Real Life Partner Perspectives The Panel
|
|
- Annabella Dalton
- 8 years ago
- Views:
Transcription
1 Growing Your SaaS Sales Through Channel Partners The Small Business Web Summit November 9, 2015
2 Real Life Partner Perspectives The Panel Todd Jusas Entrepreneur, CTO Solution Provider Juiced Technologies, Inc. Long Island, NY Allen Falcon Entrepreneur, MSP, Google Apps Reseller, SaaS Vendor Cumulus Global Boston, MA Greg Plum CEO/Founder Solution Provider/Agent PlumUC Unified Communications Newark, Delaware Dina Moskowitz CEO/Founder SaaSMAX SaaS Marketplace connecting SaaS & The Channel San Diego, CA
3 Agenda 1. What is The Channel 2. How Big is the Channel 3. Reseller Terminology 4. Why Resellers are IMPORTANT to selling your SaaS 5. Real Life Partner Perspectives Introductions 5 Key Questions 6. Wrap Up 7. Q&A 3
4 What is The Channel The IT Channel Sells 75%+ ($450B) of all Software, Hardware, Services Customer Reseller Vendor Technology Vendors Distributors Solution Providers (VARs, MSPs, etc.) The IT Channel Businesses YOUR OPPORTUNITY: Today Only 23% of SaaS Sell Through The IT Channel IT Providers are Ripe for Your Offerings (source: Goldman Sachs) SaaSMAX Corp. 2015
5 Most Small/Medium Companies Use 8-15 Software Applications IT Solution Providers Sell BUNDLED SOLUTIONS. SaaS Marketers are only selling their own product. REAL LIFE EXAMPLE: Law Firms Rely on IT Solution Providers for: Services Technology Requirements SaaS Selection IT Strategy Secure File Sharing Dropbox Solutions Selection & Integration Unified Communications RingCentral Training Document & Case Management Clio Support Workforce Management Insperity 911 Data Backup Carbonite SaaSMAX Corp. 2015
6 Who Are These Resellers? (Channel Terminology) Resellers Fall into Many Categories Solution Providers VAR (Value Added Resellers) MSP (Managed Service Providers) SI (Systems Integrators) Break-fix Networking Consultants Telecom Agents Master Agent Distributors Born in the Cloud Consultants CRM Consultants Google Apps Resellers Salesforce Integrators... 6
7 Size of Opportunity Sales Partner Landscape 600,000 Global Sales Partners >1 Million Businesses are Technology Sales Partners 110,000+ US IT Firms 100,000+ Line of Business Consultants 208,000+ US IT Consultants Source: CompTIA 2015 research, Goldman Sachs SaaSMAX Corp. 2015
8 Important Realities About SaaS Resellers That Every SaaS Marketer Should Know Most Businesses Use Technology Consultants. Most Technology Consultants have Clients (SMB, SME). Resellers become part of your sales and support team, without being on your payroll. Most Technology Consultants are Small/Micro Businesses, owners. Most don t know what an affiliate programs is. Technology Consultants seek out SaaS products to be part of a bigger client Solution. Churn goes down (50%!) when Resellers are involved. Resellers expect to be treated with respect compensation, information updates, engagement, leads. Technology Consultants add the integrations that provide stickiness, longevity, full solution. 8
9 SaaS Bundled Solutions = HUGE Opportunities! Comprehensive Solution Implementations Business Communication s SaaS Unified Communications Meetings/ Webinars Document Collab/ File Sharing Calendars/ Scheduling Retail/ Restaurants Point of Sale Online Store, Website, Ecommerce Customer Relationship Mgm t Business Intelligence Shiftplanning, Scheduling IT Infrastructure SaaS/HaaS: Wireless Access Point Mgm t Wireless Security Broadband Aggregation Web Security/ DDoS Mobile Device Mgm t 2015 SaaSMAX Corp. All Rights Reserved.
