributors.”
DPAM, Cisco
Databases



Research



Training



Conferences
Partnering with Leading Database Benchmarking Companies
GTDC Research Center
Distribution Industry Training
Regional Executive Conferences
Expectations
Frank Rauch
VP, Americas Partner Organization
VMware

Specialization is key...

"Business from distribution-led partners is strong. Looking forward, the ability to specialize will be critical in areas such as
recruitment, enablement, marketing and sales execution
to all people."
Julie Hens
VP, Global Distribution Sales
Cisco Systems
Strategically driving growth...
without trying to be all things
"We are activating a new niche set of partners in
manufacturing, automation, healthcare, retail and finance
that have built a business around security services. We’re confident our distributors will show us creative
ways to open up that market.”
"For Latin America, it’s going to be a complicated year. Opportunity is shifting. Cloud is happening, for example.
Eduardo Barron
VP, Latin America & the Caribbean
Avnet Technology Solutions

Shifting tides, increasing complexity...
that expertise, they’re going to have trouble selling in the old model—hardware and on-premise software.”
Many companies are moving processing and projects into public cloud.
If the reseller base doesn’t have
“A backlog [of IT investments] needs to spike. We see a lot of repressed demand, especially in Brazil and Argentina.
Marcos Casarin
Head of Latin American Macro Investor Services Oxford Economics
Ripe for recovery...
These markets are essentially ripe for rebuild and a sustainable new demand cycle.”
Prospects of recovery have become clearer, and inventory levels have been at historic lows. More investment is likely.
"The future is digital and mobile. How mobility can make us more productive and what tools we'll use to fulfill the demands of mobile workers will be a big focus.
Juan Manuel Gonzalez
Research Director, Digital Transformation
Frost & Sullivan
Game-changing opportunities...
The mobile economy creates a need IT providers must fulfill.”
"Those who embrace this reality will prosper and those who do not will struggle."
Nearly
62%
expect indirect to outpace direct sales

13%
indicated they are already 100% indirect

Only
7%
expect direct to grow more rapidly than indirect

55%
anticipate double-digit growth through distribution

Cloud, Security and Data Center
the Top 3 Solution categories

78%
expect distributors to develop new vertical market business
Global Takeaways
Full transcript