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
    • 2021 MSP 501 Application
    • 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
    • 2021 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
    • 2021 MSP 501 Application
    • 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
    • 2021 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

Sales & Marketing


Live Blog: ConnectWise IT Nation 2012 Day One

  • Written by Joe Panettieri 1
  • November 8, 2012

IT Nation 2012, the annual MSP and VAR partner conference hosted by ConnectWise, has kicked off in Orlando, Fla. Among today’s highlights: Level Platforms‘ Next Level conference. But that’s not all. Here’s a live blog, including my first interviews of the day with Continuum, Intel, Intronis, LabTech Software, VAR Staffing and more. Here’s the update.

1. Eric Townsend, Intel: I’m seated with him right now. He’s the guy behind vPro enablement for MSPs. Lots of talk about Intel-McAfee synergies going forward. Keep an eye on Small Business Advantage, especially for VARs. It’s a system that PC makers are using to help VARs optimize PCs for customers. Once customers are using Small Business Advantage, there’s a natural path for VARs and MSPs to introduce more managed services into the customer base. Twitter handles: @EricDTownsend, @IntelMSP.

2. Cloud Backup for VMware: The new Intronis fall 2012 release includes VMware support for full image backup both locally and in the cloud, according to Matt Kowalski, senior product manager. Also new from the company: USN Journal capabilities — leveraging technology from Microsoft — allows for scanning in roughly one-tenth to one-hundredth of the time as normal. Intronis is also reiterating its support of ConnectWise’s APIs.

Also with me for the meeting: Channel Chief Ted Roller and VP of Marketing Carol Ferrari. Ferrari remains upbeat about Intronis’ alignment with MSPs. And Roller sees MSPs focusing on total data protection conversations. Among the potential thrusts for 2013: Strategically, Intronis will expand internationally, Ferrari hinted.

4. Staffing Needs: VAR Staffing is at the conference, assigning IT service providers with their staffing needs. The VAR Staffing effort started about two years ago as a division of Apollo Staffing. The effort includes permanent search and contract staffing. And fees are only charged if VAR Staffing finds the right candidate and fills the position.

There’s a run on talent — perhaps the biggest since the dot-com boom of 1999 or so, according to Principal Mark Bier and Director of Channel Development Todd Billiar. The big demand involves data center (security, virtualization, convergence) and mobile. They are focused on everything from help desk experts all the way to executive management.

The hot spots for hiring include Chicago, Boston/New England, San Francisco/San Jose Bay Area and Dallas and Houston. If you’re looking for the A-players who can sell, design and implement the solutions, they claim, it’s time to get out in the market.

5. LabTech CEO Matt Nachtrab: On the Mobile Device Management front, MSPs are just now starting to receive customer MDM requests, said CEO Matt Nachtrab. He’s testing a range of mobile devices that he’s also purchased, including a MacBook and a Microsoft Surface tablet running Windows RT. Use the new interface for two minutes and you’ll understand the approach, said Nachtrab. The concept of a phone, desktop and tablet having the same approach on software and data management is compelling, he said.

On the business front, Nachtrab concedes LabTech has had some growing pains. Sure, sales are good. But the marketplace has forced the company to mature rapidly while focusing on quality. “We’re not just chasing growth; I think we’re now ahead of it and optimizing for it,” said Nachtrab. “We wrangled in support; it’s going great but I won’t say it’s perfect yet.”

LabTech has also re-written its ConnectWise interface from the ground up. The previous offering was difficult to get installed and up-and-running. The update has been released to QA, and targeting December 5 for potential launch. But the company won’t rush beta — he wasn’t to make sure everything is ready to go for general availability. “The level of efficiency MSPs can achieve with both tools is accelerating,” said Nachtrab.

Watch for tighter integrations between the ConnectWise service boards. Each board can have different status sets and workflows, and now LabTech information can be routed more efficiently over to ConnectWise. The bigger strategy: Quote by employee in Quosal, service and bill in ConnectWise, and discover and inventory in LabTech.

On Premise, in the Cloud — and a Patent?

LabTech also is available both on premise or in the Amazon Web Services cloud. The push into the cloud is going well and has been attracting MSPs that want roughly 25 to 200 agents.

Side note: LabTech has filed to earn a patent that involves managing virtualized cloud assets. Stay tuned on that one.

For 2013, LabTech will look to push beyond North America, Europe and Australia. Watch for “the year of the channel” with distribution relationships in international markets.

On the executive team front, Nachtrab said all the key seats are filled. Tony Thomas, head of product management, is one of the key names mentioned. “He has revolutionized the way we develop and bring software to market,” he said.

6. The MSP Investor: Sam Attias, managing partner at Technology Capital Investors, just sat down with me. He’s an investor in OS33, a cloud platform that transforms VARs and MSPs into CSPs. More details in minutes. Everything he’s focused on involves scaling OS33, which is targeting MSPs that have $2 million to $5 million in annual recurring revenues — and the MSPs will enjoy regional exclusivity if they hit certain business milestones.

Attias increasingly sees OS33 as a cloud aggregator platform. Attias is calling on IT service providers to stop talking about solutions providers and more about aggregation services.

7. Continuum Does Mobile Device Management: The RMM and NOC company has partnered up to offer an integrated MDM. “Given the liability, security and reliability issues, we think people are playing with fire with low-end MDM,” said CEO Michael George. After careful evaluation, Continuum instead decided to offer up MaaS360, marketed under the Continuum brand, said VP Steve Ricketts.

