5 for 15: Basil Reilly, Logicalis Australia CEO

5 for 15: Basil Reilly, Logicalis Australia CEO

The keys to 2015 from industry leaders

1. Key channel plays for 2015

2015 will be a year where the channel will need to consolidate through acquisition to scale their Platform 2 business while either acquiring or building new services in the area of Platform 3 or SMAC (Social, Mobile, Analytics, Cloud)

2. Key technology for 2015

I do not think customers are thinking in terms of a key technology, but in terms of 'as-a-service'. The key for 2015 is how do you deliver technology as a consumption based service.

3. Key message to the channel for 2015

Reskill your sales team to be able to conduct conversations with line of business managers, as they now own 35 per cent of your addressable budget.

4. Key warning to the channel for 2015

As an industry we are getting slowly boiled alive as business models change. We all need to look at co-option rather than trying to do everything ourselves and to transform the skillsets of our organisations to recognise the change and move our offerings to the third platform.

5. Key to their company for 2015

We have one focus in Logicalis which is to deliver a sustainably profitable business. To do this as well as growing our traditional business we need to grow annuity to 60 per cent of revenues and grow our Cloud offers of BaaS and IaaS. We also need to find the next Cisco. Cisco was an upstart of the industry and then grew to a dominant position. We need to experiment with some new players, and see success or fail quickly.

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Tags LogicalisBasil ReillyBasil O'Raghaillaigh is a channel management ecosystem that automates all major aspects of the entire sales, marketing and service process, including data tracking, integrated learning, knowledge management and product lifecycle management.

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