Category Archives for "Managed Services News"

Jun 23

Fred Voccola Talks Overall Acquisition Strategy, How Kaseya Supports Partners

By | Managed Services News

Day three of the conference featured a wide array of keynotes and breakouts, and the chance to sit down with the CEO.

KASEYA CONNECT IT GLOBAL — Day three of Kaseya’s Connect IT Global conference featured blueprints (ranging from security, to peer groups to compliance). 

Gary Pica, president, TruMethods, Kaseya, taught audience members how to “unleash the power” of the peer. Robin Robins, CEO and founder, Technology Marketing Toolkit, gave attendees the framework for the ultimate MSP marketing plan. Max Pruger, general manager, compliance, Kaseya, schooled attendees on how to identify hidden security risks, and vulnerability management best practices. Jason Manar, CISO, Kaseya, discussed current and actionable items that organizations can and should be doing to prepare for any incident — covering incident response plans, business continuity, disaster recovery and other topics.

Sitting Down with the CEO

Channel Futures sat down with Kaseya CEO Fred Voccola at the conference to go a little more in-depth on some of the finer points of his opening keynote the day prior. These being the product updates and launches happening or coming up, how Kaseya is supporting partners, and the company’s acquisition strategy (including the snap-up of… you guessed it… Datto). 

Kaseya's Fred Voccola

Kaseya’s Fred Voccola

The first, and probably the most obvious point has to do with integrating an ecosystem such as Datto’s. With partner sentiment being a little less “we’re in the upside down” than it was back in April, we still want to know … how? Why? What is the overall acquisition strategy? 

“It’s pretty simple. We want to provide a platform that addresses the unique problems that MSPs face,” said Voccola. There are four big ones. One is that they all suffer from vendor fatigue. Second is that all of the products that the vendors use, they’re not automated together. As a result, technicians aren’t super efficient. The third is that most software users in general only access 15%-20% of the capabilities of their products, because there are so many. That obviously hurts efficiency. And finally, things are exorbitantly expensive. So why do we keep acquiring technologies? We buy the best in every category of what these MSPs need to do, and we integrate them together.”

All of the Acquisitions

Voccola referenced Kaseya’s IT Complete solution, which aims to make MSPs more efficient, profitable and able to drive effective services, despite the aforementioned challenges. 

“We acquire these companies/technologies because, simply put, complete IT must be… complete,” added Voccola. “So we have to have functionality for every type of managed service that an MSP needs to deliver for their clients, and enable functionality for the MSP to run its own business.”

In terms of Datto, specifically, Voccola has highlighted the acquisition motives from about every angle. But in this chat, he put it in simple terms. The brand is amazing. And, Kaseya plans to keep it that way.

“Datto, the name, the brand … we always do what we believe in. We strive to keep these brands their own,” said Voccola. “Why do we do that? Because it prevents people internally, as well as customers, from thinking, ‘Oh, well, Datto’s gone.’ Not the case. We’re a melting pot; we take the best of everyone that we buy and plug them in. So Datto makes Kaseya better, Kaseya makes Datto better. That’s what we do. And the other reason is because we can, and we should. We think we can deliver a lot more value to customers.”

Voccola stressed that Kaseya has an obligation to execute on that strategy. The strategy is everything.

Product Updates

At the risk of only focusing on the (ahem) acquisition of the year, Channel Futures also asked which of the many product updates across the Kaseya companies Voccola is most excited about. The answer is named after a furry, four-pawed bundle of barks that goes by the name Cooper. 

For context, within KaseyaOne, the Cooper AI Engine is the technology behind Cooper’s Insights. These insights aim to help partners get the most out of the Kaseya modules they own.

“Cooper touches every single module of IT Complete,” said Voccola. “I’ll give an analogy. Everyone uses Excel; every one of your readers knows Excel. Excel can help you build a house, it can teach you how to speak French in a week, if you want. But how many people know that? How many people use the full power of Excel? One percent, maybe? All these BI tools that exist — companies spend hundreds of thousands of dollars on business intelligence tools, when Excel can do 75%-90% of it for far less money. For one 100% of the cost. A tool like Cooper is so powerful. There are so many implications to fundamentally change the overburdened MSP technician’s life.”

Jun 22

DartPoints Expands Partner Program with AT&T Channel Vet as First Leader

By | Managed Services News

The new hire made the very first sale through AT&T’s ACC Business partner program.

