Channel Marker

July 15, 2016  5:13 PM

Channel partnering moves abound at WPC 2016

John Moore John Moore Profile: John Moore
alliance, Channel, Channel partners, distribution, Microsoft

While Microsoft discussed its channel partner strategy and programs at its Worldwide Partner Conference this week, a number of vendors at WPC 2016 followed suit with their own channel partnering announcements.

Metalogix provided details on its Metalogix Advantage Partner Program (MAPP), which initially will focus on Sharepoint-to-Office 365 migrations.

The MAPP program offers participants a “Business-in-a-Box” starter kit that provides white papers, best practices, sample project plans, a sample statement of work, pre-migration assessment tools, and PowerShell scripts and sample code. The starter kit aims to help systems integrators build a repeatable migration service, according to Metalogix. Continued »

July 15, 2016  4:48 PM

WPC 2016: A few takeaways from Microsoft’s channel event

John Moore John Moore Profile: John Moore
Azure, Channel, cloud, Marketing, Microsoft Partner Network, Microsoft partners

With Microsoft’s Worldwide Partner Conference  in the books, here are a few takeaways and observations on WPC 2016.

• Partners appear to like Microsoft’s Cloud Solution Provider (CSP) program

Microsoft officials cited 17,000 partner transactions since the launch of CSP last year, noting that CSP in May 2016 surpassed other licensing models that let partners sell Microsoft’s cloud services.

“What we are seeing over the last year is Microsoft’s CSP program seems to fit the market perfectly,” said Jason Bystrak, executive director of Ingram Micro Cloud. Ingram Micro debuted the latest release of its Odin Service Automation platform at WPC 2016.

Bystrak said partners have gone from dipping their toes in the water to “really to starting to scale the business” of selling cloud offerings. As for Microsoft, the CSP program has become a key catalyst for Microsoft’s cloud strategy, he added.

Continued »

June 30, 2016  9:07 PM

CompTIA: Service providers grapple with cloud

John Moore John Moore Profile: John Moore
Business model, Channel, cloud, CompTIA, IDC, MSP

A decade into cloud computing, many managed service providers are taking a less-than-aggressive approach to this widely adopted technology.

According to CompTIA’s fifth annual Trends in Managed Services report, published June 29, 44% of the 400 U.S. MSPs surveyed only support cloud services when requested by a customer to do so. That’s a fairly tepid embrace of a computing approach that has seen broad endorsement among businesses of all sizes. Continued »

June 27, 2016  6:09 PM

Barracuda’s Intronis brand launches firewall for MSPs

John Moore John Moore Profile: John Moore
Backup, Barracuda, Channel, firewall, Intronis, MSP

Barracuda Networks Inc. is pushing forward with its managed service provider strategy, which kicked into higher gear with the company’s October 2015 acquisition of channel-oriented data protection vendor Intronis.

Barracuda on June 27 launched a firewall appliance geared toward managed services providers (MSPs) under the Intronis label. Barracuda NextGen Firewall — Intronis MSP Edition is “designed for businesses with multiple locations,” noted Neal Bradbury, senior director of business development for Intronis MSP Solutions by Barracuda, Barracuda’s MSP technology brand. Continued »

June 14, 2016  5:01 PM

Menlo Security taps distributor to extend channel reach

John Moore John Moore Profile: John Moore
Channel, cybersecurity, distribution, Malware prevention, VARs

Menlo Security, a company that provides a cloud-based malware isolation platform, aims to expand its channel reach through a partnership with Cloud Harmonics, a cybersecurity and cloud technology distributor.

Through the linkup, announced June 14, Cloud Harmonics will provide “customized training, services and support” around Menlo Security’s malware isolation offering to more than 400 value-added resellers (VARs) in the distributor’s channel partner community.

Continued »

June 9, 2016  3:01 PM

Appirio and its path to Indianapolis

John Moore John Moore Profile: John Moore
Channel, Cloud Services, Consultancies, Employee training, recruiting, salesforce

Indianapolis may not be at the tip of everyone’s tongue if asked about premier cities for cloud computing enterprises.

But Appirio, among the last of the independent cloud consulting firms, last summer relocated its headquarters from San Francisco to this Midwestern city. Appirio’s journey to the Crossroads of America actually began a few years prior when the company decided to look for a good central location for a U.S. regional office.

Continued »

May 27, 2016  2:20 PM

Analysts: HPE service spin off will have minimal channel impact

Lynn Haber Lynn Haber Profile: Lynn Haber
Channel, Channel partners, CSC, HPE, Mergers & Acquisitions, Systems integration

There will be minimal impact on Hewlett Packard Enterprise channel partners with the spin off of the vendor’s Enterprise Services division and merger with Computer Sciences Corp., announced this week, according to industry watchers.

Somewhat in synch with Dell’s $3.9 billion purchase of Perot Systems in 2009 and March 2016 agreement to sell Perot Systems to NTT Data of Japan for about $3.1 billion, Hewlett Packard agreed in 2008 to a $13.9 billion acquisition of EDS and Hewlett Packard Enterprise (HPE) will now sell the Enterprise Services division in an $8.5 billion transaction. The transaction completion target date is March 2017.

Continued »

May 26, 2016  12:46 PM

AVG Business executes distribution strategy

John Moore John Moore Profile: John Moore
Channel, distribution, Europe, Internet security, Managed Services, RMM

AVG Business is expanding its relationships with distributors, particularly specialized companies and those covering particular geographic regions.

The business segment of AVG Technologies entered one such agreement in recent weeks with EarthBend, a value-added distributor focused on business telecommunications and IT offerings. EarthBend, based in Sioux Falls, S.D., disclosed May 24 that the company now carries AVG Business’s Internet security software and managed services products.

