Channel Opportunities for 2013

As technology advances at a rapidly increasing pace, it is important that the business community is able to keep up. It is noted that "leading edge" is of more benefit both logically and in terms of profit for channel organizations to provide than "bleeding edge;" this is because proven solutions are more invested in by clients. ROI delivery models and technologies are more sought after than questionable business cases.

Whilst acknowledging economic conditions and fast alterations in consumer demand, caution must be placed by business leaders on how new technologies and infrastructure are invested in. Cloud and mobility are top opportunities, and flexibility is therefore an important selling point for solution providers. Additionally, the ability of VARs and MSPs to merge present infrastructure in new applications is flourishing; this comes in spite of economic pressures.

Record profits were posted by various channel companies last year, and, unsurprisingly, most of these were involved in developing and/or delivering the solutions stated below. It is interesting to note that although the IT technologies have not changed much in the last year, there have been changes in opportunities in the business community, and more specifically in the SMB provision.

Cloud

Last year, Gartner revised its sales projections for cloud. Other experts concur that an increase in the demand for Web-based solutions will continue over the next few years, and the total share of the IT market will climb accordingly. According to Gartner Research, by 2016, the yearly revenue of cloud is expected to reach $207 billion (nearly 10 percent of total IT expenditure).

Complementary services like integration, consulting and support offer major cloud opportunities for solution providers. Private and hybrid cloud and support is another channel prospect, and this is especially the case for customers in industries which are highly regulated and might have greater concerns regarding security and public cloud offerings.

Mobility

Demand for mobility management solutions is strengthened with the increase of smartphones and tablet technologies. As cloud and security options grow, a new set of opportunities are being ascertained by solution providers; these include mobile device management (MDM), bring-your-own-device (BYOD), application development, consultation (assessment, policy creation and strategy) and carrier management.

IT Security

Regardless of the network technology or business model promoted by the industry, without appropriate security, the value of such opportunities is questionable. Proactive security services are increasing in importance and value, and compliance measures only add to demand. As cloud and mobility solutions increase, secure and robust networks are key to maintaining total productivity and business uptime.

Seventy-four percent (from the latest CompTIA survey) of solution providers offer some type of IT security solution and the demand for advanced services is growing. Opportunities include managed security, risk management and consulting services.

Unified Communications

The business case of UC for SMB customers was for years vague and unclear as technologies were too complex and expensive for the normal organization to utilize. Larger companies, more so than smaller firms, maintain that there is value in these solutions, and in both are increasingly utilizing and spending on UC. Around half of respondents (2012 CompTIA Unified Communications Market Trends report) stated that they spent a great deal on UC, particularly as it is able to reduce costs, increase productivity, improve communications and create greater collaborative opportunities.

Big Data/Analytics

Big Data application deployment or services has been completed by around one third of solution providers. A large proportion of these comment that the time is ripe to strengthen involvement in these technologies. Every two years, business data doubles (according to the IDC), and that information needs to be leveraged. It is important that solutions can be tracked and analyzed, but it is also vital that information can be leveraged to support the goals of different companies and organizations.

Numerous dashboards and aggregation techniques are provided to businesses by Big Data applications and services, and this allows them to better use their information databases. High in demand are those providers who are knowledgeable and able to help their customers in choosing and enforcing the correct solutions. By doing this, and offering other complementary support services, a new unique and profitable business practice can be developed.

Despite the economic environment and lengthening list of regulations, VARs and MSPs can make the most of the opportunities available to them. (CY) Link