Jackie Steinberg has joined digital infrastructure provider DartPoints as channel leader. It’s a new position for the company, and Steinberg will lead DartPoints’ expanding channel program. She will develop relationships with the channel community, ultimately growing and streamlining DartPoints’ channel sales, the company said.

Steinberg was formerly a regional partner development manager for AT&T. There she was responsible for expanding AT&T Business and ACC Business services through technology services distributors (TSDs, formerly master agents) and their partners.

DartPoints' Monty Blight

DartPoints’ Monty Blight

A ‘Passion’ for Channel Programming

Monty Blight is VP of sales for DartPoints.

“Jackie brings a unique blend of leadership, passion and industry experience to the team. We look forward to seeing how our channel partner program will flourish with her at the helm,” Blight said. “Whether delivering our hybrid cloud and colocation services or next generation edge services, the channel will greatly benefit from Jackie’s expertise and sales prowess.”

Steinberg has 13 years of experience in telecommunications, building and sustaining high-performance sales teams. She established and maintained relationships with key clients and strategic partners. Steinberg was responsible for the re-launch of AT&T’s “colocation ecosystem” across all TSDs and their partners. She also launched and successfully made the first-ever sale for ACC Business. Prior to her role at AT&T, she was regional channel director of Nitel and consecutively ranked as the company’s top channel manager and president’s club winner for multiple years.

DartPoints' Jackie Steinberg

DartPoints’ Jackie Steinberg

“Given my background in growing industry channel programs, with a particular passion for solving customers’ technology issues, DartPoints is an exciting next step,” Steinberg said. “I’m thrilled to show the incredible value of DartPoints’ infrastructure and cloud solutions to the channel community that I’m so passionate about.”

Jun 22

DartPoints Expands Partner Program with AT&T Channel Vet as First Leader

By | Managed Services News

The new hire made the very first sale through AT&T’s ACC Business partner program.

Jackie Steinberg has joined digital infrastructure provider DartPoints as channel leader. It’s a new position for the company, and Steinberg will lead DartPoints’ expanding channel program. She will develop relationships with the channel community, ultimately growing and streamlining DartPoints’ channel sales, the company said.

Steinberg was formerly a regional partner development manager for AT&T. There she was responsible for expanding AT&T Business and ACC Business services through technology services distributors (TSDs, formerly master agents) and their partners.

DartPoints' Monty Blight

DartPoints’ Monty Blight

A ‘Passion’ for Channel Programming

Monty Blight is VP of sales for DartPoints.

“Jackie brings a unique blend of leadership, passion and industry experience to the team. We look forward to seeing how our channel partner program will flourish with her at the helm,” Blight said. “Whether delivering our hybrid cloud and colocation services or next generation edge services, the channel will greatly benefit from Jackie’s expertise and sales prowess.”

Steinberg has 13 years of experience in telecommunications, building and sustaining high-performance sales teams. She established and maintained relationships with key clients and strategic partners. Steinberg was responsible for the re-launch of AT&T’s “colocation ecosystem” across all TSDs and their partners. She also launched and successfully made the first-ever sale for ACC Business. Prior to her role at AT&T, she was regional channel director of Nitel and consecutively ranked as the company’s top channel manager and president’s club winner for multiple years.

DartPoints' Jackie Steinberg

DartPoints’ Jackie Steinberg

“Given my background in growing industry channel programs, with a particular passion for solving customers’ technology issues, DartPoints is an exciting next step,” Steinberg said. “I’m thrilled to show the incredible value of DartPoints’ infrastructure and cloud solutions to the channel community that I’m so passionate about.”

Jun 22

DartPoints Expands Partner Program with AT&T Channel Vet as First Leader

By | Managed Services News

The new hire made the very first sale through AT&T’s ACC Business partner program.

Jackie Steinberg has joined digital infrastructure provider DartPoints as channel leader. It’s a new position for the company, and Steinberg will lead DartPoints’ expanding channel program. She will develop relationships with the channel community, ultimately growing and streamlining DartPoints’ channel sales, the company said.

Steinberg was formerly a regional partner development manager for AT&T. There she was responsible for expanding AT&T Business and ACC Business services through technology services distributors (TSDs, formerly master agents) and their partners.

DartPoints' Monty Blight

DartPoints’ Monty Blight

A ‘Passion’ for Channel Programming

Monty Blight is VP of sales for DartPoints.

