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EMEA 2016: Technology Distribution in the Digital Economy

GTDC CEO Tim Curran covers current trends, emerging opportunities
by

CommCentric Solutions

on 26 July 2016

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Transcript of EMEA 2016: Technology Distribution in the Digital Economy

Distribution
Distribution
Technology Distribution in the Digital Economy
Tim Curran
CEO, Global Technology Distribution Council

Tuesday / June 14, 2016
About the
GTDC
Dedicated to advancing the central role of technology distributors in the new world of channel partnerships and digital innovation
$130 Billion+
in Global Sales
95% of the World
187 Countries
Agility
Scale
Year-to-Date
Advancing
Looking
Looking
Technology
Technology
CLOUD CONTROL
PUBLIC
PRIVATE
Creating Cloud Marketplaces
SOLUTIONS
SCALABILITY
SECURITY
SCALING
UP
Survey of MSPs and Cloud Solution Providers
180+
70%
See Distributor Value Increasing in the Cloud
April 20, 2016
Regional Executive Conferences
Databases

Research

Conferences

Training
Visit www.gtdc.org for more information!
Partnering with Leading Database Benchmarking Companies
SECURING THE FUTURE
Demand Generation Support
Solution Provider Branding
ENABLEMENT
Billing & Automation
Hosted
Services & Infrastructure

Trends
Inside
the
Distributor Sales Growth Over Past 10 Years
Distributor Sales Growth Over Past 10 Years
Diversified
Scalable
Variable Cost
Transforming
New Value
Worldwide
Multi-Vendor Solutions
Channel-Centric Services
Ahead
Ahead
Thank You!
Learn more at www.gtdc.org
Open Course
in Singapore
July 11 - 12


Explore Training
at YOUR location
with
Advantages
Make the IoT
Connection in Distribution
Released in
January 2016
Source: GTDC research/member revenue growth
Increase
85%
Closer collaboration with OEMs and IoT-capable partners
IoT Opportunities
Financing the Cloud:

Helping channel adopt annuity-based business models and related cash flow

Establishing multi-vendor unified
billing for products and services

Supporting lifecycle management
on behalf of solution providers
Say What?
2012
“If you asked me two years ago, after we started, will distributors be valuable [in the cloud], I’d have said, ‘What do you mean? Distributors are going to go out of business.’”
2016
"Distribution’s role is much more important to me today. If you’re not very big, you absolutely flat-out need a distributor."
Peter Zarras
President, CloudStrategies
A New Distribution Advantage
Putting it all together... cohesive, fully integrated multivendor approaches

Increasingly open interaction regarding vertical market solutions
In the Cloud
RESILIENT
DIVERSIFIED
INNOVATING
GTDC
Research
Center
Source: Cloud Channels & Distribution/The Solution Provider Perspective (September 2015)
Distributors a central force
in SME and Enterprise security
Performing

assessments
, delivering informed risk management focused on SME market, scaled up to large enterprises

Providing comprehensive security analytics
, privileged user controls, access management, breach detection and data protection

Continuously evolving compliant solutions
with agile frameworks customized for partner and end-customer requirements
Security
End customers typically unsure what to do from governance and best practices standpoint
Increasingly complex scenarios, critical shortage of proven channel practitioners
Convincing Vendor HQ leaders of distributor value in the cloud
Unified / consolidated billing and annuity-based financing (now becoming a reality through distribution)
Device activation

Application loading

Security controls

Maintenance

Partnering with...

Device makers

Telecomm carriers

Solution providers
Distributors a central force
in SME and Enterprise security
Performing

assessments
, delivering informed risk management focused on SME market, scaled up to large enterprises

Providing comprehensive security analytics
, privileged user controls, access management, breach detection and data protection

Continuously evolving compliant solutions
with agile frameworks customized for partner and end-customer requirements
Mobility
Stronger carrier relationships
Widespread channel expertise – more capability needed for mobility/telecom
Increased security/BYOD measures as more mobile devices hit the network
Doing the
Things
Difficult
- Credit checks/expiries
- Collections
- Partner onboarding
and management
- Training programs
- Compliance checks
- Multi-country reach
- Sales support
- Channel marketing
- Partner branding services
- End-to end enablement
- Multi-vendor integration

Source: 2016 GTDC Research, Technology Distribution in the Digital Era
Released in May 2016
Released in January 2016
2015 Fastest-Growing Companies in Distribution
STORAGE
HYPERCONVERGED INFRASTRUCTURE
BIG DATA
CLOUD
MOBILITY
NETWORKING
SECURITY
VIRTUALIZATION
Dell
EMC
Fortinet
Kingston
Lenovo
LG

Microsoft
Nimble
Nutanix
Palo Alto
Plantronics
RSA Security
Ruckus
StarTech.com
Synology
Veeam
Acer
Apple
Beats
Brother
Citrix
Crucial
ALL with Double- or Triple-Digit Growth!
Based on year-over-year growth percentages
Who will be the 2016 winners?
Tonight
Tonight
we unveil
we unveil

the fastest growing in EMEA distribution
the fastest growing in EMEA distribution
Advancing
the
Best Practices
Training
Channel
"When we get to that point of ubiquitous connections of everything, the term 'Cloud' will be dead and it will just be the norm of how things are delivered."
the IoT effect
Looking ahead,
Telecom Case Study
Mobile and Telco areas among key reasons for major increase from 73,000 to...
180,000 products
Expectations
Nothing
will stop the IoT
2016 IoT
Platform security will be top of mind
Platform flexibility will become increasingly critical
1
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
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
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
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
SkilCraft
Skinit
SMS Audio
Snap AV
Snow Lizard Products
Sol Republic
Sonomax Technologies
Sonus Networks
Soul
Sparkle
Specialix Inc
Spectra
Splash Products
Spyder Digital
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
Optima
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
Sources: NPD Distributor Track and CONTEXT SalesWatch databases
Disruption = Distribution Opportunity
600+ New Additions in Past 24 Months
gtdc.org/research-reports
Distribution Industry Training
Strong close to 2015...
Softer start to 2016
(January - April)
2
3

Jonathan Kropf
CEO, Tarsus Cloud On Demand

How criminals work
The impact of an attack
Patch management
Antivirus solutions
Firewall security
Analyzing logs
Credentials protection
Secure configurations
Mobile device precautions
...to name a few!
SMB strong across EMEA region
Showing signs
of return to green
...and most categories grew through SMB!
Soft Start to the Year
April up 2.9%

April up 2.9%
USA Weekly - soft close to 2015
Source: NPD Distributor Track Weekly Panel (No SW or Warranties)
May 2016
Full transcript