State of the Market and Technology Studies

1
State of the Market and Technology Studies

• David Strom
• January 2003
• Microsoft NY IAMCP

2
Summary

• Some comments on Microsoft
• State of Market Results
• State of Technology Results

3
Strategies for todays entrepreneurs

• Start Internet-related company with venture
  funding (so 90s)
• Or start non-computer company and do reverse
  buy-out
• Try to get first product marketing plan formed
• Get Microsoft to purchase 10-30 stake in
  company, or...
• Sell out to Microsoft for at least 20MM.

4
Top Ten Signs That Linux Has Bill Gates Worried

• 10 - New numbering scheme. Instead of
  WindowsXP, it is now Windows XP.1.pl95.
• 4 - Flowers sent to insert current DoJ
  official here with a note saying "What's a
  little anti-trust between friends. -- from
  Brian Lantz, 3/95

5
Top Ten Planned Improvements at MSNBC-TV

• 10 - CNBC will include a new section -
  "Microsoft Upgrades Available This Week".
• 7 - New voice-over "You're Watching MSNBC,
  version 1.5, release F"
• 2 - All graphs showing the economy improving
  should be done using Microsoft Excel.

6
Things Gates probably wouldnt say today

• 640K ought to be enough for anybody." (1981)
• If you don't know what you need Windows NT for,
  you don't need it."
• "I believe OS/2 is destined to be the most
  important operating system, and possibly program,
  of all time.
• There is nothing in this industry that Windows
  3.0 isnt going to change. (1990)

7
First Windows 3 ad (1986)
8
VARBusiness Survey Methodology

• VARBusiness designed and executed research
  encompassing the State of Market and State of
  Technology studies
• VARBusiness conducted a two prong research
  project with ARC Research and Answers Research
• A total of 1,102 Solution Providers completed an
  Internet based survey

9
Whats Going On

• Business Outlook
• Tough past 6 months
• Optimistic about 2003
• Still Rely on Consulting, Total Solutions and
  Networking
• Focusing on Midmarket and Enterprise
• Partnering even more to meet demands
• Adding new vendor/product lines
• Technology Involvement
• Fastest Growing
• Top Technologies
• Hardware
• Peripherals
• Storage Technology
• Security Technology
• Software
• Web Services

10
Business Outlook Looking Up
For first half of 2003

• 74 expect organizations revenues to improve
• 59 expect profits to improve
• 43 are looking to hire more people
• 18 expect primary business activity to change in
  2003

Q In the past 6 months, your companys revenues
have been Q How do you expect your
organizations revenue to change in the first half
of 2003? Q How do you expect your companys
operating margins to change in the first half of
2003?
Source VARBusiness State of Market Study
11
Six in Ten Do Not Take Title to Product
And 93 see INFLUENCING remaining the same or
increasing
Q When working with your customers is your
organization a technology INFLUENCER --
influencing the sale of the product ONLY
rather than taking title to it? Q In which
product segments does your organization act as an
INFLUENCER, guiding technology buying decisions,
rather than reselling the product. Q Is this
influencing activity on the rise or decline?
Source VARBusiness State of Market Study
12
SPs Change Focus to Enterprise
2003
2002
27Fewer than 20
36 1,000 ormore
15 20 to 99
18 1,000 ormore
37Fewer than 20
23 100 to 999
23 100 to 999
22 20 to 99
Q Please indicate the percentage of your
customer organizations of the following sizes
Source VARBusiness State of Market Study
13
SPs Partner to Meet Demands and Maximize Growth
Opportunities
2003
2002
75 Partner with other SPs
64 Partner with other SPs
Q Do you subcontract or partner with other
solution partners/integrators? Q Within the
last 12 months, what percentage of your companys
total annual revenue involved partnering with
other solution providers/integrators?
Source VARBusiness State of Market Study
14
And Partnering Even More

• 2002 Reasons To Partner
• 67 to overcome resource limitations
• 63 brought in as sub-contractor
• 52 to gain technical expertise
• 51 to work on larger scale projects
• 49 to expand into new markets

• 2003 Reasons To Partner
• 75 to gain technical expertise
• 69 to overcome resource limitations
• 64 to work on larger scale projects
• 53 to gain business/strategy expertise
• 50 to expand into new markets

Q Which of the following are major reasons that
you partner with other solution
providers/integrators?
Source VARBusiness State of Market Study
15
Two in Three SPs Adding Vendor Product Lines Next
Year On Average 9 of Revenue Invested in New
Product/Vendors

