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The Dawning of a New Channel Ecosystem

GTDC CEO Tim Curran's Summit North America presentation
by

CommCentric Solutions

on 27 September 2016

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Transcript of The Dawning of a New Channel Ecosystem

Traditional Models
No Longer Status Quo

the Stars
Beyond
Databases

Research

Conferences

Training
The Dawning of a New

TIM CURRAN
Chief Executive Officer

September 8, 2016
Channel Ecosystem
MIKE LONG
Chairman, President & CEO, Arrow Electronics
Chairman, Global Technology Distribution Council

September 8, 2016
WELCOME!
EUROPE
Unparalleled Face-to-Face Value
About the
GTDC
Dedicated to advancing the central role of technology distributors in the new world of channel partnerships and digital innovation
Regional Executive Conferences
Databases

Research

Conferences

Training
Partnering with Leading Database Benchmarking Companies

Explore Training
at YOUR location

"I was genuinely very impressed with the course and the outcome."
VP, EG Distribution,
Hewlett Packard, EMEA

"The course definitely changed the way we converse with distributors.”
DPAM, Cisco
GTDC
Research
Center
Distribution Industry Training
www.gtdc.org
$130 BILLION+ ANNUALLY IN PRODUCT AND SERVICES BUSINESS
TIM CURRAN
CEO, GTDC
About the GTDC
Regional Executive Conferences
Visit www.gtdc.org for more information!
Partnering with Leading Database Benchmarking Companies



"I was genuinely very impressed with the course and the outcome."
VP, EG Distribution,
Hewlett Packard, EMEA

"The course definitely changed the way we converse with distributors.”
DPAM, Cisco
GTDC
Research
Center
gtdc.org/research-reports
Distribution Industry Training
Distribution

= Diversified Businesses
Disruption =

Distribution

Opportunity
THE BOTTOM LINE
What's IT All Mean?
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
Are Your Partnerships on the Right Track?
How Will You Know with Certainty?
A lot is changing...
... and the pace of
channel adoption
needs to accelerate

Disjointed Planning Processes
Overly restrictive Ts & Cs
HQ Knowledge Gaps
Unrealistic Goals or Expectations
Channel Program Deficiencies
Short-Term Thinking
"...moving
beyond project-based, technology
procurement/fulfillment businesses to take on a
strategic service provider role
."
Engage Core Team
on More Detailed Level
You're in the right place!
Distribution CEOs & Other Leaders Top Industry Analysts Database Experts

Vendor Channel Executives Regional and Global Leaders
Countries

of the World
95%
187
39
VPs, SVPs, EVPs
11
CEOs/Presidents
Directors
17
Explore Training at YOUR location!
October 11-12, 2016
Xerox Uxbridge, Bridgehouse, Oxford Road
United Kingdom
Upcoming Training Dates....
European GTDC Diploma Open Course
Distributors and Vendors Need to Enable Solution Providers...
Together
Sneak Preview
(scheduled for November release)
9:05 a.m.
Thursday, September 8th
The Dawning of a New Channel Ecosystem
9:00 a.m.
Chairman's Welcome
Mike Long
Chairman, President & CEO, Arrow Electronics
Chairman, Global Technology Distribution Council
Tim Curran, CEO, GTDC
9:45 - 10:30 a.m.
Keynote Speaker: John Battelle
Global Thought Leader on Technology & Business
10:30 a.m.
Coffee Break
10:45 - 11:30 a.m.
Straight from the Top: Accelerating Service Paradigms
Distributor Senior Executive Panel
Moderator:
Panelists:
Denise Sangster
Jeff Bawol
Bob Dutkowsky
Sean Kerins
Kevin Murai
Dolph Westerbos
President & CEO, GlobalTouch, Inc.
President Americas, Avnet Technology Solutions
CEO, Tech Data Corporation
President Global ECS, Arrow Electronics, Inc.
President and CEO, SYNNEX Corporation
CEO, Westcon-Comstor
11:40 a.m. - 12:15 p.m.
BREAKOUT SESSION I

