Haga clic para modificar el estilo de título del patrón Tifanni Bova VP Channel Strategies Gartner.

Presentación del tema: "Haga clic para modificar el estilo de título del patrón Tifanni Bova VP Channel Strategies Gartner."— Transcripción de la presentación:

1 Haga clic para modificar el estilo de título del patrón Tifanni Bova VP Channel Strategies Gartner

2 Haga clic para modificar el estilo de título del patrón 14 - 16 November 2012 | Cancun, Mexico Reading the Tea Leaves State of the Market Tiffani Bova Gartner VP Research Indirect Channel Programs & Sales Strategies WW tiffani.bova@gartner.com

3 Haga clic para modificar el estilo de título del patrón Channel Trends

4 Haga clic para modificar el estilo de título del patrón 14 - 16 November 2012 | Cancun, Mexico

5 Haga clic para modificar el estilo de título del patrón IT Spend Still Focused on “Run”

6 Haga clic para modificar el estilo de título del patrón What is Driving BusinessLeaders? CIO-Identified Top Business Priorities Ranking of Business Priorities for CIOs AllAPACEMEANA Increasing enterprise growth1111 Attracting and retaining customers2222 Reducing enterprise costs3934 Creating new products and services (innovation)4353 Increasing profitability (margins)5745 Improving efficiency6467 Improving marketing and sales effectiveness7-78 Improve governance, compliance, risk and security8--6 Creating or improving customer channels9-109 Implementing finance and controls10-8-

7 Haga clic para modificar el estilo de título del patrón 2012 CIO Regional Strategic Priorities CIO-Identified Top Strategic Priorities Ranking of Business Priorities for CIOs AllAPACEMEANA Delivering projects and enabling business growth 1121 Reducing the cost of IT 261- Developing/managing a flexible infrastructure 3386 Expanding the use of information and analytics 42-2 Implementing mobility solutions 5--3 Implementing business process improvements 610-4 Improving the business/IT relationship 7549 Consolidating IT operations and resources 8-3- Improving IT operations 9-97 Implementing e-commerce and channel solutions 1045-

8 Haga clic para modificar el estilo de título del patrón Technology Priorities Call for Strengthening the Customer Experience Strategic Technologies Ranking of the Technologies That CIOs Selected as One of Their Top Five Priorities in 2012 by Region AllAPACEMEANA Business Intelligence/Analytics1221 Mobility2132 Legacy Modernization3614 Clouds4473 SOA5-4- CRM6865 Virtualization71088 Collaboration8557 BPM9-109 IT Management10-9 Notes: Asia/Pacific: third = other, seventh = security, ninth = customer sales and service North America: sixth = security

9 Haga clic para modificar el estilo de título del patrón 2013 IT Priorities Total Q26. What do you consider your organization/subsidiary/region/country's top three IT project priorities for 2013? Up to three responses allowed

10 Haga clic para modificar el estilo de título del patrón 14 - 16 November 2012 | Cancun, Mexico

11 Haga clic para modificar el estilo de título del patrón 14 - 16 November 2012 | Cancun, Mexico UC Enables a Stronger Mobility Experience With Handset Replacement * Illustrative of trend, not an actual forecast Slow, multidecade trend away from wired handsets Emphasis on smartphones and tablets -Investment in iPhones and Androids Enhanced mobile upsell opportunities -Single-number reach, unified messaging, speech to text -Location-based services -Mobile device management Mobile substitution happening NOW

12 Haga clic para modificar el estilo de título del patrón The Pace of UCC Evolution Is Accelerating: Comms and Collab Drives Competitiveness Communicate Productivity Cost avoidance E-mail Calendar Audio conferencing Voice/Telephony Discussion forums Video conferencing Network Competitiveness Agility Responsiveness Decentralized decisions Self-organization Trust/social capital Ecosystem engagement Share Effectiveness Process consistency Resource optimization Productivity Gen 1 Gen 2 Gen 3 1980-2000 2000-2007 2007-2012 Aggregate Tap broader audiences Work with more context Locate experts Facilitate swarming Gen 4 2010-2015 Shared workspaces Web conferencing Instant messaging Presence Documents Reporting Blogs, wikis User-generated content Activity streams Social profiles Microblogging Expertise location Universal dashboard Social analytics Co-editing Location awareness

13 Haga clic para modificar el estilo de título del patrón UCC: Junction of 2+ Markets Collaboration Team/shared workspaces Wikis, blogs, filtering Social software and analytics Expert location and context-aware applications Collaborative/real-time authoring Other collaboration tools Telephony Voice mail Audio conferencing Unified Messaging Videoconferencing Call center Communications E-mail Web conferencing Instant messaging Presence Directory  UCC represents a broad set of functions. Growing, evolving, changing, adapting.  Few companies have the same requirements. CommunicateShareNetworkAggregate

14 Haga clic para modificar el estilo de título del patrón New User Comm & Collab Paradigms Consumerization Social Software Cloud Contextual Deployment Multitasking Multimodal Mobility New User Comm & Collab Paradigms

15 Haga clic para modificar el estilo de título del patrón IT related actions over the next 12 months (Midmarket) Multiple responses allowed n= n 720

16 Haga clic para modificar el estilo de título del patrón 14 - 16 November 2012 | Cancun, Mexico

17 Haga clic para modificar el estilo de título del patrón The Channel Company Evolution

18 Haga clic para modificar el estilo de título del patrón Key Attributes of Key Business Models – Value Close to Product Reseller Value Added Reseller Solution Provider

19 Haga clic para modificar el estilo de título del patrón Supplier to Trusted Partner Managed Service Provider Cloud Service Provider Consulting System Integrator

20 Haga clic para modificar el estilo de título del patrón Channel Playing Specific Roles in Cloud Source: Gartner (April 2012) n=313

21 Haga clic para modificar el estilo de título del patrón Without Sales Aligned New Offerings Stall Source: Gartner (April 2012) n=313

22 Haga clic para modificar el estilo de título del patrón 14 - 16 November 2012 | Cancun, Mexico

23 Haga clic para modificar el estilo de título del patrón 14 - 16 November 2012 | Cancun, Mexico You’re Selling Solutions

24 Haga clic para modificar el estilo de título del patrón 14 - 16 November 2012 | Cancun, Mexico Differentiation

25 Haga clic para modificar el estilo de título del patrón 14 - 16 November 2012 | Cancun, Mexico Marketing is a Discretionary Expense

26 Haga clic para modificar el estilo de título del patrón 14 - 16 November 2012 | Cancun, Mexico

27 Haga clic para modificar el estilo de título del patrón 14 - 16 November 2012 | Cancun, Mexico Recommendations  Distance buyer from technology and marry them to the outcome.  If you miss a shift you are at risk  Prepare your company for success  New era of computing  New buyers of technology  New partner types  Always reinvent your business, there is no ‘end game’  Growth requires leadership  Create differentiated value  Meet market demand  Make IT relevant  Moving from tactical ‘supplier’ to strategic ‘partner’ doesn’t happen overnight

28 Haga clic para modificar el estilo de título del patrón 14 - 16 November 2012 | Cancun, Mexico Reading the Tea Leaves State of the Market Tiffani Bova Gartner VP Research Indirect Channel Programs & Sales Strategies WW tiffani.bova@gartner.com Tiffani_Bova