Category Archives for "Managed Services News"

Jun 29

5 Takeaways from CEO Antonio Neri at HPE Discover 2022

By | Managed Services News

Neri touted HPE’s differentiation as it relates to building programs with and around partners.

HPE DISCOVER/PARTNER GROWTH SUMMIT — Hewlett Packard Enterprise (HPE) CEO Antonio Neri (pictured above) had a lot to say about data and connectivity in his opening keynote Tuesday at HPE Discover 2022 in Las Vegas. In this new digital economy, connectivity is an absolute necessity, and data is the new currency, said Neri.

Neri of course highlighted HPE GreenLake, working in several overarching themes pointing at the idea of “one platform, one experience.”

The boosts to the program aim to deliver an open, secure and scalable platform and a solid set of cloud services. HPE says the enhancements will provide customers and partners with greater control, agility, and faster time to value in their hybrid cloud strategy.

Neri also talked about the path to digital transformation and the flight path of as-a-service. 

“Three years ago, at HPE Discover, HPE committed to delivering our entire portfolio as a service by 2022,” said Neri. “Today, at our first in-person HPE Discover since 2019, I am proud to say that not only have we delivered on that commitment, but we have also become a new company in the process.”

Here are five of Neri’s key points from his opening keynote and briefing with reporters.

On HPE GreenLake: Cloud vs. On-Prem

“I’m often asked by customers, what workloads should be moved to the cloud, and what should stay on premises? I tell them, that’s the wrong question. We think the better question is, ‘How do I bring a consistent cloud operating model across all my workloads and data?’ To do that, you need to start from an edge cloud architecture, with a platform built specifically for a hybrid enterprise. This not only complements your public cloud capabilities, it also completes your hybrid cloud strategy by addressing your biggest data-first and organizational challenges.”

On HPE GreenLake: Built with Partners in Mind

“We built GreenLake to grow with you and through you. HPE [wants to] enable partners to build their own services on top of GreenLake. We started with that vision because this company has been built with our partners in mind. [We are] growing our partner ecosystem. That’s the difference [between us] and our competitors.”  

On HPE GreenLake: Solving Challenges

“Data and compliance issues complicate moving to the cloud. GreenLake solves those issues. Data requires real time processing at the edge, and GreenLake helps with that too. 

On Sustainability

“Another piece of differentiation for HPE is that we see sustainability as a major catalyst for game-changing optimization. [It is] a force for good. We want to have a positive impact on the planet. Our previous opportunities to have a positive impact on the planet inspired us to transform and modernize sustainably. We’ve made a commitment to this, but that’s just the beginning. The move to the public cloud feeds into this.”

On Unlocking the Power of Data

“The collective ability to unlock the power of data has been unprecedented in the last few years. It’s a small step to the ultimate goal/potential. The combination of HPE and the position we made a few years back has allowed us to take a giant step in that direction. This is a magic moment for us. We are delivering the best hybrid cloud experience so you can digitally transform. We are continuing to look forward, to innovate. And we want to continue to innovate together.”

Jun 29

3 Is Not a Crowd: How MSPs, Vendors and SMBs Can Work Together Toward a Cybersecurity-Centric Future

By | Managed Services News

The trust built from a partnership is essential to building a successful cyber-centric business approach.

Barracuda's JP Kehoe

JP Kehoe

Trust will forever be the largest part of success, so strengthening the relationship between the managed service provider and the customer is paramount. We know the channel is no longer safe from the potential threat of a cyberattack and is dealing with global criminal operations that are driving ransomware and similar types of attacks to all sizes of businesses, at differing scales. That prompts the question: how can we strengthen our cybersecurity, and what actions can be beneficial or dangerous for our customers?

MSPs are responsible for the protection of the end-user, so they need to be knowledgeable and well-prepared to stay on top of new cybersecurity requirements. They need to be confident in their skills and their products, but also transfer that confidence on to their customers. Basic cyber hygiene, often overlooked, is essential to a successful cyber defence.

Focus on Cyber Hygiene

Good cyber hygiene routines don’t have to be pages long; it only takes a few steps.