Customer Transformation: How Key Technologies are Driving "Next Generation" Partner Success
Wedding Bells or Divorce Tolls?
Can IT and Telecom Channels Find Harmony?
Moderator:
Panelists:
Tricia Wurts
Jay Bradley
Vince Bradley
Eugene Chi
Dee Dee Lear
David Scholnick
President, Wurts & Associates
President, Intelisys
CEO, WTG
GM SMB, Microsoft
VP Emerging Channels, Avnet Technology Solutions
Sr. Director, Juniper Networks
12:20 - 12:50 p.m.
BREAKOUT SESSION II

The Rapidly Evolving Distributor Marketplace
Presented by Pam Miller, IDC
Time to Brave the Wave: How Will Channel Conquer IoT Challenges?
Presented by TIffani Bova, Global Customer Growth
and Innovation Specialist, Salesforce
12:50 - 1:40 p.m.
Luncheon
1:45 - 2:45 p.m.
BREAKOUT SESSION III

Advancing Channel Value Propositions and Programs that Really Work in Distribution
Presented by Julian Dent, Chairman, VIA International
2:45 p.m.
Event Adjourns
Ilona Weiss
Michael Long
Ben Klay
Howard Goldberg
Jeff Lampe
Steve Robinson
Matthew Rochford
Daniel Shea
Sean Kerins
Ned Kelly
Jeff Bawol
Sergio Farache
Dee Dee Lear
Dennis O'Connell
John McLendon
Dan Schwab
Greg Axtman
Peter DiMarco
Tom Guagliardi
Tim Billing
Mary Campbell
Randy Churchill
Tim Ament
Jennifer Anaya
Mike Erwin
Tarik Faouzi
Ryan Grant
Kirk Robinson
John Soumbasakis
Scott Zahl
Paul Bay
Kevin Prewett
Brian Cuppett
President & CEO
Chairman, President and Chief Executive Officer
Vice President, Infrastructure Systems Group
President, North America
Senior Director, N.A. Commercial Channel Marketing
VP - Global Cloud Solutions
Vice President, Sales
VP, Enterprise Software Group
President Global
VP Sales Americas
President, Americas
Senior VP Solutions and Strategy
VP, Emerging Channels
SVP, Channel Development
Director, Business Development
Co-President
Director, Purchasing
VP Sales
Executive Director
Vice President, Product Management
Vice President of Marketing
Dir. Marketing North America
SVP, Advanced Solutions
VP, Marketing
Sr. Director
Vice President, Global Cloud Partner & Solutions
Sr. Director
Sr. VP, Comm Markets & Global Sales
EVP, Business Development & Strategy
VP & GM Advanced Computing Division
EVP & Chief Executive U.S. & Export
Sr. Director, Advanced Solutions
Vice President Merchandising
Ansley Hoke
Tony Sorrentino
Rich Long
David Hertwig
KH Lim
Kevin Murai
Peter Larocque
Rob Moyer
Bob Stegner
Mike Van Gieson
Eric Weberbrand
Scott Young
Shawn Ardiel
Mark Hardy
Mitchell Martin
Reyna Thompson
Ford Pearse
Sandi Stambaugh
Bob Dutkowsky
Joe Quaglia
Bob Kruger
Wendy Linsky
John O'Shea
Lisa Zierold
Martin Bauerlein
Brian Davis
Stacy Nethercoat
Dolph Westerbos
Jeremy Butt
Andrew Warren
Atul Damani
Steve Garrou
Ken Bast
VP Merchandising
President
President, US & Canada
President
CEO
President and CEO
President, N.A. Technology Solutions
VP Software and Cloud Services
SVP Marketing North America
SVP Product Marketing
VP Print Solutions
Vice President
Sr. Director, Product Management
Vice President, Product Management
President
VP of Product Management
V.P. Product Management
Vice President, Product Management
CEO
President, the Americas
VP, StreamOne
VP, Product Marketing, Systems Division
VP, Global Business Development
Director, Product Marketing, Peripherals
SVP, US & LATAM Sales
SVP Marketing
VP - Tech Data Cloud
CEO
Executive Vice President - EMEA
EVP, North America
Chief Technology Strategist
EVP, Solutions Development & Strategy
EVP, Global Partner Management
Latest Reports Released... this Year
The 2016 Solution Provider 500
June 6, 2016
A Look at 6 Distribution Business Models in Action
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.’”
Peter Zarras
President, CloudStrategies
On the Right Path
Where They Want More
Solutions enablement and partner skills development

