Excel Micro, a top Google Apps (NASDAQ: GOOG) channel partner and cloud distributor, remains loyal to the search giant. But Excel Micro also continues to diversify its revenue stream and SaaS product portfolio for resellers.
The latest example: Excel Micro has inked a cloud distribution deal with Reflexion Networks, an email security, e-discovery and encryption specialist that has a close following in the MSP (managed services provider) channel. The move comes as Google transitions its Postini capabilities (known as Google Message Security and Compliance Solutions) into the Google Apps platform.
According to a prepared statement from Excel Micro President and CEO Joe Vaccone (pictured):
"In our efforts to expand and diversify our offerings to our resellers, Excel Micro seeks to partner with only the premier cloud security providers. Our resellers now have the ability to offer Reflexion’s solutions to their clients at extremely favorable rates.”
Reflexion, meanwhile, works exclusively with the channel and has a range of IT distribution partners. During the IT Nation conference in November 2012, Reflexion surfaced as one of the first applications in the ConnectWise Marketplace, which promotes MSP- and VAR-oriented applications that plug into ConnectWise's business management platform.
Rise of Cloud Services Aggregators
In some ways, Excel Micro is starting to resemble a cloud services aggregator. Such aggregators allow resellers to source and manage multiple third-party cloud applications for end-customers. Additional cloud services aggregators include Ingram Micro Cloud and Tech Data TDCloud.
Those business models and players should not be confused with cloud services brokerages, which are integrators and consultants that tie together multiple cloud applications for their customers. A prime example there is Cloud Sherpas, which works closely with Google and Salesforce.com.
What's Next With Excel Micro?
Meanwhile, Excel Micro sounds like it is in growth mode. The company recently hired Eric Mignogna as COO (chief operating officer), and has also been expanding its software development team. Those are strategic moves.
While some SaaS distributors simply serve as a middle-man between cloud app companies and resellers, it's clear Excel Micro is writing custom code that seeks to further strengthen its partner ecosystem engagements.