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Westcon_ELEVATE_v2

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Andrea Salanco

on 2 March 2015

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Transcript of Westcon_ELEVATE_v2

How are you riding the new technology wave?
TIM CURRAN
Chief Executive Officer
Global Technology Distribution Council

WestconGroup Elevate 2015
Tuesday, March 9th

BIG Questions
for EVERYONE
BIGGER Opportunity
EVERYWHERE!
Virtualization
Security
XaaS
Big Data
Apps
Mobility
Data Center
Cloud
Internet of EVERYTHING
Why Confidence in Distribution Remains High
History goes well beyond merely "holding on" as perceived threats emerged...
in member sales worldwide
$135 BILLION+
187 COUNTRIES
Serving 95% of the world:
The cost advantages have been well-documented for years...
...as New Wave of Technology Rolls
Thriving
, Not Just Surviving
Big Data
Virtualization
Apps
Mobility
Security
Cloud
Distributors are "trusted advisors" to solution providers worldwide...
Alex Buonincontri
Solution Provider
Super Hero
Vendors
Distributors
Resellers
End Users
Tech Distribution
THEN...
D
O
S
Networked
Multivendor
Solutions
PC Revolution
"Bolted to the Desktop"
Pick/Pack/Ship
Operations, scale
Credit, account management
4-Device
World
...and NOW!
Technical expertise
Vertical sales/professional services
Partner enablement & development
Analytics-based marketing
Training & education
Partner practice consulting
VENDORS &
MANUFACTURING
VENDORS &
MANUFACTURING
END USERS
CHANNEL
PARTNERS
CHANNEL
PARTNERS
DISTRIBUTORS = END-TO-END SUPPLY-CHAIN LEADERS
DISTRIBUTORS = END-TO-END SUPPLY-CHAIN LEADERS
END USERS
TV
EMS/ODM
Semiconductors
& Components
Software
OEM
Peripherals
& Subsystems
Government
Resellers
Direct
Marketers
VARs & Vertical Markets
Retailers &
eTailers
Government
& Education
Fortune
1000
SMB
Consumer
GTDC Member
SPOTLIGHT
GROWING GLOBALLY
GROWING GLOBALLY
GTDC Member
SPOTLIGHT
GTDC Member
SPOTLIGHT
GTDC Member
SPOTLIGHT
GTDC Member
SPOTLIGHT
Awareness and understanding of distributor value continues to grow...
The Formative Years
The New Era of Partnerships
2X Software Ltd
3K Computers Inc
A10 Neworks
Aaeon
Abacus
Acard Technology
Accton Technology
Actiance
Active PDF Inc
ADC
ADI Systems
Adlink Technology
Adonit
Adopted
Advantage
AfterShokz
Airlink Communicatio
Allworx
Amax Engineering
Ampad
Amphenol
Amrel
Anycom
Apposite Technologies
Arion
Arlington Industries
ASRock Inc
Astaro
Audio Pro
Audiosource Inc
Avast Software
Axiomtek
Baggu
Balt Inc
Barska
Bcm Advanced Researc
Beats
Bella Corporation
Bem Wireless
BiGR Audio
Blaupunkt
Bluebeam Software Inc
Bluesocket
BMC
BoomBotix
Boostcase
Bosch
Bowers & Wilkins
Braven
Bullguard
Bytech
Cable Showcase
Carbon Audio
Carolina Pad & Paper
Cartridge King of Kansas
Case Scenario
Chaintech Computer C
Chatsworth Products
ChicBuds
CM4
Cobra Digital
Code Corporation
Computer Apparel
Computime
Concept Green Energy Solutions
Connect 3D
Connected Data
Connectgear Inc
Contax
Coraid
Cortado
Cougar
Credant
Curtis Computer Prod
Datamation Systems I
DBX
Definitive
Denaq
Devicewear LLC
DFI
DiCAPac
Diesel
Digistor
Digix
Dok Solution LLC
Dropcam
DTECH LABS, Inc
Ducti
Durable
Echo Logico
Ecosol Solar Technologies Inc
LXE Inc
M & A Technology
M Edge
Mace Security
MacPaw
MAM-A Inc.
Marvel
Matrix
Matsunichi Communication
Maximal Power
Maylong
Merkury Innovations
Micron Electronics
Micron Technology
Middle Atlantic
Milestone AV Technologies
Mimaki
Minolta
Mitac
Mitel
Mobility
Moka5
Molami
Monster Digital
Movavi
Munitio
Mushobo
MW Mounts
MXI Security
nabi
NanoLumens
National Products Inc.
Native Union
Net Optics Inc
NetClarity Inc
NETIS Systems
NetWrix Corporation
Nexlink
Nexsan
Nimble Accessories
NoiseHush
Nuance
Nuforce Inc
Nyko
Nyne Multimedia
OEM
InfoUSA
Inline Corporation
InnoDesk Inc
Intec
Intermatic
Interworks Unlimited
Intuit
ION
Ion Computer Systems
IRIS USA
iVIEW
iZ3D
J5 Create
JacobsParts Inc
Jansport
JayBird
Jazwares
Jivo Technology
Jmr Electronics
Just Wireless
KATA
KaVoom
KEF
Kenu
KGUARD Security
Kinyo
Kobo Inc
Kontron
KRK Systems
KT&C
Lancope
Lanix
L-com Inc
Le Pan
Legacy
Lethal
Leupold
LifeProof
LightWedge
Line 6
Liquidware Labs
Logic 3
Logicode
LULU Software
LunaTik
Luxmo
Planting the Seeds of Growth
New vendors over past 24 months (NPD Distributor Track)
Roxio
Royal Sovereign
Sachtler
SafeNet Inc.
Scala
Scansoft
Schneider Optics
SDI Technologies
Seneca Data
Server Technology
Shavlik Technologies
Sierra Wireless
Silicon Storage Tech
Silicon Valley Peripherals
SkilCraft
Skinit
SMS Audio
Snap AV
Snow Lizard Products
Sol Republic
Sonomax Technologies
Sonus Networks
Soul
Sparkle
Specialix Inc
Spectra
Splash Products
Spyder Digital Research
St Bernard
Stanton Magnetics
Storix Software
Studio C
Supercom
Supersonic
SurfEasy
SurgeX
Symmetricom
Tablet Pals
Tech21
Techko
Technics
Telect
Telex
Tely Labs
Tenqa
Texas Memory Systems
Thomson Consumer Ele
Trenton Technology
Trexta
Tribeca Gear
Trident
Troy Systems Inc.
TSC Auto ID
Tyco
Ubiquiti Networks
Ultralink
Unitrends
Universal Remote Control, Inc
Urban Armor Gear
USA Gear
Vantage Point
Venture Products
Verity Systems
Verizon Wireless
VIBE
Viking
Vkernel Corp
Voightlander
Voyager
VSS Monitoring
VueZone
Wave Systems Corp
WeSC
West Point Products
Wimo Labs
WowWee
X1 Technologies
X-Doria
XGI Technology Inc
Xi3 Corporation
Xircom
Xirrus
XShot
Xyratex
Zagg
Zeki
Zt Group International
Okgear
Olympia
OnCue
Opengear
Opnet Technologies
Optima Technologies
Optimus
Optrex
Oritron
Outdoor Products
Paessler GmbH
Palo Alto
Palit Multimedia
Panasource
Pantech
Paradigm
Pelican Ware
Phase One
Phoenix
PhoneSuit
Piriform
Plus Vision Corp
Polk
Posiflex
PowerA
Powerbag
ProClip
Professional Cable
PSSC Labs
Puma
PureGear
Pureglare
QDOS
QFX, Inc.
Qmadix
Quiksilver
RackSolutions Inc
Radisys Corporation
Radvision
Rainbow Fish
Rapoo
Reid Heath Ltd.
Replay Networks
Revolabs
Riverstone Networks
Road Gear
Roccat

