DYN12; Channel ConsolidationBuy, Be Bought, dyn12通道consolidationbuy买.ppt

Channel ConsolidationBuy, Be Bought, Cooperate, or Grow Organically Jeff Edwards Director of Channel Strategy Microsoft Corporation DYN12 Lisa Slim Microsoft Alliance Business Manager Hewlett-Packard MPN partner since 1989 HP Enterprise Business Ro Kolakowski Company Partner 6th Street Consulting MPN partner since 2006 SharePoint John Kleb - Partner - Sikich Nis Juhl Lorenzen - COO - Norriq John Scandar – Senior Vice President - Fullscope Terry Petrzelka – The Petrzelka Group The Experts The Marketplace Today High level of MA activity in the channel 12% reduction in the number of Active Partners Technology Changes and Economy are Already Driving Consolidation Impact Already Being Seen in Dynamics Channel Channel Consolidation will Accelerate Dramatically over the Next 14 Months Solution provider acquisitions came fast and furious in 2010. VARs big and small were snapped up as their peers tried to find new paths to revenue and bring on new skill sets. The 10 Biggest Channel Stories Of 2010: 6. Channel Consolidation Craze Some Partners will be challenged to meet the new MPN and SPA requirements Partners will strive to reach License Revenue Tiers A – C to preserve/grow license revenue discount levels Consolidation Is Happening Partner Activities 10 Years Ago Today/Future Marketing Print/Yellow Pages/Local Events Search Engine Optimization, Web content Training Live, near the Customer location Web-based, remote training Billing/Operations Paper invoices Web-based ordering Support Locally delivered, phone based Web-based Support Centers Development Locally developed customizations Aggregation of ISV code, Off-shore development Implementation By location, on-site installation and customization Today – Largely onsite with better tools Future – in the cloud Sales In person, local Percentage of sales activity conducted remotely is rising Continuing Impact of Transition to the Internet Partner Activities 10 Years Ago Today/Future Marketing Print/Yellow Pages/L