Loading presentation...

Present Remotely

Send the link below via email or IM

Copy

Present to your audience

Start remote presentation

  • Invited audience members will follow you as you navigate and present
  • People invited to a presentation do not need a Prezi account
  • This link expires 10 minutes after you close the presentation
  • A maximum of 30 users can follow your presentation
  • Learn more about this feature in our knowledge base article

Do you really want to delete this prezi?

Neither you, nor the coeditors you shared it with will be able to recover it again.

DeleteCancel

2014_GTDC_Synnex v2

No description
by

Andrea Salanco

on 25 September 2014

Comments (0)

Please log in to add your comment.

Report abuse

Transcript of 2014_GTDC_Synnex v2

State of the
Chief Executive Officer
TIM CURRAN
Global Technology Distribution Council
Oct. 1, 2014
After $10.9 billion decline in 2009 due to the Great Financial Crisis, aggregate sales rebounded $28 billion over the last four years.

Financial Highlights
Technology Distribution Sales Steadily Rising

$125B

$100B

$75B

$50B

$25B

Distributor sales include ARW/AVT (excluding Semi sales), IM, SCSC, SNX, TECD, and Westcon.

Source: GTDC Industry Research
Maintaining Stable Gross Margins
Gross margin up 30 basis points year over year to 8.5% due to acquisitions of higher-gross-margin product lines as well as better sales of higher-margin advanced solutions.

Thank you!
GTDC.org
Decline of 10 basis points to 2.1% in 2013 due to cost synergy delays from acquisitions. Distribution's historical ability to leverage SG&A fuels positive overall industry outlook.

Investing in the Future Affects Operating Margin
Outside the Box.
On Top of the Trends.
PC Category Leaders
• Samsung
• Intel
• MSI
• Asus
• Dell
Fastest
• HP
• Lenovo
• Apple
Biggest
NW/Comm. Leaders
• Aruba
• NetApp
• Fortinet
• Juniper
• Engenius
Fastest
• Cisco
• HP
• Juniper
Biggest
NW/Comm Leaders
• Aruba
• NetApp
• Fortinet
• Juniper
• Engenius
Fastest
• Cisco
• HP
• Juniper
Biggest
Software Leaders
• Veeam
• RSA
• Attachmate
Fastest
• Microsoft
• IBM
• VMware
Biggest
Partnering in the New Era
Partnering in the New Era
Partnering in the New Era
$135 BILLION+
in member sales worldwide
Outside the Box. On Top of the Trends.
Performance
Emerging Opportunity
Star Power
GTDC.org
Outside the Box.
On Top of the Trends.
The GTDC in 2014
Advancing Industry Insight
Databases
Analysis
Research
Advancing
Deep Industry Insight
Engaging
Business Leaders Worldwide
Supporting
New Era of Partnerships
Engaging Business
Channel
Investor
Regional/HQ
Leaders Worldwide
Supporting New Era
Education
ABAC Platform
Training/Certification
of Partnerships
Partnering with Leading Database Benchmarking Companies
“The market seems to be increasingly recognizing the resilience
of the channel’s value proposition and its relevance in a physical, virtual and even a “cloud” environment, as valuation multiples have recently expanded.”
— Brian Alexander, Managing Director, Raymond James
Partner recruitment, enablement and development
Pre- and post-sales support
Vertical market reach/solution selling
How the GTDC Rising Stars took IT to the Top in Distribution
Where IT's At...
and Where IT's Going!
Distribution's going to be freakin' EVERYWHERE with EVERYTHING!
Trust me, dude. I'm definitely not going anywhere soon...
"Indirect channels of distribution
remain the most efficient method of reaching the small and medium sized business (SMB) market. This has always been the sweet spot for distribution and it will not change with the cloud."
So What's Next in
More Like What Isn't?
Rising in the Cloud...
Security
Virtualization
Mobility
Cloud
Big Data
Industry

Comprehensive MDM (mobile device management)
Channel training: how to capitalize, add-on sales, etc.
“Omnichannel” connectivity and network testing
Support services
Device refurbishment and recycling

Offering mobility portals that solution providers
can private label for:
Device sales
Service contracts
Software licenses
Security (virus protection, attachment inspection, etc.)
Application installation




Source: GTDC Research
Distribution
Distributors Fully Mobilized....
Darren Bibby
The Future of IT Distribution
September 2014


57 percent are using distributors for technical support for cloud solutions.
35 percent are turning to distributors for aggregation of cloud services.
35 percent look to distributors for data center accessibility and hosting services.
33 percent expect them to vet and evaluate cloud services providers and cloud solutions.
25 percent look for relationship brokering with other providers of cloud solutions.
Source: CompTIA (Role of IT Distribution in a Cloud World), January 2014
How channel partners are using distributors in the cloud today...
Internet of
of Things...
Learn and Apply Best Practices for Greater Success in Distribution
Inquire today about the possibilities for YOUR team!
GTDC ABAC Platform:
Rising Stars Stats
100%
Primary reasons for leveraging distributor services...
Supports channel in ways we do not or cannot

