The VAR Guy

A friendly (and timely) reminder. The VAR Guy’s sister site, MSPmentor, this Wednesday (March 24) will host a live webcast focused on Hardware as a Service (HaaS) and Technology as a Service (TaaS). Two fast-growing solutions providers — Everon Technology Services and Black’s Support Services — will describe how they promote, sell and profit from HaaS. Executives from both companies and CharTec (a HaaS specialist and the event’s sponsor) will answer questions throughout the webcast. We look forward to your participation and questions.

Sophos Channel Chief Chris Doggett returns for his latest FastChat video conversation. This month’s discussion focuses on security software partner programs. Doggett explains how VARs and solutions providers can look beyond marketing hype to measure the success (and profitability) of various security software partner engagements. Here are the details.

A so-called Master ISMO (independent service and maintenance organization) can help VARs generate recurring revenue from a range of opportunities. But what are those revenue opportunities? And how can solutions providers become certified ISMOs? In this podcast, ServiceKey VP and co-owner Angela Vines (pictured) provides some timely answers and clear advice to solutions providers.

 

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The third-annual MSPmentor 100 list and report — produced by The VAR Guy’s sister site — will debut February 10. Check our MSPmentor 100 center for details about the world’s top 100 managed services providers. Or join our special webcast at 2:00 p.m. eastern on February 10. The MSPmentor 100 is a global survey, and we’ll be putting an extra-bright spotlight on international markets such as Europe and Australia this year.

Talk about a change of heart. As we look at the MSPmentor 100 survey results, we’ve discovered an interesting trend: Many of today’s top performing managed services providers are finding revenue from an unlikely source. Customers that previously said no to sales pitches in 2008 are now signing up for ongoing services. Want more sales and business tips from The VAR Guy’s sister site, MSPmentor? Then join the next MSPmentor live webcast. Here’s what we’ll cover.

Sophos Channel Chief Chris Doggett isn’t resting on his laurels. Only days after being promoted to VP of global channels, Doggett is flying from the U.S. to Australia as part of an international partner push. Before taking flight, Doggett sat down for a FastChat video interview to discuss the Sophos partner program, small business security initiatives, data loss prevention (DLP), and a forthcoming channel effort for managed service providers (MSPs). Here’s the scoop.

The VAR Guy’s sister site, MSPmentor, will unveil the third-annual MSPmentor 100 results during a February 10 MSPmentor live webcast. The research identifies 100 of the most progressive, most successful MSPs across the globe. What are some key business trends among those companies? Here are three quick trends culled from the research data.

How many managed service providers can push beyond $10 million in annual recurring revenue? Is there a well-defined path to such success? The VAR Guy’s sister site, MSPmentor, will offer some answers during a webcast today (January 20). Our guest speakers — representing three top managed service providers and Nimsoft — will cover key questions for growth-oriented small, midsize and large MSPs. Here’s a closer look at the webcast.

How many managed service providers can push beyond $10 million in annual recurring revenue? Is there a well-defined path to such success? The VAR Guy’s sister site, MSPmentor, will offer some answers during a January 20 webcast. Our guest speakers — representing three top managed service providers and Nimsoft — will cover key questions for growth-oriented small, midsize and large MSPs. Here’s a closer look at the webcast.

SugarCRM CEO Larry Augustin loves stretch goals. A case in point: Augustin hopes to double SugarCRM’s revenues in 2010. To get there Augustin will need help from traditional channel partners and emerging Software as a Service (SaaS) partners. Here’s the open source CRM company’s strategy.

It has been roughly a month since Tech Data launched Open Tech — an open source channel partner initiative. Why is the big distributor interested in the open source market? And how is Open Tech performing so far? I caught up with Tech Data VP Stacy Nethercoat for answers.

 

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A heads up: Join MSP Services Network (MSPSN) CEO Amy Luby today on The VAR Guy webcast. The topic: How to generate recurring security revenue from Small Business Server customers. Here’s a bit more about the webcast…

Most VARs have already cashed in on security basics like anti-virus software. So what hidden up-sell opportunities can VARs still uncover? Trend Micro’s T.J. Alldridge offers seven up-sell security tips for VARs and managed service providers in this podcast. Here’s a look at the minute-by-minute conversation:

 

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Rackspace Hosting Inc. (RAX) has replaced Omniture in our SaaS 20 Stock Index, which tracks publicly held companies that have software as a service (SaaS) business practices. Here’s a quick look at the SaaS 20 Stock Index, its members and its overall performance in 2009.

Microsoft generates more than $1 billion in annual SharePoint sales. VARs are cashing in on SharePoint as well. But hackers increasingly target and attack SharePoint systems. In this podcast, Sophos Global Channel Programs Director Chris Doggett describes the security risks facing SharePoint, and some natural steps channel partners can take to protect their customers. Plus, Doggett describes how to monetize your SharePoint security practice.

 

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Trend Micro’s TJ Alldridge describes how solutions providers generate recurring revenue from Worry-Free Business Security Solutions. Here’s a chapter-by-chapter look at the podcast…

 

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As Lenovo moves from the enterprise into small and midsize businesses, the PC giant has a unique view of the managed services market. Jay McBain, director of SMB at Lenovo, covers the basics of managed services and also provides a deeper dive — describing how Lenovo’s partners can benefit from the MSP trend.

 

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This is Podcast No. 2 in a three-part series featuring Trend Micro’s TJ Alldridge. In this conversation, we explore the latest IT security threats facing small businesses, hosted and hybrid security solutions, recurring revenue opportunities, a single dashboard for complete security management, and practical strategies for solutions providers.

 

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Lenovo is quietly working to integrate its mobile, desktop and server hardware with a range of RMM (remote monitoring and management) and PSA (professional services automation) platforms for managed service providers. Frankly, I’m surprised we’re not hearing similar types of statements from more PC vendors. Here are some observations.

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.

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?

 

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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.

 

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