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Channel migration part 1: VAR to MSP



Migration isn't something that we tend to try to to willingly. Despite the hardships that they’ve faced, the bulk of Syrians initially chose to remain and fight or to carry out and obtain by as best they might . The worsening situation has forced many to conclude that joining the mass migration is now their only hope. Unfortunately by the time things get this bad, many will have lost everything.


The hardships and devastation in Syria could also be on a special scale thereto within the tech industry and within the IT channel especially , but we’re seeing similar patterns of behaviour and a reluctance to migrate, regardless of the hardships faced.

Many Value Added Resellers (VARs) have made an honest living from resale, integration, installation and upgrades for several years and do well from the wave of companies moving to the cloud at the present . In most of those areas, however, there are worse times ahead. Resale is already in decline, integration is becoming all about APIs, upgrades are managed remotely within the cloud and therefore the move to the cloud is nothing but a 1 off transition.


Resale is already in decline, integration is becoming all about APIs


Most folks have seen these trends coming for a few time now and vendors are doing all they will to assist their VARs make the transition to becoming MSPs, while at an equivalent time trying to recruit new MSPs to exchange the weather of their channel that won’t survive the migration.

For some time now vendors like IBM (whose annual channel event the PartnerWorld Leadership Conference (PWLC) we attended last week) are providing assistance with varying levels of coaching , strategy guidance and support to assist VARs make this transition.

We have discussed the challenges of going from a transactional to an annuity-oriented structure and of spanning the chasm in between in many blogs on this site and that i don’t propose to delve into the intricacies again during this blog aside from to emphasize how hard the transition are often .


The problem remains the shortage of urgency among many within the channel. Some have made the transition, but many are either finding it too daunting or have made just hesitant progress in building new cloud-based annuity revenue streams. If not careful they risk finding that the present transactional revenue streams that they're going to got to fund the transition, will start to fall off more dramatically, long before the new revenue streams are during a position to hold the load . They risk being left with nothing.

A further problem is that the move from VAR to MSP is simply the primary tread on the trail that a lot of will got to make. Having called on its channel to form the VAR to MSP transition for the last five years approximately , IBM announced at this year’s PWLC that it had been restructuring its channel programme to specialise in subsequent step that its channel goes to wish to form . Unfortunately becoming an MSP and changing your business from a transactional to an annuity-oriented structure won’t be enough on its own to ensure long-term survival. IBM’s partners also are being asked to specialise in a group of competencies which will enable them to differentiate themselves during a market that's increasingly awash with competing MSPs.

Many IBM partners have done all they will to suits the company’s call to rework their practices in line with IBM’s strategy – faraway from its traditional business towards its new priorities – Cloud, Mobile, Security and Cognitive (which includes big data and analytics). While IBM’s revenues as an entire have declined in recent quarters, its channel revenues have risen, but many partners are still finding the pain of transition greater than the advantages . At PWLC Marc Dupaquier (@marcdupa) heralded the arrival of the age of cognitive computing and therefore the maturation of IBM’s Watson platform as their opportunity for growth, before presenting them with an overview of a revamped PartnerWorld program. Key among the changes may be a set of competencies being introduced by IBM which will provide certification and support for MSPs that specialize in particular niches – like industry segments.



Historically VARs have grown opportunistically taking whatever business they will from whatever quarter it came. Consequently many VARS have a assortment of clients from variety of various sectors and industries. they're naturally loathed to offer up any of those clients.

The reality is that differentiation in future will increasingly depend upon specialisation. as an example imagine an MSP that specialises in handling legal firms, that understands the legal value chain, that's conversant in all the most legal software packages, that has experience in managing and integrating them, that has specialised process models and methodologies, that has staff and consultants with IP during this area and perhaps even have developed its own software modules to integrate with or between other legal packages and platforms. A specialist of this type shouldn't only be ready to win business from a generalist rival, but should even be ready to charge a premium, while at an equivalent time reducing its costs (as its solutions are largely replicable between clients).


The reality is that differentiation in future will increasingly depend upon specialisation


Most ISVs are already during a position where they're specialised during a segment (either an industry one or otherwise). As MSPs align themselves during this way and as they seek to automate elements of the IP into apps, templates or modules they're going to gradually become more ISV-like.

The next a part of the channel migration is therefore from MSP to ISV, which we’ll explore within the next a part of this blog.



Wearables within the arts: able to take centre stage?



The buzz around wearable tech just keeps getting louder. Forecasts show adoption at an annual compound rate of 35% over subsequent five years, with anywhere from 148 million to 200 million units shipped by 2019.



So what does that mean for the arts? A recent study by Carnegie Mellon University within the US checked out how wearables are getting used by the creative industries today, and considers how they’re likely to be utilized in the not-too-distant future. Many of the predictions gel pretty neatly with the sorts of queries we’re taking hebdomadally from arts organisations about the chances of wearable tech.Take smart glasses for instance . Google Glass could also be currently on hiatus, but within the arts industry smart specs are still generating a lot of interest. Glass was used for media and entertainment purposes 54% of the time in field trials, therefore the arts could rather be the place where smart glasses find their most enthusiastic early adopters. 

in the arts industry smart specs are still generating a lot of interest

From our perspective they hold the promise of accelerating the shift towards a very digital box office. Imagine if you'll equip front of house staff with smart glasses at multiple points within the foyer to chop CoBO queues and use face recognition technology, barcodes or QR codes to form checking in really simple? It might be an entire game changer. the primary brave theatre team just must take the leap.

