EMC anticipates the impact that the cloud will have in 2016

2016 brings numerous opportunities for channel companies that are able to make the necessary changes to adapt to a new business environment.

Thanks to the flexibility and power of applications resulting from Cloud Computing strategies, companies have launched new digital business models that are transforming the services offered to the client.

With this backdrop the channel has evolved with the aim of adapting to the new requirements of its customers and the channel of today little or nothing has to do with that of only two or three years ago.

It becomes more evident that the separation line between distributors, suppliers of managed services and outsourcers is diluted more and in a few years this distinction will make little sense. In its place we will have only partners.

The current segmentation will be replaced by business partners with flexibility when offering different options depending on the different needs. 2016, the year that begins, brings numerous opportunities for channel companies that are able to make the necessary changes to adapt to a new business environment.

Ignacio Martín, director of Canal de EMC For Spain and Portugal, he has analyzed what will be the 5 predictions that will mark the distribution channel in 2016.

Cooperation (cooperation and competition)

With the appearance of cloud computing and virtualization, the IT channel is much more complex than before. Given the wide range of available technologies and business models, a partner, acting alone, may not be enough to meet the needs of all its potential customers.

It may be the case, for example, an excellent partner in in situ infrastructure services but less expert in cloud -based managed services. Thus, in 2016, we will see an increase in cases of the so -called “coopeition” within the channel, that is, partners that are competence in some areas but collaborate in others in order to complement and meet the needs of its customers.

Impulse to talent in the partners ecosystem

As the rhythm of implantation of the hybrid cloud and cloud technologies are accelerated, the channel must also adapt its profile and that of its collaborators. The commercial profile of the 2016 channel should not only understand the needs of the client but also the necessary infrastructure. This knowledge will include where the different workloads should be executed (in their own facilities or in the public cloud), as well as knowing the fundamental IT platforms for hybrid infrastructure: Platform as Service (PAAS), Infrastructure as a service (IAAS). In addition, they should know how native cloud (CNA) applications are built. These professionals should also be experts in security and capable of advising customers on how to guarantee the safety and efficacy of their hybrid infrastructure.

In the opinion of the EMC manager, talent management will be a priority in all channel companies. This includes establishing solid training programs so that the commercial force develops the necessary skills to take advantage of the opportunities associated with the hybrid cloud. It will also require the creation of business cultures and work practices that keep these professionals committed.

Flash infrastructure, defined by software and hyperconvergentes

In 2015 we have seen the hybrid cloud emerge as a preferred model for cloud deployments. This trend will continue in 2016 with the growth of three fundamental technological areas: flash, infrastructure defined by software and hyperconvergent infrastructure. All-Flash Array solutions are becoming de facto storage medium in the cloud era whose penetration will continue to increase during the next year.

Ignacio Martín expects that 2016 will see the incipient sector of hyperconvergente infrastructure grow. The channel will focus on this market with medium -sized companies as the main objective that promises new and important sources of income. Finally, any channel member who seeks to be present in 2016 must, therefore, have software defined infrastructure proposals.

Distribution channels

The changes have quickly affected the distribution channel; Virtually all of him has been involved in a transformation process as part of the Cloud Revolution. To ensure their survival the distributors adapt adding cloud services, quickly adding new reallers or changing their hardware offer.

In 2016 we also hope to see an increase in the number of distributors that add and connect services in the private cloud, assuming the supplier role. This will allow IT manufacturers to focus on product innovation while distributors focus on offering their customers effective hybrid cloud environments.

Internet of things

According to Gartner 2016, it will be the year of the success of the Internet of Things with a combination of "intelligent" digital machines and digital devices united by the backbone of the data. It is a vision in which practically everything can be considered a device and everything is capable of generating data that can lead to business change.

For the El Cruce and analysis channel of the data, an important opportunity will involve, especially in the case of the integrators of large systems that have already developed their own functions of Big Data's analysis and storage. Ultimately, as a result of the Internet of Things, all companies will become Big Data companies. In 2016, channel organizations can help companies migrate to this new world led by data.