  • Firstly, establish what’s important to protect and build concentric rings of security around it. Your MSP is there to help you find the best pathway to do that.
  • Second, spend more time monitoring your environment to lower your response time — visibility is key.
  • Finally, build and follow a framework that incorporates the big three: people, process and technology (PPT). This serves as a road map for customers that helps them navigate when and how to invest in security.

If you as an MSP have a framework that effectively focuses on all three, your relationship with the customer and the vendor will be strengthened and your business will grow, thanks to its equal consideration of all participating parties.

In addition to basic cyber hygiene, the road to good cybersecurity includes partnerships. The strength of the partnership will alleviate small and midsize business’ cyber problems, with time, and the partners also advocate for business growth and help maintain a support mechanism.

Catalyst for Change

Partnerships are the catalyst for change for SMBs. A strong channel partnership between vendors and MSPs should offer the right mix of technology, support and security to create a mutually beneficial relationship. This means SMBs can build out their IT infrastructure in a thoughtful and tailored manner, allowing an approach which is advantageous for the vendor, MSP and the SMB involved.

It’s up to the MSP to inform their customers what “good” looks like, to use tools so they can learn and adapt as the landscape changes, and to follow clear cyber-hygiene policies. With vendor partnerships, vendors should aid their MSPs to strengthen their relationships and to attract and retain SMBs. It’s no longer enough to just sell a product, you need to build trust and reliability with your customers, viewing them more as partners. MSPs can have a very excellent technical solution, but if they don’t have a vendor partner that’s willing to support them and help drive that with them, it’s never going to be successful.

The only thing you can do wrong on your cybersecurity journey is to do nothing. Doing nothing on cybersecurity today is like going in reverse. The speed with which the landscape is changing and the increase in threat actors means one thing: All businesses, small or large, now need to take a proactive approach to cybersecurity.

SMBs need assistance, and MSPs need to take responsibility for making sure their partners are in the best position to protect themselves and their assets. That’s why the partnership between MSPs, vendors and SMBs and the trust built between them is essential for establishing a cyber-centric business approach and subsequent success.

JP Kehoe is senior sales director at Barracuda Networks, handling Skout managed extended detection and response (XDR) for Europe, the Middle East and Africa. He helped build an international channel for Skout Cybersecurity, where he was VP – International Sales and Marketing when it was acquired by Barracuda. Prior to that he worked in health care risk management. You may follow him on LinkedIn or @barracuda on Twitter.

Jun 28

How to Differentiate to Leverage 5G’s Revenue Opportunity

By | Managed Services News

Conversational intelligence can help differentiate services that leverage 5G.

5G is here, and the opportunities for generating growth on provider networks are immense. As a new study by Juniper Research suggests, “Revenue generated from 5G services will reach $600 billion by 2026; representing 77% of global operator-billed revenue.”

The study highlights multi-device subscriptions as a critical focus, and points to an increasing explosion of devices and data communications.

Another driver of 5G services is the need for organizations to effectively communicate and collaborate under a now pervasive hybrid work model, where “AI & ML was surveyed to be the #1 enabling transformative technology.”

Where can communications service providers expect to see new opportunities?

The possibilities of 5G mean far lower latency, higher throughput on networks. What this means is that applications running on 5G can be far richer in experience for users than what’s possible on 4G.

A big component of this will be collaborative work across the globe–across voice, video and chat, with apps that can support AR and intelligence overlays. How, when, where and why we communicate in our business and personal lives will be key.

“93% of business leaders agree that communication is the backbone of business” – The State of Business Communication, Grammarly

If every major communications service provider has 5G, and needs to charge more to support this investment, the question remains: “How do we create differentiated services that not only demonstrate the power of 5G but also drive switching and adoption?”

Boosting ARPU with Conversational Intelligence

“Flat/declining ARPU is making it more important than ever that CSPs target their network investments in areas with the highest potential for sustainable growth and optimal return on investment (ROI).” – Planning today for the networks–and revenue opportunities–of tomorrow, Infovista

“For service providers, this marks a critical turning point in translating the power of the data coursing through networks to true value–both in ARPU and for their customers.”
– James Slaney, COO, Dubber

Dubber’s network-embedded conversational intelligence capabilities—which analyze and give insights across voice, video and chat–make it an unparalleled opportunity to help organizations do hybrid work effectively on 5G.