Continued »

May 16, 2016  12:54 PM

Lenovo’s data center strategy: Channel implications

Lynn Haber Lynn Haber Profile: Lynn Haber
Channel, Data Center, Hyper-convergence, lenovo, Partner programs

Just days ahead of Lenovo Accelerate 2016, the vendor’s channel partner forum, held May 9 to 11 in Orlando, Fla., the Beijing, China-based company announced the launch of the Lenovo Capital and Incubator Group that’s making a $500 million initial investment to foster innovation both inside and outside the company in cloud computing, big data, artificial intelligence, robotics and Internet services.

Just prior to that, Lenovo’s Enterprise Business Group became the Data Center Group (DCG) with Gerry Smith at the helm. As of April 1, Smith, president of DCG, put together a team of three senior executives and four senior vice presidents. “We’ve built a very dedicated team with a full time focus on this area, spending a lot of time on innovation, and making supply chain a competitive advantage in the marketplace,” said Smith.

Closer to home, at the Accelerate event, company executives sent a clear message that Lenovo has its eyes set on the data center.

Continued »

May 11, 2016  8:34 PM

Key Channel Market Trends: 2016

John Moore John Moore Profile: John Moore

With midyear just a few weeks away, here’s a rundown of the key channel market trends that have emerged thus far in 2016:

Differentiation via intellectual property

At one point, just offering managed services versus reselling products was a point of differentiation. But today, most channel partners have made the MSP transition. That shift compels MSPs to seek out other forms of differentiation. The same theme holds true for channel partners reselling public cloud services — they need to find a way to rise above rivals serving up the same cloud offerings. The creation of intellectual property (IP) is one way channel companies are differentiating their services. IP can take the form of software. For example, a cloud service provider might develop a specialized app that ties into a particular public cloud platform (Salesforce, for instance). Or an MSP might create an IT monitoring tool for its customers. In some cases, IP can be a “productized” service — a branded cloud migration methodology.

Further reading:

Channel companies seek differentiation via IP assets

Differentiation via expanded service lines

Channel companies can also add new services to differentiate themselves in a crowded market. An MSP focusing on server monitoring may add IT security to the mix, for example. Or a company already offering IT security — managed firewalls, let’s say — may offer more sophisticated services such as identity and access management. Smaller channel partners may find adding services challenging and expensive. They may also find this approach hard to sustain, since they need to cover more ground with a limited number of employees. The struggle to broaden service portfolios has triggered another channel trend: Partnering among partners. In this approach, a channel company partners with a peer to offer a particular service.

Further reading:

Managed services companies rethink their portfolios
Cybersecurity services: MSPs look to expand portfolios


MSPs or VARs looking to get into the IT security space may find it difficult to hire the right people to offer such services. Vendors offering security-as-service, however, can help channel partners add security services without having to build a security practice. Security-as-a-service vendors basically help channel partners make the MSP-to-managed-security-services-provider transition. Channel partners that already sell some, perhaps rudimentary, security services can supplement their offerings through a partnership with a security-as-a-service vendor.

Further reading:

MSPWorld 2016 highlights IT security opportunities, pitfalls

RMM technology shift

Remote monitoring and management (RMM) technology has long been the MSPs’ cornerstone application for delivering services to customers. But the technology has been around for 15 years and vendors are now working through significant product revisions. The main trends include improved integration between RMM and other MSP business applications such as professional services automation. There is also an effort to streamline RMM to make it easier for MSPs to bring on new customers and add new services to their portfolios. RMM vendors, as they update their wares, face challenges from hybrid cloud monitoring tools and may eventually bump up against robotic process automation. As a consequence, channel partners will have more tooling options than ever before.

Further reading:

IT services: Remote monitoring and management to get boost in 2016
Partner opportunity: Midmarket email migrations to cloud (scroll down to Autotask, AVG Business unveil MSP tools)

Service-oriented distributors

Distributors have long served as the main source of products for channel partners lacking direct relationships with hardware and software vendors. The rise of cloud computing, however, is pushing distributors into a different direction. As channel partner customers purchase less on-premise gear, distributors now place a greater emphasis on services including cloud-based services. Distributors offer cloud marketplaces through which channel partners can select among various cloud offerings and sell them to their end clients. Distributors also offer assistance with branding/marketing, IT asset disposition and government sales.

Further reading:

Role of distribution changes with accent on services
Cloud marketplaces: Can channel partners make money?

Cloud-based disaster recovery

Disaster recovery (DR) in the cloud — also known as DR as a service (DRaaS) — has become an important data protection opportunity for channel partners. Traditionally, smaller businesses have lacked the financial resources to build and equip an off-site DR facility. DRaaS, however, has transformed DR into a subscription-based cloud offering that eliminates upfront capital expenses. As the concept catches on, channel partners can offer DR to customers who could not previously afford it. Channel partners have the option of creating their own DRaaS capability or partnering with one of several DRaaS providers in the market.

Further reading:

DRaaS could open SMB channel opportunities

Regulatory compliance

Today’s regulatory environment calls for channel market companies to support customers dealing with compliance issues related to data security and privacy. But partners that want to move in that direction will need to acquire expertise in a particular industry’s regulatory setting — HIPAA (Health Insurance Portability and Accountability Act) expertise in healthcare or PCI-DSS (Payment Card Industry-Data Security Standard) expertise in retail, for instance. This transition will be easiest for channel firms that already focus on the business requirements of particular vertical markets. The rewards for delivering compliance support include greater competitive differentiation and higher valuations from a merger and acquisition standpoint. Partners, however, must be wary of the downside risk in compliance work and should consider purchasing professional liability insurance.

Further reading:

Compliance-as-a-service: How to stay out of hot water
MSPWorld: Regulations, emerging competitors shape the market

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