10 Types of SaaS Reseller Programs Explanation Resellerearns commission when vendor receives revenue from buyer. Resellerpurchases then resells to end-user. Who Buys from Vendor? EndUser buys from Vendor Reseller buysfrom Vendor. Howdoes Reseller Earn Commission? Vendor pays commission to Reseller Resellerpurchases wholesale, marks up and sells to end-user Resellerpayslicensefees to SaaS vendor. App may be rebranded to look like Reseller s product. Reseller buysfrom SaaS Vendor. Resellerpurchases wholesale, marks up and sells to end-user Resellerearns commission when vendor receives revenue from buyer uses tracking code. EndUser buys from Vendor Vendor pays commission to Reseller 10
11 Leverage The Channel! Dina Moskowitz SaaSMAX Todd Jusas Juiced Technologies, Inc. Allen Falcon Cumulus Global HQ Boston, MA Greg Plum PlumUC HQ Newark, DE
Service providers and the IT Channel - the future of Distribution in the Cloud
Service providers and the IT Channel - the future of Distribution in the Cloud Peter Wüst Director Strategic Pathways, NetApp Steve Pearce Vice President Business Innovation, Arrow ECS Exploring the channel
More informationA LOOK AT U.S. & EUROPEAN CLOUD ADOPTION TRENDS & FORMING LASTING PARTNERSHIPS. Pete Lamson Senior Vice President of Sales & Marketing Carbonite
A LOOK AT U.S. & EUROPEAN CLOUD ADOPTION TRENDS & FORMING LASTING PARTNERSHIPS PRESENTED BY: Pete Lamson Senior Vice President of Sales & Marketing Carbonite 1 The End of the Story First: Distributors
More informationThe Cloud Backup Opportunity
The Cloud Backup Opportunity BackupAgent for Service Providers Parallels EMEA Partner Forum 2010 October 2010 1 BackupAgent Online Backup for Service Providers Agenda Introduction of BackupAgent Introduction
More informationWelcomes you. How the Best VARs ad MSPs power their business? Join the conversation on LinkedIn Group VARCoach
& Welcomes you How the Best VARs ad MSPs power their business? Join the conversation on LinkedIn Group VARCoach #1 Today s Agenda Webinar Organizer: Blythe Girnus and Mike Sutton CompTIA Speakers: Julian
More informationMexico ICT Market Update: 1Q13 Results & Opportunities. Equipment. Supplies. ICT services. Software. ICT services (in the cloud)
Mexico ICT Market Update: 1Q13 Results & Opportunities ICT Mexico Market Size & Growth ICT Growth IT Growth 24.60% 24.30% 24.70% 2.50% 2.50% 2.50% 10.40% 11.50% 12.60% 4.60% 5.20% 5.70% Equipment Supplies
More informationAre Channels Any Good at Selling SaaS and Cloud Services? A Forrester Research and Avangate Study
Are Channels Any Good at Selling SaaS and Cloud Services? A Forrester Research and Avangate Study Housekeeping Rules 1. All lines are on mute 2. Use the Questions Box on the right 3. Questions will be
More informationHow To Make A Cloud Service Federation A Successful Business Model
A Channel Company White Paper Identity as a Service (IDaaS) Promising New Opportunity for MSPs Brought to You By: Abstract Managed service providers are increasingly finding themselves in the role of service
More informationAre you relevant? Chris Sharp VP Strategy rhipe. Cloud Channel Summit 2015 @rhipecloud #RCCS15
Are you relevant? Chris Sharp VP Strategy rhipe Cloud Channel Summit 2015 @rhipecloud #RCCS15 Context change Cloud Big Data Mobility Enterprise Social Gartner Top 10 trends 2015 Cloud is the new IT reality
More informationScaling a Cloud Services Brokerage By Building a Lean Customer Acquisition Engine. Underwritten by
Scaling a Cloud Services Brokerage By Building a Lean Customer Acquisition Engine Underwritten by PRESENTER Dave Zwicker Partner and Co-founder www.csbexcellence.com @csbexcellence Intro and Agenda Quick
More informationSymptoms of Cloud Network Marketing Solutions
Are you relevant? Chris Sharp VP Strategy rhipe Cloud Channel Summit 2015 @rhipecloud #RCCS15 Context... Change Cloud Big Data Mobility Enterprise Social Gartner Top 10 trends 2015 Cloud is the new IT
More informationOne-Size-Fits-All Fits None: How to Create Cloud Offers for Industry Verticals
One-Size-Fits-All Fits None: How to Create Cloud Offers for Industry Verticals Joshua Beil, Director Content Marketing and Research John McMillan, Director Business Consulting Services Agenda 1 SMB cloud
More informationNumber of Services Delivered/Degree of Automation
Size of Service Provider Sales Channels Service Providers Hosters Telcos Distributors VARs Web Pros ISVs 0 1 00110 1 0 10100 0 1 00110 1 0 10100 0 1 00110 1 0 10100 End Customer 80% SMB; 20% Enterprise
More informationParallels Automation. Five Critical Success Factors for Cloud Service Delivery. White Paper. www.parallels.com
Parallels Automation White Paper Five Critical Success Factors for Cloud Service Delivery www.parallels.com Table of Contents Five Critical Success Factors for Cloud Service Delivery... 3 The SMB Challenge...
