Category Archives for "Managed Services News"

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

Forescout Finds Icefall Vulnerabilities in Devices from Honeywell, Ericsson, More

By | Managed Services News

Impacted industries include manufacturing, nuclear, power generation and more.

Forescout has discovered 56 vulnerabilities, collectively dubbed Icefall. This affects devices from 10 operational technology (OT) vendors, including Honeywell, Ericsson, Motorola and Siemens.

Industries impacted by Icefall include manufacturing, nuclear, power generation and more. Forescout‘s Vedere Labs made the discovery.

Vedere Labs divided the Icefall vulnerabilities into four main categories: insecure engineering protocols; weak cryptography or broken authentication schemes; insecure firmware updates; and remote code execution via native functionality.

Vedere Labs' Daniel dos Santos

Vedere Labs’ Daniel dos Santos

Daniel dos Santos is head of security research at Vedere Labs.

“The damage is highly dependent on the industry being attacked,” he said. “In the report, we discuss three scenarios: natural gas transport, wind power generation and manufacturing.”

Vedere Labs divided the impact of the Icefall vulnerabilities into three categories, dos Santos said. Those include:

  • Manipulation/denial of control, which means the attacker targets control systems to tamper with the physical process. For example, changing some setpoint that would lead to incorrect or dangerous products being manufactured.
  • Loss of safety, which means the attacker targets not the control, but the safety systems to allow for damaging conditions to happen. For example, targeting a safety system in a gas pipeline to allow for an unsafe increase in pressure.
  • Loss of productivity, which means the attacker stops or degrades the performance of the physical process to affect service delivery and the target’s revenue. For example, stopping one or a series of wind turbines.

Verticals Most Impacted by Icefall

Based on data from customer networks, manufacturing is the most impacted vertical, dos Santos said. This isn’t surprising given the nature of these devices.

“The next most impacted verticals (health care, retail and government) are a bit surprising,” he said. “But that is because they rely heavily on building automation systems for their large facilities. Building automation is an often forgotten type of OT that is present in nearly every organization nowadays.”

Many vendors are moving to more secure designs, dos Santos said. In addition, some of the vendor advisories will recommend either patches or moving to more recent alternatives.

“Nevertheless, both patching and replacing systems are challenging in OT because of the impact they have on running processes,” he said. “Systems often have to be taken offline for patching. Patching often has to wait months for a maintenance window while replacing a system may incur a large engineering effort.”

Vendors Issuing Advisories

Vendors have started issuing advisories about the Icefall vulnerabilities in coordination with the Cybersecurity and Infrastructure Security Agency (CISA).

“Each advisory contains the recommended mitigation actions for the affected products,” dos Santos said.

Vedere Labs recommends that organizations …

Jun 22

Public Cloud Revenue Not Slowing, Led by AWS, Azure, Google Cloud, Salesforce

By | Managed Services News

Analysis from the first quarter shows revenue soared over the same period a year prior. What does that mean for the future?

Public cloud revenue in the first quarter of the year soared 26% over the same period in 2021.

That’s according to new stats from Synergy Research Group.

Across the main service and infrastructure markets, public cloud revenue reached $126 billion, analysts said on Wednesday. The sectors with the most growth?: Infrastructure as a service and platform as a service. Combined, the first-quarter revenue for these cloud solutions grew by 36%, topping more than $44 billion.

Synergy Research Group's John Dinsdale

Synergy Research Group’s John Dinsdale

“Public cloud-related markets are typically growing at rates ranging from 15%-40% per year, with PaaS and IaaS leading the charge,” said John Dinsdale, a chief analyst at Synergy Research Group. “Looking out over the next five years, the growth rates will inevitably tail off as these markets become ever-more massive, but we are still forecasting annual growth rates that are generally in the 10%-30% range.”

Indeed, the rate of public cloud revenue increases is causing industry observers to ask whether cloud spending is slowing or stabilizing. As with any technology, unprecedented adoption — as happened with cloud during COVID-19 — can raise investors’ hopes that they’ve latched onto a money-maker that will give them ever-higher returns.

But there are ceilings. Cloud providers may be hitting those as end users begin to better control their cloud spending. Organizations are not necessarily slowing adoption so much as better managing the resources they use so they stop overpaying. (And with inflation at record highs and a recession looming, who wants to shell out more than needed?) As more organizations lend attention to their cloud expenses, public cloud revenue will inevitably take a hit; yet, that does not mean reliance on the cloud is waning.

More Is Coming

To that point, Synergy Research says the major cloud providers will have to keep adding data centers and computing power to keep up with demand. Dinsdale projects that timeline to stretch over the next three to four years. And as the public cloud vendors require more access and power, that will only bode well overall, he noted.

