Channel Marker

July 31, 2015  8:22 PM

Managed services: The ebb and flow of client profitability

Spencer Smith Spencer Smith Profile: Spencer Smith
Business management, Channel, Managed Services, MSP, Profit & Loss...

In a recent conversation with SearchITChannel, Michael Maddox, president of ASK, discussed issues that managed service providers (MSPs) can face in regards to client agreements. One area he addressed was client profitability, which he said some MSPs lack a clear picture of.

“The No. 1 mistake I see MSPs making is not understanding or having enough tools or metrics to truly understand their revenue and costs from a managed services client,” Maddox said. These MSPs will only evaluate their monthly, quarterly or yearly revenue numbers, with some companies going a step further and looking at their direct costs, such as what they owe Continuum or Kaseya, he said.

Continued »

July 28, 2015  6:30 PM

Business customers + channel partners = digital business opportunity

Lynn Haber Lynn Haber Profile: Lynn Haber
Channel, Channel partners, cloud, IaaS, IDC, MSP, PaaS, SaaS, Small and medium businesses

Channel partners are in demand by business customers as they formulate and implement their digital business and cloud strategies. That’s because partners offer expertise above and beyond what many businesses have in house and also because these organizations need comprehensive advice and trusted advisors to help them along their IT journey.

Two industry analysts recently conveyed this message: Darren Bibby, vice president, channels and alliances research at IDC and Anurag Agrawal, CEO and analyst at Techaisle.

Continued »

July 27, 2015  4:59 PM

Microsoft’s new U.S. channel chief cites cloud opportunities

Lynn Haber Lynn Haber Profile: Lynn Haber
Channel, cloud, Microsoft

Just three months since long-time Microsoft channel executive Jenni Flinders left her job, the Redmond, Wash. vendor this month appointed Stephen Boyle, vice president for Microsoft U.S. Partner Strategy & Programs – or U.S. Channel Chief.

Unlike Flinders who had a dozen years tenure with Microsoft – the majority of that time with the vendor’s partner organization — Boyle is a relative newcomer to the company, having joined in March 2014 as vice president of enterprise partners. He was previously employed at Oracle (since June 1997) in various sales and channel positions. Prior to that he worked at Sun Microsystems and Data General.

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July 23, 2015  7:41 PM

IDC’s Darren Bibby offers business transformation pointers

Lynn Haber Lynn Haber Profile: Lynn Haber
Channel, Channel partners, IDC, Intellectual property

Last month when I spoke to Darren Bibby, program vice president, channels and alliances research at IDC, about partner collaboration as the path to new and broader channel business opportunities, he said that he considers partner collaboration as the eighth transformation area that IT solution providers must deal with to transform their business. Why the eight and, what are the other seven?

In a presentation that Bibby put together this year, Business Transformations in the Third Platform, he highlighted seven vital areas partners must tackle to transform their business:  technology, time horizon, customer, sales motion, marketing, activities and competition – partner collaboration, which wasn’t on that list at the time he put together his report, would make it eight.

As covered in the article – “New Types of Partners Spark Channel Alliance opportunities” – SearchITChannel delved into what partner collaboration looks like, why partner companies need to make it a business imperative and how some channel partners make it work.

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July 21, 2015  9:13 PM

At Microsoft, partnering rises to the top

Lynn Haber Lynn Haber Profile: Lynn Haber
Channel, CRM, ISVs, Microsoft, Microsoft Partner Network, Microsoft partners, Office 365, SharePoint

Partnering is rising to the top at Microsoft, especially as unique intellectual property, differentiation and specialization increasingly set apart channel partner firms. At the same time, customers want complete solutions, so increasing partner-to-partner connections is critical, according to Gavriella Schuster, general manager for worldwide partner programs at the company.

At last week’s Worldwide Partner Conference 2015 in Orlando, Schuster said that helping partners find each other and find partners with complementary skills is important to the company: “So what I’m looking at is, how do I help partners do that?”

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July 17, 2015  7:45 PM

WPC 2015: HP, Tech Data, Nintex expand channel offerings

Lynn Haber Lynn Haber Profile: Lynn Haber
Azure, Channel, cloud, CRM, HP, Office 365, SQL Server, Tech Data

Lots of vendors issued press releases at Microsoft’s WPC 2015 this week; here are a few more for SearchITChannel readers:


HP ServiceOne partners have several new offerings that target Microsoft platforms to offer their customers following an announcement HP made this week.

The new consulting services include: HP Database Migration Assessment Services for Microsoft SQL Server; HP Database Migration Service for SQL Server; HP Consulting and Integration Services for Microsoft Azure; and the HP Readiness Workshop for Office 365.