More informationDIGITAL SMEs: OPPORTUNITIES FOR CSPs PROVIDING SOCIAL, MOBILE, ANALYTICS AND CLOUD SERVICES
RESEARCH STRATEGY REPORT DIGITAL SMEs: OPPORTUNITIES FOR CSPs PROVIDING SOCIAL, MOBILE, ANALYTICS AND CLOUD SERVICES CHRIS NICOLL and SANDRA O BOYLE Analysys Mason Limited 2015 analysysmason.com About
More informationParallels Automation Cloud Enablement. Oleg Melnikov. Senior VP, Automation. Profit from the Cloud TM
Parallels Automation Cloud Enablement Profit from the Cloud TM Oleg Melnikov Senior VP, Automation Singapore 2011 Agenda Enabling Cloud Ecosystem Partnering to deliver Cloud Winning by reselling Parallels
More informationSalesforce Automation
Salesforce Automation Bill Evanow Vice President, Sales salesforce.com Alana Kaselitz Principal Founder Echo Lane Jim Thompson Founder and CEO Rogue IT 1 July 16-17, 2009 Napa Valley Marriott Salesforce.com
More information. The Trusted Channel Centric Marketplace. Berry Cornelisse
. The Trusted Channel Centric Marketplace Berry Cornelisse Hosted365 The essential package for a successful business. The Trusted Channel Centric Marketplace MARKET TRENDS SMB cloud market trends 1 4 7
More informationCloud Services Brokerages - Enabling Service Providers to Drive New Revenue Streams and Increase Market Share
Cloud Services Brokerages - Enabling Service Providers to Drive New Revenue Streams and Increase Market Share Cloud Services Brokerage Enablement The cloud market is growing at a rate of 30% annually and
More informationDefinitive Guide to Managed IT Services
Evolution of the MSP Information Technology represents less than 10 percent of the global economy. Think of it this way: restaurants are food services companies. Airlines are transportation companies.
More informationUse Acronis Cloud Solutions to Extract More Value Out your Odin Investment
New Generation Data Protection Powered by the Acronis AnyData Engine Use Acronis Cloud Solutions to Extract More Value Out your Odin Investment Odin Summit 2015 John Zanni, SVP Cloud Acronis 2013 Acronis:
More informationQuick Start to Accelerating Your Cloud Business. Katherine Hunt, Director, Member Communities
Quick Start to Accelerating Your Cloud Business Katherine Hunt, Director, Member Communities CompTIA Strategy Educate The IT Channel Advocate On behalf of the industry Certify The IT workforce Give Back
More informationOpportunity or threat? How IT organisations should view the cloud - and respond
White paper Opportunity or threat? How IT organisations should view the cloud - and respond For decades, IT consultants, resellers and integrators have proved invaluable to technology vendors. They've
More informationOpportunities in SaaS. Dina Moskowitz, SaaSMAX, Inc.
