One of Cisco Systems' top channel partners is making the managed services move. BlueWater Communications Group, Cisco's US and Canada partner of the year, has built a network operations center (NOC) and has lined up 30 mid-market customers for managed network services. Here's a look at BlueWater's strategy, along with some tips for other aspiring MSPs.
This isn't yet another "break-fix to recurring revenue" story. BlueWater ranks among Cisco's fastest-growing integrators. The company's revenue grew from $1.9 million to more than $70 million in less than three years, notes the annual CRN Fast Growth report.
Based on Long Island and in Manhattan, BlueWater focuses on mid-market customers in several verticals: Financial Services, Telecommunications, Legal Services, Advertising, Manufacturing, Healthcare, Retail, and progressive Educational institutions and Government.
I caught up with BlueWater CEO Bob Cagnazzi at the Cisco Partner Velocity conference in Paris. Some key thoughts:
- Instead of managing PCs and mobile devices, BlueWater is focusing on managed voice, video and IP infrastructure services.
- BlueWater has no plans to offer its NOCs to peer VARs and MSPs. Cagnazzi considered the move but BlueWater won't become a master MSP because of potential competitive conflicts with other channel players.
Howdy, NeighborFull disclosure: I've known Cagnazzi my entire life. We grew up on the same block and we still live in the same town. We were sitting in a session at the Cisco Partner Velocity conference in Paris when I asked Bob for an update on the managed services strategy. Within 5 minutes, were having a deeper MSP conversation. I'll share more thoughts from Cagnazzi in the weeks ahead.
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