Channel Marker

September 17, 2007  2:51 PM

Kaseya launches program to help managed services providers

Bcournoyer Brendan Cournoyer Profile: Bcournoyer

Automation software vendor Kaseya is offering a new program to help its channel partners provide managed services.

Kaseya’s emPower Program, launched today, supports partners’ managed services with around-the-clock IT monitoring, training and additional educational resources. The company is highlighting the monitoring service, called IT Monitor Assist, as a way for partners to set themselves apart in the market — and for managed service providers (MSPs) to offer services they may not have the resources to offer otherwise. Kaseya staff will monitor customers’ networks in real time from locations in North America, Europe and Asia, then analyze any incidents and notify a designated contact person at the MSP if needed. (The touted response time is between 15 and 30 minutes.)

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September 16, 2007  9:48 PM

HP and SAP: A winning combo?

badarrow Barbara Darrow Profile: badarrow

A good source swore last week that Hewlett Packard is talking with SAP about buying the ERP kingpin.

This guy is tight with HP insiders. And knee-jerk doubts aside, the idea is not so farfetched. Please note: I know nothing more about a potential deal than what this guy is saying. But, let’s think about it a second.
For one thing, HP has a big SAP services business. For another, ERP is not new to HP which used to field its own ERP for itty-bitty little customers like General Electric. It was called MM3000. Or MM-3000.

In the past few years huge software companies—Microsoft, IBM, Oracle—were all rumored to be interested in SAP. Microsoft was even forced, by an Oracle court filing, to admit it considered and dismissed the idea of buying SAP. OLarry Ellison must have loved causing that particular kerfuffle.)

The very notion that SAP, a huge software company, has been in play shows the impact of Oracle’s multibillion-dollar-purchases of PeopleSoft/JD Edwards and Siebel Systms, have changed the landscape. Or, looked at another way, it shows how the enterprise software landscape has forced Oracle to drive an unbelievable amount of consolidation.

So, as SAP unveils its A1S hosted ERP service for the mid-market this week, keep this notion of an HP-SAP combo in the back of your mind.

Let me know: Would SAP/HP be a winning combo? Or just another megadeal made in Wall Street

Barbara Darrow, a Boston-area journalist, can be reached at

September 13, 2007  1:21 PM

HP drives toward”Global 500,000″ focuses on blades, includes some services

Brein Matturro Profile: Brein Matturro

Hewlett-Packard Co. launched an assault on the mid-market yesterday, targeting what it calls the “global 500,000” – companies with between 100 and 999 employees.

Like similar marketing campaigns from Dell, IBM, Microsoft, Cisco, Oracle and SAP, among others, HP’s stated goal is to provide high-end functions in relatively affordable systems that are easy to install, customize and administer.

HP actually does quite well in SMB and the mid-market, though no one with the possible exception of Microsoft is really happy with their position,” according to Jonathan Eunice, principal analyst for Illuminata, in Nashua, NH.

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September 13, 2007  2:10 AM

VMware partner profit margins still strong, exec. says

Brein Matturro Profile: Brein Matturro

Are VMware partners making money? Company execs at VMworld in San Francisco, Calif.last week said yes,  but not always in the ways you’d expect.

“There are areas of our partner ecosystem where we can quantify that they actually make a lot more money than we do,” according to Brian Byun, VMware’s vice president of global partners and solutions. “Every time we sell a dollar of VMware license revenue you will see some of our partners making several times that because again there is a drag and a refresh effect.”

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September 12, 2007  1:07 AM

VMware revenue model shifts, CEO says

Brein Matturro Profile: Brein Matturro

VMware Inc. has shifted its revenue model away from its hypervisor technology to value added services, said Diane Greene, the company’s president and CEO.

“We shifted our revenue model. Over 80% of VMware’s revenue comes from outside of our hypervisor today,” Greene told journalists yesterday at the VMworld 2007 conference being held in San Francisco, Calif. “We’ve done a very effective job building products that unlock virtualization to our users and customers pay for real value,” Greene added.

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September 11, 2007  10:35 PM

Sun, Microsoft to write another interop chapter?

badarrow Barbara Darrow Profile: badarrow

Tomorrow afternoon Sun and Microsoft will co-host a conference call to talk up hopefully some tangible new facet of their plan to make their respective operating systems and toolsets work well together.

Headlining the event will be Sun systems chief John Fowler and Microsoft Server & Tools marketing guru Andy Lees. Notice of the event was sent to reporters Tuesday night.

