How Disruptive Technologies Drive Innovation in the Channel

1. How Disruptive Technologies Drive Innovation in the Channel @jmcbain in/jaymcbain Jay McBain Co-Founder

2. Before we get started… LET’S PREDICT THE FUTURE

3. Before we get started… LET’S PREDICT THE FUTURE

4. Before we get started… LET’S PREDICT THE FUTURE

5. “The future is never as fast or radical as we predict”

6. How Did We Get Here? MILLENIALS UBIQUITOUS CONNECTIVITY MATURITY OF CLOUD The NEW Normal PERVASIVE COMPUTING COST OF CLIENT/ SERVER GROWTH OF VIRTUALIZATION

7. Just the Facts Where are we now?

8. Internet of EVERYTHING ~10 devices per person ~3 devices per person By 2020, there will be 31 billion devicesconnected across 4 billion people

10. WIFI Basketball Consumerization will be fun to watch –but NOT where the money is

11. WIFI Toothbrush Yes, this is happening (but not why you think)

12. IPv6 Protocol 340,282,366,920,938,463,463,374,607,431,768,211,456 possible internet addresses That’s 100 devices for every atom on the face of the earth

13. Where Are Channel Opportunities?

14. 8 Ways to Make a Million (or Billion) in your Home Town

15. 1 Connected Advertising and Marketing

16. 2 Smart Factories

17. 3 Intelligent Traffic Management

18. 4 Parking Space Management

19. 5 Waste Management Systems

20. 6 Smart Electricity Grids

21. 7 Smart Water Systems

22. 8 Smart Warehouses

23. Update on

24. Just the Facts 87% of workers travel 84% use a smartphone for work BYOD is not coming 85% of workers bring work home …it is here Only 22% of companies have a formal mobility policy in place Where are we now? Source:

25. Just the Facts BYOD, most of them define it as email/calendar While 60% of IT leaders say they support First, we need to be careful how we define BYOD “Enterprise mobility is still in its infancy” Source: Where are we now? BYOC stalled at 15%, 75% of SMB’s against

26. Top Customer Fears (Opportunities) % of SMB respondents 68% 49% 35% 31% 31% 29% 27% 1. Accidental loss of devices with sensitive data 2. Threats from mobile viruses and malware 3. Access to mobile apps by unauthorized users 4. Lack of Strong Authentication standards 5. Inability to manage mobile devices 6. Configurations don’t comply with policy 7. Lack of VPN software/compatibility to enterprise Source:

27. Healthcare is the fastest growing industry 85% of doctors own a smartphone, 56% use it in clinical practice Pharmaceuticals, Manufacturing and Retail are also HOT Where are the opportunities? Field Mobility Organizations are laggards Source:

28. Just the Facts concern by 48% of respondents Downloading unauthorized apps serious Source: What is BYOA? 900,000+ APPS 1,000,000+ APPS 100,000+ APPS Where are we now? 100,000+ APPS

29. Opportunity for Channel Triple Play Current Channel Specialties Source:

30. OPPORTUNITY 1 Risk Assessment/Opportunity What can you do that protects your customer and that they are comfortable with vs. what is good for their employee? 3 Key Focus Areas: 1. Information protection: Determine information that is and is not deemed “cleared” for consumption on mobile devices either due to its sensitivity or due to the compliance burdens associated with handling it. 2. User sensitivity: Creating a profile of at-risk users and the security required for their access to critical information. 3. System risk: Take advantage of features such as on-device encryption, the use of VPNs and multi-factor authentication provides a line of safety between users, their devices and the back-end. Tiered information access. Source:

31. OPPORTUNITY 2 Create a Mobility Policy/Deploy Questions to consider:  How are you going to protect the data?  How are employees going to log in?  What devices are you going to allow on the network?  What employee security mandates are you going to impose?  Are you going to allow Personal Identifiable Information (PII) or Protected Health Information (PHI) on the devices?  What are data compliance/privacy requirements for your customers industry? (ie. Privacy Act, PIPA (AB), HIPAA, GLBA, PCI, SOC, etc.) Source:

32. OPPORTUNITY 3 Mobile Device Management Over a hundred choices …and counting

33. OPPORTUNITY 4 Infrastructure and Support 1. WLAN Coverage/Performance 2. Employee Support/Helpdesk 3. Device Provisioning 4. Line of Business Consulting 5. Device Hot Spare programs 6. Audio/Video Upgrades 7. Mobile Printing/Document Management 8. Building/Electrical Upgrades

34. OPPORTUNITY 5 Strategy and Integration Manage Business-to-Employee and Business-to-Customer environments. Define Social goals, business goals, financial goals, and risk management goals. Surfacing and managing APIs to access enterprise information and systems. Integration with third-party applications and partners in the value- stream. App Store delivery and management.

35. Let’s make some predictions On the NEXT Disrupters

36. Prediction #1 Pervasive computing has arrived…but you haven’t seen anything yet!

37. Prediction #2 Ubiquitous connectivity changes the business landscape forever “Device wireless access with overtake wired computer access by 2015”

38. Prediction #3 100,000 vendors driven by new mobile cloud economy, compete for your attention

39. Prediction #4 will be the new reality “Downloading unauthorized apps serious concern by 48 percent of respondents”

40. Prediction #5 Logical data warehouses bringing together information from multiple sources on demand will replace the single data warehouse model. BIG DATA is driven from smaller channel solutions

41. Prediction #6 The Channel WILLsell hardware Not smartphones, tablets, basketballs or toothbrushes…but instead, In-Memory Computing, Extreme Low-Energy Servers, Cloud-enablement and security devices, and tonsof infrastructure.

42. Prediction #7 Managing security, compliance, data portability, fragmentation and device support drives: channel opportunity

43. How Disruptive Technologies Drive Innovation in the Channel @jmcbain in/jaymcbain Jay McBain Co-Founder