https://www.channelfutures.com/wp-content/themes/channelfutures_child/assets/images/logo/footer-new-logo.png
  • Home
  • Technologies
    • Back
    • Analytics
    • Artificial Intelligence
    • Cloud
    • Data Centers
    • Desktop
    • IoT
    • Mobility
    • Networking
    • Open Source
    • RMM/PSA
    • Security
    • Virtualization
    • Voice/Connectivity
  • Strategy
    • Back
    • Best Practices
    • Business Models
    • Channel 101
    • Channel Programs
    • Channel Research
    • Digital Transformation
    • Diversity & Inclusion
    • Leadership
    • Mergers and Acquisitions
    • Sales & Marketing
    • Specialty Practices
  • MSSP Insider
    • Back
    • Business of Security
    • Cloud and Edge
    • Endpoint
    • Network
    • People and Careers
    • Training and Policies
  • MSP 501
    • Back
    • 2020 MSP 501 Rankings
    • 2020 Hot 101 Rankings
    • 2020 MSP 501 Report
  • Intelligence
    • Back
    • Our Sponsors
    • From the Industry
    • Content Resources
    • COVID-19 Partner Help
    • Galleries
    • Podcasts
    • Reports
    • Videos
    • Webinars
    • White Papers
  • EMEA
  • Awards
    • Back
    • Excellence in Digital Services
    • 2020 MSP 501
    • Top Gun 51
  • Events
    • Back
    • CP Conference & Expo
    • Channel Partners Evolution
    • Channel Evolution Europe
    • Channel Partners Event Coverage
    • Webinars
  • Channel Mentor
    • Back
    • Channel Market Intelligence
    • Channel Educational Series
Channel Futures
  • NEWSLETTER
  • Home
  • Technologies
    • Back
    • Analytics
    • Artificial Intelligence
    • Cloud
    • Data Centers
    • Desktop
    • IoT
    • Mobility
    • Networking
    • Open Source
    • RMM/PSA
    • Security
    • Virtualization
    • Voice/Connectivity
  • Strategy
    • Back
    • Best Practices
    • Business Models
    • Channel 101
    • Channel Programs
    • Channel Research
    • Digital Transformation
    • Diversity & Inclusion
    • Leadership
    • Mergers and Acquisitions
    • Sales & Marketing
    • Specialty Practices
  • MSSP Insider
    • Back
    • Business of Security
    • Cloud and Edge
    • Endpoint
    • Network
    • People and Careers
    • Training and Policies
  • MSP 501
    • Back
    • 2020 MSP 501 Rankings
    • 2020 Hot 101 Rankings
    • 2020 MSP 501 Report
  • Intelligence
    • Back
    • Our Sponsors
    • From the Industry
    • Content Resources
    • COVID-19 Partner Help
    • Galleries
    • Podcasts
    • Reports
    • Videos
    • Webinars
    • White Papers
  • EMEA
  • Awards
    • Back
    • Excellence in Digital Services
    • 2020 MSP 501
    • Top Gun 51
  • Events
    • Back
    • CP Conference & Expo
    • Channel Partners Evolution
    • Channel Evolution Europe
    • Channel Partners Event Coverage
    • Webinars
  • Channel Mentor
    • Back
    • Channel Market Intelligence
    • Channel Educational Series
    • Newsletter
  • REGISTER
  • MSPs
  • VARs / SIs
  • Digital Service Providers
  • Cloud Service Providers
  • CHANNEL PARTNERS ONLINE
 Channel Futures

Business Models


Rich Montefusco vice president managed services Carousel

How to Build a Better IT Services Business, Carousel-Style

  • Written by doylet
  • June 9, 2016
Since MSPmentor and The VAR Guy reported on the acquisition of Atrion by privately-held Carousel yesterday, a number of readers have asked for additional insights into the deal.

If all goes according to plan, Carousel will soon absorb fellow Rhode Island solutions integration company Atrion, creating a national powerhouse with reach from New York to San Diego. The combined entity will have more than 1,300 professionals working in 25 offices across the U.S. Together they will serve more than 6,000 clients nationally and generate a combined revenue of approximately $525 million.

Since MSPmentor and The VAR Guy reported on the acquisition of Atrion by privately-held Carousel yesterday, a number of readers have asked for additional insights into the deal. Case in point: How did Carousel get so big? Rich Montefusco, vice president of managed services at Carousel, says the answer is a combination of customer intimacy, effective vendor partnerships and technical superiority.

