The VAR Guy

Day One of VMworld is virtually over (pardon the pun). Here are six VMworld/virtualization headlines worth noting, and their implications for channel partners.

The VAR Guy was ready to unplug the evening of Aug. 31. Then this tip hit his inbox: VMware has unveiled the vPractice pilot program, which aims to help VARs productize new solutions and services around VMware. Here’s the scoop from our resident blogger.

When the Red Hat Summit (and the associated JBoss World) conferences  kick off Sept. 1 in Chicago, The VAR Guy will be watching closely for new channel and partner developments — some of them involving Qumranet, Cisco Systems, EnterpriseDB and Alfresco. In fact, here are five key Red Hat trends our resident blogger expects to cover at Red Hat Summit and JBoss World.

At the VMworld trade show in San Francisco, The VAR Guy stumbled onto this rather interesting virtualization tidbit: Desktone, a startup from Chelmsford, Mass., has trademarked the terms Desktop as a Service and DaaS. Smart moves. Er, very smart moves. Here’s why.

The VAR Guy is using his new netbook to write this blog entry. But he’s feeling a little lonely, because only 13 percent of small and midsize businesses plan to purchase netbooks, according to survey results from Spiceworks Inc. The survey results also reveal some key SMB trends involving notebook, desktop, server and printer hardware purchasing plans. Here’s the scoop.

Virtualization isn’t just for big businesses. That’s the message from the VMworld conference, where VMware is launching VMware Go — a web-based service that strives to help small and midsize businesses more rapidly embrace virtualization. Here are some perspectives.

Pentaho, which specializes in open source business intelligence, continues to expand its channel partner program. The latest example: Levementum, a solutions provider that frequently leverages Amazon Web Services and cloud computing, has inked an alliance with Pentaho. Here’s the scoop, and some perspectives.

Question: How can Cisco Systems compete with lower-cost video conferencing systems while promoting TelePresence into small and midsize businesses? The VAR Guy got a few answers from Richard McLeod, senior director of worldwide channels at Cisco.

When Novell disclosed 3Q financial results today, The VAR Guy quickly spotted good news and bad news: Sales of Novell’s Linux Platform Products continue to impress. But what the heck is happening with Novell’s identity, access and compliance management business — where sales fell sharply? It begs the question: Do Novell’s products really belong together under one roof? Here’s the scoop.

In this podcast, Trend Micro’s TJ Alldridge discusses opportunities in SaaS (software as a service) and hosted security for VARs and solutions providers. Alldridge, a product marketing manager for small and medium business at Trend Micro, covers market misperceptions, revenue models and partner opportunities for VARs looking at SaaS and hosted security. Here’s a minute-by-minute breakdown of the podcast…

 

 Standard Podcast [9:43m]: Play Now | Play in Popup | Download

After conquering the world of networking, several Cisco Systems veterans are taking aim at the virtualization market. Indeed, the Cisco kids have launched Wanova, a desktop virtualization start-up that will have its coming out party at VMworld (Aug. 31-Sept. 3, San Francisco).

Move over, Geek Squad. Here comes iYogi, a managed service provider of sorts that specializes in remote consumer and small business PC support. More than 70,000 users now pay an annual subscription for iYogi’s remote support services. But the story doesn’t end there.

The buzz surrounding Windows 7, slated to debut October 22, is generally positive. But where are the killer applications for Microsoft’s new operating system?  The VAR Guy finally saw one: It’s called SpaceClaim 3D Direct Modeling, and it features multi-touch capabilities. Is this a sign of things to come?

As Novell prepares to announce quarterly results on Aug. 27, the company offered this tidbit of information: More than 2,000 independent software vendors (ISVs) have signed up for the SUSE Appliance Program — which is less than a month old. Pretty darn impressive, assuming those ISVs move forward with Novell. Here’s why VARs should care.

We all know the BCG matrix with Cash Cow, Dogs, Stars, and Problem Children — but how does that play out in reality?  How should vendors cater their partner programs to each of these product groups?

Consider the following scenario: Roughly 10,000 people are set to converge at VMworld (Aug. 31-Sept. 3, San Francisco). In many ways, the conference represents the center of the virtualization universe. But Cisco Systems VP Mark Fulgham (pictured) will be half-a-country away, delivering a virtualization keynote at Red Hat Summit (Sept. 1-4, Chicago). Here’s why.

The VAR Guy’s sister site, MSPmentor, will host its next webcast on September 10 at 2:00 p.m. eastern. J0in us as we discuss small business IT security — how to sell it and manage it from afar. We’ll cove sales and business strategies for engaging small business customers, with an emphasis on SaaS vs. on-premise security-related solutions. Here are some more details.

In this pocast, SugarCRM Interim CEO Larry Augustin discusses the company’s search for a permanent CEO; the company’s cloud- and SaaS-focused channel partners; working with Microsoft and Windows Server; and SugarCRM’s growth strategy for open source CRM. Plus: Will SugarCRM run in Microsoft’s Windows Azure cloud?

 

 Standard Podcast [18:26m]: Play Now | Play in Popup | Download

Fortinet, which specializes in unified threat management, leverages a channel-only sales model and is preparing to launch a competitive trade-in and trade-up program. Kendra Krause, VP of channel sales at the Sunnyvale, Calif.-based company, describes Fortinet’s existing partner program and reveals how the company plans to work with VARs and managed service providers (MSPs) over the long haul.

 

 Fortinet VP of Sales Kendra Krause [9:30m]: Play Now | Play in Popup | Download

From August 27 through September 4, The VAR Guy will pay particularly close attention to Novell and Red Hat. That nine-day period will provide a healthy reality check for the Linux market — and it may also reveal how open source initiatives are shaping up across the IT channel. Here’s why.

SugarCRM remains in growth mode, and channel partners are responsible for two-thirds of the open source company’s revenue, according to interim CEO Larry Augustin (pictured). Heck, even Microsoft is helping to fuel SugarCRM’s growth. Here’s the scoop.

Forgive The VAR Guy if he mixes business with pleasure for a few minutes. Our resident blogger hears Tech Data’s TechSelect Conference (Nov. 12-15) will be held at Walt Disney World’s Contemporary Resort in Orlando. A certain blogger and future monorail driver may need to make the trip…

The VAR Guy loves attitude. Irreverence. And people who don’t take themselves too darn seriously. Intel communicates all that — and more — in a new ad The VAR Guy just spotted on TV. It’s an instant classic. Check it out…