More efficient or cost effective than if we offered the same service
Top 3 Advantages of Distributors (based on Rising Stars ranking)
Cloud Outlook...
“Having distributors manage the order entry, billables, collectables is an easier process for us than doing direct."
Mike Marusic – Sharp
100%
...of the Rising Stars plan to increase use of distributor services in 2015!
...the number of people employed by distributors attending the 2014 GTDC U.S. Vendor Summit
100,000+
"Many people talk about pick, pack and ship. We talk about creating stacks, break fix, parts depots, and being able to provide services around asset utilization and migration."
Netting it Out...
Netting it Out...
Paul Mayes
NetApp
#1
#2
#3
Serving 95% of the world:
187 COUNTRIES
Certificate Training
Diploma Training
Data
Center
"Fantastic ... gained a
totally new perspective
on everything we do -- and should do. I would recommend the course to anyone in our industry!”



-- Global Sales Business Development Manager
(leading networking vendor partner)

-- Global Sales Business Development Manager
(leading networking vendor partner)
GTDC training program feedback...
GTDC training program feedback...
Making Regulatory Compliance Easier and More Cost Effective
Secure
- Create a due diligence standard aligned with regulatory expectations.

Efficient
- Reduce your compliance costs through a global network that eliminates duplicate effort to vet partners.

Aligned
- Reduce your liability risk by working with companies you know are in compliance.

Improved
- Increase the overall effectiveness of your company’s anti-bribery and anti-corruption initiatives in the channel.
TAKE ACTION! Reduce risks that include possibility of criminal prosecution!
“Until three years ago, we looked at distributors as an afterthought to fill in gaps to reach customers.... Then we started to look at distribution as a way to run our business (including in cloud scenarios). In the three years since then, our overall sales in those categories grew 500% through distribution.”


Inside the U.S. Market Trends
Strong Getting Stronger
Large Solution Providers
eCommerce
15%
14%
6%
5%
$6.6B
$6.1B
$2.5B
$2B
2013
2011
2012
Source: NPD Distributor Track
$20.9B
Source: NPD Distributor Track
DMR/National
Retail
49%
Small Solution Providers =

Very Big Channel Business
@ @ @ @ @ @ @ @ @ @ @ @
OEM
Office Products
3%
2.7%
$1.3B
$1.2B
USA Annual Hardware
Consistent Revenue by Destination Channel
Revenue by Destination Channel
U.S. Market Trends
U.S. Market Trends
News of my demise has been greatly exaggerated!
IDC
SMB the New Face of Data Center Opportunity
"The opportunity for firms to sharpen their products, refine distribution strategy, and appeal to new customers has never been greater."
Gartner
Emerging data center trends for SMBs include the increasing need for digitization and mobility, and growing interest in big data and virtualization technologies.
Research and Markets
Inc.
Now, thanks to falling tech costs and new tools... smaller companies can unlock many more secrets from data.
CRN
SMBs are experiencing a need for better and faster computing facilities to be incorporated as a part of the enterprise infrastructure.
Solution providers expect technology spending among SMBs to rise over the next 12 months, driven by a number of trends, including an increasing need for infrastructure....
What They're Saying in 2014 ...
Small Solution Provider momentum continues...up $2.3B


57 percent are using distributors for technical support for cloud solutions.
35 percent are turning to distributors for aggregation of cloud services.
35 percent look to distributors for data center accessibility and hosting services.
33 percent expect them to vet and evaluate cloud services providers and cloud solutions.
25 percent look for relationship brokering with other providers of cloud solutions.
Source: 2014 CompTIA report: Role of IT Distribution in a Cloud World
How channel partners are using distributors in the cloud today...
Strong All Along
Revenue, $10B Annually
SMB’s Capture 77% of Data Center
Source: NPD Analysis (SMB Monitor/Distributor Track/Commercial Reseller Tracking Service)
Strong All Along
Tale of Tablets in 2012
Computers Conversion in 2013-14
8.2% CAGR
over past 4 years ($28B increase)
7.5% Increase
over 2012
SSP's driving growth
Chromebook units are
gaining share
Windows revenue is
still dominant
"Aggregation is the biggest advantage
I see for distributors in the cloud."
Laurie Portratz, Brocade
Added 400 new
partners through
distribution in first
half of Fiscal 2014.
"We feel that distribution is the perfect partner
to leverage and scale our business."
Jonas Brown, Dell
Full transcript