“[T]he major cloud providers need an ever larger footprint of hyperscale data centers and more raw computing power, which then drives the markets for data center hardware and software,” Dinsdale said. “For sure the competition will be tough, but up and down the cloud ecosystem there will be a bright future for companies that bring the right products to market in a timely fashion.”

On that note, analysts said that public cloud providers spent $28 billion – 20% more than last year – to build, lease and equip data center infrastructure.

And lest we overlook the other contributors to cloud environments, take a look at some additional areas seeing increasing revenue. For example, Synergy says managed private cloud services, enterprise software as a service, and content delivery networks added a combined $54 billion in service revenue in the first quarter. Percentage-wise, the figure was not far from that of public cloud revenue — rising 21% from 2021.

In terms of regions, the United States remains the center of gravity, as Synergy put it. The United States accounted for 44% of all cloud service revenue in the first quarter. It also made up 51% of hyperscale data center capacity.

Across service and infrastructure markets, most players are U.S. companies. The rest are mostly Chinese firms, according to Synergy. China was responsible for 8% of all first-quarter cloud service revenue and 15% of hyperscale data center capacity, per Synergy.

Finally, the companies contributing to the rising public cloud revenue will come as no surprise. Synergy cited the most prominent vendors as Microsoft Azure, Amazon Web Services, Salesforce and Google Cloud. Other major players included Adobe, Alibaba, Cisco, Dell, Digital Realty, IBM, Inspur, Oracle, SAP and VMware. All told, these providers accounted for 60% of all public cloud revenue, or cloud-related revenue.

 

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

DoControl Launches New Channel Program, Helps Partners Mitigate Security Threats

By | Managed Services News

It extends the sales footprint of the company’s SaaS data access control solution.

Software company DoControl has launched the Accelerate Channel Program, which it designed to help partners become security experts. At the same time, partners can earn more money through consistent margins and incentives, the company said.

The program is for global systems integrators, national solutions providers, VARs, cybersecurity consulting firms and MSPs.

Pam Zedak is director of channels North America at DoControl.

“After an incredible 18 months proving our solution, DoControl is shifting to a channel-first strategy to scale our business with trusted partners,” said Zedek.

At launch, the company is working with GuidePoint Security, EverSec Group, Castle Ventures, Legato Security and more.

“We appreciate our partners as we work collaboratively together to solve our customers’ most pressing security issues pertaining to sensitive data throughout their SaaS estate,” Zedek added.

The DoControl Accelerate Channel Program includes access to sales, sales engineering, channel and customer success resources. The software company offers guaranteed partner margin and sales incentives, marketing development funds, lead sharing, and sales and technical training. It also provides the ability to offer DoControl’s risk assessment and proof of value evaluations. Finally, the program guarantees not-for-resale platform access for selling and marketing purposes.

Regaining Control of SaaS Data Access

SaaS spending will outpace infrastructure-as-a-service (IaaS) spending by 41% in 2022, according to Gartner estimates. Accelerated SaaS adoption, the growing complexity of SaaS ecosystems and the lack of granular, automated access control leave organizations exposed to unauthorized and undetected data exfiltration. DoControl says it harnesses user interactions and API access across SaaS applications and feeds it to powerful no-code workflows. These automatically identify, respond to and remediate threats stemming from SaaS data policy violations. The company’s SaaS data access control solution aims to eliminate the enterprise threats created by departing employees, third-party vendors, cross-team collaboration and more.

DoControl's Adam Gavish

DoControl’s Adam Gavish

Adam Gavish is co-founder and CEO at DoControl.

“Partners are central to our growth strategy and ability to scale to meet customer needs,” Gavish said. “By providing our partners with access to new tools and program benefits, together we’ll be able to reach more customers with tailored solutions to help them regain control of SaaS data access in today’s modern enterprises and distributed work environments.”

Jun 21

Voccola Addresses Datto Acquisition, Partners React at Kaseya Connect IT Global

By | Managed Services News

Main keynote and sessions covered new technologies, Kaseya’s acquisition and integration plans, and product strategies.

KASEYA CONNECT IT GLOBAL — Day two of Kaseya’s Connect IT Global 2022 event in Las Vegas began with another rousing keynote from CEO Fred Voccola. Voccola covered a range of topics, focusing on the state of the MSP and SMB industry, and what this means for Kaseya and its different business units.

“SMBs are driving everything,” said Voccola (pictured above). “They are shaking up the big boys. Business scales faster in today’s world, and SMBs have transformed into a new operating model. COVID accelerated this, of course, so now more than ever, there’s a right place and time element to this. Business applications are transforming the SMB — they’ve become mission-critical. That means they need to work, and they need to be secure. Organizations are requiring enterprise-class business applications. And the people in this room are the ones who do it.”

Voccola also pointed out that budgets these days aren’t keeping up with demand. Partners are feeling the pinch, meaning they have to do more with less. The burden is on these already overworked, and overlooked IT professionals. 