Over the years, Carousel, which was founded in 1992, grew through both organic expansion and acquisition. But the company had not made a major deal in more than five years. Why this acquisition now? Montefusco said Cisco is a big reason why. The vendor was the one company that Carousel did not represent extensively in the market. Although it developed a small Cisco practice over the last few years, Atrion was the one with the flourishing Cisco practice.

“Over the past two years, we have transitioned to be a very strong cloud and managed services company,” says Montefusco. “But if you talk to customers, it becomes clear that you really have to have Cisco in your stable to become a true [player].”

The majority of customers that Carousel works with, he went on to say, all have Cisco in some form or fashion within their organizations, particularly in routing, switching and video collaboration. “When we were talking to customers in the past, they would tell us that they love working with Carousel and our capabilities. But they wanted us to be able to holistically handle their entire environments.”

The more Carousel considered Cisco’s portfolio and strategic moves, such as its January 2016 acquisition of Acano, a UK-based developer of cloud-based video infrastructure and collaboration software, the more Carousel concluded that it needed to get closer to the company.

Another way the Atrion deal bolsters Carousel’s position in the market is through increased vertical market expertise, particularly in K-12 education and financial services.

When it comes to integration, Montefusco says the company will benefit from common cultures, particularly around customer service. Both have closed-looped support systems and both enjoy longstanding-ties to clients, some dating back more than 15 years.

Looking ahead, Montefusco says there are several trends influencing customer behavior today, including the need to secure data, applications and infrastructure end-to-end, and the desire to leverage data analytics. But the biggest one that Carousel sees is customer realignment around the desire to shift more of “Keep the Lights On” needs to the shoulders of trusted IT advisors. In this audio clip, Montefusco explains:

When asked how MSPs and cloud service providers can elevate their offerings and actually play a role in helping customers achieve not just technology aims but also business objectives, Montefusco said Carousel starts each engagement with customer end goals in mind.

In healthcare, for example, the company has parlayed its expertise in wireless communications to help its clients improve patient care and reduce administrative costs. In some cases, Carousel has helped connect clinical devices such as heart pumps, which are often in short supply in certain facilities and sometimes “squirrelled away” by nurses and other medical professionals, to robust wireless networks so hospital administrators and practitioners can locate their life-saving devices instantly. In other instances, the company has helped care providers integrate wireless communications devices to secure networks and thus avoid “dead zones” that are common in many, large healthcare institutions.

Recently, Carousel helped one New York City care provider reduce its loss of heart pumps by three per year, which translated into not only cost savings but improved patient care.

“There are parallels to these examples in telemedicine, electronic medical records and more,” says Montefusco.

While Carousel acquired Atrion in part for its horizontal Cisco technology expertise, it is increasingly looking to “verticalize’ everything that it does for customers. In this way, Carousel has emerged as a superior technology provider to thousands.

Tags: Cloud Service Providers Digital Service Providers MSPs VARs/SIs Business Models

Related


  • VDI
    TA Associates to Acquire Virtual Desktop OS Provider IGEL
    Microsoft and HP veteran Bill Veghte will become IGEL’s executive chairman.
  • Technical Know-How
    Companies Seek IT Security Resellers with Technical Know-How
    Providers can offer managed services to fill customers' cyber-defense needs.
  • Merge road sign
    M&A Activity in Tech Sector Is Booming, Shows No Sign of Slowing
    ConnectWise’s acquisition of Service Leadership and Pax8’s new partnership with RocketCyber are among the highlights.
  • Telecommuter with Kid
    CEO Benioff Touts Salesforce Customer 360 Work-From-Anywhere Capabilities
    Salesforce expects to reach more than $25.5 billion in revenue this year.

One comment

  1. Avatar Abdul Alim June 20, 2016 @ 8:26 am
    Reply

    Thanks for a marvelous
    Thanks for a marvelous posting! I really enjoyed reading it, you’re a great author. I will remember to bookmark your blog and I will come back again for visit your website. If your need to make Free movies download http://www.filmepoint.me/ . So please come to our website.