Eforcity
Eiki International
Emerson
eNet Components
Enhance Electronics
Ergotech
Escort
Eskuche
Everfocus Electronics
Evolis
Evutec
Exagrid
Extron
FAVI Entertainment
Fiberlink Communications
FireBox
ForeScout Technologies Inc
Fractal Design
Freecom Techonologie
Frends
Funai
FUSION Electronics
Fusion-io
Galaxy Microsystems Ltd
Garmin
Garrett
Gartner Studios Inc
General Binding Corporation
Gigamon Systems
GiiNi
Google Nexus
GoPro
Grandmax
Group Logic
Gvision Inc
Hama
Haze Battery USA
Her Interactive
HMDX
Humminbird
id America, Inc.
IGEL Technology
Impossible
Improv Electronics
Induro
Infotrend Technology
350 New Additions in 2 Years!
You need a
new name!
V
alue
T
echnology
S
upply
C
hain
L
eaders
A
nd
S
olution
S
pecialists
A
dded
Hmmmm.....
CLASS
CLASS
VATS
VATS
IT markets are rising...
Asia Pacific: Leading Shift in Mobile Mania
New GTDC
Database
Partner!
Tablets are the new PCs.
7-inch and above tablets grew from 30 percent to 45 percent.
Keeping Tabs on Tablets
Tablets are also the new TVs.
In the Asia-Pacific market in 2014, GfK estimated that two tablets were sold for every flat-panel TV.
Source: GfK 2014 Research
Tablets are the new PCs.
Big Data
Virtualization
Apps
Mobility
Security
Cloud
"The cloud is now a tail wind, not a head wind; it is fueling distribution growth."
Brian Alexander
Raymond James
Databases
Analysis
Research
Partnering with Leading Database Benchmarking Companies
gtdc.org/research
Training
ABAC
Embrace change,
advance innovation
through partnership

