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

Cloud


How to Compete with Office 365

  • Written by samdizzy
  • March 22, 2011

I realize plenty of VARs and MSPs plan to embrace Office 365, Microsoft’s forthcoming cloud successor to BPOS (Business Productivity Online Suite). But there’s a vocal segment of VARs and MSPs that plan to compete — fiercely — against Office 365 for a range of reasons.

In recent weeks, I’ve heard from dozens — yes, dozens — of VARs and MSPs that are drawing up battle plans ahead of Office 365, which is expected to debut July 1 or sooner. Microsoft’s low-cost cloud suite will include Exchange Online, SharePoint Online and a SaaS version of Microsoft Office. Pricing will start at $6 per user in a small business. (Here’s an Office 365 FAQ with more background.)

Some Microsoft channel partners see opportunities ahead (in fact, here’s a list of Microsoft’s top 10 U.S. solutions providers embracing BPOS and Office 365). Also, many of our Talkin’ Cloud 50 survey participants are Microsoft BPOS channel partners. But I’m getting calls — daily — from readers seeking to network with other readers, forming potential alliances across the U.S. to promote alternatives to Office 365.

Battle Lines Drawn

In a clear sign of things to come, Intermedia — a hosted Exchange specialist — last week held a partner summit in New York. Roughly 100 MSPs attended. One session at the conference focused specifically on competing with BPOS and Office 365. MSPs raised numerous competitive questions during the one-hour session, and Intermedia displayed the following two slides to help MSPs formulate their competitive strategies:

(Click on the image to take a closer look at the slide.)

You’ll notice that Intermedia points out a range of potential Office 365 and BPOS limitations that MSPs and VARs can potentially exploit during customer discussions.

Two examples: At the present time, Intermedia notes, BPOS does not support Exchange 2010. And Microsoft’s cloud service apparently requires a 12-month contract with no deletions.

Standing Out in the Crowd

To counter Microsoft, Intermedia is calling on VARs and MSPs to focus on value-added differentiations — as explained in the slide below:

(Click on the image to take a closer look at the slide.)

Even Intermedia is taking steps to differentiate from Microsoft. The company has launched a hosted PBX service, as well as online backup and encryption capabilities for Intermedia’s hosted Exchange offerings.

Reality Check

I realize there are two sides to every story. As I’ve pointed out, some solutions providers plan to embrace Office 365 with open arms. Already, Microsoft’s top 10 U.S. cloud partners have moved 1,000 customers to BPOS. And Microsoft has introduced partner initiatives like Cloud Accelerate and Cloud Essentials to help educate VARs about cloud opportunities. Overall, I do believe Microsoft remains committed to its channel partners. And I am hearing from eager BPOS partners.

But there’s also unrest in some segments of the channel. Some partners want to control end-customer cloud billing — a request that Microsoft so far has not granted. (Ironically, Google offers that cloud billing capability to Google Apps Authorized Reseller Program.) Other partners say they will never move customer information into Microsoft’s data centers, despite the fact that Microsoft recognizes and rewards “partners of record” for cloud wins.

Either way, it seems clear to me that forward-thinking VARs, MSPs and cloud services providers have seen the writing on the wall. Those solutions providers are working hard — right now — to figure out whether they are going to embrace Office 365… or compete fiercely against it.

Either way, the channel will forever change when Office 365 officially debuts.

Follow Talkin’ Cloud via RSS,Facebook and Twitter. Sign up for Talkin’ Cloud’s Weekly Newsletter, Webcasts and Resource Center. Read our editorial disclosures here.

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

Related


  • The words Helpful Tips inside a box next to a cartoon megaphone.
    From Salesperson to Trusted Adviser: 3 Tips for Mastering Consultative IT Sales
    Adapt sales techniques to thrive in today's changed landscape.
  • Network monitoring
    AppNeta Launches Global Alliances Program
    AppNeta adds performance observability to its partners' existing solutions.
  • New Hire
    Cybereason Hires Check Point, Fortinet Channel Leaders in North America Expansion
    The channel leaders will expand Cybereason's endpoint business.
  • Businessman stepping up ladder
    Andy Jassy of AWS Is Movin' On Up: Partners React
    Find out what some of your peers and suppliers have to say about Jassy becoming Amazon CEO.

One comment

  1. Avatar Tony March 23, 2011 @ 7:52 pm
    Reply

    This is a great article, but I find it interesting you focus a lot of your attention solely on Intermedia and their product. I find there our other players in the market offering competitive priced Hosted Exchange and offer a great deal of support. For instance, I have experienced a great deal of success with Own Web Now’s Hosted Exchange and it includes so much for my clients. Exchange (10GB)+ SharePoint + ExchangeDefender + Free ActiveSync+ OWA + Outlook license + 24/7 support all for $7.99 per user. I truly cant beat that nor can the average MSP/VAR that I know of.

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

  • IBM, Oracle, Dell, VMware Put Hybrid Cloud Center Stage
  • The Top IT Challenges Executives Will Face in 2021
  • The Smart Money’s on a Staged Approach to Security Services Provision
  • Protegrity Partners Get New Program with Added Training, Certification

Galleries

View all

Channel Partners Virtual 2021 Is the Hottest Ticket in Town

February 26, 2021

Industry Perspectives

View all

The “Roaring 20s” Are Coming

February 25, 2021

Three Ways MSPs Can Improve Supply Chain Security

February 24, 2021

SASE: The Key to Mitigating Business Transformation Risk

February 22, 2021

Webinars

View all

A Partner’s Perspective on Channel Success in 2021

March 17, 2021

XDR and Why it Matters to MSPs

March 24, 2021

Top Security Trends Impacting Technology Security Providers In 2021

March 25, 2021

White Papers

View all

Ready To Add Cutting Edge IoT Solutions To Your Portfolio?

  • 1
February 25, 2021

What Is The Value Of Distribution For The Internet Of Things?

February 25, 2021

The Internet of Things (IoT): Where do You Begin?

  • 1
February 25, 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

Amazon WorkSpaces @awscloud DaaS client will be available on @IGEL_Technology virtual endpoint client OS.… twitter.com/i/web/status/1…

February 26, 2021
ChannelFutures

.@VMware cutting more workers in California as part of ongoing #workforcerebalancing. #layoffs… twitter.com/i/web/status/1…

February 26, 2021
ChannelFutures

#CPVirtual is March 2-4. It’s the hottest ticket in town — any town, since it’s 100% online — so make sure you have… twitter.com/i/web/status/1…

February 26, 2021
ChannelFutures

.@datto, @ThreatLocker partner to streamline #MSP secure business operations. dlvr.it/RtYvJK https://t.co/nKGnwbblNO

February 26, 2021
ChannelFutures

Infographic: Why Partner with Sierra Wireless and GetWireless? dlvr.it/RtYh1m https://t.co/KcBFzXIx7l

February 26, 2021
ChannelFutures

Infographic: The Sierra Wireless Essential Series dlvr.it/RtYgxv https://t.co/CatxbRHzXr

February 26, 2021
ChannelFutures

#Threatprotection is no small matter for #MSSPs. Find out what vendors say you have to do this year to protect your… twitter.com/i/web/status/1…

February 26, 2021
ChannelFutures

Cloud strategies and cybersecurity are key, and #COVID19 will have more impact than #Brexit on U.K. channel, says… twitter.com/i/web/status/1…

February 26, 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