• Reasons To Add a Vendor
• 68 - Emerging Tech that org. looking to adopt
• 61 - Incremental Revenue/Profit Opportunity
• 53 - Extend core competency/focus
• 51 - Offer a competitive alternative to a brand
  currently supported
• 48 - New product to market
• 44 - Specialized vertical market opportunity
  available
• 36 - Replace a vendor
• 35 - Change business model
• 28 - Joined new partner program

22 Increase in Plans To Add New Vendor Product
Lines
Q Do you plan to ADD new vendor product lines
next year? Q For what reasons do you ADD new
vendor product lines? Q What percentage of your
companys annual revenue are you reinvesting to
add a new product/vendor line?
Source VARBusiness State of Market Study
16
Top Ways To Get Your Products Added

• 64 Offer better profit potential
• 59 Offer demo units
• 56 Provide better technology/innovation
• 51 Provide better support
• 50 Avoid channel conflict
• 41 Communicate better
• And need to target the Executive Management at SP
  Organizations

Q What can vendors do to have you consider
adding their products to what you currently sell?
Q Who in your organization is responsible for
product/vendor additions?
Source VARBusiness State of Market Study
17
On the Flip Side, One in Three SPs Are Dropping
Vendors

• TOP REASONS FOR DROPPING VENDORS INCLUDE
• 59 Diminishing or lack of margins
• 56 Vendor support has diminished
• 51 Channel conflict, manufacturer sells direct
• 50 Better product/solution becomes available

Q Do you plan to drop any vendor product lines
next year? Q For what reasons do you drop
vendor product lines?
Source VARBusiness State of Market Study
18
Technologies that Are Fastest Growing Part of
Business
Security Networking Wireless Devices Wireless
Infrastructure Web Services Storage Database
Development IP/Telephony Linux Systems Server
Platform Technology Server Consolidation
Q In the next 12 months, which TOP THREE
TECHNOLOGIES or SOFTWARE do you believe will be
the fastest growing part of your business.
Source VARBusiness State of Market Study
19
Top Technologies SPs Deploy
Top two choices very likely or likely
Ethernet Security Remote access Broadband
access Wireless communications Network
admin/mgmt Mobile computing
Q How likely is your organization to deploy
EACH of the following TECHNOLOGIES in its
customer solutions?
Source VARBusiness State of Technology Study
20
Hardware Deployed and Supported
PCs/Desktops/Notebooks Intel-based Servers
running Windows Advanced Desktops and
Workstations (NT) UNIXor LINUX based Servers
running something other than UNIX, Windows or
Linux Advanced Desktops and Workstations (UNIX)
Q Which of the following HARDWARE (excluding
storage) does your company deploy, specify,
influence the sale of, service, and/or support in
your customer solutions?
Source VARBusiness State of Market Study
21
Storage Technology Involvement
RAID Disk Drives Storage Mgmt Software NAS Enterpr
ise Storage Disk Array, Tape Libr.
Appliance Storage Area Network
(SAN) Jukeboxes Internet Based Storage Automated
policy based Storage
Q Which of the following STORAGE technologies)
does your company deploy, specify, influence the
sale of, service, and/or support in your customer
solutions?
Source VARBusiness State of Market Study
22
Security Technology Involvement

• Firewall
• Antivirus
• VPN
• Encryption
• Intrusion Detection
• Biometrics
• Honeypots

Q What type of Security technology has your
company deployed, serviced, and/or supported?
Source VARBusiness State of Technology Study
23
SPs Integrate Solutions with Software
Security (Firewall and encryption) Security
(anti-virus) Database/Data Mgmt Disaster
Recovery Wireless Apps Storage Management Accounti
ng Internet Dev Tools App Dev Tools Document Mgmt
Q Which of the following types of SOFTWARE
TECHNOLOGY does your company currently deploy,
specify, influence the sale of, service, and/or
support to create solutions?
Source VARBusiness State of Market Study
24
Web Service Software Involvement

• Internet Dev. tools (e.g., authoring, Web design,
  Web database, etc.)
• App. Dev. tools/languages (e.g., HTML, XML)
• E-commerce applications
• Web site monitoring testing
• Content Management
• Middleware Software integrating all servers,
  apps., devises in an enterprise
• Java Dev. Tools (J2EE, J2ME, JXTA)

Q Which of the following types of Web Services
Software has your company deployed service,
and/or supported to create solutions in the last
(next) 12 months?
Source VARBusiness State of Technology Study