MSPmentor

Anecdotal evidence suggests Microsoft Lync — the unified communications platform — continues to gain momentum. For instance, both Volkswagen Group of America and LA Fitness have rolled out Lync, the software giant says. Plus, the Microsoft Pinpoint partner locator tool now lists at least 100 Lync channel partners across the U.S. My bigger question: Can MSPs somehow generate recurring revenues from Lync?

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SMBs are increasingly investing in sophisticated communications technologies. But the quest for true unified communications (UC) remains elusive for most SMBs, according to a new study from IDC. Many SMBs may not even realize they are taking steps toward a UC environment. That’s where MSPs can enter the picture.

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SMB customers are seeking IT partners that have mastered  business analytics, unified communication & collaboration, business process management, mobility and infrastructure alignment, according to AMI Partners. Moreover, US-based SMB customers will spend $50 billion on cloud services in the next two years, AMI estimates. Among the 72,000 channel partners in the U.S. who focus on the SMB segment, AMI says only 20% are currently proficient in two or more of the high-value competencies (HVCs). Translation: It’s time for MSPs to polish and adjust their skill sets.

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It’s been about a week since I returned home from Microsoft Worldwide Partner Conference 2011. Now that I’ve had some time to digest what I heard and saw, I’ve come to a conclusion: Lync is rapidly emerging as Microsoft’s next killer platform for channel partners, including MSPs. Here’s why.

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Warwick Valley Telephone (WVT) of New York has acquired Alteva LLC, a cloud-based unified communications (UC) solutions and VoIP provider, for $17 million. Alteva, based in Philadelphia, Pa., claims to be North America’s largest provider of enterprise VoIP services. WVT plans to integrate its USA Datanet (a CLEC) business with Alteva, which also has a growing Microsoft business practice.

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When MSPs think about the benefits they provide their SMB clientele, they probably focus on internal efficiencies that can benefit the bottom line. But MSPs need to take a broader look at how their services can aid all aspects of an SMB’s operations. For example, managed contact center services can aid your SMBs clientele in providing high quality customer service, and even in charging a premium for them.

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Carousel Industries, a managed services provider in Rhode Island, has acquired Juma Technology Corp.‘s IT consulting business. The move will help Carousel to sharpen its focus on managed unified communications services — particularly in the New York market, according to both companies. This is the 17th MSP-related merger or acquisition MSPmentor has spotted so far in 2011; the third M&A deal in recent days; and Carousel’s third acquisition of 2011. Here are the details.

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In an economy of limited budgets and shrinking workforces, selling new services can be a tricky proposition. How can an MSP leverage the changing nature of how business is done as a value proposition for businesses to invest in new managed services?

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New year, new opportunities. That is what every MSP should be thinking as 2011 approaches. By now, you should have set your business priorities for the coming year, but if you’re still working them, allow me to make some suggestions.

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The fourth-annual MSPmentor 100 survey continues through December 17. In the meantime, we continue to check in with managed services providers that landed on our third-annual MSPmentor 100 list. This time we’re taking a look at Glowpoint, which specializes in enterprise-level video solutions. I recently had the chance to speak with Anil Balani, senior VP of product, and Jonathan Brust, VP of marketing, about Glowpoint’s progress in 2010. They had two themes to share with me: growth and video. Read on for the details.

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When Microsoft Lync — a unified communications platform — officially launched this week, multiple MSPs jumped on the bandwagon. Among the prime examples: Azaleos Corp. introduced a managed service for Lync, supporting private cloud, data center and on-premise deployment models. But is Lync really set to catch on with MSPs? Here are some initial thoughts.

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In the 1990s, one of my editors made the following statement to me: “Software wants to be free.” At first I didn’t quite understand the statement. Gradually, I caught on. Fast forward to the present and I think WiFi also wants to be free. But there’s still opportunity ahead of VARs and MSPs. Here’s why.

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In recent weeks, MSPmentor has heard from numerous managed services providers that are taking a closer look at the VoIP market. Not by coincidence, N-able is partnering up with Mitel to promote customized VoIP monitoring services designed for MSPs. This could be the start of a larger a trend as rumors involving Cisco’s managed VoIP strategy continue to circulate. Here’s the update.

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When Cisco announced that it was adding cloud service designations to its expanding Managed Services Channel Program (MSCP), MSPs had questions about where they fit in and how best to take advantage. In a new blog post, Cisco Director of the MSCP Todd Roth gives some answers. Here are the highlights.

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The growing cloud and data center relationship between Cisco, EMC and VMware just got another big vote of confidence. Specifically, Orange Business Services is working with the three technology giants on a “global business alliance” to meet customers’ cloud computing needs. The move signals another big win for Vblock within the service provider community. Here’s why.

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At the Ingram Micro Cloud Summit in Dallas earlier this month, an attendee asked a keynote speaker why big service providers had yet to promote cloud computing. My response: Careful what you ask for because companies like Verizon Business are very serious about the cloud. For instance, Verizon Business claims to be the first U.S.-based  global service provider to deliver hosted Cisco unified communications and collaboration applications in the cloud “as-a-service.” What does that mean for MSPs that specialize in VoIP and unified communications? Here are some thoughts.

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CWPS, a managed services provider in Washington, D.C., is using unified communications to uncover recurring revenue opportunities within small and midsize business. Jason Waldrop, CEO of CWPS, shared his managed services strategy during an SMB panel today at the Cisco Partner Summit. Here’s how Waldrop is working the managed services market.

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Back in February, I wrote on our sister site The VAR Guy that unified communications (UC) provider Alteva was going to release an integrated solution that combined their hosted VoIP products with the Microsoft Communications Services suite. Well, now that product’s a reality, and they’re aiming it at enterprises with less than 25 seats. Here’s an overview.

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Until this week, Parallels was perhaps best known for Macintosh-oriented virtualization software. But that may change — starting today. The reason: Parallels has organized a major SaaS and cloud conference in Miami. Large technology companies (Cisco, Microsoft, Novell) and industry upstarts (Channel Cloud, CloudLinux, and more) are converging on the event. Here’s why MSPs better pay attention.

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This isn’t managed services news, but here’s a heads up about some fireworks occurring this morning at the Cisco Partner Summit in Boston. Within a few hours, Cisco is expected to officially announce its servers. But the louder buzz involves Cisco attacking Hewlett-Packard’s new unified communications relationship with Microsoft. The upshot: Cisco says the HP-Microsoft deal bypasses VARs and managed service providers. HP dismissed a similar, earlier claim by Cisco. You’ll find the debate on TheVARguy.com.

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AT&T Business Solutions and Verizon Business continue to polish their respective managed services strategies. It begs the question: Are the telecom giants really a competitive threat to small MSPs? I expect to find some answers later this month. Here’s why.

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Still skeptical about Apple’s iPhone for business users? I’m not. And neither is Kaseya, the managed services platform provider. After extensive testing, Kaseya’s IT department has added the iPhone to its list of supported smart phones.

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The last thing the tech world needs is another acronym. But I was rather intrigued to learn about a managed service provider that offers so-called communications as a service (CaaS). The telecom company, Cypress Communications, is successfully branding CaaS as a way to describe hosted unified communications and VoIP services to customers. Here’s how.

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