Opportunities in SaaS Dina Moskowitz, SaaSMAX, Inc. Agenda Introduction Paradigm Shift Types of SaaS Apps The Business Opportunity SaaS Pricing & Licensing Examples of SaaS Opportunities Identifying and
More informationParallels Automation. Parallels Automation Trusted by Top Service Providers Worldwide. White Paper. www.parallels.com
Parallels Automation White Paper Parallels Automation Trusted by Top Service Providers Worldwide www.parallels.com Table of Contents Parallels Automation Trusted by Top Service Providers Worldwide... 3
More informationThe Growth Of Cloud and How You Can Offer Cloud Server Hosting To Your Customers
The Growth Of Cloud and How You Can Offer Cloud Server Hosting To Your Customers www.elastichosts.co.uk Growth of public cloud Spending on public IT cloud services will exceed $40 billion worldwide in
More informationExecutive Summary: SaaS Landscape in India
For complete report, send your requests to info@zinnov.com Executive Summary: SaaS Landscape in India This report is solely for the use of Zinnov client, Zinnov prospects and Zinnov personnel. No part
More informationTransition from VAR to MSP. A Publication of the CA Service Provider Center of Excellence
Transition from VAR to MSP A Publication of the CA Service Provider Center of Excellence transition from VAR to MSP There is NO magic potion! There is no instant transformation This is a process that will
More informationInterlinx Associates. Craving
Interlinx Associates Craving Agenda Why SugarCRM? SugarCRM deployment options Your Presenters Elaine Koyama, Interlinx Associates Sales and Marketing Executive CRM Consultant Partner & Co-Founder Greg
More informationResearch Report. Abstract: The Impact of Cloud Computing on the Channel. September 2011. By Jeff Hine and Bill Lundell
Research Report Abstract: The Impact of Cloud Computing on the Channel By Jeff Hine and Bill Lundell September 2011 2011 Enterprise Strategy Group, Inc. All Rights Reserved. Introduction Research Objectives
More informationCobweb Cloud Reseller in a Box. Channel program overview
Cobweb Cloud Reseller in a Box Channel program overview About the Program The Cobweb Cloud Reseller in a Box Program is suitable for channel partners who want to build a sustainable business model by maximizing
More informationBuilding The Business Case For Launching an App Store
Building The Business Case For Launching an App Store Why Telcos and ISPs are perfectly positioned to become the SaaS channel for their SMB customers This paper is intended to help ISPs and Telcos realize
More informationOX Connector for Cpanel OX Connector for WHMCS OX App Suite. Jonathan McCarrick Hosting Evangelist Open-Xchange
cpanel/whmcs Solution OX Connector for Cpanel OX Connector for WHMCS OX App Suite Jonathan McCarrick Hosting Evangelist Open-Xchange Agenda Welcome Introduction Elements of the System Benefits What System
More informationMarket Review and Outlook: Small and Medium Business Needs of Internet-Based Services
Market Review and Outlook: Small and Medium Business Needs of Internet-Based Services October 2010 Sponsored by Verio, Inc. ABSTRACT In this report, readers will learn about the specific needs of small
More informationProfiting from SaaS Applications. Agatha Poon, Research Manager, Global Cloud Computing Tier 1 Research
Profiting from SaaS Applications Agatha Poon, Research Manager, Global Cloud Computing Tier 1 Research The 451 Group is a leading technology-industry analyst and data company focused on the business of
More informationMcAfee SaaS Email, Web & Endpoint Security
McAfee SaaS Email, Web & Endpoint Security Tyler Murphy Business Development Manager Hosting & Managed Services, NA & EMEA 1 Why Partner with Intel Security? Industry Leading Spam/Virus/Malware Detection
More information2013/ 2014. Parallels SMB Cloud Insights TM. Europe, Middle East, and Africa
2013/ 2014 Parallels SMB Cloud Insights TM Europe, Middle East, and Africa EUROPE, MIDDLE EAST, AND AFRICA (EMEA) MARKET Mature and Maturing Markets Mature Markets 19% of EMEA Maturing Markets 81% of EMEA
More informationOdin. SMB Cloud InsightsTM UNITED STATES
Odin 2015 SMB Cloud InsightsTM UNITED STATES DEFINITIONS SMBs Defined We define SMBs also known as small and medium enterprises (SMEs) as companies with one to 999 employees. There are around 7 million
More informationChanging Go-to-Market DNA in the Age of Cloud
Changing Go-to-Market DNA in the Age of Cloud From Product to Solution Marketing, A MarketBlueprint Webinar March 1, 2012 MarketBridge Overview Deep expertise and experience working closely with Fortune
More informationCapital Markets Day. Capital Markets Day. Gamma Communications plc
Gamma Communications plc 1 About Gamma Gamma is a rapidly growing, technology-based, provider of communications services to the UK business market Provides integrated voice, data, and mobile telecoms services
More information2013 Market Outlook for Managed Service Providers
2013 Market Outlook for Managed Service Providers A guide to monetizing the demand for on-demand data protection and collaboration. By Sheilin Herrick CONTENTS 2013 Market Outlook for Managed Service Providers
More informationParallels - Your Cloud Partner
Parallels - Your Cloud Partner Profit from the cloud Adam Bogobowicz, Sr. Director Product Marketing Parallels Your Cloud Partner 9000 Service Providers, 40,000 Web VARs 400 ISVs 25 System Integrators
More informationDemystifying the evolving cloud landscape
Demystifying the evolving cloud landscape Agatha Poon Research Manager, Global Cloud Computing The 451 Group Today 260+ Staff One company with 3 Go to Market brands Syndicated research, certification,
More informationThe adoption of cloud-based computing solutions for business
The adoption of cloud-based computing solutions for business across the globe is staggering. In fact, by 2014, the market is expected to represent an opportunity of close to $110 billion according to a
More informationOdin. SMB Cloud InsightsTM THE NETHERLANDS
Odin 2015 SMB Cloud InsightsTM THE NETHERLANDS DEFINITIONS SMBs Defined We define SMBs also known as small and medium enterprises (SMEs) as companies with one to 250 employees. There are around 650,000
More informationALSO CHOICE. The Channel Partner s Cloud Marketplace ALSO CHOICE. Marketplace. Sales. Provisioning. Billing. Reporting. Self-Care.
