MSPmentor

During the Ingram Micro Cloud Summit in Dallas this morning, Services VP Justin Crotty described where Ingram Micro will and won’t play in the cloud. He also described how the smartest solutions providers are succeeding in the cloud. Here’s a rapid recap.

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The surest way for solution providers to sell cloud computing to SMB customers is to talk about the technology’s business advantages throughout the sale cycle. It’s not just a starting point for the conversation.  If presented correctly, these benefits combined with your services will be what ultimately seals the deal.

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All too often, when I watch the news or read the headlines of the day I find myself calling “BS” on the topic at hand. Lately, I find myself and others doing much more of this in our own industry – especially when it comes to those who say the solution provider and distributor have no role to play within cloud computing.

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Ingram Micro Seismic, the distributor’s managed services brand, generated record revenue and profit results in Q1 2010, according to Services VP Justin Crotty (pictured). But Crotty isn’t resting on Seismic’s laurels. During a discussion at the Ingram Micro VTN conference today in Hollywood, Fla., Crotty offered additional Seismic insights plus a preview of Ingram’s cloud conference — where Microsoft, Salesforce.com and RackSpace are set to take the stage. Here are the details.

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As the adoption rate of managed IT services continues to rise, industry talk grows louder that it’s fast becoming a commodity play. Fortunately, for value-focused MSPs, there are two good reasons why commodity fears are largely a non issue.

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Most of us have heard by now that cloud computing is set to displace managed services, forcing MSPs to rethink their role as value-added trusted advisors to their clients. Don’t believe these dire predictions of impending MSP doom. It’s hype and in fact, as a true MSP your value proposition doesn’t have to change with cloud computing. If you play your cards well, the cloud will bring you more business, not less. Here’s why.

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I’m seated in Starbucks, waiting for a train from Manhattan to Long Island. Another day of channel chief and MSP meetings is nearly over. Plenty of news to share next week. In the meantime, here are seven managed services blog entries MSPmentor didn’t have time to write for the week ending Dec. 11.

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Generally speaking, IT managed service providers are technologists, both in training and previous professional pursuits. The managed services market is also highly fragmented, with a long list of small technology and software companies all battling for the attention and business of end users and IT service providers. The value focus in all of the selling and marketing efforts has resulted in a disturbing trend carried over from the hardware selling models: A focus on tools, technology, and features/functions. Here’s how to avoid that trap at all costs.

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It’s the piece of Ingram Micro that managed service providers know — and Wall Street will eventually get to know. Ingram Micro Seismic, which offers a range of managed service solutions to VARs and MSPs, generated 158 percent revenue growth in 2008 vs. 2007, confirms Ingram VP Justin Crotty. Short term that’s good news for Ingram’s partners and the Master MSP trend. But long term — within a few years — I believe the Ingram Micro Seismic story will begin to influence Wall Street. Here’s why.

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The current economic crisis is a monster – no doubt about that. If you are under the age of 80, this is shaping up to be the worst market downturn of your life. Cautious and prudent fiscal, managerial, and operational policy in our personal and business dealings is critical. But what many companies and managers, in the midst of a crisis like this, may not recognize is this: Downturns are significant opportunities that don’t come along very often.

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This just in: Ingram Micro Seismic, the distributor’s family of hosted services for VARs, signed up 52 new partners in September — the largest single month for net new partners, according to Ingram VP Justin Crotty.

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Some of the most successful managed service providers have discovered a rather troubling trend: Their best sales pros are getting a little lazy living off recurring commissions, and aren’t motivated enough to go out and close new business toward the end of a fiscal year.

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Roughly 175 solutions providers are gathering in Chicago this week for the Ingram Micro Seismic Partner Conference, which runs August 11 through 13.

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Avnet Technology Solutions and Hewlett-Packard are promoting managed storage services into midsize businesses. The partnership, expected to be announced later today, involves HP’s Electronic Vaulting Services — which feature off-site data backup and recovery services for a monthly fee.

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I just spoke with Joe Quaglia, senior VP of US marketing for Tech Data Corp. Quaglia heads up Tech Data’s managed services strategy — known as VARChoice. The conversation gave me a better feel for Tech Data’s business plan in the MSP space, especially as it relates to Ingram Micro’s Seismic strategy.

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Welcome to MSPmentor Live: Podcast edition.

• Episode #: 007 (May 29, 2008)
• Featured Guest: Justin Crotty, VP, Services, North America, Ingram Micro.
• Topics Covered: We explore Ingram Micro Seismic, the distributor’s portfolio of managed services offerings. How can VARs go to market with Seismic, how does it compare to MSP offerings from other distributors, and are managed services in danger of becoming a commodity?

And check the MSPmentor Live: Podcast Center for additional weekly podcasts.

MSPmentor Live: Podcast, Featuring Justin Crotty, Ingram Micro Seismic Play Now | Play in Popup | Download

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