Collaborating to transform as new markets expand

Helping vendors develop business in vertical markets by building industry-specific solutions; empowering SPs to deliver them

Distributors are critical for scale, reach and growth... sharply focused on channel business priorities

Supply-chain expertise to move massive amount of products, manage huge number of partners

Adapting and transforming to meet changing way that technology is acquired and consumed
Right
Track
Source: 2016 GTDC Rising Star award winner interviews and survey responses
Move faster. Help vendors stay ahead of a fast-moving market when it comes to enabling partners on everything-as-a-service

Reach more net-new partners, expand breadth and depth

More open, transparent communications. Channel (including vendors) need to better service SMB customers

Better understand manufacturers’ priorities; need major incentives and programs to operationalize down to field level

Expand marketing support, increase related ROI

Work closely with vendors to ensure channel partners are fully enabled in target markets

Sell more devices on consumption-based models, with cloud services attached

Help vendors tighten alliances with other vendors for multi-vendor solutions...more thinking outside the box to find incremental revenue opportunities
Step
it Up
Source: 2016 GTDC Rising Star award winner interviews and survey responses
Complete Results
in November!

Dedicated to advancing the central role of technology distributors in the new world of channel partnerships and digital innovation
Moderator:
Panelists:
Denise Sangster
Drew Gibson
Mohamed Elrefai
Jason McKinney
Jawahar Sivasankaran
President & CEO, GlobalTouch, Inc.
Head of NA Distribution, Splunk
Director Channels N.A., Adobe
Co-founder and CRO, CloudGenera
Global Sr. Dir.- Security Business, Cisco
Acer
Addon Computer
Adobe Systems
Aerohive
APC by Schneider Electric
AVAYA
AXIOM
Belkin
Brocade
Brother International Corp.
Burstorm
Channel Mechanics
Cisco
Citrix SaaS Div
CloudGenera
Comcast
Commvault
Cylance
Dell
Dropbox
Eaton
EMC
Epson
Ergotron
Extreme Networks
F5 Networks
Gigamon
Hewlett Packard
Hewlett Packard Enterprise
HP Inc.
IBM Corporation
Infoblox
Intel
Intelisys
Jabra
Juniper Networks
Kaspersky Lab
Kensington
Kingston Technology
Lenovo
Lexmark International
LG Electronics US, Inc.
Microsoft
Mitel
NEC Display Solutions of America
NetApp Inc.
Nimble Storage
Oki Data
Oracle
OrionVM
PaperTracer
Polycom
ProfitBricks
Red Hat
Riverbed Technology
RSA
Ruckus Wireless
Samsung
Sharp Electronics Corp
SingleHop
StarTech.com
Symantec
Targus US
Trend Micro
Tripp Lite
Veeam
ViaWest
ViewSonic Corporation
VMware
WTG
Xerox
70+
Vendor Companies
Databases

Research

Conferences

Training
Visit www.gtdc.org for more information!
GTDC = Your Distribution Resource!
Regional Executive Conferences
Partnering with Leading Database Benchmarking Companies



"I was genuinely very impressed with the course and the outcome."
VP, EG Distribution,
Hewlett Packard, EMEA

"The course definitely changed the way we converse with distributors.”
DPAM, Cisco
GTDC
Research
Center
gtdc.org/research-reports
Distribution Industry Training
Explore Training at YOUR location!
October 11-12, 2016
Xerox Uxbridge, Bridgehouse, Oxford Road
United Kingdom
Upcoming Training Dates....
European GTDC Diploma Open Course
Reports Released in 2016 to Date
Databases

Research

Conferences

Training
Thank You
Unparalleled Face-to-Face Value
About the
GTDC
Dedicated to advancing the central role of technology distributors in the new world of channel partnerships and digital innovation
Databases

Research

Conferences

Training
Partnering with Leading Database Benchmarking Companies
GTDC
Research
Center
$130 BILLION+ ANNUALLY IN PRODUCT AND SERVICES BUSINESS
TIM CURRAN
CEO, GTDC
About the GTDC
Regional Executive Conferences
Visit www.gtdc.org for more information!
Partnering with Leading Database Benchmarking Companies