Look to other sectors and it’s already happening. Virgin Atlantic recently experimented with Google Glass as an alternate to airport check-in desks. It allowed staff to access all the knowledge they needed to a few passenger’s booking, freeing them up to supply more attentive service. The response from customers was overwhelmingly positive.


The next step would be to imagine a CRM app for smart glasses which discreetly displays sophisticated customer insights (e.g. donor status, genre preferences, frequency of attendance) right ahead of your FoH staff’s eyes. It could spur the event of latest techniques for improving service and deepen the connection with customers.

Glasses aren’t the sole wearable format in fact . What if you'll have real-time ticket sale data, ROI reports and email marketing stats delivered to a screen on your wrist? Salesforce, the cloud based CRM platform is already making this possible by making its enterprise software accessible via an app for the Apple Watch. It allows users to access data, request reports by voice and answer notifications with a couple of taps on the wrist.

With more enterprise apps on the horizon for Apple Watch, the thought of using smartwatches to enhance the way we add the humanities is intriguing.

the idea of using smartwatches to enhance the way we add the humanities is intriguing

We’re already using cloud apps on our devices to remain on top of emails when we’re out and about therefore the transition to doing an equivalent thing on alittle wearable device doesn’t seem so farfetched. Salesforce says that its app “bridges the walk between insight and action”. Extend that concept to the box office and it’s not hard to imagine a CRM app on your watch could help marketing, FoH and fundraising teams react quickly to notifications and demand signals as they happen in real time.

Exciting? we expect so. Notifications would provide you with a warning when something important happens,for example once you sell out a show or cross a milestone in your fundraising goals. You’d have key stats enabling you to react faster to data in real time; for instance , the amount of open opportunities in your fundraising pipeline. Access to statistical data might be far easier with one swipe or a voice command.

Of course we’ve considered our own software and the way it'd work on a smartwatch. Perhaps sort of a health tracker it could nudge users towards better behaviour through regular updates on marketing campaign metrics, perhaps congratulating you once you achieve a better email open rate than usual, or prompting you to form a course correction quickly when something doesn’t go quite as planned.

Used in tandem with iBeacon technology, you'll market extra services or products to customers, or ask them for feedback on a selected aspect of the venue or service, supported where they're in or around your building.


Front of house teams could use smart watches rather than a radio when handling customer issues and potentially broadcasting sensitive information, for instance VIPs, major donors or people with access needs.information technology security it'd even be useful for venue management by pushing notifications to your watch to allow you to skills seats are filling up within the auditorium, for instance.

Your Google Glass-wearing digital box office team could, meanwhile, make check-in even easier by helping customers ‘tap in’ once they reach the venue. 

When it involves actually making this a reality, software suppliers who want to adapt their arts CRM and box office software for wearable devices would wish a reliable cloud infrastructure first. Making the foremost of those opportunities would require a huge shift in perception and changes to infrastructure. Bandwidth generally must increase and humanities venues got to invest in reliable in-house WiFi – none of which comes cheap.

Even if we will get the IT systems within the arts sector up to hurry , adoption of wearable technology still features a great distance to travel 

Even if we will get the IT systems within the arts sector up to hurry , adoption of wearable technology still features a great distance to travel . But it’s important that arts organisations begin to organize now for a sudden shift in acceptance. A recent incident on Broadway shows just what proportion theatregoers’ behaviour has already been altered by the arrival of latest , personal technology. Looking further ahead, what if a brain-sensing wearable could allow gallery goers to urge inside the minds of curators to make a brain-based dialogue on new installations? Ready or not, it’s coming.
Is Big Data the problem? No – but data copies are

Big Data. It’s the buzzword of the instant . And it’s got everyone talking. the large Data trend has the potential to revolutionise the IT industry by offering businesses new insight into the info they previously ignored. For many, it's seen because the grail for businesses today. For organisations, it’s the route towards better understanding exactly what their customers want – and allows them to reply appropriately.


In an age where Big Data is that the mantra and terabytes quickly become petabytes, the surge in data quantities is causing the complexity and price of knowledge management to skyrocket. At the present rate, by 2016 the planet are going to be producing more digital information than it can store. Just check out that mismatch between data and storage. For reference, one zettabyte would fill the storage on 34 billion smartphones.

by 2016 the planet are going to be producing more digital information than it can store


The challenge

The problem of overwhelming data quantity exists due to the proliferation of multiple physical data copies. IDC estimates that 60% of what's stored in data centres is really copy data – multiple copies of an equivalent thing or out-dated versions. The overwhelming majority of stored data are extra copies of production data created a day by disparate data protection and management tools like backup, disaster recovery, development, testing and analytics.