A key trend to watch: The shift to per-user pricing and also a big focus on MSPs managing tablets in the health care market.

Another big theme in the meeting: Total cost of ownership and integration. Continuum believes its relationships with LogMeIn and many other companies ensures a cost and quality advantage to its MSPs.

Longer term, George still sees a potential IPO down the road.

Additional Interviews Coming Today In This Blog:

  • Venture capitalist and angel investor who targets the MSP and cloud services markets.
  • The CEO of a major IT management software company serving MSPs.

Coming Soon: More interviews roughly one per hour. Keep checking in regularly.

Tags: Cloud Service Providers Digital Service Providers MSPs VARs/SIs Business Models Sales & Marketing Technologies

Related


  • CP-Expo-Logo-1050x618 web
    Channel Partners Virtual 2021 Is Here — Take Advantage of the Amazing Content
    Some of the industry's most compelling speakers are poised to take the virtual stage at this week's event.
  • Billing
    Massive SolarWinds Hack Prompts Up to $25 Million in New Security Costs for Company
    SolarWinds expects to incur the additional expenses throughout 2021.
  • Communications satellite in space
    IBM Leans on Partners to Bring Cloud Satellite Services to Life
    Big Blue took the much-anticipated hybrid cloud platform out of beta on March 1.
  • Channel Futures MSP 501 logo
    Welcome to the 2021 MSP 501 — Apply Now!
    It's go time! The 2021 MSP 501 survey and rankings are officially open for applications.

2 comments

  1. Avatar Todd November 12, 2012 @ 3:16 pm
    Reply

    Interesting that Michael George sees an IPO down the road. In my opinion, once a company goes public, it's priorities shift. Not to mention, the company SMaC goes from quality driven to “get the beat price on the IPO driven”, which isnt a recipe for quality, no matter how it gets spun in press rAs smb's we need partners dedicated to us, not driven by board demands for increased profits and shareholder payouts.

  2. Avatar Joe Panettieri November 13, 2012 @ 12:34 am
    Reply

    Todd,

    There's good and bad in every model. Do you think Steve Jobs worried about earnings per share or user experience first? Did Bill Gates worry about earnings per share or a PC on every desktop? Whether private or public, a company still must first and foremost produce products and services that customers want…
    -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

  • Now That a Brexit Deal is Done, What's Next for the UK Channel?
  • Palo Alto Networks Rolls Out Latest NextWave Partner Program
  • Juniper Networks Integrates Mist, 128 Offerings Following Acquisitions
  • Data Protection Providers Arcserve, StorageCraft Agree to Merge

Galleries

View all

From The Second City: How to Use Improv as a Business Tool

March 3, 2021

Industry Perspectives

View all

5 Ways XDR Can Improve Operational Efficiency for MSPs

March 4, 2021

Multi-Cloud: Strategy or Inevitable Outcome? (or both?)

March 3, 2021

Backup Vulnerability: 4 Targets Hackers Might Utilize to Infiltrate Your Backup Solution

March 2, 2021

Webinars

View all

A Partner’s Perspective on Channel Success in 2021

March 23, 2021

XDR and Why it Matters to MSPs

March 24, 2021

Top Security Trends Impacting Technology Security Providers In 2021

March 25, 2021
  • 1

White Papers

View all

Why Fortinet for my MSSP?

March 2, 2021

Small and Mid-Size Business Security: 4 Steps to Success

March 2, 2021

How SMBs Can Secure Endpoints and Remote Workers for the Long Haul

March 2, 2021

Upcoming Events

View all

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

Chinese hacker group #HAFNIUM exploits critical @MSFTExchange Server vulnerability, could impact thousands.… twitter.com/i/web/status/1…

March 7, 2021
ChannelFutures

Our latest #Cybersecurity Roundup highlights #CPVirtual, @Huntresslabs, @Entrust_Corp and @InsightEnt.… twitter.com/i/web/status/1…

March 5, 2021
ChannelFutures

RT @Channel_Expo: A HUGE thank you to our amazing #CPVirtual sponsors and exhibitors! 👏 @ATTBusiness @DellTech @8x8 @lumentechco @telarus @…

March 5, 2021
ChannelFutures

.@okta acquiring rival @auth0 in $6.5 billion all-stock transaction. #security dlvr.it/Rtzwdp https://t.co/4LvHCJuwsR

March 4, 2021
ChannelFutures

.@MicrosoftTeams features are coming to @MSFTDynamics365, the company announced at @MS_Ignite. #MicrosoftIgnite… twitter.com/i/web/status/1…

March 4, 2021
ChannelFutures

.@PreciselyData acquired by Clearlake Capital, @TAAssociates. #digitaltransformation dlvr.it/RtzbKg https://t.co/1rNYnTScxq

March 4, 2021
ChannelFutures

Thanks for attending #CPVirtual. Here's a Day 3 wrap and a look ahead to #CPExpo Homecoming in November!… twitter.com/i/web/status/1…

March 4, 2021
ChannelFutures

.@Veeam announces six annual Impact Partner Awards, with @SHI_Intl, @LogicalisUS, more. #cloud… twitter.com/i/web/status/1…

March 4, 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