Embrace change, advance innovation through partnership
Multivendor solutions a key advantage: Package and drive for CHANNEL VALUE
Now is the time for vendors and distributors to invest TOGETHER in new success
Make OFFENSE the priority vs. DEFENSE!
Know your partners' business and technology strengths, needs and OPPORTUNITIES
2015
2015
KEEP THE GTDC IN MIND AS A GLOBAL RESOURCE
KEEP THE GTDC IN MIND AS A GLOBAL RESOURCE ...
Source: IDC 2014 / Darren Bibby, Vice President of Channels & Alliances Research

Dealing with the “Difficult Things”...

Credit checks
Collections
Credit cards, expiries
Partner management (the long tail of partners)
Multi-country reach
Sales
Marketing
Enablement
Multivendor integration
More…


Efficiency and Scale of Distribution
300 million+
software licenses annually
$12 billion+
in channel credit with very low bad debt
Distribution ("one neck to choke") helps partners with...
System integration
Partner to partner
Technical support
Troubleshooting
Other “gaps”

Simplified pricing, single-source billing, unified reporting, centralized password management
Distributor Cloud Tools include...
Avnet Cloud Ready
Tech Data StreamOne
Ingram Micro Cloud
SYNNEX CloudSolve
Arrow ArrowSphere
Others…

Doors Opening Everywhere
Apply
Constructive
Approaches to
Disruptive
Technologies...
Strongest partnerships will prevail
The Mobile Internet
Big Data Analytics
Full Cloud Ecosystem
Automation of Knowledge Work
The Internet of Everything will be EVERYWHERE!
Distribution
Provides
Solutions
"Distributors are outpacing their vendors because they are finding new avenues of organic growth and they are adding new vendors to their line cards, many of which are gaining market share from
the incumbents."
Brian Alexander
Raymond James
The shift from
"Connected"
to
"Connected Anywhere"
is driving demand for personal mobile devices.
• Demand Gen marketing-
end customer leads
• Cloud service offerings
• Access to demo centers

Tablets are also the new TVs.
• One-stop shopping (and one neck for “choking”)
• Simplified and consolidated billing
• Multi-vendor solutions
• Just-in-time delivery
• No need for inventory
• Access to credit
• Secure, integrated and
centrally managed
cloud solutions
Delivering Deep Value to Partners…
Doors Opening Everywhere
Tech markets
are strong everywhere —
now is the
time to invest
for the future!
tcurran@gtdc.org

Tim Curran
Chief Executive Officer
Cisco "Partner Pulse" Survey Takeaways...
"Westcon Group is a critical piece of our worldwide channel strategy, and as a global distributor, has proven itself a 'go-to' partner through deep industry expertise and commitment to our business. We fully expect this relationship to drive even greater success in the years to come."
Todd Palmer
Vice President, Americas Channels
Palo Alto Networks
"No other provider can match the flexibility, efficiency and savings provided by our platform. Westcon Group is a company that truly grasps the power of the cloud and all it can bring to resellers and the channel."
John McCawley
CEO, Verecloud
Full transcript