The 2112 Group and CA Technologies Map Services Evolution in the IT Channel

An exclusive study by The 2112 Group, in collaboration with CA Technologies, finds the IT channel is being fundamentally transformed by the evolution of cloud computing


LAS VEGAS, NV – Apr. 22, 2012 – The 2112 Group in collaboration with CA Technologies today announced findings from a recent study highlighting how IT and business services will change the value and composition of the IT channel for vendors and customers. The study shows that cloud computing is acting as a catalyst for transformation in the IT channel, but is not the final destination. Rather, transformation is about automating business processes and providing professional services through a technology services model.

The Services Era study, conducted by The 2112 Group and CA Technologies, finds more than 90 percent of channel companies have started or are planning a strategic transformation of their business, technology delivery and revenue models. Most solution providers are developing improved service capabilities, but many are trailing market adoption trends and few are developing services capacities to meet future demands.

“Cloud computing gets too much credit for transforming the channel. In reality, it’s the customer transforming the channel by changing the way they want to consume and pay for the technologies that power their business operations,” said Lawrence M. Walsh, CEO of The 2112 Group and principal author of The Services Era report. “Based on the research, we believe solution providers will have to increase their business acumen skills and apply them to the services they deliver to maintain value and relevancy.”

The Services Era study details the market adoption of services through four phases – Experimental, Confidence, Managed and Automated – of which each requires a higher level of investment and skill set to effectively deliver. Not all solution providers will pass through every evolutionary phase; the forecast is for a small number of channel companies to elevate to full automation.

“In working closely with the 2112 Group on The Services Era study we believe there can be incredible opportunities for solution providers who make the transition to deliver value-added automated IT and business services, “ said David Bradley, senior vice president, Global Partners, CA Technologies. “Because IT business services have a high barrier to entry, those who do not invest in their future run the risk of falling behind. The time is now for solution providers to invest in their future by developing the appropriate technologies, management capabilities, and application support.”

The Services Era study details the evolutionary steps, best practices for services development, and shares the challenges solution providers will face on their services journey. Copies of The Services Era Report are available through 2112’s media site,, and CA Technologies partner portal. CLICK HERE for a copy of the report or more information about the report’s findings, or email The 2112 Group at