April 9 12 2019 Mandalay Bay Las Vegas

April 9 -12, 2019 Mandalay Bay, Las Vegas WHERE IDEAS GET REAL

Channel Update Art Wittmann SVP, Content Informa’s US Technology Brands @Art. Wittmann April 9 -12, 2019 • Mandalay Bay, Las Vegas • channelpartnersconference. com • #CPExpo Information Classification: General #CPExpo 2

The Big Picture April 9 -12, 2019 • Mandalay Bay, Las Vegas • channelpartnersconference. com Information Classification: General #CPExpo

How Big Is the North American Channel? April 9 -12, 2019 • Mandalay Bay, Las Vegas • channelpartnersconference. com Information Classification: General #CPExpo

Who’s Attending Channel Partners? Business Type Other Consultant VAR MSP Agent/Subagent 0% 10% 20% 30% 40% 50% Business Type April 9 -12, 2019 • Mandalay Bay, Las Vegas • channelpartnersconference. com Information Classification: General #CPExpo 60%

Channel Professionals Profile: 2018 Salary Information The average salary of Channel Professionals is $104, 024. Only 25% of respondents report earning less than $60, 000 in 2018. A majority of respondents (59%) enjoyed a salary increase in 2018. Only 7% reported a salary decrease. $104, 024 Average 2018 base salary of Channel Professionals 59% 7% of Channel Professionals reported a salary increase in 2018 of Channel Professionals reported a salary decrease in 2018 50% earned more than $100 K in 2018, with the majority of that group making between $100 K$124 K Question: What is your 2018 gross annual salary, NOT including bonuses, in US Dollars? Base = Channel Professionals (n=147). April 9 -12, 2019 • Mandalay Bay, Las Vegas • channelpartnersconference. com Information Classification: General -$ Question: How did your 2018 salary change relative to 2017? Base = Channel Professionals (n=167). #CPExpo

Channel Professionals Profile: 2018 Additional Income $12, 153 61% 53% of Channel Professionals expect to receive a raise in 2019 of Channel Professionals did not receive a bonus in the past 12 months Average bonus for Channel Professionals in the past year 40% received a bonus of $10, 000 or more, while 20% received less than $1, 500. Question: Did you receive a bonus in the past year? Base = Channel Professionals (n=168). Question: Which of the following do you expect to receive next year? Base = Channel Professionals (n=167); multiple answers permitted. April 9 -12, 2019 • Mandalay Bay, Las Vegas • channelpartnersconference. com Information Classification: General -$ +$ Question: How much was the bonus, in US dollars? Base = Channel Professionals (n=75). #CPExpo

Channel Professionals Profile: Job Satisfaction with Current Position 37% Very satisfied 34% Somewhat satisfied 14% Neither satisfied nor dissatisfied 11% Somewhat dissatisfied Very dissatisfied Likelihood of Seeking Employment Elsewhere 5% Question: How satisfied are you with your current position? Base = Channel Professionals (n=169). April 9 -12, 2019 • Mandalay Bay, Las Vegas • channelpartnersconference. com Information Classification: General Highly likely Likely 12% 14% 24% Uncertain Unlikely 18% 32% Highly unlikely Question: How likely are you to seek employment at another organization within the next 12 months? Base = Channel Professionals (n=169). #CPExpo

Channel Demographic Profile The average of Channel Professionals 49 years Male 83% Question: What is your gender? Base = Channel Professionals (n=162). Female 17% 69% have obtained a bachelor’s degree or higher Question: What is your age? Base = Channel Professionals (n=162). April 9 -12, 2019 • Mandalay Bay, Las Vegas • channelpartnersconference. com Information Classification: General Question: What is the highest level of education you have completed? Base = Channel Professionals (n=162). #CPExpo

Currently selling and planning to sell April 9 -12, 2019 • Mandalay Bay, Las Vegas • channelpartnersconference. com Information Classification: General #CPExpo

Where you spend time And where you don’t April 9 -12, 2019 • Mandalay Bay, Las Vegas • channelpartnersconference. com Information Classification: General #CPExpo

Expected Increase in Security Spending in 2020 How Will 2020 Security Spending Change Decrease Significantly 1% Decrease Somewhat 1% Stay the Same 13% Increase Somewhat 60% Increase Significantly 25% 0% 10% 20% April 9 -12, 2019 • Mandalay Bay, Las Vegas • channelpartnersconference. com Information Classification: General 30% Percent 40% 50% 60% #CPExpo 70%

Security’s Biggest Challenge: Post Breach Remediation We do in ourselves Escalate to 3 rd Party You're on your own 0% 10% 20% 30% Channel Partners April 9 -12, 2019 • Mandalay Bay, Las Vegas • channelpartnersconference. com Information Classification: General 40% 50% 60% 70% Channel Futures #CPExpo 80%

The Complexity Question Security & DR Voice and data Connectivity Data management Vertical-specific Applications Talent Acquisition Productivity Specialized Communications More General April 9 -12, 2019 • Mandalay Bay, Las Vegas • channelpartnersconference. com Information Classification: General More Biz Specific #CPExpo

Thank You! channelpartnersconference. com • #CPExpo