IDC estimates up to 120 copies of specific production data is being circulated by a corporation whereby, the value of managing the flood of knowledge copies reached $44 billion dollars worldwide.


Tackling data bloating

While many IT experts are focused on the way to affect the mountains of knowledge that are produced by this intentional and unintentional copying, far fewer are addressing the basis explanation for data bloating. within the same way that prevention is best than cure, reducing this weed-like data proliferation should be a priority for all businesses.


why aren’t we addressing the basis explanation for data bloating?



The ‘golden master’

Data virtualisation – freeing organisations’ data from their legacy physical infrastructure even as virtualisation did for servers a decade ago – is increasingly seen because the way forward. In practice, copy data virtualisation reduces storage costs by 80%. At an equivalent time, it makes virtual copies of ‘production quality’ data available immediately to everyone within the business anywhere they have it.

Data virtualisation – freeing organisations’ data from their legacy physical infrastructure

That includes regulators, product designers, test and development teams, back-up administrators, finance departments, data-analytics teams, marketing and sales departments. information technology coursesIn fact, any department or individual who might got to work with company data can access and use a full, virtualised data set. this is often what true agility means for developers and innovators.

Moreover, network strain is eliminated. IT staff – traditionally dedicated to managing the info – are often refocused on more meaningful tasks for growing the business. Data management licences are reduced, thanks to not requiring back-up agents, separate de-duplication software and WAN (wide area network) optimisation tools.



By eliminating physical copy data and dealing off a ‘golden master’, storage capacity is reduced – and along side it, all the attendant management and infrastructure overheads. internet result's a more a streamlined organisation driving innovation and improved competitiveness for the business faster.



2016: The year of divide and conquer within the cloud



Every year since 2008, we’ve been told that we’re within the year of the cloud. I’m both amused and frustrated by the discussions on the cloud sometimes , especially once they fail to think about the realities of adoption.


I don't believe the cloud should be compared to a four letter word, faraway from it, but it can’t be the simplest at everything, for each business requirement. consistent with Rightscale, 82 percent of enterprises have a multi-cloud strategy, however, most predictions and statistics fail to means the quantity of a business’s operations choosing to adopt cloud technology. I’m certain that 82 percent aren’t simply migrating everything to the cloud. Could a number of these organisations just be adopting cloud at the departmental level? a couple of employees may need just found an efficient cloud-based tool that assisted with a specific task.

I agree that cloud adoption is rapidly on the increase . Growth in demand is clear , and consistent with IDC’s Dan Vesset spending on cloud technology will grow 4.5 times faster than for on-premises equivalents in 2016. I also believe 2016 are going to be a year when enterprises closely examine the info and applications they're using within the cloud, and therefore the business implications. Migration to the cloud impacts regulatory compliance, operational performance, and systems integration. As such, I expect adoption decisions to be more nuanced in 2016. Enterprises will check out what they will shift to the cloud, what might work best during a hybrid environment and therefore the tools which will be better placed on-premises.

Migration to the cloud impacts regulatory compliance, operational performance, and systems integration

Consequently, 2016 are going to be the year of knowledge classification and data management. One major reason for this has been the expansion of concern around security. in only one week in October 2015, we saw three significant data breaches within the UK alone: TalkTalk, British Gas and Marks & Spencer. On top of this, just last month the ecu Union announced that it had agreed on a proposal for a Network and knowledge Security directive, getting to better protect European citizens’ data. This follows the ruling that the Safe Harbour agreement, the means by which data was transferred between Europe and therefore the us , was invalid and in breach of European law – and is being replaced by a more rigorous framework referred to as the EU-U.S. Privacy Shield. The result has been an increased focus amongst the businessmen on information, how it's being stored and therefore the safest means to transfer it.


In this environment, data classification and management are getting increasingly important when deciding between public cloud, on-premises and hybrid deployments when determining where to store and distribute company data. Interestingly, in research examining the foremost influential factors for enterprises considering data transfer, key cloud benefits and selling points like any time access to data are cited as smaller than problems with compliance and software integration. The research highlights demand for clarity of knowledge over the productivity benefits of the cloud.

Making a choice on the way to house data, without clear classification supported thorough considerations to the business implications may mean future issues or vulnerabilities. an efficient cloud or hybrid migration must include an examination of the kinds of knowledge different departments of an enterprise are holding. What data is employed for, who needs access thereto , what proportion control they're required to possess over it, and the way much latency is tolerable are all critical factors.

Classifying data during this way, putting it into boxes, will in many cases reveal issues with moving entire enterprises to the cloud. These could include anything as complex as compliance, to something as simple as compatibility issues.



Ultimately, choosing an approach to managing data requires a divide and conquer approach. the choice is not any longer about which is safer . Cloud, on-premises and hybrid approaches each have their own benefits and need an evaluation of business needs.technology insurance On-premises models offer the extra component of control over an organisation’s network, cloud models are often quickly deployed and scaled fast to satisfy changing needs, often making them more cost efficient as a result, and hybrid models combine the simplest of both these models.

In short, I expect 2016 to be the year organisations get to grips with the cloud vs. on-premises debate and prefer to divide and conquer, producing bespoke solutions supported their unique needs.