Service providers have unprecedented data flowing in the content on their networks–and it’s largely untapped. 5G will result in an exponential data explosion, and it’s up to service providers to capitalize on the value of that data.

A crucial key to unlocking the value of data on 5G is in transforming conversations on voice and unified communications services into data. Notes by Dubber does just this–driving revenue, retention and differentiation. Unlike many applications built purely for end users, Notes By Dubber starts as a core network service, instantly embeddable and scaleable.

Get in touch to learn more about how putting Dubber on your voice, video and chat offerings can help deliver ROI on your 5G investments.

 This guest blog is part of a Channel Futures sponsorship.

Jun 28

Heads Up, Partners: Google Cloud, New Relic Make Big Moves

By | Managed Services News

We’ve also got updates from Backblaze, Veritas, AWS, PwC and Pax8.

It’s an early-in-the-week cloud news roundup! Two days into the week of June 27, Google Cloud, New Relic, Backblaze and Veritas, and Pax8 all have made fresh announcements that partners will want to know. We’ve also got a little bit of catch-up news from Amazon Web Services and PwC.

If you need any hints, we’ll give you a little preview before you click through the slideshow above.

First, Google Cloud has made a big decision regarding its public sector work. Second, New Relic, which specializes in data observability, has a new channel initiative. Third, Backblaze and Veritas have teamed up. AWS and PwC have announcements related to IoT and cloud integration, respectively. And Pax8 has added a new supplier to its portfolio.

One of the biggest money-making opportunities for partners might come from New Relic, so be sure to take a look.


Jun 28

HPE Bolsters Compute Portfolio for Partners Embracing Cloud-Native Development

By | Managed Services News

HPE becomes first tier-one server provider to offer compute with optimized cloud-native silicon for MSPs.

HPE DISCOVER/PARTNER GROWTH SUMMIT — The latest HPE update at its Discover 2022 event takes aim at the company’s expanding compute portfolio. The company announced that it is the first major server provider to deliver a new line of cloud-native compute solutions. What makes this unique? It’s doing so using processors from Ampere. 

There is an enormous wave of change happening in how compute infrastructure is built. Cloud service providers and digital-first enterprises are figuring out said infrastructure for the next wave of innovation. 

These new solutions are specifically designed to aid service providers and enterprises, those heading toward cloud-native development. The new HPE ProLiant RL300 Gen11 server (pictured above) is the first in a series that deliver next-generation compute performance with higher power efficiency using Ampere Altra and Ampere Altra Max cloud-native processors. It will be available in the third quarter.

Challenges This Addresses

HPE has made a point to talk to organizations – from service providers to SaaS companies to enterprises – that are embracing full stack, in-house development. There’s a common set of challenges that they face. There are challenges of budget and economics, with space, in power efficiency, and on the impact that has on sustainability in these operations. HPE has set about to tackle those challenges. 

HPE's Neil MacDonald

HPE’s Neil MacDonald

“Service providers and digital-first enterprises are at the forefront of the next major compute infrastructure build-out,” said Neil MacDonald, executive vice president and general manager, Compute, HPE. “These organizations understand that agility, flexibility and innovation start with compute. They also realize that traditional ODM boxes simply won’t cut it in a market that demands depth of IP, performance, reliability, security and control. This is where HPE steps in and why we chose Ampere.”

Ampere's Renee James

Ampere’s Renee James

“Ampere is excited to be the first cloud-native and newest member of the HPE ProLiant family,” said Renee James, founder and CEO, Ampere. “The cloud is the growth engine of our industry but demands a modern processor that is both high performance and very power efficient to meet the global ESG demands. HPE is taking a leadership position in delivering cloud-native Ampere Altra and Altra Max based ProLiant systems to enterprise customers and service providers deploying cloud technologies.”

Fueling Emerging Markets in Cloud-Native Workloads

HPE now is extending its automated and secure compute solutions. It’s target? The rapidly growing service provider market, as well as digital-first enterprises jumping on cloud-native development.

The new offerings provide high performance and power efficiency to support a broad spectrum of evolving applications and use cases. Customers that offer digital services, media streaming and social platforms are the target here. Also, e-commerce, financial, or online services, and cloud-based services such as IaaS, PaaS and SaaS.