So what’s the solve? Automation, right? Yes, technician efficiency means automation, which goes hand in hand with integration. But integration is … not easy.

This is the reality in a heterogeneous software environment. Most integrations are difficult and don’t end up working. It’s hard to build something meaningful enough that overcomes the challenges that both parties have.

Compliance Is Coming

Another challenge, according to Voccola, is compliance. This is a big one, or at least is becoming a big one. 

“This is the next big thing on the horizon for everyone, but definitely for the SMB,” said Voccola. “The standards coming down the pike have teeth. One of the biggest forms of this will be cyber insurance policy claims.”

Voccola mentioned that soon, customers will be able to use Kaseya’s Compliance Manager service solution for this. 

Mergers, and One Very Specific Acquisition

Kaseya exists to solve the aforementioned challenges for partners, said Voccola. One of the ways it has done this is to acquire companies with the capabilities to do just that. Being one intelligent engine and one source of integration is Kaseya’s company strategy, according to Voccola. And, Kaseya has made a lot of acquisitions to get there. One such notable acquisition is, of course, Datto, which Channel Futures covered extensively when the announcement broke.

“No company on this planet can be organically competent — that is to say, no one has all of the knowledge/expertise in the areas of security, compliance, RMM, backup, etc.,” said Voccola in his keynote. “Those are complicated areas. So we buy companies that have expertise in those areas, with industry-leading products, and integrate those into our platform. We make them workflow-integrated; we now make them intelligent, and we lower the price for them. We’ve done that with every deal we’ve made. There is no difference in why we’re buying Datto. It’s the same strategy. Datto will make us more complete and commercially integrated. Datto has amazing technologies that we are going to integrate into our platform.”

According to Voccola, the goal is to continue to solve the same problems; Datto just happens to be …

Jun 21

Park Place Technologies Continues Acquisition Spree with Riverstone Technology

By | Managed Services News

This is Park Place Technologies’ 21st acquisition since 2016.

Park Place Technologies‘ latest acquisition is Riverstone Technology, a third-party maintenance and support provider based in Atlanta.

The acquisition will provide more products and services to Riverstone Technology‘s client base. Those include automated monitoring and a portfolio of managed services.

Riverstone Technology offers third-party maintenance and support for storage, network and server devices. The business supports all major OEM brands and serves more than 475 clients across six continents.

This is Park Place Technologies’ (No. 226 on the 2022 MSP 501) third acquisition of 2022 and the 21st since 2016.

Alignment with Park Place Technologies

Chris Adams is Park Place Technologies‘ president and CEO.

Park Place's Chris Adams

Park Place’s Chris Adams

“Riverstone Technology has grown globally through a reputation for responsiveness and great client service, values that align with Park Place’s mission and reputation,” he said. “Bringing Riverstone Technology into our family will allow us to continue its third-party maintenance success while offering a full managed services portfolio to Riverstone’s Technology’s customers.”

Park Place leverages a global parts supply chain, automation, machine learning (ML), and a portfolio of services and products to optimize networking and data center uptime and performance.

Park Place Technologies Set Industry Standards

Riverstone Technology's Barry Anderson

Riverstone Technology’s Barry Anderson

Barry Anderson is Riverstone Technology‘s owner and CEO. He said his company has helped thousands of companies improve their business strategy and optimize their data centers.

“We have watched Park Place set industry standards for innovation and service,” he said. “We are excited to connect our clients to Park Place’s engineering expertise and full range of managed services, and introduce them to the Curvature brand for their hardware needs.”

Keep up with the latest channel-impacting mergers and acquisitions in our M&A roundup.

In March, the company announced its acquisition of Reliant Technology, which offers third-party maintenance and support for storage, network and server devices. The business supports all major OEM brands and serves nearly 500 clients in North America, Africa, Europe and Asia.

And in February, Park Place Technologies announced its acquisition of Congruity360’s Storfirst software platform. Storfirst allows customers to manage the movement of their data from production servers to disaster recovery servers, on-premises and to the cloud. The software enables customers to control the movement of all file data.

Jun 21

A Marriage Made in Heaven? Partners React to Telarus Buying TCG

By | Managed Services News

“This was an initial shock. Although I’ve always said, ‘Never say never,'” one partner said.

Telarus‘ acquisition of fellow tech solutions brokerage TCG has the channel talking.

The firms on Tuesday unveiled their merger agreement. The acquisition brings TCG managing partner Dan Pirigyi and his team under Telarus, which is scaling thanks in part to a Columbia Capital investment.

Pirigyi touted synergies between the two companies.

Pirigyi, Dan_Telarus

Telarus’ Dan Pirigyi

“When you look at culture, supplier portfolios and our respective partner support structures, it is clear just how complementary our companies are,” said Pirigyi, now Telarus’ senior vice president of strategic partners.

