MSPmentor

A growing number of technology companies are opening up their partner conferences to VARs and MSPs outside of their established communities. The latest example is Autotask, which believes its Community Live 2012 event will provide value to Autotask users and non-Autotask users alike.

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You may or may not have heard of NetEnrich’s “closet to cloud” approach to IT operations. But it’s a simple concept: NetEnrich has a solution for MSPs to effectively monitor their customers’ IT infrastructure no matter where it’s located — on premise or in the cloud. And NetEnrich CEO Raju Chekuri believes such flexibility is critical as MSPs increasingly deal with closet infrastructure, cloud infrastructure or a combination thereof.

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Managed service providers considering a shift into cloud services are faced with a number of considerations: What should I offer? How much do I need to lay out in infrastructure costs? How can I get the word out? Each of those three questions demand answers that, if incorrect, could severely impact an MSP’s success.

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As 2011 winds down and most folks are looking ahead to the year ahead, the crystal ball is getting quite a workout. Will the economy rebound? Will the channel adapt to new technologies and new selling models? Will the Denver Broncos win the Super Bowl?

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Autotask has already celebrated the start of 2012 and with former solution provider and current Senior Vice President of Business Development Len DiCostanzo now heading up Autotask Community, the IT business management software vendor has made some big plans for its partner customers.

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Every once in a while we hear about partnerships between two IT companies that have nothing to do with technology, yet those partnerships leave a lasting impression on the technology space at large. Such is the case with IT services vendor NetEnrich and solution provider Heartland Technology Solutions, which have paired to help out the victims of the devastating tornado that hit the Joplin, Mo., area in May 2011.

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MSPs can thank the stagnant economy for the surge in SMB adoption of managed services and outsourced IT services — a trend that will continue, believes Mark Cattini, president of Autotask.

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It’s no secret that Autotask has big plans for international growth in 2012 — and in fact has already started its quest for worldwide expansion by opening an office in London. Autotask CEO Mark Cattini believes it is a natural progression for a company boasting customers in more than 50 countries, and it’s a move that’s beneficial for both Autotask and its partner community.

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LabTech Software CEO Matt Nachtrab (pictured) and ConnectWise Director of Community Jeannine Edwards have spent recent days in Europe. The effort involves a LabTech roadshow to educate aspiring and established MSPs — especially those looking for remote monitoring and management (RMM) software. Nachtrab concedes that most of LabTech’s momentum to date has involved North America and Australia. But in a FastChat video, Nachtrab describes how LabTech will seek to accelerate its European business in 2012.

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At first glance, Hurricane Irene caused less damage than expected on the U.S. east coast. Still, at least 25 people in eight states lost their lives in the storm, which likely caused billions of dollars in damages and lost business. Now, the recovery effort begins as MSPs check in with customers up and down the U.S. east coast.

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During a quick-hit interview with MSPmentor, it became clear that Autotask CEO Mark Cattini is bringing focus to the company. He isn’t chasing every opportunity. He’s talking less about traditional PSA (professional services automation) and more about user experiences for VARs and MSPs to help drive Autotask’s MRR (monthly recurring revenue). Here’s the interview — including a FastChat Video covering browser support and open APIs.

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Generally speaking, the best-run managed services providers use PSA (professional services automation) software. Within the MSP community, the best-known PSA platforms include Autotask, ConnectWise and Tigerpaw Software. But here’s an interesting twist: At the high-end of the market, NetSuite has been pitching OpenAir, a cloud-based PSA system that many large IT consulting firms have adopted. So how does the NetSuite strategy differ from more traditional PSA offerings in the channel? I gathered some thoughts from NetSuite CEO Zach Nelson during the SuiteWorld conference today in San Francisco.

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The rumors were true. ConnectWise Capital has invested in Quosal, the sales quoting and IT product sourcing tool for VARs and managed services providers. Quosal President and CEO Kent S. McNall discusses the ConnectWise Capital-Quosal deal in this MSPmentor FastChat Video.

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Kaseya yesterday disclosed a PSA integration strategy for the ConnectWise, Autotask and Tigerpaw Software platforms. In an MSPmentor FastChat Video, I’ve captured details of the strategy from Kaseya Executive VP Jim Alves. But here’s what I’m wondering: Is Kaseya trying to use the PSA integration software as a trojan horse that ultimately promotes Kaseya Service Desk software?