The companies will talk about what the e-mail called an “expanded relationship.”

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September 11, 2007  8:34 PM

Symantec honors partners with annual awards

Bcournoyer Brendan Cournoyer Profile: Bcournoyer

Symantec gave out its partner awards throughout the day at Symantec Partner Engage in San Diego today. All of the winners received a crystal trophy, except for the partner of the year, who received a brass telescope. Here’s who won:

  • Partner of the Year: Continental Resources, Bedford, Mass.
  • VAR of the Year: MSI Systems Integrators, Omaha, Neb.
  • LAR of the Year: Insight, Tempe, Ariz.
  • Public Sector Partner of the Year: Marzik, Lanham, Md.
  • Canadian Partner of the Year: ESI Technologies, Montreal
  • Latin American Partner of the Year: Tecno XXI, Mexico City
  • Rookie of the Year: Computer Media Technologies, San Jose, Calif.

September 11, 2007  8:03 PM

Symantec CEO takes shots at Microsoft’s security play

Bcournoyer Brendan Cournoyer Profile: Bcournoyer

The conference is called Symantec Partner Engage, but CEO John Thompson took an hour after his keynote address in San Diego this morning to engage reporters in a roundtable discussion. And it didn’t take long for the conversation to steer towards Microsoft’s plans to compete in the security market.

At first, Thompson did not even refer to Microsoft by name. All he did was say that Symantec’s constant emphasis on the need for strong security “may have registered in Redmond, Washington.” But he soon opened up, saying, “Our job is to out-innovate Microsoft” if it enters the security market. Then he responded to criticism of Norton AntiVirus’ delayed release with this thinly veiled shot at Microsoft: “We’d rather be deliberate than early with a product that doesn’t work.”

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September 11, 2007  10:17 AM

BizTalk server debuts RFID, more B2B and vertical-industry support

Bcournoyer Brendan Cournoyer Profile: Bcournoyer

The latest version of Microsoft BizTalk Server is out this week (Monday), complete with radio frequency identification (RFID) technology, more business-to-business functionality and built-in industry-specific support.

Those features will make BizTalk Server 2006 R2 easier for Microsoft partners to integrate with customers’ IT infrastructure, said Steven Martin, Microsoft’s director of Connected Systems Product Management. Eighty percent of BizTalk deployments involve the channel in some way, and even the most basic implementations are more involved and present more value-add opportunities than other deployments, Martin said. Continued »

September 11, 2007  12:07 AM

Symantec welcomes partners — on war ship

Bcournoyer Brendan Cournoyer Profile: Bcournoyer

Symantec Partner Engage kicked off today in San Diego with a welcome reception aboard the U.S.S. Midway, a former U.S. Navy aircraft carrier. Symantec partners and executives got the chance to mingle over drinks, dinner and dessert, but they kept the shop talk to a minimum — likely sensing that they’ll get more than their fair share tomorrow, when breakfast starts at 7 a.m. and seminars continue through 5:15 p.m.

Jim Russell, Symantec’s public sector vice president, did spend some time with me discussing new opportunities in the public sector. As the government puts more and more security regulations into place, like the Federal Information Processing Standards publication 201 (FIPS 201), it creates more business for security vendors like Symantec and their channel partners, Russell said. And since agencies are required to meet those standards, partners can spend less time making sales pitches and more time devising ways to integrate compliance products with other security solutions, he said. Russell will lead a seminar on public sector security tomorrow afternoon.

CEO John Thompson also made his rounds during cocktail hour and even stopped to chat with my group of reporters and partners. He gave no hints about the subject of his keynote address tomorrow morning, instead telling us a funny story about his fear of nuclear submarines (don’t ask) and then his plans for his wife’s upcoming birthday. Some partners approached Thompson and introduced themselves as he made his way across the deck, but more were lined up to try the full-motion flight simulators that are a top attraction at the Midway. Apparently there’s an inner fighter pilot in a lot of value-added resellers.

Tomorrow I’m heading to seminars on Symantec Endpoint Protection, Software-as-a-Service and Symantec’s future technologies. Symantec will also be giving out its annual partner awards, and there will be keynote speeches from Thompson, channel vice president Julie Parrish and other executives. If I’m not too worn out from all that, I’ll try to report the winner of the limbo contest during tomorrow night’s Symantec Baja Beach Bash as well.

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