What 2011 Holds for technology and sources of income, according Varnex - Members
At Varnex Spring '11 Conference in Boston Synnex this week, a group of members Varnex retailers were asked about several burning issues and have had the opportunity to question the leaders of suppliers. Elite partners Synnex asked questions from the financial perspective to how they feel about future technologies, such as tablets. Some highlights of the results:
- 80 percent of partners see the financial outlook for 2011 is a moderate increase or a sharp increase from 2010 .
- 24 percent of the partners associated with less than 10 percent of service revenues . 28 percent partner 10 to 25 percent of their revenue on services. Only 24 percent of partners combine more than half of their revenues with services.
- When asked which areas the partners need the most help with, 35 percent say hire the right partners to sell into new categories like cloud or managed services . 27 percent say that sales training associated with new opportunities, and 25 percent say marketing. Only 13 percent require assistance with business management and financial side. These results, coupled with a partner stressing that there will be a great lack of engineers and university graduates technicians over the next few years shows that service providers and retailers are very concerned about employment a well-trained staff in the coming years.
- A huge 49 percent of partners believe that tablets offer new business opportunities nowadays. 28 percent see tablets as a business focus with limited results to date, and 20 percent are sitting on the sidelines until they see stronger traction. Only two percent consider it just a fad.
- 34 percent of the partners plan to sell cloud solutions and hosted services in 2011. 19 per cent intend to focus on the private cloud offerings for customers, while eight percent plan to offer application / cloud storefront. 29 percent of respondents plan to offer all of the above, while a 10 percent have no plans cloud .
- When asked what pilot a number of servers and storage business is, 85 percent of respondents said backup and disaster recovery . Five percent said legal requirements, while five percent saw the execution of clouds. One remaining percent said mobile applications / tablets.
It is surprising how few partners are turning to service-based business models. While most are reporting that services are much turnover, a quarter of respondents said less than 10 percent of the revenue from such services. This indicates that dealers can not be becoming service providers as soon as we think, and still working primarily as VARs for revenue.
The same goes for cloud adoption. While most of the figures are not surprising, 10 percent say they have zero plans in the cloud is a bit shocking. The term "cloud" has been beating us over the head for years, and it was easy to assume that everyone prepare for the transition. But clearly, all partners are open to changes and the rapid transition of business models.
Jason Romsey, director of SMB Americas at EMC, disagree with the answers to the server driver and storage business. According to him, it is the performance of the cloud.
"When I think of the opportunity in 2011," he said, "he is preparing customers to operate in the model [cloud]. I think that even if the backup and recovery is part of it, the possibility of cloud is our most important driver "
When the floor was opened to questions, a Canadian retailer asked the question that was on the minds of everyone in the Discussion of the cloud. who owns the customer? When a partner brings a client on the cloud platform to a provider that owns long-term customer?
The director of Microsoft's SMB Gary Lissy channel strategy responded, saying, "The solution provider is ultimately trusted advisor, at the end of the day the provider is there to answer. customer needs, and that is why the channel is so important [to Microsoft.] "
as HP has begun to provide an answer, he got up on everybody, exchanging glances with each other, that never Lissy actually answered the question, and instead artfully dodged it. Only time will tell how Microsoft really consider the long-term customers that its partners bring in his division cloud services.
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