"I was genuinely very impressed with the course and the outcome."
VP, EG Distribution,
Hewlett Packard, EMEA

"The course definitely changed the way we converse with distributors.”
DPAM, Cisco
GTDC
Research
Center
gtdc.org/research-reports
Distribution Industry Training
You're in the right place!
Distribution CEOs & Other Leaders Top Industry Analysts Database Experts

Vendor Channel Executives Regional and Global Leaders
Countries

of the World
95%
187
39
VPs, SVPs, EVPs
11
CEOs/Presidents
Directors
17
Explore Training at YOUR location!
October 11-12, 2016
Xerox Uxbridge, Bridgehouse, Oxford Road
United Kingdom
Upcoming Training Dates....
European GTDC Diploma Open Course
9:05 a.m.
Thursday, September 8th
The Dawning of a New Channel Ecosystem
9:00 a.m.
Chairman's Welcome
Mike Long
Chairman, President & CEO, Arrow Electronics
Chairman, Global Technology Distribution Council
Tim Curran, CEO, GTDC
9:45 - 10:30 a.m.
Keynote Speaker: John Battelle
Global Thought Leader on Technology & Business
10:30 a.m.
Coffee Break
10:45 - 11:30 a.m.
Straight from the Top: Accelerating Service Paradigms
Distributor Senior Executive Panel
Moderator:
Panelists:
Denise Sangster
Jeff Bawol
Bob Dutkowsky
Sean Kerins
Alain Monie
Kevin Murai
Dolph Westerbos
President & CEO, GlobalTouch, Inc.
President Americas, Avnet Technology Solutions
CEO, Tech Data Corporation
President Global ECS, Arrow Electronics, Inc.
CEO, Ingram Micro, Inc.
President and CEO, SYNNEX Corporation
CEO, WestconGroup, Inc.
11:40 a.m. - 12:15 p.m.
BREAKOUT SESSION I

Customer Transformation: How Key Technologies are Driving "Next Generation" Partner Success
OR
Wedding Bells or Divorce Tolls?
Can IT and Telecom Channels Find Harmony?
Moderator:
Panelists:
Tricia Wurts
Jay Bradley
Vince Bradley
Eugene Chi
Dee Dee Lear
David Scholnick
President, Wurts & Associates
President, Intelisys
CEO, WTG
GM SMB, Microsoft
VP Emerging Channels, Avnet Technology Solutions
Sr. Director, Juniper Networks
12:20 - 12:50 p.m.
BREAKOUT SESSION II

The Rapidly Evolving Distributor Marketplace
Presented by Pam Miller, IDC
OR
Time to Brave the Wave: How Will Channel Conquer IoT Challenges?
Presented by TIffani Bova, Global Customer Growth
and Innovation Specialist, Salesforce
12:50 - 1:40 p.m.
Luncheon
1:45 - 2:45 p.m.
BREAKOUT SESSION III