CloudSigma Early Adopter of HPE ProLiant RL Servers

CloudSigma is a pure-cloud IaaS and PaaS provider. The company focuses on advanced hybrid hosting solutions enabling the digital industrial economy. The company is a highly customizable cloud provider. It gives customers full control over their cloud and eliminating restrictions on how users deploy their computing resources.

As a provider of customized clouds, CloudSigma had a very specific box to check. The company required an agile and open platform that delivered predictable cost and high-performance. So it selected the HPE ProLiant RL300 server to meet its needs.

“Based on our benchmarking, the HPE ProLiant RL300 Gen11 server with Ampere processors is delivering a significantly higher power efficiency, said Robert Jenkin, CEO at CloudSigma. “This is allowing us to both meet our improved sustainability goals and provide a lower cost of delivery to our end customers.”

Jun 28

NetSuite Offers New Program to Reward Channel Community for Peer Referrals

By | Managed Services News

SuiteReferral participants will receive a referral fee equivalent to 10% of the new customer’s first-year license.

SuiteReferral is a new Oracle NetSuite program that offers rewards and exclusive benefits to organizations that invite peers to join the NetSuite community. There are no costs attached or ongoing requirements for membership.

Oracle's Ranga Bodla

Oracle’s Ranga Bodla

Ranga Bodla is VP of field marketing and engagement at Oracle NetSuite.

“We are excited to launch SuiteReferral as we believe in creates a win-win for all parties,” he said. “This includes referrers, customers and the greater NetSuite community.”


SuiteReferral participants will get a referral fee equivalent to 10% of the new customer’s first-year license. If desired, organizations can opt out of the referral fee. As community members refer more organizations to NetSuite, they also get several membership benefits. Organizations with five referrals or fewer per year receive vouchers for NetSuite certification. The bronze membership also includes discounted NetSuite training and support through advanced customer support and learning cloud support. That particular membership also includes access to co-branded marketing materials, events and webinars.

The silver membership includes everything offered in the bronze if an organization has five to nine referrals per year. In addition, they get access to NetSuite executives and early access to information on new service features and product releases. Moreover, they get discounts to NetSuite customer products and custom NetSuite swag.

Lastly, the gold membership provides those organizations with 10 or more referrals per year all the silver benefits plus VIP access to NetSuite’s annual user conference, SuiteWorld. This membership level grants access to SuiteGurus, a cohort of NetSuite support subject matter experts who can provide technical support for various NetSuite product areas including supply chain management and manufacturing, receivables and payables management, SuiteCommerce and the SuiteCloud platform.

“This community has experienced the benefits of NetSuite firsthand, and often advocates on our behalf, recommending our products to peers at other organizations,” Bodla said. “We are lucky to have a highly engaged community of customers, partners and independent consultants that know our product inside and out.”


Jun 28

Vonage, GoTo, Cisco Among Key Companies in UC Market Approaching $190 Billion

By | Managed Services News

The rising adoption of mobility is increasing the demand for unified communication solutions.

Expect the global unified communications (UC) market is predicted to grow to $188 billion by 2031. That includes a compound annual growth rate (CAGR) of more than 13% over the next nine years. This is according to Transparency Market Research (TMR), whose study provides a panoramic view of the market.

The study reveals major factors influencing market expansion including growth drivers, challenges and investment opportunities. Companies operating in different industry verticals are likely to adopt mobility to cut administrative costs. This aside, these enterprises are increasing the incorporation of social businesses to achieve effective marketing and customer integration.

Key market players, according to TMR, include ALE International, 8×8, Cisco and Avaya. Also making its list are Fuze, Dialpad, Microsoft, GoTo and NEC. Mitel, Verizon, Vidyo, RingCentral, Zoom and Vonage round out the “key market players” list.

Next-Gen Solutions

Players in the UC market have focused on developing an ecosystem. It integrates a wide range of workplace communication systems including voice calling and video conferencing. Content sharing and instant messaging are also in the mix. These tools often appear in solitary, streamlined interface. These efforts boost the productivity and user experience of these interfaces, according to TMR.

