Acronis Global Cyber Summit 2019 - Keynote: Renée Bergeron - Ingram Micro

ploud channel ingram thank you good morning it's a pleasure to be here at the Acronis global cyber summit congratulations to Sergey and the entire Acronis team for a wonderful morning innovation content-rich around cyber protection super impressive it's a little intimidating for me to actually be here presenting after a TV star and I like to leave it up to you to figure out whether I'm referring to Robert Herjavec or to sergey bull Asaf actually even more intimidating is to be the opening act for an FBI counterintelligence encounter sorry counter terrorists and counterintelligence operative what a cool title I want a title like that that sounds like super cool but unfortunately that's not my title and in fact I'm not at all a security expert but I do know managed service providers because at Ingram I work with managed service providers every day and this morning I wanted to focus on how managed service providers can drive more value for businesses through cyber protection now security experts over the next two days will that you'll hear from will share with you how cyber crime is fast growing in fact there are 22 percent more cybercrime this year than there were last year and the cost of cybercrime for organization it continues to grow and in fact it's up 63 percent since 2013 according to extensors now security experts will also tell you that there are three most active cyber threats in the world today and it's ransomware phishing an endpoint attack now all these cyber crimes are after a company's data because the reality is that data today is one of the most prized asset of a company and all of these are forcing companies to spend money to better protect their data just look at some of the fines and penalties that have been paid recently by enterprises as governments around the world established legislation and penalties to ensures that businesses take seriously the protection of data these fines are definitely getting business attention and that's generating the man for data protection solutions now venture capitalist firms have a different way of looking at this market I was listening to andreessen horowitz recently and they talked about a net negative market we they believe we are in a net negative market so in that negative market is actually a market where a company's liabilities are exceeding the value of its assets and shareholder equity in this case if you think about it the vast majority of enterprises are net negative because their IT security liability far exceeds the company's asset now think about it it's a little bit frightening to think that with a data security breach you could actually wipe out a company's entire asset that's just frightening and that's why we're seeing venture capitalists flock to invest into security solutions now initially how focused on businesses but along the way they figured out that if they pay attention to outsourcer they not only will one business they can actually infiltrate multiple businesses and so as a result we've seen attacks on accounting firm and legal firm grow significantly and these services organization have become crime targets of hackers and you guessed it managed service providers have also become prime target for ransomware so this will not come as a shock when I share with you the results of a study that we conducted recently where we asked MSPs what kept them up at night and ransomware and cyber security were featured prominently in their response along with revenue growth profitability and hiring the right competencies that's what MSP is told us keep them up at night and I want to spend my time this morning addressing these problems and helping MSB sleep better at night by solving some of these issues and to frame the conversation I want to use the Ingram Micro cloud awesomeness roadmap now for those that aren't familiar the Ingram cloud awesomeness roadmap was introduced about 18 months ago at our annual partner event the global cloud summit we profile 55,000 partners around the world and we grouped them into four categories now most partners were actually in the first two stages of build and breadth with some partners breaking through into depth and scale now this roadmap it was actually developed to provide all of our partners and msps with the framework and a set of best practices to accelerate their cloud business transformation and growth so the build stage is actually the starting point where partners are selling a few cloud-based offer and they're doing this in a very reactive and opportunistic fashion their operations are continual from ordering to provisioning to invoicing and they're really still learning and trying to understand whether they can get an ROI from building a cloud practice and still today most of our partner at least half of our partners are at the bill stage now partners in the build stage are there because they don't have a business plan or a sales plan in fact in a survey conducted by the 21:12 group recently 47% of partners said that they do not have a business plan and if you're thinking well that's not me because I'm an MSP well guess again because of MSP 50% did not have a business plan and 56% of partners who responded told us that they didn't have a sales plan our sales goal to be successful in our industries you have to be a change agent because technology is constantly changing and your survival really depends on your ability to change at an ever-increasing pace and that's what differentiates the next stage breadth partners from the build partners now breadth partners they have a cloud business plan and there are really two things that differentiate them they automate their back office using a cloud commerce engine and they Excel which means they're rapidly and proactively growing their subscription base so let's start with the first one the cloud commerce engine breck partners automate their ordering provisioning and invoicing you see their cloud business is now growing because they're proactively selling and they cannot continue to operate manually so at this point they pick a platform and Cloud Blue is by far the leading cloud commerce engine available on the market today it's the platform of choice for 55,000 channel partners around the world who run their cloud business on the Ingram Micro cloud marketplace which is powered by cloud blue and it's the platform of choice for more than 200 large service providers and MSPs who run their cloud business on the cloud blue platform in the past 12 months we've delivered hundreds of new features and functionalities we have we have unveiled a brand new