Telarus chief revenue officer Dan Foster said the acquisition of TCG adds more than a dozen more partner development managers. They’ll work in the field on an “increasingly local basis.”

Telarus' Dan Foster

Telarus’ Dan Foster

“With our combined back-office staff of industry veterans, patented software tools and sales engineers, we will continue to raise the bar of delivering white-glove, personalized service that advisers have come to expect,” Foster said.

The news came as a surprise to many channel partners; however, It has also come with largely positive feedback. Many partners told Channel Futures they were surprised to hear that TCG agreed to a deal. Executives from TCG, as well as those from companies like TBI, have at times used their independence from private equity funding as a value proposition.

“For someone who has bled TCG green for many, many years, this was an initial shock — although, as I’ve said, ‘Never say never,’” MOReCOMM Solutions president Jay Morris said. “Although I didn’t see this coming from a mile away, we’ve all thought there was going to be continued consolidation.”

Scroll through the images above to see reactions from different partners.

Jun 21

Critical M&A Lessons from Day 1 at Kaseya’s Connect IT Global 2022

By | Managed Services News

Here are the top five key takeaways from the M&A Summit pre-day event.

KASEYA CONNECT IT GLOBALKaseya kicked off its annual Connect IT Global 2022 event Monday at the MGM Grand  in Las Vegas.

The four-day conference started with an M&A summit. The pre-day event featured keynotes, panels and sessions focused on how to increase the value of partners’ companies. The sessions gave MSPs crucial and actionable insights into the rapidly growing industry consolidation trend — regardless of whether they are considering a purchase, a sale, a merger, or just want to learn how it will affect their business.

“The MSP space is experiencing substantial growth,” said Fred Voccola, CEO of Kaseya. “M&A, and the conversation around it, is a massively important thing.”

The event boasts roughly 2,500 attendees, including those in-person and virtual.

​​Click through our slideshow above to check out the highlights from day one of Connect IT Global 2022. 

Jun 21

Cloudflare Outage Knocks Out ‘Significant Portion’ of Global Traffic

By | Managed Services News

Cloudflare fixed the outage within an hour.

Cloudflare experienced a widespread outage early Tuesday that knocked out a significant portion of its global traffic. The company fixed the outage roughly an hour after it started.

Twitter was buzzing with tweets like “half the internet broke this morning with Cloudflare having issues,” and “is Cloudflare the biggest single point of failure for the web today?” Users reported losing access to Amazon, Zoom, Shopify and more.

Cloudflare is one of the biggest networks on the internet. Customers use it for application security and performance.

The company sent us the following statement:

“Earlier today Cloudflare saw an outage across parts of our network. This was not the result of an attack. A network change in some of our data centers caused a portion of our network to be unavailable. Due to the nature of the incident, customers may have had difficulty reaching websites and services that rely on Cloudflare [for approximately one hour]. Cloudflare was working on a fix within minutes, and the network is running normally now. Given Cloudflare’s scale and the percentage of the internet that relies on our network, when we have problems it is vital that we are open and transparent about what happened, why it happened, and what we’re doing to ensure it doesn’t happen again.”

Cause and Impact of Cloudflare Outage

Cloudflare also published a blog detailing the cause and impact of the outage.

The outage affected 19 of Cloudflare’s data centers. These locations handle a significant proportion of its global traffic.

“This outage was caused by a change that was part of a long-running project to increase resilience in our busiest locations,” it said. “This incident had widespread impact, and we take availability very seriously. We have identified several areas of improvement and will continue to work on uncovering any other gaps that could cause a recurrence.”

Although Cloudflare has invested significantly in its architecture to improve service availability, “we clearly fell short of our customer expectations with this very painful incident.”

“We are deeply sorry for the disruption to our customers and to all the users who were unable to access internet properties during the outage,” it said. “We have already started working on the changes outlined … and will continue our diligence to ensure this cannot happen again.”

Outages Can Cause Serious Damage to Businesses

Adam Bradshaw is commercial director at ServerChoice. It provides secure colocation, disaster recovery and connectivity services.

“Hundreds of websites being shut down, such as Discord and Shopify, due to an outage at the web infrastructure service, Cloudflare, illuminates the risks businesses are exposed to when being solely reliant on one infrastructure provider,” he said. “While cloud services can undoubtedly be highly advantageous for companies, the ever-present jeopardy of a severe outage is there.”

Outages have the capacity to cause serious reputational and financial damage to businesses, Bradshaw said.

“For [an SMB], the risk associated with such failures in service can be critical,” he said. “Even short outages in the digital economy could cause damage. Diversifying an IT environment reduces the likelihood of third-party outages negatively impacting a business. Owning the hardware gives an organization more control, with IT components such as colocation services providing an organization with a backup when cloud services fail.”

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