CANALYS APAC Channel Conference

23 Nov


Welcome to Canalys APAC Channels Conference
 
Date
   &
Venue
This time in MACAU, to impacting business in Asia Pacific Region
on 25-27 October 2016
 
Theme &
Concept
With the theme "Digital First" which is impacting the business, where all the channel partners, distributors and vendors attended the event.
 
Attendees &
Partners
With the presence of Technology Companies like Dell, EMC, HP, Lenovo etc, the event described how channel partners increse their revenues.
 
Steve Brazier, President and CEO - Canalys

Steve Brazier delivers in-depth analysis, targeted trends insights and senior counsel to high-tech decision-makers. Steve’s expertise spans the full range of the firm’s research areas including mobility, IT infrastructure and channel strategy. He is recognized in the technology industry as a leading source of distribution channel trends and routes-to-market strategy. Brazier said on his opening address that Hyper-convergence is here to stay, "This year it is taking off. However, all the hyper-convergence is just a substitution product. You sell hyperconverged instead of servers and storages, so it is not as exciting as it made out to be. It is just a different format."
Brazier further added, “It has been a tough year for the channel, reason being in most mature countries, whether APAC or Europe, it has been a difficult year for the traditional technology areas - servers, storage, PCs, networking. It has been very hard for companies to find growth. The distributors have turned slightly negative; they're slightly declining by 1-2 percent, but they had been growing year after year, except 2009, for 15 years. Overall channel partners are growing but on single digits not double digits that they were over previous years.”
 
Gianfranco Lanci, Corporate President and Chief Operating Officer – Lenovo

In the opening address Gianfranco Lanci, Corporate President and COO, Lenovo, said that the channel industry is going to exist forever and currently Lenovo has 60,000 resellers in Asia Pacific and has plans to add more to its feather and need to simplify the channel program much more. The opportunity for the channel is still big. “As much as possible we want to simplify how we run the business together. Currently, we have identified two areas of growth and they are mobile phones and the data center. 100% of Lenovo’s business is handled by 8 distributors, and the plan is to extend the depth and breadth of the channel network in the country. Last but not the least, Innovation will become important; but to innovate you need to be financially solid because innovation is expensive. To do this, we are going to introduce a business portal in Asia.”
 
Richard Bailey, President, Asia Pacific and Japan Region–HP Inc.

“The separation of HP has enabled us to move forward more rapidly,” said Richard Bailey, President of Asia Pacific Japan, HP, Inc. in his keynote address. “HP is transforming the channel program so channel partners can make more revenues. We are also reinventing the sales platform, and one of the enabling technologies is social media. We are not only a partner-first company, but also a partner-led company.”Bailey said that opportunities for channel partners lie in rapid urbanization; changing demographics; hyper globalization; and accelerated innovation.”
Brazier further added, “It has been a tough year for the channel, reason being in most mature countries, whether APAC or Europe, it has been a difficult year for the traditional technology areas - servers, storage, PCs, networking. It has been very hard for companies to find growth. The distributors have turned slightly negative; they're slightly declining by 1-2 percent, but they had been growing year after year, except 2009, for 15 years. Overall channel partners are growing but on single digits not double digits that they were over previous years.”
 
Peter Ryan, Chief Sales Officer, Enterprise Group, HP Enterprise

Peter Ryan, Chief Sales Officer, Enterprise Group, Hewlett Packard Enterprise talking on “If you look at HPE, we are a $28 billion company. In Asia alone, 80% of our business goes through our channel partners. In terms of relevance, we are a strong global player, currently number one or two in every single category that we operate in. So our relevance is punctuated by those statistics. In terms of the spin-merger activity, the real value is in the channel. The things that we are spinning and merging are things that are enterprise services – most people in the channel worry about that overlap of services capability, especially as people become service providers and managed service providers. So, this can only be seen as fantastic news for the channel. Honestly, when you look at the software element, the core software assets we maintain in hybrid, the edge and Aruba create incredible opportunities for the channel and speak to the numbers on a global basis.This market is now worth $250 billion, while we are a $28 billion company, so there are plenty of opportunities. So, if the partner wants me to come along and boost morale, I am happy to do it and rally the troops.
Secondly, talking about the roadmap, Flash, for example, on a worldwide basis, this business grew last quarter by 44%. I think we are the only one of the top five vendors that has grown our Flash business for the last 10 consecutive quarters. In high performance computing, we are a global leader. It’s an aggressive market worth $11 million and it’s growing between 7% and 8%. We have cemented ourselves in with the recent acquisition of SGI, which we will complete soon. So, I think we have pockets of great growth."
 
John Byrne, President, Global Channel, Dell EMC

Dell Technologies completed the acquisition of EMC Corp by creating a $74-billion company with an expansive technology portfolio, and now the world’s largest privately-controlled technology company. In his keynote, Byrne, says that Dell and EMC channel partners have already completed the integration process and are now in the market selling Dell, EMC and VMware together as one solution. “Dell EMC will focus on deepening its relationships with current partners rather than recruiting new resellers. Further added, our total channel business is US$ 35 Billion and it is growing @ 3 to 4X in Asia market and in APJ is growing at 6X. Overall channel business of DELL is growing by 4 times.”
Byrne said the new Dell EMC Partner Program will go live from February 2017, will integrate two channel programs and will encompass the entire Dell EMC partner ecosystem, inclusive of solution providers, cloud service providers, global alliances, OEM solutions partners and distribution. Latestly, we are building a world-class partner program that is simple, predictable, and profitable.
 
Amit Midha ,President, Asia Pacific and Japan Commercial - Dell EMC

“DELL EMC is now ready to offer end-to-end technology capabilities to customers. Dell India is our fastest growing geography and we are present here across all aspects, from R&D, manufacturing, services export, sales and marketing to support. Once the Dell and EMC integration is complete, along with VMware, we will have tremendous assets from all three companies to offer in the Enterprise customer space. We are focused on creating new computing models. For instance, in the area of digital transformation, we can provide a private cloud at the cost of a public cloud in a company’s premises with better control and better security, never done before. Talking about the channel today, Dell EMC’s channel business is worth $35 billion and over 60% of its business goes through the channel.”
 
Bill Manning

Bill Manning, Vice President of Digitization for the Global Home & Business Networks - APC by Schneider Electric spoke on The Edge of Managed Services and how edge networking and computing can lead to big managed services opportunities.
 
 

 
Matt Pahnke

Matt Pahnke, Head of Product and Brand Marketing – Dropbox spoke about how Modern work has changed. Dropbox is the solution that over 500 million users inside 8 million businesses trust to access and share their most important files. From local, small businesses to large enterprise corporations, Dropbox Business scales to meet the mobile productivity, collaboration, and security needs of each and every customer.
 
 

 
Patsy Wong

Patsy Wong,APJ Director, Product Management and Marketing (Workspace Services) – Citrix spoke about how the important of SDWAN is growing and that creates desktop and application delivery which is rapidly moving to the cloud and traditional channels are being challenged to rise above the infrastructure.
 
 
*Featured in VARINDIA November 2016 issue http://varindia.com/news/1528847

Source: varindia.com/canalys/

 

Share this