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 Channel Futures

Sales & Marketing


BlueWater: Top Cisco Partner Makes MSP Move

  • Written by Joe Panettieri 1
  • November 12, 2009

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.

For a bit more on BlueWater’s strategy check out this MSPmentor FastChat video:

Howdy, Neighbor

Full 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.

Follow MSPmentor via RSS; Facebook; Identi.ca; and Twitter. And sign up for our Enewsletter; Webcasts and Resource Center. Plus, check out more MSP voices at www.MSPtweet.com.

Tags: Cloud Service Providers Digital Service Providers MSPs VARs/SIs Best Practices From the Industry Sales & Marketing Videos

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