“Jackie brings a unique blend of leadership, passion and industry experience to the team. We look forward to seeing how our channel partner program will flourish with her at the helm,” Blight said. “Whether delivering our hybrid cloud and colocation services or next generation edge services, the channel will greatly benefit from Jackie’s expertise and sales prowess.”

Steinberg has 13 years of experience in telecommunications, building and sustaining high-performance sales teams. She established and maintained relationships with key clients and strategic partners. Steinberg was responsible for the re-launch of AT&T’s “colocation ecosystem” across all TSDs and their partners. She also launched and successfully made the first-ever sale for ACC Business. Prior to her role at AT&T, she was regional channel director of Nitel and consecutively ranked as the company’s top channel manager and president’s club winner for multiple years.

DartPoints' Jackie Steinberg

DartPoints’ Jackie Steinberg

“Given my background in growing industry channel programs, with a particular passion for solving customers’ technology issues, DartPoints is an exciting next step,” Steinberg said. “I’m thrilled to show the incredible value of DartPoints’ infrastructure and cloud solutions to the channel community that I’m so passionate about.”

Jun 22

DartPoints Expands Partner Program with AT&T Channel Vet as First Leader

By | Managed Services News

The new hire made the very first sale through AT&T’s ACC Business partner program.

Jackie Steinberg has joined digital infrastructure provider DartPoints as channel leader. It’s a new position for the company, and Steinberg will lead DartPoints’ expanding channel program. She will develop relationships with the channel community, ultimately growing and streamlining DartPoints’ channel sales, the company said.

Steinberg was formerly a regional partner development manager for AT&T. There she was responsible for expanding AT&T Business and ACC Business services through technology services distributors (TSDs, formerly master agents) and their partners.

DartPoints' Monty Blight

DartPoints’ Monty Blight

A ‘Passion’ for Channel Programming

Monty Blight is VP of sales for DartPoints.

“Jackie brings a unique blend of leadership, passion and industry experience to the team. We look forward to seeing how our channel partner program will flourish with her at the helm,” Blight said. “Whether delivering our hybrid cloud and colocation services or next generation edge services, the channel will greatly benefit from Jackie’s expertise and sales prowess.”

Steinberg has 13 years of experience in telecommunications, building and sustaining high-performance sales teams. She established and maintained relationships with key clients and strategic partners. Steinberg was responsible for the re-launch of AT&T’s “colocation ecosystem” across all TSDs and their partners. She also launched and successfully made the first-ever sale for ACC Business. Prior to her role at AT&T, she was regional channel director of Nitel and consecutively ranked as the company’s top channel manager and president’s club winner for multiple years.

DartPoints' Jackie Steinberg

DartPoints’ Jackie Steinberg

“Given my background in growing industry channel programs, with a particular passion for solving customers’ technology issues, DartPoints is an exciting next step,” Steinberg said. “I’m thrilled to show the incredible value of DartPoints’ infrastructure and cloud solutions to the channel community that I’m so passionate about.”

Jun 22

DartPoints Expands Partner Program with AT&T Channel Vet as First Leader

By | Managed Services News

The new hire made the very first sale through AT&T’s ACC Business partner program.

Jackie Steinberg has joined digital infrastructure provider DartPoints as channel leader. It’s a new position for the company, and Steinberg will lead DartPoints’ expanding channel program. She will develop relationships with the channel community, ultimately growing and streamlining DartPoints’ channel sales, the company said.

Steinberg was formerly a regional partner development manager for AT&T. There she was responsible for expanding AT&T Business and ACC Business services through technology services distributors (TSDs, formerly master agents) and their partners.

DartPoints' Monty Blight

DartPoints’ Monty Blight

A ‘Passion’ for Channel Programming

Monty Blight is VP of sales for DartPoints.

“Jackie brings a unique blend of leadership, passion and industry experience to the team. We look forward to seeing how our channel partner program will flourish with her at the helm,” Blight said. “Whether delivering our hybrid cloud and colocation services or next generation edge services, the channel will greatly benefit from Jackie’s expertise and sales prowess.”

Steinberg has 13 years of experience in telecommunications, building and sustaining high-performance sales teams. She established and maintained relationships with key clients and strategic partners. Steinberg was responsible for the re-launch of AT&T’s “colocation ecosystem” across all TSDs and their partners. She also launched and successfully made the first-ever sale for ACC Business. Prior to her role at AT&T, she was regional channel director of Nitel and consecutively ranked as the company’s top channel manager and president’s club winner for multiple years.