Advancing Channel Value Propositions and Programs that Really Work in Distribution
Presented by Julian Dent, Chairman, VIA International
2:45 p.m.
Event Adjourns
Ilona Weiss
Michael Long
Ben Klay
Howard Goldberg
Jeff Lampe
Steve Robinson
Matthew Rochford
Daniel Shea
Sean Kerins
Ned Kelly
Jeff Bawol
Sergio Farache
Dee Dee Lear
Dennis O'Connell
John McLendon
Dan Schwab
Greg Axtman
Peter DiMarco
Tom Guagliardi
Tim Billing
Mary Campbell
Randy Churchill
Alain Monié
Tim Ament
Jennifer Anaya
Mike Erwin
Tarik Faouzi
Ryan Grant
Kirk Robinson
John Soumbasakis
Scott Zahl
Paul Bay
Kevin Prewett
Brian Cuppett
President & CEO
Chairman, President and Chief Executive Officer
Vice President, Infrastructure Systems Group
President, North America
Senior Director, N.A. Commercial Channel Marketing
VP - Global Cloud Solutions
Vice President, Sales
VP, Enterprise Software Group
President Global
VP Sales Americas
President, Americas
Senior VP Solutions and Strategy
VP, Emerging Channels
SVP, Channel Development
Director, Business Development
Co-President
Director, Purchasing
VP Sales
Executive Director
Vice President, Product Management
Vice President of Marketing
Dir. Marketing North America
CEO
SVP, Advanced Solutions
VP, Marketing
Sr. Director
Vice President, Global Cloud Partner & Solutions
Sr. Director
Sr. VP, Comm Markets & Global Sales
EVP, Business Development & Strategy
VP & GM Advanced Computing Division
EVP & Chief Executive U.S. & Export
Sr. Director, Advanced Solutions
Vice President Merchandising
Ansley Hoke
Tony Sorrentino
Rich Long
David Hertwig
KH Lim
Kevin Murai
Peter Larocque
Rob Moyer
Bob Stegner
Mike Van Gieson
Eric Weberbrand
Scott Young
Shawn Ardiel
Mark Hardy
Mitchell Martin
Reyna Thompson
Ford Pearse
Sandi Stambaugh
Bob Dutkowsky
Joe Quaglia
Bob Kruger
Wendy Linsky
John O'Shea
Lisa Zierold
Martin Bauerlein
Brian Davis
Stacy Nethercoat
Dolph Westerbos
Jeremy Butt
Andrew Warren
Atul Damani
Steve Garrou
Ken Bast
VP Merchandising
President
President, US & Canada
President
CEO
President and CEO
President, N.A. Technology Solutions
VP Software and Cloud Services
SVP Marketing North America
SVP Product Marketing
VP Print Solutions
Vice President
Sr. Director, Product Management
Vice President, Product Management
President
VP of Product Management
V.P. Product Management
Vice President, Product Management
CEO
President, the Americas
VP, StreamOne
VP, Product Marketing, Systems Division
VP, Global Business Development
Director, Product Marketing, Peripherals
SVP, US & LATAM Sales
SVP Marketing
VP - Tech Data Cloud
CEO
Executive Vice President - EMEA
EVP, North America
Chief Technology Strategist
EVP, Solutions Development & Strategy
EVP, Global Partner Management
Reports Released in 2016 to Date
Moderator:
Panelists:
Denise Sangster
Brooke Cunningham
Mohamed Elrefai
Jason McKinney
Jawahar Sivasankaran
President & CEO, GlobalTouch, Inc.
AVP Global Partner Programs, Splunk
Director Channels N.A., Adobe
Co-founder and CRO, CloudGenera
Global Sr. Dir.- Security Business, Cisco
Acer
Addon Computer
Adobe Systems
Aerohive
APC by Schneider Electric
AVAYA
AXIOM
Belkin
Brocade
Brother International Corp.
Burstorm
Channel Mechanics
Cisco
Citrix SaaS Div
CloudGenera
Comcast
Commvault
Cylance
Dell
Dropbox
Eaton
EMC
Epson
Ergotron
Extreme Networks
F5 Networks
Gigamon
Hewlett Packard
Hewlett Packard Enterprise
HP Inc.
IBM Corporation
Infoblox
Intel
Intelisys
Jabra
Juniper Networks
Kaspersky Lab
Kensington
Kingston Technology
Lenovo
Lexmark International
LG Electronics US, Inc.
Microsoft
Mitel
NEC Display Solutions of America
NetApp Inc.
Nimble Storage
Oki Data
Oracle
OrionVM
PaperTracer
Polycom
ProfitBricks
Red Hat
Riverbed Technology
RSA
Ruckus Wireless
Samsung
Sharp Electronics Corp
SingleHop
StarTech.com
Symantec
Targus US
Trend Micro
Tripp Lite
Veeam
ViaWest
ViewSonic Corporation
VMware
WTG
Xerox
72
Vendors
Cloud
Mobility
Vertical Market Specialization Emerging Vendors
Security
Enterprise
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
$5.5 BILLION IN 2015
Anticipated Growth in Business Through Distributors in 2017
2017 expectations of vs.

direct
indirect
sales
August 2016 Survey of 60+
IT Vendor Channel Executives
August 2017 Survey of 40+
IT Vendor Channel Executives

