MSPmentor

Just what the tech world needs: Another acronym. Although I try to steer clear of technology jargon, the term “managed video service provider” (MVSP) caught my eye today. Applied Global Technologies is launching an end-to-end video collaboration service called PerfectMeetings. The announcement mentioned several trends involving MVSPs.

That got me thinking about several vertical market trends (involving government, education and retail). I’ve come to the following conclusion: For managed service providers (MSPs), corporate video applications should be near the top of your new business opportunity list. Here’s why. Read More >

Even as they worry about Dell taking business direct, resellers are flooding the PC giant with phone and email inquiries, according to company insiders. In fact, Dell insiders tell me there’s no shortage of resellers asking about the company’s recently acquired managed services platforms (Silverback and Everdream).

Apparently, Dell has even bigger MSP ambitions ahead. And a source close to Dell says the company is exploring additional MSP and on-site customer support acquisitions. My alter ego, The VAR Guy, recently blogged about two potential Dell acquisition targets.

During a chance meeting last week, a source at Dell told me his voice mail and email are filled with partner inquiries. Sure, some Silverback partners — including Do IT Smarter — have hedged their bets and embraced additional platforms since Dell acquired Silverback. But for all the skepticism about Dell in the channel, MSPs seem to know market consolidation is inevitable. So instead of ignoring Dell, they’re reaching out to the company for more information. Read More >

I work in a small business. When it comes to technology, we have two goals: First, we hope to never hire a chief information officer. Second, we hope to outsource just about all of our technology infrastructure. If we fulfill the second goal, then it’s quite simple for us to fulfill the first goal.

With these two goals in mind, I stumbled across an announcement from Tech Data, which plans to offer resellers converged IP services from XO Communications. Under terms of the deal, Tech Data’s partners will be able to offer XO’s SIP (session initiation protocol) services in tandem with Cisco unified communications technology.

Sounds promising. Now, for the challenge. When we recently leased an office on Long Island, the local cable company inundated us with IP telephony offers. In stark contrast, neither Tech Data nor its partners knew how to find us because we were a relatively new business.

The upshot: Big distributors and their VARs will certainly play in the managed services market. But when it comes to small business managed services, the traditional channel has to make sure it finds — and services — start-up organizations before big service providers come calling.

During the dot-com boom, I received weekly pitches from Jamcracker — one of the leading “e-services” companies of the time. Like so many other companies, Jamcracker imploded when the dot-com boom went bust. But now the company is back, this time emphasizing software as a service (SaaS) opportunities and evangelizing Cisco’s WebEx collaboration platform to partners.

Are Jamcracker and WebEx a winning combo for managed service providers? It’s too early to say, but here are a few interesting tidbits about Jamcracker’s strategy. Read More >

As I look into 2008, I’m starting to think that online backup has become a commodity — a managed service that every MSP has to offer as part of a larger suite of services. Thanks to heightened competition, the days of offering online backup as your one and only managed service are over.

Dozens of companies specialize in online backup. Big companies have purchased their way into the online backup game (example: Seagate acquired eVault in December 2006). And established software companies are now moving into the market (example: Symantec Protection Network will likely launch in January 2008). And let’s not forget about CommVault’s new online backup service. And there’s also Asigra, which says its Televaulting software now has 50,000 remote sites under protection.

So how can smaller MSPs compete in this very crowded market? I see two clear opportunities. Read More >

If you take managed services to the extreme, you can wind up locked away in your data center — remotely managing and monitoring customer networks without ever seeing the light of day. Fact is, customers still want to see you from time to time. And without quality face time, you risk losing your business relationships. That’s why some VARs are now building face-to-face meetings into their monthly managed service fees.

One prime example: Ed McHugh, president and CEO of MIS Alliance in Newton, Ma., includes one customer visit per month in his service contracts. Smart move. This approach forces McHugh into a rhythm. Customers feel like they’re gaining regular strategic guidance from McHugh, and he can use the meetings to uncover up-sell opportunities or trends across his customer base.

We’ve all got packed calendars these days. But if you include one customer meeting per month as part of your service level agreement, it will force you to stay in front of your customer — and potentially keep the competition out of your accounts.

In addition to the seven tips for selling managed print services, there’s another simple way for you to transition your customers to higher-margin printer solutions: Promote the “green” benefits of solid ink technology, which generate 90 percent less waste and garbage compared to traditional laser printers, according to Xerox. Read More >

Want to generate recurring revenue from multifunction printers (MFPs)? Steve Spector, a business advisor at Xerox, offered a few recommendations to VARs attending a managed services luncheon in Boston today. According to Spector, here are seven questions VARs need to ask customers in order to turn an MSP sales lead into a buying customer. Read More >