DartPoints' Jackie Steinberg

DartPoints’ Jackie Steinberg

“Given my background in growing industry channel programs, with a particular passion for solving customers’ technology issues, DartPoints is an exciting next step,” Steinberg said. “I’m thrilled to show the incredible value of DartPoints’ infrastructure and cloud solutions to the channel community that I’m so passionate about.”

Jun 22

New Supplier Agreements: Upstack Signs CallTower, Avant Adds Netacea

By | Managed Services News

Avant expanded its cybersecurity portfolio, while Upstack formed another direct vendor agreement.

Technology providers CallTower and Netacea are diversifying their sales footprints with new partner agreements.

Avant has signed bot detection and mitigation provider Netacea to its line card. Netacea is the first bot management supplier to join Avant’s portfolio, according to Shane McNamara, executive vice president of operations and engineering. He cited Netacea’s use of threat intelligence and machine learning for the selection.

Avant's Shane McNamara

Avant’s Shane McNamara

“Netacea is an ideal supplier for Avant. As the cybersecurity landscape continually evolves, we are committed to addressing the threats global enterprises face and provide trusted advisers with the very best and most comprehensive forward-looking security tools,” McNamara said. “This is why joining forces with Netacea, which has the technology and know-how to fight 21st century threats, makes perfect sense.

Avant unveiled its enhanced cybersecurity practice in the spring. The program includes more than 50 suppliers. In addition, more than 900 agents have completed a certification in the Avant cybersecurity practice.

Horton, Kirk_Netacea

Netacea’s Kirk Horton

“In my more than 20 years of experience in building IT channel programs, one important component to a successful partnership has always been the alignment on goals and a shared vision — which is exactly why we’re certain Avant is a great fit for Netacea,” said Kirk Horton, Netacea’s vice president of channels and partners.

Avant last month announced the acquisition of PlanetOne.

Upstack-Netacea

Upstack, which signed a deal with Netacea in the winter, has also inked a direct agreement with CallTower. The vendor provides unified communications, collaboration and contact center offerings. Its products include direct routing for Microsoft Teams and support for Cisco Webex.

CallTower as a result of the partnership accesses to the more than 20 technology advisers that conduct sales under the Upstack umbrella. The company also cited Upstack’s “web-based tools.”

CallTower chief revenue officer William Rubio expressed his excitement.

“We are thrilled to partner with Upstack and combine their sourcing platform with our suite of solutions,” Rubio said. “We’re excited to offer powerful partnerships in order to ensure the continued success and communication of our customers and clients.”

CallTower’s William Rubio

Upstack’s customers number more than 2,500, according to Danielle DeCosta, vice president of supplier and sales enablement.

Upstack's Danielle DeCosta

Upstack’s Danielle DeCosta

“The partnership with CallTower adds market-leading UCaaS and CCaaS solutions to Upstack’s portfolio that our advisers can recommend to our valued business customers,” DeCosta said.

Upstack earlier this month drew the attention of the channel by announcing a direct agreement with Lumen Technologies. The deal represented a shift for Lumen, which has historically relied on technology services distributors like Avant to form relationships with customer-facing sales agencies. The deal also highlighted the efforts Upstack has made in building a back office to be able to support more direct partnerships with vendors.

Upstack has used funding from Berkshire Partners and other private equity companies to acquire several high performing channel partner firms.

Jun 22

ODP Corp. No Longer Plans to Sell Office Depot, OfficeMax

By | Managed Services News

digitalreflections/Shutterstock

Channel Fail? Office Depot

The company expects consolidated revenue to be approximately $2 billion for the second quarter of 2022.

Office Depot and OfficeMax retail stores and channel business won’t be up for sale by the ODP Corp. any time soon.

The board of the corporation also said it would no longer pursue a separation of its business and consumer units — at least for now. Furthermore, it will maintain all its businesses under common ownership. ODP Corp. put that separation process on hold earlier this year pending evaluation of potential opportunities to sell off the company’s consumer business.

ODP's Joseph Vassalluzzo

ODP’s Joseph Vassalluzzo

Joseph Vassalluzzo is chair of the board of directors of ODP.

“Given current market and macroeconomic conditions, as well as the benefits of maintaining purchasing and supply chain synergies, the board has determined that now is not the right time to further pursue separating the company into two independent, publicly traded companies,” said Vassalluzzo. “However, the completion of our internal reorganization will make such a potential separation substantially simpler should the company determine to resume the separation process following a change of market conditions in the future.”

