People are now digitally connected and so are devices. As the cost of embedding intelligence into a device approaches zero, everything from refrigerators to television sets to industrial lines are talking to each other through pulsing nodes and sensors.
All of these will create massive new sources of information. Using that information, in real time, to provide better insights and to build a better world is the greatest opportunity of our generation. Particularly in India, where digital is a national agenda and strategic priority and a new generation of digitally native consumers is taking the reins, the opportunity to transform is unbounded. Data-hungry, information-driven companies are accelerating the future.
The nation's transition to a digital economy is a much larger scale version of enterprise digital transformation. To manage the pain of this transition, IT, people and security need to transform as well. As newer payment methods become more prevalent, they need to be built on a foundation of trust.
Future is coming at us and it will not wait for the organizations to be ready. For traditional businesses that didn't see any of this coming, it's a question of survival. They must devolve decisions to intelligent systems that can connect, learn, decide and execute, and they must do it now. Every disruption brings its own set of opportunities. In order to tap into this opportunity, organizations require transformation in every aspect of the business. The pillars of transformation are the 3Ts: Technology, teams and trust.
The three big tech trends in end-to-end network management system
In the last 15 years or so, IT has been solely focused on datacenter and a running system of records (a data management term for an information storage system). The way we worked and communicated has all changed and this has put a lot of pressure on the backend IT infrastructure.
The world has moved onto smartphones and we need better infrastructure, networking and security to stay ahead. IT transformation means one should be able to efficiently capture data at the backend, analyze it, process it and deliver. The cost of embedding intelligence in any device is dropping very low. Therefore, every device is generating a lot of data and intelligence. So that means the IT system has to use all of that intelligence. The people running IT have to change. If they were comfortable with the old ways of doing things, they have to get used to new ways of doing things. So that is workforce transformation.
Third is security transformation. While you are shifting everything online and to the cloud, it has to be absolutely secure and protected from data breach and cybercrimes. There has been a lot of investment on security in the last 10 years in India—firewalls, encryption, real-time threat detection and advanced persistent threats. We at Dell EMC are now set to provide next generation security infrastructure to help enterprises move on the path of digital transformation.
So, first, the journey will be cloud-enabled. Second, it will be more and more industry-standard server hardware oriented. Third, it will include software-defined datacenters and last but not the least, it will be flash-only world on the storage front. Top this with security and a true digital transformation is not far for Indian companies
Channel strategy for technology vendors in 2017
In order to create opportunities for growth of the company and its channel partners, the roadmap includes lot of cross-selling to be executed. There should also be focus on the organic innovation engine, with the R&D teams across various entities. Other than the PC, server and datacenter businesses, companies are betting on digitization and Digital India via partnership with a number of companies. In 2017, there should be more focus on driving unparalleled innovation, strengthen market share, emphasize on customer-centricity which includes ecosystem of ISVs and channel partners and invest in their people.
Key expectations of channel partner companies from technology vendors
The channel partners expect that the companies do what is right for the company, customers and channel partners. There should be 100 percent focus on their customers and channel partners. That enables the vendors to take quicker decisions and ensure that they resolve their challenges. Today, customers and channel partners prefer to partner with brands who look at them as a trusted vendor and adviser, and invest in enabling them. Through various programs for channel partners, companies have been able to enable them to develop specialization in technologies which are in demand in their respective markets. Today, the channel partners understand all aspects of technology requirements of variety of customers and are able to provide them with a holistic, end-to-end deployment offering, covering both hardware and software.
The author is President-Enterprise (India and SAARC) at Dell EMC.
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