Indirect will grow more rapidly than direct

No material change between direct and indirect business

Direct business will grow more rapidly than indirect

We are 100% indirect with no plans on going direct

Indirect will grow more rapidly than direct
67%
67%
11%
15%
7%
Strong Overall 2015
Flat 2016 YTD
Any Impact Here?
2014
2015
Solid Start
Weak Finish
Strong Overall Year
2016
Soft Start, Recovery
Relapsing?
Comprehensive Multi-vendor Solutions
Broadest Range of Products/Solutions, Highest Overall Revenue by Far
Small Solution Providers =
Know the Mix by Channel AND Your Sweet Spot(s)
Relatively Stable 13-Week Average
YOUR Interests Summit 2016

YOUR Interests Summit 2016

3rd platform impact on distribution
Best practices
Channel incentives
Helping SaaS vendors capitalize
Business transformation
CEO perspective on the state of distribution
EVERYTHING cloud
Programs, open source activities
Professional services content: capabilities
Sales trends
Security business
New channel compensation models
Convergence of IT and telco channels
Curran's data review!
Current trends in distributor performance
Annuity model support
Demand creation
Global distribution
Distribution of cloud/MSP software products
Marketing ROI
Distribution trends and models

Value vs. volume, balance between them
Distributors shifting to SaaS & IaaS solution selling
The future of IOT for hardware vendors
Economic forecasts
Examples of effective recruitment/enablement programs
Health of the IT Channel YTD
Vertical markets update (K-12, SLED, healthcare, etc.)
Hardware-as-a-service, delivery through distribution
Effect of new models on channel
Industry Forecasts
The future of MSPs
Print/Document Imaging
Emerging revenue opportunities
New sales strategies
Software annuities
The changing landscape of distribution's capabilities
Trends in distribution
Evolution of broadline to value-add
What are disti challenges with vendors specific to operations
US trends in IT distribution
How to best leverage the value of distribution

What the Fastest Growing are Saying...
"
Stephanie Dismore
VP & GM, Americas Commercial Channel
As we look to continue to
simplify our structure internally,



we're going to transfer thousands of direct small resellers through distribution
"
We believe those resellers will be better serviced, get better attention this way.
3-month moving average stabilized
3-month moving average stabilized
COMM/NETWORKING: $8.4 BILLION IN 2015
PCs: $8.7 BILLION IN 2015
STORAGE: $6.2 BILLION IN 2015
The
value of distribution is growing
as new marketplace capabilities are implemented.
"
"
Converging in the Cloud
... Vendors
need to provide detailed APIs
that support pricing, provisioning, processing, managing and enablement.
"
"

PAM MILLER
Channels & Alliance Research IDC
the Stars
Beyond
Which distributor

do you expect to grow the most in 2017?
Services
August 2016 Survey of 60+
IT Vendor Channel Executives
August 2017 Survey of 40+
IT Vendor Channel Executives
"
#1 Recruitment

#2 Cloud related

#3 Enablement

What the Fastest Growing are Saying...
"
For us to effectively reach customers, we need help. That’s where distribution is going to be strategic. And with the evolution of cloud, distribution is actually


helping transform our business.
It's a force multiplier.
Erick Foy
Director, NAM Channel Sales
"
Top Overall Response!
What the Fastest Growing are Saying...
"
Sammy Kinlaw
North American Channel Chief
a network of trust.
Distribution provides us

We need distribution to efficiently reach a network of
30,000 VARs
.

"
Coming to you via the GTDC newsletter...
Current edition online
at www.gtdc.org
Unparalleled Face-to-Face Value
Distribution CEOs & Other Leaders Top Industry Analysts Database Experts

Vendor Channel Executives Regional and Global Leaders
August 2016 Survey of 60+
IT Vendor Channel Executives
Thank
You,
Kevin!
Some Models Facing More Pressure Than Others...
Just Because Cloud is
But Sky isn't Falling
But Sky isn't Falling
Rising
Where's the industry today?
Emerging channels of opportunity
How to capitalize with distributors
Ways GTDC can help

Reality is ...
Unprecedented Opportunity!
Full transcript