Business continuity services continue to be a hot ticket in the managed services market. The latest example: Tech Data Corp. resellers will be able to provide SunGard Availability Services’ managed backup and disaster recovery offerings under a new distribution agreement between the firms.
The distributor and SunGard will help VARs incorporate those services into their own managed services and data center practices, according to a Tech Data spokesman. VARs, he said, are free to price the services as they see fit, adding “we expect them to enjoy healthy margins.”
For resellers, the ability to offer backup and recovery at all may be just as important than what margins materialize. Small business tend to neglect those functions, so offering them a managed service fills a potentially dangerous gap. However, the creation and on-going operation of a backup/recovery site may be beyond what some VARs can muster. For companies in that particular boat, a partnering approach is probably the way to go.
The Tech Data spokesman said SunGard represents the company’s first “pure service” partner focusing on managed data backup and recovery services. The deal stems from Tech Data’s Advanced Infrastructure Solutions Division, which helps VARs provide server, storage, virtualization and other data center solutions.
Carmen Sorice III, senior vice president, channels at SunGard Availability Services, said the Tech Data partnership will initially focus on business continuity software as well as managed backup and recovery services.
"This is SunGard’s first distributor relationship in managed backup and disaster recovery services under this new program," Sorice said.
SunGard has been reaching out to different types of partners in recently months. The company has forged alliances with both traditional software vendors (SAP) and software-as-a-service providers (HarrisData).
Turning to VARs, SunGard will introduce its services and channel initiatives this week during Tech Data’s Technology Solutions Tour in Tampa, Fla.
Healthy CompetitionNo doubt, backup, disaster recovery and contingency planning are high-demand items in the MSP market.
The Ingram Micro Seismic team in May 2009 introduced an Instant Recovery on Demand relationship with CA Inc. Meanwhile, Zenith Infotech has largely pushed beyond its managed services heritage and the company's Business Continuity Service has fueled Zenith's growth in recent months.
Contributing blogger John Moore covers Master MSPs, Web hosts and emerging opportunities. Follow MSPmentor via RSS; Facebook; Identi.ca; and Twitter. And sign up for our Enewsletter; Webcasts and Resource Center.