The conventional communication equipment should be replaced by unified communication systems in the upcoming years. Companies have focused on strengthening their knowledge sharing capabilities as well as boosting their productivity. This should lead to revenue-generation opportunities in the global unified communication market.

Also, the popularity of cloud-based unified communication (UCaaS) has increased in the recent years thanks to its ability to offer flexibility. This means connecting from any location any time. Moreover, this technology allows employees to team up with each other using any internet-connected device. It can advance the efficiency and productivity of employees.

Companies operating in the global unified communication market are focused on acquisition to integrate next-gen solutions to their existing systems. These strategies have helped enterprises to expand their regional reach as well as customer base, according to the study’s authors.

Jun 28

Google Cloud Sustainability Summit: New Programs, Tools for Partners

By | Managed Services News

The partner ecosystem focused on sustainability is expanding “at a remarkable pace,” says Google Cloud.

Google Cloud has unveiled a host of new products and programs at its first Google Cloud Sustainability Summit.

Justin Keeble, managing director of global sustainability at the cloud giant, provided a preview of the announcements.

Google Cloud's Justin Keeble

Google Cloud’s Justin Keeble

“We believe in technology’s potential as an enabler of more sustainable business practices,” he said. “We are entering a new era of sustainability-driven business transformation. Organizations that embrace sustainability as core to their business will be the ones that succeed.”

The announcements cover new pilot programs, tools and new reporting capabilities. They also include two initiatives aimed at Google Cloud partners. The ecosystem of partners focused on sustainability “continues to expand at a remarkable pace,” said Keeble.

See the slideshow above to find out all the news from the Google Cloud Sustainability Summit.


Jun 28

IronNet Layoffs, ‘Due to Market Conditions,’ Impact 17% of Workers

By | Managed Services News

The layoffs are part of a broader streamlining plan.

IronNet is the latest cybersecurity company to confirm layoffs, cutting 55 workers, or 17% of its workforce.

OneTrust, Cybereason and Lacework also recently confirmed layoffs. IronNet announced the layoffs in a Securities and Exchange Commission (SEC) filing.

“Due to market conditions, on June 22, 2022, IronNet … committed to and communicated a workforce reduction plan,” it said in the filing. “The company has reduced its number of employees by approximately 55 employees, which represents approximately 17% of its total employees. The company expects to substantially complete this workforce reduction by the end of June 2022.”

Setting Up IronNet for ‘Rationalized’ Growth

Joseph Depa III is IronNet‘s public relations/social media manager.

IronNet's Joseph Depa

IronNet’s Joseph Depa

“The workforce reduction is part of a broader plan to streamline our operations for higher efficiency, to reduce overall expenses and preserve cash, and to set IronNet up for rationalized growth going forward,” he said. “Our strategy remains the same, to transform cybersecurity through collective defense. In fact, we’ve seen momentum around the concept of collective defense in the past several quarters, with President Biden and his cyber experts even referring to it as the path forward.”

For the first quarter of its fiscal year 2023, IronNet reported a net loss of $33.2 million, compared to a $15.5 million net loss in the same quarter last year. Annual recurring revenue (ARR) was $30.1 million; that compares to $25.6 million for the year-ago quarter.

Revenue was $6.7 million, compared to $6.4 million for the year-ago quarter. Cloud subscription revenue was $5.2 million, or 81% of product revenue, compared to 65% in the year-ago quarter.

Transactional Business Delayed

William Welch is IronNet‘s co-CEO.

IronNet's William Welch

IronNet’s William Welch

“Our topline results were consistent with our expectation that certain customers in our transactional business would be delayed in signing or renewing their contracts, resulting in reduced ARR and revenue from the prior quarter,” he said in the earnings announcement. “We would like to reiterate that we see these opportunities as pending rather than lost. In addition to our transactional business, we believe that our strategic business pipeline of deals larger than $5 million in ARR remains strong, and our conviction is high that a number of these opportunities will materialize to support our growth for the year.”

Rik Turner is principal analyst at Omdia, which shares a parent company with Channel Futures (Informa).

