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

MSP 501


NetSuite Pitches OpenAir PSA to Channel Partners

  • Written by Joe Panettieri 1
  • April 15, 2010
At the NetSuite SuiteCloud partner conference in San Francisco, NetSuite is making its SaaS pitch to VARs and solutions providers. Part of that pitch includes OpenAir, a PSA (professional services automation) SaaS platform that NetSuite will increasingly promote to channel partners. The key question: Does NetSuite intend to compete with established PSA players like Autotask, ConnectWise and Tigerpaw Software? Here are some perspectives.

At the NetSuite SuiteCloud partner conference in San Francisco, NetSuite is making its SaaS pitch to VARs and solutions providers. Part of that pitch includes OpenAir, a PSA (professional services automation) SaaS platform that NetSuite will increasingly promote to channel partners. The key question: Does NetSuite intend to compete with established PSA players like Autotask, ConnectWise and Tigerpaw Software? Here are some perspectives.

The discussion starts with SRP (Services Resource Planning) and the so-called services economy, according to Jeff Honeycomb, senior VP of worldwide distribution for OpenAir. NetSuite spent $50 million over the past two years to get into the SRP space (which is closely related to PSA). Acquisitions included OpenAir and QuickArrow.

Honeycomb asserted: “OpenAir is the leader in cloud-based PSA.” He said 32% of PSA SaaS marketplace — about 1,500 customers — runs OpenAir, he added. “The other PSA vendors are so small, nobody really has significant market share in this space.”

As I listened to Honeycomb’s comments, I wondered…

  • Are Honeycomb and NetSuite familiar with the large, loyal PSA installed bases that Autotask, ConnectWise and Tigerpaw have built?
  • Are NetSuite and Autotask, in particular, on a collision course in the cloud? OpenAir is a pure SaaS play … as is Autotask.

Strategic Differences

Generally speaking, it sounds like NetSuite OpenAir is going broad (targeting multiple verticals) rather than narrow and deep into the MSP and IT services markets.

Check out the OpenAir customer list, and you’ll find a broad list of vertical market users, particularly:

  1. Software and hardware companies
  2. Professional services firms
  3. Consulting services firms
  4. IT services firms
  5. Creative services firms

Still, item 4 on Honeycomb’s list certainly caught my attention. Honeycomb specifically pointed to POSitive Technology, a Maryland-based Microsoft channel partner that now runs OpenAir. Honeycomb says POSitive used OpenAir to cut accounts receivable times by more than 50 percent, while shifting from a bi-monthly to a weekly billing cycle.

I’m not suggesting NetSuite OpenAir can suddenly disrupt the MSP-centric PSA market. Frankly, before this conference landed on my schedule I hadn’t heard of OpenAir.

But now I have. And the message from Honeycomb at the SuiteCloud conference was clear: NetSuite intends to promote OpenAir very aggressively to channel partners. I’m meeting with Honeycomb later today and will dig for more details.

Sign up for MSPmentor’s weekly Enewsletter, Webcasts and Resource Center. And follow us via RSS; Facebook; Identi.ca; and Twitter. Plus, check out more MSP voices at www.MSPtweet.com.

Tags: MSPs MSP 501

Related


  • 501 Somewhere Logo
    It’s 501 Somewhere: Janet Schijns on Transformational Leadership
    Schijns talks about what it takes to be a true leader, transformational technology, and her three steps for success.
  • Digital workplace
    2020 MSP 501 Full Report
    An in-depth analysis of the managed services industry based on the world’s largest survey of MSPs, the MSP 501.
  • Business Diversity
    MSP 501 Profile: Monroy IT Services with a Minority's Perspective on the Channel
    Now that he thinks about it, everything makes perfect sense as to why George Monroy became a business owner.
  • Arrows made of clouds
    MSP 501 Profile: Middleground Technologies Reaps Cloud Benefits
    Cloud investment in 2019 helped lay a key foundation for 2020.

5 comments

  1. Avatar Joe Panettieri April 16, 2010 @ 2:44 pm
    Reply

    Update: I sat down with OpenAir’s Jeff Honeycomb yesterday (April 15, 2010). He positioned OpenAir as mostly a project management system. The SaaS application costs $49 per user per month. It does not have a help desk “ticketing” system. I’ve got lots more details but I think the project management positioning, monthly price point, and lack of ticketing help to show how OpenAir targets a slightly different market than traditional MSP-centric PSA platforms.
    -jp

  2. Avatar Changpoint PSA March 11, 2011 @ 4:42 pm
    Reply

    What about Changepoint PSA? We’ve deployed their SaaS version at our company for 225 people. Its used at other companies such as VMware, MSFT, HDS, etc. We looked at Openair, but Tigerpaw, Connectwise or Autotask didn’t even register for true PSA solutions…

  3. Avatar Joe Panettieri March 14, 2011 @ 5:08 pm
    Reply

    Hi Changepoint PSA: Are you indeed a ChangePoint customer or an employee? Either way we’ll be sure to give ChangePoint a look. The 10,000+ solutions providers and MSPs running Autotask, ConnectWise and Tigerpaw would likely say those solutions are real PSA. But MSPmentor certainly understands that there are multiple approaches to the PSA market, and we’ll be sure to give Changepoint PSA a look.
    -jp

  4. Avatar Time Clock August 28, 2012 @ 10:36 pm
    Reply

    I remember reading the news regarding Netsuites purchasing OpenAir.

  5. Avatar Joe Panettieri August 30, 2012 @ 6:38 am
    Reply

    Time Clock:

    Yup… tick, tick, tick. It has been awhile since NetSuite acquired OpenAir. They haven’t said much… at least not lately… about that PSA push.
    -jp

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

  • MSP 501 Newcomer Award: Oosha Limited Comes of Age
  • MSP 501 — 2020 EMEA Survey & Report
  • MSP 501 Profile: Xamin on COVID-19 Challenges and Strategic Partnerships
  • MSP 501 Profile: Unique IT Pro on Simple Switches and Boosting Product Offerings

Galleries

View all

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

February 23, 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

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

Ready To Add Cutting Edge IoT Solutions To Your Portfolio?

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?

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

.@Arcserve and @StorageCraft to merge, expanding both #dataprotection vendors' market from #SMB to enterprise.… twitter.com/i/web/status/1…

February 25, 2021
ChannelFutures

The golden age of the #Channel is here. @ComcastBusiness #dataconnectivity #SDN #desktop #security #UCaaS #IoT… twitter.com/i/web/status/1…

February 25, 2021
ChannelFutures

.@OneLogin hires @pulsesecure, @Juniper Networks vet as VP of global channels. #cybersecurity dlvr.it/RtVThK

February 25, 2021
ChannelFutures

.@Fortinet loses another channel vet, this time to @DeepInstinctSec. #cybersecurity dlvr.it/RtVR1t https://t.co/XvY0UQDzQL

February 25, 2021
ChannelFutures

Ready To Add Cutting Edge IoT Solutions To Your Portfolio? Read this white paper to learn how! @GetWirelessLLC… twitter.com/i/web/status/1…

February 25, 2021
ChannelFutures

What Is The Value Of Distribution For The Internet Of Things? This white paper will tell you @getwirelessllc… twitter.com/i/web/status/1…

February 25, 2021
ChannelFutures

The Internet of Things (IoT): Where do you begin? Read this white paper from @getwirelessLLC to find out… twitter.com/i/web/status/1…

February 25, 2021
ChannelFutures

5G Revolution or Evolution? @GetWirelessLLC dlvr.it/RtSzdZ https://t.co/Ot1F4s0tUq

February 25, 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