After studying the managed services market for most of 2009, Lenovo is pulling back the curtain on a software partner strategy. It starts today with a Lenovo-Kaseya relationship, but Lenovo’s efforts will expand to include a range of RMM (remote monitoring and management) and PSA (professional services automation) partners. In my mind, today marks the start of PC vendors getting serious about managed services. Here’s why.
First, a little background. Jay McBain, director of SMB at Lenovo, in September 2009 provided some clues about the company’s forthcoming managed services strategy. Fast forward to the present, and there are now plans to integrate Lenovo’s ThinkVantage Technologies with Kaseya’s remote management platform.
This is more than a PC vendor plugging into an RMM tool. Dan Shapero, senior VP at Kaseya, says there are opportunities for Kaseya’s platform to integrate with multiple ThinkVantage components. One possible area of integration involves Lenovo’s Rescue and Recovery capability, which helps users diagnose, get help and recover from system crashes — even if the primary operating system will not boot.
Meanwhile, Lenovo’s McBain says he’s “thrilled” by the Kaseya relationship, noting that Lenovo has always emphasized software R&D tied to its ThinkPad notebooks, ThinkCentre desktops, and ThinkServer systems. And don’t forget: Lenovo is introducing a range of new hardware form factors that could move into the MSP market. Longer term, McBain says, it’s safe to expect Lenovo to integrate with more RMM and PSA systems.
The PC Factor
I wonder if the Lenovo-Kaseya relationship will be a wake-up call to the rest of the PC industry. For the most part, Hewlett-Packard and Dell have been surprisingly silent about their PC strategies within the MSP market.
Still, there are signs of progress. Microsoft itself is starting to promote Windows 7 specifically to managed services providers. Acer-Gateway is working on a managed services effort in Europe, based on Level Platforms‘ technology. Intel has long promoted vPro technologies to MSPs. And now Lenovo is getting into the game with the Kaseya relationship.
At some point, the PC teams at Hewlett-Packard and Dell will need to jump on the integration bandwagon as well.
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Posted In: Hardware as a Service | On Premise | Professional Services Automation (PSA) | Remote Monitoring & Management Software | Software as a Service and Hardware as a Service
Tags: Dan Shapero | Jay McBain | Kaseya | Lenovo | Lenovo Kaseya | Managed Services Integration | Remote monitoring and management | RMM | ThinkCentre | ThinkPad | ThinkServer
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… and Cisco is talking with ConnectWise. There was a posting on the CW forums a couple of weeks back and we spoke with someone at CW about our Cisco integration wish list with CW.
Hi Mike: I’d watch for Cisco to make multiple managed services moves. The strategy started in mid-2009 (details here) but the effort will accelerate this year (2010).
MSPs like HEIT and BlueWater Communications Group are working closely with Cisco on the efforts. BlueWater shared some details here. And HEIT shared some details here.
-jp
Is it just me, or does anyone else think that HP has been curiously silent on the MSP subject?
Jim: It’s not just you… I wonder if HP will offer any updates during their partner conference in April. We’ll be listening…
-jp
Meh. Not Earth-shattering. I guess I was just expecting much bigger news after the tease on Twitter. Maybe this will move us a little closer to out of band management. I for one have been disappointed by the amount of traction vPro got in the MSP world.
Adam Steinhoff
DedicatedIT – South Florida Managed Services Provider
Adam: We welcome a healthy dose of skepticism from our readers. Thanks for the feedback. Frankly, I’m disappointed more PC companies aren’t making moves like this.
And on the subject of vPro, most of the MSPs that completed our MSPmentor 100 survey say they’re promoting vPro to their customers. But does that mean customers are fully aware of vPro benefits? I don’t have an answer to that item (yet…).
-jp
Joe, great post, I wanted to comment specifically about your mention of DELL. I promise to curse. I speak to MSP and break fix – transitioning into MS partners all over the country and ask two questions at the beginning of every engagement. #1 who in here resells DELL equipment? I usually get about half the room to raise their hand. Then I follow it up with #2. Who in here views DELL as a threat? Now this is where it gets hilarious, 75% of the hands stay up and the other 50% go up. I am amazed of how many people will still move a product from a vendor that will back door them and take over their client. Immediately following those two questions I ask a third. Who in here has a horror story about DELL taking their client? What is so sad is if you look pass all the hands going up in the air like little school children you can notice the hate that shows on their face, the eyebrows that become wrinkled. People can’t wait to share their story. I hear it all from partners of all sizes.
DELL has taken Manage services and all the value you and I add as MSP’s and reduced it down to nothing more than a Check box!
Do you want Managed Services with this order Yes or No?
Almost as easy as asking if they would like fries with their order.
We, as MSP’s need to wake up. There are better options out there. Do a little research you can find proper companies that will provide quality hardware without the conflict or worry. Be protective of your clients because they can be taken.
Alex Rogers
CEO
http://www.Chartec.net
Alex: How do you really feel?
Kidding aside I’ve been pretty open minded about Dell in the channel. But I know there are readers who agree fully with your views.
I reached out to Dell about a week ago seeking an update on their MSP strategy… …
-jp
Good to see that managed services are becoming more and more popular