modern interface to make it easier for our partners to navigate and run their business on the platform and we're not done we're going to continue to improve constantly based on our partners feedback you see we have over 700 engineers that are dedicated full-time to developing new functionality on the platform and so our marketplace can continue to attract resellers and MSPs around the world because we help them manage their cloud business and get access to leading cloud solutions the Ingram Micro marketplace is where MSPs and partners go to find Acronis solutions that's the only fully automated ecommerce platform that offers self-service a self-service experience for a Kronus solution that's where partners and MSPs go to find 30 day free trials now this is really the best way to build your pipeline and to close business and let me just share a data point on 30 day free trial we're currently seeing a 60 percent conversion rate on these 30 day free trial so it's the best way for you to grow your business and build your pipeline now the Ingram Micro cloud marketplace is also where partners and MSPs go to find a Kronus hosted backup solution as well as a Kronus backup solutions that are hosted on any of the large hyper scalars like Azure or AWS Ingram can indeed bundle these solutions for you if you prefer bring your own infrastructure as a service solution now finally the Ingram Micro marketplace is where MSBs and channel partners go to find Acronis solutions which it can be purchased on a pay-as-you-go model if you're still trying to experiment with consumption or can be purchased using a service provider program which provides you some interesting price point if you're truly growing a business and making some commitments so this way you can choose the program that best fits your business now we recognize that larger service provider may want to have their own e-commerce platform in fact over 200 large service providers and MSP are running and have licensed the cloud blue platform as their own go-to-market commerce platform and if you run the cloud blue platform to support your business then you have access to all of the Acronis solution on the platform and all of the programs now we actually think that all of you should run on the Ingram Micro cloud marketplace or the cloud blue platform but we recognize that you may not if you don't that's not a problem because if you run on one of these platforms you will also have access to all of the Acronis solution as we launched the connectors later this year Acronis is indeed a strategic partner of Ingram Micro and our vision at Ingram is to deliver to our partners and MSP the infinite ecosystem and to create the portfolio of the future a portfolio of solutions where problem solvers such as yourself can go because you know that you're gonna find the technologies you need to help you solve your customers business problems a Cronus is in fact one of 200 vendors that are automated on our platform where we offer more than a thousand different cloud solutions you see when you're in front of the pack there are a lot of ankle-biters that are assembling small portfolio and trying to learn partner away but make no mistakes this is the level of investment and commitment that is required in order to offer the portfolio of the future and with the Ingram Micro cloud marketplace were the only one building the portfolio of the future now along the way we get to discover the newest and most innovative is V's like our finalists from last year's Ingram Comet competition in building our portfolio we initially started with the bigger global and well-established software companies like a Cronus who we've had partnership with for six years now and along the way we recognized though the need to welcome smaller ISVs the local the national heroes that are potentially going to become the next unicorn and this is where in in a unique position to deliver on the portfolio of the future with the comet competition to dato so we launched on August 1st 2019 comet to Dada and comet Chiodo is basically the world's largest is V competition ever I know Robert Herjavec would think differently we think Shark Tank is we think that it's comment the comic competition will run in 16 markets in five continents around the world simultaneously this is by far the largest search for the next great b2b SAS company where I as V's will compete for go to market and cash fund awarded by Ingram Micro now there will be 16 grand prizes one per market and the winners will compete in the grand finale at our annual cloud summit event in May 2020 here in Miami for a grand prize cash of $1,000,000 not equity a million dollar in cash so the competition is open to all and I get a lot of partners who ask me well is it for us do we qualify for it if you've developed IP that you're commercializing and you have revenue associated with it then you qualify and I encourage you to apply before October 31st to be part of our comet competition for a chance to win and for a chance to showcase your IP but it's not just about the platform and the portfolio it's also about the Ingram Micro go to market hub we're partners and msps can generate the man and grow their business the Ingram Micro go to market hub helps partners generate awareness and drive more leads that's where you will find for example all of the Acronis digital asset that you can assemble into a proposal and repurpose for your customer and you can use our proposal builder in order to build that proposal for your customer that's where you're also going to find all of the tool you need in order to build and generate digital campaigns that can be launched right from the go-to-market hub to help you reach a wider audience it's just another important component of the Ingram Micro cloud marketplace and with this you can get down to business and focus on excel which has basically composed of three basic element reach frequency yield that's the basic formula for any annuity business any monthly recurring business this is where the growth of your business comes from so Reach is all about getting more customers buying a single solution this is repeat sell where you launch a new offering let's say it's a Cronus it's disaster recovery based on a Cronus and you actually give goals and targets to all of your account managers to sell to your existing customers and you give goals to your business and marketing team to sell to net new customers frequency is all about getting customers to buy more offerings from you this is cross sell so maybe today you're selling desktop management services or hosted services and tomorrow you cross sell to these customers and a