Trend #3: Companies Being Torn By Two Internal Speeds

By 2017, 75 percent of IT organizations will operate at what Bova called a bi-modal model, with part of the company focusing on legacy IT being pulled by a smaller group pushing for fast change.

Operating at speed 1 are those inside the company focused on the rigors of maintaining legacy environments and ensuring the organization runs smoothly. Such people will still control 65 percent of the budget. The other 35 percent will be controlled by speed 2 people who see something they need, and immediately buy it and try it, Bova said.

The traditional channel partner is much more comfortable selling to the speed 1 people, she said. "Why can't I sell software-defined networking to IT," she said. "He's speed 1. ... That's a speed 2 sale."