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In recent weeks, numerous technology companies have promoted cloud PBX and hosted VoIP services. No doubt, some managed services providers (MSPs) are embracing those services. But a lengthy list of VARs and MSPs continue to promote on-premise unified communications systems. Why’s that? Jason Waldrop, CEO of Connected WorkPlace Solutions — an MSPmentor 100 company and Cisco partner — provided some insights in a recent MSPmentor FastChat Video.

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When it comes to cloud computing, successful managed services providers (MSPs) should have a leg up against traditional channel players. That’s the consensus among Cisco Systems executives who have helped to build the networking giant’s managed services channel program and cloud computing partner program. Moreover, roughly 100 MSPs that work with Cisco will instantly qualify to join the new Cisco Cloud Partner Program. Here’s the update, including an MSPmentor FastChat Video interview with Wendy Bahr, senior VP of global and transformational partnership at Cisco.

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Cloud computing dominated most of the discussion at Cisco Partner Summit earlier today. However, Cisco Channel Chief Edison Peres (pictured, right) and Senior VP Keith Goodwin (left) reinforced the fact that Cisco continues to see rapid growth for managed services as well. In an MSPmentor FastChat Video, Peres describes just how quickly managed services are growing. And he also provides some background on how the new Cisco Cloud Partner Program leverages some key concepts from Cisco’s established managed services partner program.

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It has been roughly a year since Arnie Bellini (pictured) and David Bellini launched ConnectWise Capital, an investment fund that seeks to incubate channel-centric IT solutions for managed services providers (MSPs) and VARs. So, how are the first two investments — CharTec and LabTech Software performing? And can we expect ConnectWise Capital to make new investments? Both Arnie Bellini and David Bellini share some insights in an MSPmentor FastChat Video.

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Instead of competing with corporate IT departments, a healthy number of managed services providers (MSPs) cooperate with corporate IT managers — creating a virtual bridge between MSP and corporate IT. Tools like ConnectWise StreamlineIT and Autotask Taskfire can help the process. But the effort also takes serious commitment from MSPs. Here’s the update, including a FastChat Video conversation with ConnectWise CEO Arnie Bellini.

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On the job for about two months, Kaseya Chief Marketing Officer Robert Davis sure sounds familiar with the managed services market and the channel. How’s that possible? Turns out Davis was a Kaseya co-founder who left the company in 2001 before returning in late 2010. Also, Davis has extensive channel experience from his days at Novell and CA Technologies, where he ran CA’s $500 million storage business. Looking ahead, Davis says the managed services market is maturing… which means it’s time for more “coopetition” (cooperation and competition). Here’s the update.

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After three days of speculation, Lenovo SMB channel veteran Jay McBain today confirmed he has joined Autotask, the PSA (professional services automation) specialist. McBain signs on as senior VP, strategy and market development. He joins the company as Autotask expands its executive team, shifts CEO responsibilities, and seeks to push beyond MSP communities for future SaaS growth. Here’s the update, including an MSPmentor FastChat Video with McBain.

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Autotask, the professional services automation (PSA) specialist, has named Mark Cattini (pictured) as CEO. But that doesn’t mean Autotask Founder and former CEO Bob Godgart is heading for the exit. Indeed, Godgart says he personally recruited Cattini to Autotask. Now, Godgart shifts to a new position (Chief Visionary Officer) to focus on innovation, while Cattini focuses on growing Autotask’s business. The new roles are part of an ongoing executive team expansion at Autotask. Here’s the scoop, plus FastChat Videos with Godgart and Cattini, and MSPmentor’s analysis.

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New Intronis CEO Kent Plunkett (pictured) says the online backup company grew about 50 percent over the past year, thanks to deep channel relationships with managed services providers (MSPs). Plunkett’s background includes building and growing Salary.com, which he eventually took public. So is Plunkett planning an IPO at Intronis? Not so fast. In this MSPmentor FastChat video, Plunkett describes a long-term view for Intronis and its managed services partners. Take a look.

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