Continued »

July 14, 2015  3:25 PM

HP, IndependenceIT among WPC 2015 newsmakers

Lynn Haber Lynn Haber Profile: Lynn Haber
BitTitan, Channel, HP, Ingram Micro, Microsoft

ORLANDO, Fla. — Microsoft Worldwide Partner Conference (WPC) 2015 is the place for companies in the vendor’s partner ecosystem to tout their latest news. Here’s a brief roundup:


With the upcoming general availability of Windows 10 in a couple of weeks, HP announced a new channel opportunity for partners that includes a blueprint to drive Windows 10 migrations. What’s included: partner education and training as well as competency rebranding; marketing development support plus marketing funds to support Windows 10 migration efforts with customers; co-branded marketing assets; and, partner incentives including new business opportunity boosters, according to the vendor.

HP boasted that its Windows XP migration program was a $21 billion dollar opportunity for partners and the company helped partners more than double their growth rates year over year though training and certification programs.
Continued »

July 7, 2015  9:14 PM

Bluewolf and the art of the partnership

Lynn Haber Lynn Haber Profile: Lynn Haber
Channel, Marketing, Oracle,

Born-in-the-cloud companies are a new breed of channel partner gaining stature, and customers, as consultancy and implementation leaders in the burgeoning era of cloud computing.

Bluewolf exemplifies a born-in-the-cloud company. The global business consulting firm was named a worldwide leader in the Salesforce implementation ecosystem by IDC this year as well as last year. So it’s no surprise that the marketing-savvy company — and Salesforce marketing cloud consultancy and Oracle Marketing Cloud specialist — understands the importance of corporate branding, digital marketing and social responsibility. Continued »

July 6, 2015  8:37 PM

EMC Business Partner Program: Read all about it

Lynn Haber Lynn Haber Profile: Lynn Haber
Channel, EMC, Partner programs

At the EMC Global Partner Summit 2015 held in May, channel leaders talked about a tighter relationship with partners, tighter alignment between the vendor’s direct and indirect sales channels, and expanded business opportunities for all partners in the EMC Business Partner Program (BPP).

That program went live in January 2015. Today, the company rolled out the EMC Business Partner Program Guidebook, a 40-plus page resource for everything EMC channel.

The new guide provides existing EMC partners with information on the structure of the BPP, which is the umbrella program for all EMC business partners, partner requirements and benefits. The guide also serves as a comprehensive introduction to partner firms considering EMC as a vendor partner.

A large technology vendor with a sprawling partner program, EMC helps simplify multiple tracks with its BPP Guidebook: Solution Provider (VAR); Direct Market Resellers (DMR); Cloud Service Providers (CSP); Global Alliance (GA); Enterprise Content Division (ECD); RSA SecurWorld (RSA); and, Original Equipment Manufacturers (OEM).

In addition, the guide provides links to EMC’s federated companies: VMware, VCE, Pivotal, and RSA — more commonly known as The Federation.

Each EMC track has its own section that, depending on the track, may include an overview, explanation of benefits, tiers, requirements, solutions, services, marketing programs and tools. Track sections also delve into the financial benefits of partnering with EMC (including rebates, co-op, and market development funds), global financial services, demo programs, cross-border deals, playbooks and special training.

The BPP Guidebook also addresses new partner onboarding and resources such as the Partner Portal, and Global Partner Summit.

June 30, 2015  9:01 PM

HP update: Breaking up is hard to do

Lynn Haber Lynn Haber Profile: Lynn Haber
Channel, HP

Edging closer to the historic split of Hewlett-Packard into two formidable companies — HP Inc. and Hewlett Packard Enterprise — a couple of top executives are on their way out.

Today, HP announced that Bill Veghte, executive vice president and general manager of HP’s Enterprise Group (EG), would leave his position at the end of the summer. Veghte served in his latest position since August 2013. Prior to that he was COO and chief strategy officer for a year and eight months. He joined HP in May 2010.

Antonio Neri, senior vice president and general manager with HP EG, will officially assume Veghte’s role, which he stepped into while Veghte focused on efforts around the HP split with the Separation Management Office. Neri joined HP in 1995.

HP also announced that Chris Hsu, senior vice president, organizational performance at HP since May 2014, would assume the role of COO for Hewlett Packard Enterprise. He worked with Veghte at the Separation Management Office.

In addition, Harry Gould sent an email to partners announcing that today was his last day as vice president of worldwide alliances and channels at HP Software. Gould served in this position since April 2013. The note went on to say:

I want to thank you for your help and guidance over the last 2 years and 3 months. I thought I knew a lot about partnering having done it for several enterprise software companies but our partnership has provided a tremendous opportunity at scale to learn even more. I believe our partnership is stronger than ever. I also believe HPE and HPI have very bright futures and seeing as though I am a long time resident of Palo Alto (I live 3 blocks from the Garage!) I have a vested interest in the success of the two new companies.

As for me, I will be returning to a much smaller and software only company. Looking at several options but you can be assured wherever I go I look forward to partnering with you. I will let you know as soon as I land.

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