ALSO CHOICE The Channel Partner s Cloud ALSO CHOICE alsochoice.cloudmarketplace.d e 1 ALSO CHOICE The Concept ALSO becomes a Cloud Service aggregator offering to our channel partner an ALSO qualified and
More informationHow The Convergence Of Cloud And Connectivity Is Changing Your Business
How The Convergence Of Cloud And Connectivity Is Changing Your Business #xsp13 www.xchange-events/xsp15 @TheChannelCo #xsp15 Background VP of Advantage Communication Group 2015 $13M to $15M revenue; ~25
More informationnfrascaletm Whitepaper A Step-By-Step Guide to Monetizing Cloud Data Protection and Collaboration
Whitepaper A Step-By-Step Guide to Monetizing Cloud Data Protection and Collaboration TM I Phone: +1.877.896.3611 Web: www.i.com A Step-By-Step Guide to Monetizing Cloud Data Protection and Collaboration
More informationMaking the Transition. From MSP / VAR to CSP, with Wholesale Clouds
Making the Transition From MSP / VAR to CSP, with Wholesale Clouds CONTENTS: 1 The New Business Model...Page 3 2 Wholesale vs. Retail... Page 6 3 Service Differentiation...Page 7 4 Entatech Wholesale Cloud...Page
More information2013 Services Purchase Intentions North America. November 2012
2013 Services Purchase Intentions North America November 2012 Findings Most common buying scenario for services is that IT initiates the project/identifies the pain, IT researches the problem, and business
More informationTransform the Shopping Experience Adopting Cloud-Based Retail Solutions. 2016 Openbravo Inc. All Rights Reserved. 1
Transform the Shopping Experience Adopting Cloud-Based Retail Solutions 2016 Openbravo Inc. All Rights Reserved. 1 Simple steps to increase the value of today s webinar experience Today s presentation
More informationSMBs Prefer an Integrated Business Applications Suite
Yankee Group DecisionNote SM Survey Analysis February 22, 2006 by Sanjeev Aggarwal, Small & Medium Business Strategies Senior Analyst, saggarwal@yankeegroup.com, 617-880-0246 SMBs Prefer an Integrated
More informationIntroducing the P L A T F O R M
Introducing the P L A T F O R M Cover the Full Spectrum of Recovery Use Cases Transform your business opportunity by tailoring a comprehensive data protection strategy for your SMBs within a single platform.
More informationAccelerate Your Client Solutions with IBM's Shared Revenue and Rental Software Propositions
Accelerate Your Client Solutions with IBM's Shared Revenue and Rental Software Propositions Bob Sewell - Service Provider Sales Manager Chris Clancy - ASL Sales Specialist The opportunity continues to
More informationPartnering for Success in Market Transition
Partnering for Success in Market Transition Trần Ngọc Vinh Business Development Manager Managed Services Cisco Vietnam tranvinh@cisco.com 2006 Cisco Systems, Inc. All rights reserved. tranvinh@cisco.com
More informationThe Cloud Opportunity: Italian Market 01/10/2010
The Cloud Opportunity: Italian Market 01/10/2010 Alessandro Greco @Easycloud.it In collaboration with easycloud.it Who is easycloud.it? Easycloud.it is a Consultant Company based in Europe with HQ in Italy.