Cronus data protection solution and you give targets to your account managers to penetrate existing customer with this cross sell finally the last one is yield and Neal is all about getting your customers to buy higher value solution this is upsell in any monthly recurring business scaling and selling is indeed a science which is got a few key levers and designing compensation plans that drive excel will ensure you maximize the long-term value of your customers that's how breadth partners accelerate their growth now partners in the depth stage take even larger number of cloud-based solutions to market but what really differentiate them here is in the complexity of the solutions they think to market including infrastructure as a service and security these partners focus on portfolio expansion in order to become a one-stop shop for their customers so they want to be an end-to-end provider for their customer and you cannot do that unless you're willing to go into the data center now gardener group predicts that the infrastructure-as-a-service market will hit 40 billion dollars this year up 28% from 2018 it is by far the fastest growing segment of the industry and it's a bull market because there is customer demand for it now we recognize this three years ago at Ingram and started making investments right away to support multi cloud environment to leverage on automation to orchestrate repeatable solution to help solve the shortage in technical competencies and to simplify business operation the result is a comprehensive infrastructure as a service framework for our partners and msps it starts with partner enablement services where we help partners bill your infrastructure as a service practice and generate the man with product with programs such as sure accelerate and AWS eliminate we then offer sales enablement services where we support you during sales cycle and we can execute services like discovery and assessment architecture and design and proof-of-concept alongside your own salespeople and finally we offer delivery capability to help you migrate the workloads to the cloud and help them manage them once they are in the cloud by the way if you are migrating workloads to the cloud and you are not cross-selling Acronis data protection you're leaving money on the table every workload in the cloud needs a data protection solution and Acronis is the best one on the market it's not just for on-premise workload it's even more needed when we move to the cloud now the other opportunity that our debt partners are going after is security cyber security which is another part of the market which is growing super fast and at Ingram we've developed a cyber security framework to help our partners with specialized practices around cyber security so the security cyber security framework is actually based on the National Institute of Standards and Technology and it's designed to support our partners and msps with sales enablement programs tools and delivery services that help you accelerate further now once you've pulled all of these elements together it's all about the end to end digital experience for your customer and that's what differentiates scale partners for them it's not just about removing barriers to entry it's about removing barriers to scale and the digital experience is what gives them scale scale partners use integrated digital marketing to drive customer acquisition and they drive an and to in digital experience through self-service skill partners they focus on the front office and leave the back office to us and they use integrated digital marketing for custom acquisition you see most business leader are actually doing their own research online before they engaged with any sales process and when they're ready to engage they're actually going to reach out to those who establish themself as thought leader and contributed to their online education so you have to build interactive digital content that is informative and thoughtful to demonstrate your thought leadership in this digital world so let me illustrate how this work so as an MSP I develop digital interactive content maybe it's a white paper for company on how data protection reduces IT security for businesses and I make it really interesting and I do this using the Ingram Micro go-to-market hub which allows me to repurpose Acronis digital asset and launch digital campaigns to reach a wider audience I do this because I know that most business leaders are doing their research online before they're engaging with any sales process and when they find my content on data protection they'll see me as a thought leader and when they're ready they'll engage with me once they do I'll extend the digital experience via the Ingram Micro cloud marketplace where I gives self-service tools to those customers that's the digital experience that today's business customers expect so I want to leave you with a few thoughts first data protection is a huge opportunity for all of us in the room it's the fastest-growing market because all businesses have data and need to protect their data and legislation is now forcing companies to pay attention and if you are a managed service provider you are perfectly positioned to take a hold of this opportunity you don't have to become a full MSSP you can stay in the managed service provider Lane and cyber protection solutions to your offering and really expand the long term value of your customers second the partnership between Acronis and Ingram Micro is unique and it provides you with all of the data protection solutions you need including the 30 day free trial which is again the best way to build your pipeline and all of these data protection solutions are available in our automated platform the Ingram Micro cloud marketplace or they're available to you if you're running and the cloud blue platform or they're available to you from all of your PPSA via Ingram micros connector this allows you to digitize your business with our cloud blu hyper scale platform with access to an infinite ecosystem and with our various acceleration services a partnership with a Cronus and Ingram allows you to focus your investment on customer acquisition and service delivery a partnership with Ingram allows you to focus on offering a true digital customer experience which allows you to scale your business because at Ingram we are laser focused on helping you realize the promise of technology I thank you for your time this morning [Applause]

Channel: Acronis

Views: 1,007

Keywords: AcronisSummit, CyberFit, CyberSecurity, CyberSecurityAwarenessMonth

Id: Rtw5ol2n358

Length: 28min 53sec (1733 seconds)

Published: Mon Oct 14 2019