Holding Company Structure

ODP Corp. recently transformed its operations under its holding company structure into its B2C business and three distinct B2B business and digital segments. These focused on enhancing value for shareholders. They include Office Depot, ODP Business Solutions, Veyer (a supply chain, distribution, procurement and global sourcing operation) and Varis (a B2B digital platform technology business). The company expects total revenue to be approximately $2 billion in the second quarter.

Earlier this year, ODP sold its CompuCom Systems subsidiary to an affiliate of Variant Equity in a deal worth up to $305 million. Office Depot acquired CompuCom for $1 billion in 2017. At the time, the acquisition highlighted Office Depot’s new strategic direction — one poised to make it significant player in the channel.

Channel analyst Jay McBain of Canalys in January wasn’t high on the sale to Variant. He described it as an “extremely low valuation for MSP revenue with blue chip clients.” Ultimately, Office Depot’s attempts to become a force in the channel were unsuccessful.

ODP’s Gerry Smith

Gerry Smith is chief executive officer of ODP.

“Completing [this recent] realignment of our operating businesses enables our dedicated management teams to focus on meeting their respective customers’ needs and implement channel specific go-to-market strategies. And by the end of the year, it will also enable us to provide greater visibility to our investors about these operating businesses’ performance on a go-forward basis,” Smith said.

 

Jun 22

DartPoints Expands Partner Program with AT&T Channel Vet as First Leader

By | Managed Services News

The new hire made the very first sale through AT&T’s ACC Business partner program.

Jackie Steinberg has joined digital infrastructure provider DartPoints as channel leader. It’s a new position for the company, and Steinberg will lead DartPoints’ expanding channel program. She will develop relationships with the channel community, ultimately growing and streamlining DartPoints’ channel sales, the company said.

Steinberg was formerly a regional partner development manager for AT&T. There she was responsible for expanding AT&T Business and ACC Business services through technology services distributors (TSDs, formerly master agents) and their partners.

DartPoints' Monty Blight

DartPoints’ Monty Blight

A ‘Passion’ for Channel Programming

Monty Blight is VP of sales for DartPoints.

“Jackie brings a unique blend of leadership, passion and industry experience to the team. We look forward to seeing how our channel partner program will flourish with her at the helm,” Blight said. “Whether delivering our hybrid cloud and colocation services or next generation edge services, the channel will greatly benefit from Jackie’s expertise and sales prowess.”

Steinberg has 13 years of experience in telecommunications, building and sustaining high-performance sales teams. She established and maintained relationships with key clients and strategic partners. Steinberg was responsible for the re-launch of AT&T’s “colocation ecosystem” across all TSDs and their partners. She also launched and successfully made the first-ever sale for ACC Business. Prior to her role at AT&T, she was regional channel director of Nitel and consecutively ranked as the company’s top channel manager and president’s club winner for multiple years.

DartPoints' Jackie Steinberg

DartPoints’ Jackie Steinberg

“Given my background in growing industry channel programs, with a particular passion for solving customers’ technology issues, DartPoints is an exciting next step,” Steinberg said. “I’m thrilled to show the incredible value of DartPoints’ infrastructure and cloud solutions to the channel community that I’m so passionate about.”

Jun 22

Inside the ‘Freight Train’ Telarus-TCG Acquisition and Future of Technology Sourcing

By | Managed Services News

Will partners of the future take up the brands of their distribution partners? Leaders from Telarus think many will.

Proliferating M&A in the technology sourcing channel might point to a future where partners align themselves more closely with their distribution partners.

So said Telarus CEO Adam Edwards when we asked where he sees the market moving in the next few years. Telarus made waves this week with the purchase of TCG. The companies say the deal creates the largest technology solutions brokerage in the world.

In fact, it’s the latest in a series of consolidation involving Telarus and its peers. The number of companies identifying themselves as national TSDs/TSBs in the last three years by some estimates has halved. Now a handful of players, most of them backed by private equity or a larger parent company, are positioning themselves to be the last ones standing.

“I think this is progressing the way that we envisioned,” Edwards told Channel Futures. “There’s going to be a consolidation because there’s going to be a need for value and for resources. The only way to provide that resource is to be a large organization and reinvest.”

Edwards and Dan Pirigyi, who has joined Telarus as senior vice president of strategic partners, shared their vision for the future of the agent channel. Check out our slideshow above to read what they had to say.

 

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