More informationDrivers & Inhibitors to Cloud Adoption for Small and Midsize Businesses
Drivers & Inhibitors to Cloud Adoption for Small and Midsize Businesses Operator Operator Channels Channels Contents Overview Infographic...3 Key Classifications Used in Analysis....4 Detailed Findings.5
More informationControls over CIS. Ryan O Halloran, Senior Manager KPMG Hobart. TAO Client Information Session. May 2015
Controls over CIS Ryan O Halloran, Senior Manager KPMG Hobart TAO Client Information Session May 2015 Agenda The KPMG presenters information: Ryan O Halloran Advisory Senior Manager, Hobart Tel: (03) 6230
More informationCreating the cloud bundles SMBs need. John Zanni, VP Marketing & Alliances. Profit from the Cloud. March 22 nd 2012
Creating the cloud bundles SMBs need Profit from the Cloud Oleg Melnikov, SVP Automation ti John Zanni, VP Marketing & Alliances March 22 nd 2012 Parallels SMB Cloud Insights Profit from the Cloud Introduction
More informationPutting The Cloud To Work For Real Businesses
Pavel Ershov Regional Vice President and General Manager Asia Pacific Japan Parallels Putting The Cloud To Work For Real Businesses Proven models for success in a true multi-service world 2014 Parallels
More informationTHE CASE FOR MANAGED SERVICES AND MARKET LANDSCAPE
THE CASE FOR MANAGED SERVICES AND MARKET LANDSCAPE BILL MCLAUGHLIN Chief Technology Officer Vice President, Managed Services The Case for Managed Services Question... How many offer: Managed Print Services
More informationManaged IT Services. Eliminating technology pains in small businesses
Eliminating technology pains in small businesses Having a complete IT department is not a viable solution for most small businesses, and very few small companies can afford to deploy even one permanent
More informationParallels Your Cloud Partner
Parallels Your Cloud Partner Profit from the cloud Andrew Brimfield, Territory Manager UK/IRE/Nordics Parallels Your Cloud Partner 9000 Service Providers, 40,000 Web VARs 400 ISVs 25 System Integrators
More informationCompany presentation SHARES - CENKOS Innovators & Investors FORUM 29 January 2013. globoplc.com
Company presentation SHARES - CENKOS Innovators & Investors FORUM 29 January 2013 2 Introduction GLOBO is an international leader and technology innovator in the mobile consumer and enterprise application
More informationHow To Improve Your Business
SAAS BUSINESS OPTIMISATION AND ROI ENHANCEMENT 15 NOV 2011 Name : Clement Lim Deputy Director, Business Development Email : clementlim@singtel.com Agenda 1 Introduction 2 3 4 Business Optimisation using
More informationZS Executive Summary
ZS Executive Summary Diamonds in the Rough: ZS Research on SMB Cloud Channel Preferences Three things tech vendors need to know of channel partners in defining cloud service programs for SMBs John DeSarbo
More informationVENDOR PROFILE. Intronis Enables MSPs to Offer Cloud Backup Services IDC OPINION IN THIS VENDOR PROFILE. Laura DuBois
VENDOR PROFILE Intronis Enables MSPs to Offer Cloud Backup Services Laura DuBois IDC OPINION Global Headquarters: 5 Speen Street Framingham, MA 01701 USA P.508.872.8200 F.508.935.4015 www.idc.com Small
More informationSaaS data quality deployments. The increasing demand for SaaS technology is creating a need in the data quality market
SaaS data quality deployments The increasing demand for SaaS technology is creating a need in the data quality market An Experian Data Quality White Paper November 2014 Summary Software-as-a-service (SaaS)
More informationMastering Multi-Channel Ecommerce: Top Tips for Success
Your Moderator: Mastering Multi-Channel Ecommerce: Top Tips for Success Sean Rollings VP, Product and Industries Marketing NetSuite Inc. Baruch Goldwasser Ecommerce SME NetSuite Inc. Agenda One System
More informationCloud Enterprise Computing Solutions BeLux. ArrowSphere xsp. arrow.com
Cloud Enterprise Computing Solutions BeLux ArrowSphere xsp arrow.com The Arrow Difference At Arrow we aggregate. Enable. Build ecosystems. We anticipate market momentum, technology demands and adoption
More informationTRANSITION TO THE CLOUD
TRANSITION TO THE CLOUD Learn about cloud computing and see how software-as-a-service is changing the way businesses manage their IT Presented by w w w. b i 1 0 1. c o m Software-as-a-Service and the cloud