Omdia's Rik Turner

Omdia’s Rik Turner

“We’ve been seeing a few companies doing layoffs,” he said. “Cybereason laid off around 10% of their total workforce last month after raising $325 million in 2021. In their case, it was a response to the inability to go to initial public offering (IPO) at the moment, given overall market conditions, and a perceived need to double down on achieving profitability as a result. The OneTrust layoff was, I believe, even bigger, representing around 25% of its staff, if I remember correctly. Clearly a lot of privately-held companies are going to follow Cybereason’s lead, particularly if they were preparing for IPO before the downturn, as the EDR vendor was. As for companies that are already public, I wonder whether they’ve already done most of their downsizing.”

Jun 28

Cybereason Issues ‘Highly Severe’ Black Basta Ransomware Warning

By | Managed Services News

Some of Black Basta’s ransom demands have exceeded $1 million.

Cybereason is warning global organizations about a rise in ransomware attacks from the new Black Basta gang.

The Black Basta gang emerged in April. Since then, it has victimized nearly 50 companies in the United States, United Kingdom, Australia, New Zealand and Canada. Organizations in English-speaking countries appear to be targets.

Cybereason assesses the threat level of Black Basta ransomware attacks against global organizations as highly severe.

Black Basta has been using the double extortion scheme on its victims. In addition, some of their ransom demands have exceeded $1 million.

Double extortion works when attackers penetrate a victim’s network, steal sensitive information by moving laterally through organizations and threaten to publish the stolen data unless the ransom demand is paid.

Black Basta an ‘All-Star’ Ransomware

Lior Rochberger is senior security researcher at Cybereason.

Cybereason's Lior Rochberger

Cybereason’s Lior Rochberger

“Black Basta has unique and unseen before features. And what’s interesting, and what makes this ransomware so dangerous, is that the operators behind it seem to not only know what they are doing, but to follow other well-known and notorious groups such as the Conti Group and REvil,” she said. “In fact, many are speculating that Black Basta ransomware was developed by former members of Conti and REvil, which contributes to it being an ‘all-star’ ransomware.”

Some attackers take up to a few days to move laterally inside the network, and collect data and exfiltrate it, Rochberger said. If that is the case, it leaves more time for defenders to detect the anomalous behavior and stop the adversary.

“The problem starts when there is a short time to ransom (TTR) that can be even just a few hours,” she said. “This leaves a short window for defenders to successfully defend against the threat. What is potentially hard to practice, but can be effective, is to password protect documents and files. This way the adversaries cannot access the content inside them. And the files will be useless for them or for potential buyers.”

Updating Security Tools and Software

There are many things organizations can do to protect themselves from ransomware attacks, Rochberger said. One is ensuring security tools and software are updated regularly with patches and that configurations are correct.

“In addition, organizations should use advanced security tools that can detect and prevent malicious activity based on the behavior and artificial intelligence (AI) rather than static information such as hashes,” she said. “In addition, it is important for organizations to have visibility across their entire network.”

Roger Grimes is data-driven defense evangelist at KnowBe4. He said the most interesting and scary development is the continued growing focus on compromising VMware ESXi virtual hosts.

KnowBe4's Roger Grimes

KnowBe4’s Roger Grimes

“Most corporations are huge into virtual machine (VM) infrastructures, and it’s only growing,” he said. “One compromised VM host can immediately put at risk dozens to hundreds of virtual guest instances. It makes it far easier for a ransomware program or group to do all the double extortion damages, including stealing login credentials, data exfiltration and encryption. Plus, most VM infrastructures use and rely on the same infrastructure to conduct their mission-critical backups. It’s a part of the VM infrastructure and because of that it’s easier to compromise once the VM host is compromised.”

Protecting VM Investments

Compromising a VM host makes it far easier for the attacker to also compromise the involved backups, Grimes said.

“I would go so far as to say that any ransomware program not intentionally targeting VM infrastructures is being highly inefficient and dumb,” he said. “It’s even more important than ever that shops with huge VM investments understand this changing landscape and take the appropriate mitigations.”

Organizations should protect VM infrastructures like the high-risk assets they are, Grimes said.

“They need to require multifactor authentication (MFA) to access them, aggressively patched and aggressively monitored,” he said. “You can’t protect a VM host machine like you do a regular server. Or if you do, you’re just asking for increased risk and far greater chance of significant compromise.”