Leave a comment Cancel reply

-or-

Log in with your Channel Futures account

Alternatively, post a comment by completing the form below:

Your email address will not be published. Required fields are marked *

Related Content

  • SaaS Alerts’ Jim Lippie: MSPs Have ‘Been Waiting for Something Like This’
  • Sage’s Journey to SaaS Company Continues with Splunk, Microsoft Vet as New Channel Chief
  • 4 Challenges Solved Through Automation
  • Mimecast Layoffs Impact 4% of Workforce as COVID-19 Hinders Growth

Galleries

View all

Threat Protection Vendors: Why MSSPs Have to Ramp Up Efforts Right Now

February 23, 2021

Industry Perspectives

View all

Three Ways MSPs Can Improve Supply Chain Security

February 24, 2021

SASE: The Key to Mitigating Business Transformation Risk

February 22, 2021

Public Sector IT Funding Outlook for 2021–and What It Means for Our Reseller Partners

February 18, 2021

Webinars

View all

XDR and Why it Matters to MSPs

March 24, 2021

Top Security Trends Impacting Technology Security Providers In 2021

March 25, 2021

In Case of Emergency: The Importance of Proactive Critical Event Management

February 23, 2021
  • 1

White Papers

View all

Kaspersky Endpoint Detection and Response Optimum

February 19, 2021

Product Brief: Kaseya VSA Integrated Workflows with BMS and IT Glue

January 26, 2021

Why Subscription Business Model

January 15, 2021

Upcoming Events

View all

Channel Partners Virtual

March 2, 2021 - March 4, 2021

Channel Partners Conference & Expo

November 1, 2021 - November 4, 2021

Videos and Fastchats

View all

FASTCHAT: How SOAR Eliminates Security Challenges and Elevates Service Provider Revenues

January 6, 2021

Happy Holidays from Channel Partners & Channel Futures!

December 21, 2020

FASTCHAT: How Old, Unpatched Technologies Are Creating New Security Threats for MSPs and Their Customers

December 3, 2020

Twitter

ChannelFutures

.@BlackBerry report shows rise in hacker-for-hire groups targeting #MSSPs. dlvr.it/RtQjD9 https://t.co/VYr5cEXCCm

February 25, 2021
ChannelFutures

.@PTsecurity_UK discovers #vulnerabilities in @VMware vCenter server. dlvr.it/RtQjD5 https://t.co/WQbn5SJdFL

February 25, 2021
ChannelFutures

Take #supplychainsecurity to the next level. @Sophos #MSP #MSSP #ransomware #cybersecurity #managedservice… twitter.com/i/web/status/1…

February 25, 2021
ChannelFutures

[email protected]_inc rolls out first partner program. #securityanalytics dlvr.it/RtQhlW https://t.co/c1Xhxaf3qr

February 25, 2021
ChannelFutures

.@AteraCloud receives $25 million investment to help more #MSPs, IT pros. dlvr.it/RtPbBG https://t.co/UxHqhrUKgx

February 24, 2021
ChannelFutures

.@Infoblox rolls out new #Cloud Specialization program to increase partners' #SaaS sales. dlvr.it/RtPb7f https://t.co/CmZTwYiv1u

February 24, 2021
ChannelFutures

RT @Channel_Expo: ⏱️ Time is ticking to save on your pass to #CPVirtual next week...View all pass options and secure your virtual seat by F…

February 24, 2021
ChannelFutures

The new @Commvault #EMEA channel exec will focus attention on alliances, cloud and simplifying and expanding partne… twitter.com/i/web/status/1…

February 24, 2021

MSSP Insider

Newsletters and Updates

Sign up for The Channel Report, Channel Futures Update, MSP 501 Newsletter and more.

Live Channel Events

Get the latest information on the next industry-leading Channel Partners event.

Channel Partners Online

Want more? Find more channel news and analysis on our sister site, Channel Partners.

Media Kit And Advertising

Want to reach our audience? Access our media kit

DISCOVER MORE FROM INFORMA TECH

  • Channel Partners Online
  • Channel Partners Events
  • MSP 501
  • MSSP Insider
  • IoT World Today
  • Webhostingtalk

WORKING WITH US

  • Contact
  • About us
  • Advertise
  • Newsletter

FOLLOW Channel Futures ON SOCIAL

  • Privacy
  • CCPA: “Do Not Sell My Data”
  • Cookie Policy
  • Terms
Copyright © 2021 Informa PLC. Informa PLC is registered in England and Wales with company number 8860726 whose registered and Head office is 5 Howick Place, London, SW1P 1WG.
This website uses cookies, including third party ones, to allow for analysis of how people use our website in order to improve your experience and our services. By continuing to use our website, you agree to the use of such cookies. Click here for more information on our Cookie Policy and Privacy Policy.
X