More informationPAC Multi-Client Study 2014. Applications Modernization: The path to Omni-channel retail
PAC Multi-Client Study 2014 Applications Modernization: The path to Omni-channel retail What is Applications Modernization? Old World Fragmented application estates, sprawl caused by M&A activity, globalization
More informationA Channel Company White Paper. Online Security. Beyond Malware and Antivirus. Brought to You By:
A Channel Company White Paper Online Security Beyond Malware and Antivirus Brought to You By: Abstract Security has always encompassed physical and logical components. But in the face of Bring Your Own
More informationManaged Services. Your 10-Week Guide to Becoming an MSP
Managed Services Your 10-Week Guide to Becoming an MSP Managed services is one of the fastest-growing segments in IT services. U.S. revenues associated with the managed services market are predicted to
More informationUnified Communications Market Update & Forecast
Unified Communications Market Update & Forecast Blair Pleasant COMMfusion LLC and UCStrategies.com 707-538-4368 bpleasant@commfusion.com www.commfusion.com www.ucstrategies.com What We ll Cover Definitions
More informationSmall Businesses Ride the Cloud: SMB Cloud Watch U.S. Survey Results
Small Businesses Ride the Cloud: SMB Cloud Watch U.S. Survey Results Authors Stuart Taylor Andy Young James Macaulay February 2010 Cisco Internet Business Solutions Group (IBSG) Cisco IBSG 2010 Cisco and/or
More informationThe Business of Cloud Communications
The Business of Cloud Communications Driving Profitability with Hosted Voice and Collaboration Services Cloud has changed how communications services are delivered and at the same time changed the potential
More informationezuce Open Enterprise Communications Challenging the Status Quo in the Comms Market
ezuce Open Enterprise Communications Challenging the Status Quo in the Comms Market Truly Liberating Launching ezuce New company with a mature product > New company to challenge the status quo in the Enterprise
More informationManaged Service Cloud Opportunity. Module 1: Introduction to Managed Services EXECUTIVE SUMMARY. Key Findings
Key Findings What do we mean by managed services & cloud services? Managed Service Cloud Opportunity Module 1: Introduction to Managed Services Top 10 research findings about the current MSP market SMB
More information7 Essential Benefits of Hybrid Cloud Backup
Datto Whitepaper 7 Essential Benefits of Hybrid Cloud Backup Datto is a leading provider of backup, disaster recovery (BDR), and business continuity solutions targeted to the small to medium business (SMB)
More informationCloud Computing Threat or Opportunity for VARs & MSPs?
Cloud Computing Threat or Opportunity for VARs & MSPs? HyperOffice, Feb 2011 Executive Summary To have a complete understanding of the opportunities and challenges the cloud era poses for resellers, MSPs
More informationTechnology Channel Outlook Are SMBs Ready to Embrace Managed Services?
in association with: Technology Channel Outlook Are SMBs Ready to Embrace Managed Services? Value-added resellers (VARs) and technology channel partners may be hampered in their quest to get small- and
More informationThe Sale is only the Start
The Sale is only the Start Duncan Robinson Odin Business Consulting The Sale is only the Start 1 2 3 Why managing the whole customer lifecycle is key to success Key programs that can make a big impact
More informationTelco Multi-Play and Content Strategies
THOUGHT LEADERSHIP Telco Multi-Play and Content Strategies APR 2016 Declan Lonergan, VP, Research As telecom operators extend their convergence strategies and launch multi-play landline/mobile/tv services,
More informationHow to Drive An Effective Demand Generation Strategy
Thought Leadership Article Channel Demand Generation How to Drive An Effective Demand Generation Strategy It s no secret: B2B buying patterns are changing. In the past, buyers had few options to acquire
More informationHP s revitalized workforce optimization suite is worth a fresh look
HP s revitalized workforce optimization suite is worth a fresh look Publication Date: 27 Jul 2015 Product code: IT0020-000139 Keith Dawson Ovum view Summary When contact center buyers look to acquire workforce
More informationHow To Be Successful Online
THE SOFTWARE DISTRIBUTION CHANNEL: THE REPORTS OF ITS DEATH ARE GREATLY EXAGGERATED White Paper For Interactive / ebusiness executives In recent years, with the increasing use of the Internet for ecommerce,
More informationSMB Cloud InsightsTM
2015 SMB Cloud InsightsTM INDONESIA DEFINITIONS Cloud Services Categories This research is focused on the cloud services that matter most to SMBs: IaaS, web presence and web applications, unified communications,
More informationCloud Computing and the Data Centre of the Future
Cloud Computing and the Data Centre of the Future Martin Hingley, CEO, ITCandor CLOUD COMPUTING SUMMIT 2014 MILAN Clouds in the Eye of the Beholder Maximise Value Enforce SLAs Manage Suppliers Cap Ex v
More informationVMware Vision Accelerating the Journey to Your Cloud
VMware Vision Accelerating the Journey to Your Cloud Ralf von Gunten Sr. Systems Engineer 2010 VMware Inc. All rights reserved VMware is the Customer-Proven Market Leader Company Overview > $2.6 billion
More informationMaking the Transition. From ISV to SaaS. with Xterity Wholesale Cloud
Making the Transition From ISV to SaaS with Xterity Wholesale Cloud CONTENTS: 1 The New Business Model...Page 3 2 Business Challenges...Page 5 3 Technology Challenges...Page 7 4 Xterity Wholesale Cloud...Page
More informationAn Epicor White Paper. Moving Beyond QuickBooks to Support Manufacturing Growth with Cloud-Based ERP
An Epicor White Paper Moving Beyond QuickBooks to Support Manufacturing Growth with Cloud-Based ERP July 2013 I. INTRODUCTION If today s small and mid-sized manufacturer is to sustain growth and thrive
More informationLicensing Guide for Partners. Leveraging Data Center Providers and Software Services Resellers
Licensing Guide for Partners Leveraging Data Center Providers and Software Services Resellers LEVERAGING DATA CENTER PROVIDERS AND SOFTWARE SERVICES RESELLERS: LICENSING GUIDE Table of Contents Introduction...
More informationThe Benefits of Cloud Computing to the E-Commerce Industry July 2011 A whitepaper on how hosting on a cloud platform can lower costs, improve
The Benefits of Cloud Computing to the E-Commerce Industry July 2011 A whitepaper on how hosting on a cloud platform can lower costs, improve productivity and stability and remove issues around scalability.
More informationHow To Understand The Benefits Of Cloud Computing
SaaS (or Software as a Service to give it s full title) has been around for a several years and it s the term used to describe the concept of running business software and data in the cloud. In this document
More information2016 Trends in Service Providers
PREVIEW 2016 Trends in Service Providers NOV 2015 Al Sadowski, Research Director Liam Eagle, Senior Analyst Carl Brooks, Analyst Jim Davis, Senior Analyst Selling generic technology resources is no way
More information2012 Market Outlook for Managed Service Providers A guide to monetizing the coming demand for cloud services.
2012 Market Outlook for Managed Service Providers A guide to monetizing the coming demand for cloud services. By Sheilin Herrick 2 CONTENTS Growth in cloud backup adoption.....3 Drivers of cloud backup
More informationParallels- Your Cloud Partner
Parallels- Your Cloud Partner Profit from the cloud Elliot Curtis, Senior Director of Marketing Parallels Your Cloud Partner 9000 Service Providers, 40,000 Web VARs 400 ISVs 25 System Integrators 13 Years
More informationDifferentiate and Grow Your Hosting Business with Parallels Business Automation Standard. Alex Goncharov, Sr. Director, PBAS Product Marketing
Differentiate and Grow Your Hosting Business with Parallels Business Automation Standard Alex Goncharov, Sr. Director, PBAS Product Marketing Growing hosting business with automation Launched USONYX in
More informationBest Practices for Service Provider Evaluation
Best Practices for Service Provider Evaluation IaaS is not enough Avoid vendor lock-in Enterprise engagement Use suppliers that can manage flexibility Secure, HA service at low cost Runaway costs are a
More informationMANAGED SERVICES MARKET STUDY. MSP Peer Strategies for Maximizing Revenue and Retention
2015 MANAGED SERVICES MARKET STUDY MSP Peer Strategies for Maximizing Revenue and Retention KEY PEER INSIGHT for Charting a Course to Profitable Growth 74% Plan to Grow Managed Services 54% More Focus
More information