Category Archives for "Managed Services News"

Nov 16

VMware Fleshes Out Modern Network Framework

By | Managed Services News

VMware is bringing public cloud principles to the private cloud.

VMware on Monday announced enhancements to its Virtual Cloud Network (NSX portfolio), the embodiment of its Modern Network framework.

The VMware Modern Network brings public cloud principles to the private cloud. It is based on three pillars: modern apps connectivity services, multicloud network virtualization and physical network infrastructure.

VMware's Rajiv Ramaswami

VMware’s Rajiv Ramaswami

“We’re seeing a historic increase in our reliance on apps, clouds and devices. Applications have become the face and digital lifeblood of businesses,” said Rajiv Ramaswami, chief operating office, products and cloud services VMware. “The apps are modern, they’re often born in the cloud, they’re adapting to user and market demands. And these applications need to be available across any location and any device. Rapid innovation along with frictionless consumption is really what we’re all about.”

3 Core Pillars

The portfolio enhancements touch on each of the three Modern Network pillars.

There are a few enhancements related to the first pillar of the framework — modern apps connectivity services. First, the VMware Tanzu Service Mesh is now generally available. Tanzu Service Mesh is a technology that controls the communication among the thousands of components (or containers). It enforces security policy, measures performance, understands data and more.

VMware's Tom Gillis

VMware’s Tom Gillis

“It addresses the fundamental needs of security and gives developers the ability to create very modular, very rapidly changing applications,” said Tom Gillis, senior vice president and general manager, networking and security business unit at VMware.

Additionally, VMware announced a preview of a distributed attribute-based policy model, new NSX Advanced Load Balancer integration with Tanzu Service Mesh, and Project Antrea.

The new policy model aims to simplify the job of building and administering policy and drive toward higher-level automation capability.

The NSX Advanced Load Balancer enables application developers using Kubernetes to launch an application with all required load balancing capabilities — without ever having to touch the infrastructure. API-driven, this combined solution will deliver high availability and security for modern applications via load balancing and web application firewall capabilities. Expect this integration to be available sometime after Jan. 30, 2021, when the company’s new fiscal year begins.

Project Antrea is an open source cluster-level networking solution. It allows a developer to deploy its own network solution to allow containers to talk to each other and connect. It connects to NSX for a two-tier approach, providing all of the security services and the connectivity that developers want.

Virtualized Network Virtualization and more

In regard to the second Modern Network pillar – Virtualized Network Virtualization – The company announced that vRealize Network Insight can not only identify problems but self-heal or fix problems.

“That end-to- end view is extremely powerful for troubleshooting, for creating efficiency, especially in a COVID-19-centric world where you can’t always touch the devices,” said Gillis.

As for the third pillar – physical network infrastructure – VMware said the NSX Services-Defined Firewall running on a Monterey SmartNIC will be able to run stateful layer 4 firewall services at line rate. Additionally, the SmartNIC will be able to run layer 7 stateful firewall as well as VMware’s curated IPS Signatures.

“Being able to put a layer 7 firewall in the NIC and have it operate effectively with air gap – it’s not running in the memory of the host, it’s running in the NIC – we think this is a transformative capability for advanced security. Putting the security where it matters, which is right next to sensitive applications and data,” said Gillis.

VMware discussed Project Monterey at VMworld 2020 (virtual) in September. Project Monterey addresses the modern application landscape, which includes support for SmartNICs and the redesign of VMware Cloud Foundation. It also includes with other technology vendors for SmartNIC technology.

Nov 16

MSP 501 Profile: Platte River Networks on Overcoming the Clinton Email Scandal

By | Managed Services News

It was a gigantic pivot for the company, which came out stronger as a result.

Company Name: Platte River Networks
Company Hot 101 Rank: 19
Vice President of Sales and Marketing: David DeCamillis
Headquartered: Denver, CO
Primary Services:

  • Network design, management and implementation
  • Remote network monitoring
  • Server maintenance
  • VoIP phone systems
  • Network cabling procurement of hardware and software

Twitter: @PRNtechnology

Platte River Networks’ decision to increase marketing during the COVID-19 pandemic has paid off with solid leads and revenue gains.

The MSP ramped up marketing when other businesses were cutting back. And it shifted its focus to helping clients make the transition to remote work.

As vice president of sales and marketing David DeCamillis points out, having the right strategy has helped his company prosper in challenging times.

Platte River Networks' David DeCamillis

Platte River Networks’ David DeCamillis

In a Q&A with Channel Futures, DeCamillis talks about challenges and opportunities during the pandemic. And he talks about his company’s biggest pivot.

Channel Futures: What is one thing you wish vendors would do that they don’t?

David DeCamillis: Quickly adapt to fit current partner needs. For example, with COVID-19, we lost the ability to put on face-to-face lead-generation events. Vendors should recognize this major shift in the industry, and offer funds and assistance to partners by creating virtual lead-generation events, and help fund and support other digital lead-generation activities for their partners in order to quickly fill the void created by the pandemic.

CF: What new opportunities and challenges came with the COVID-19 pandemic?

DD: Many companies made the mistake of reducing their marketing activities during the pandemic. We did not; in fact, we increased it and it has paid off huge. We shifted our messaging in mid-March to providing our audience with helpful information on how to manage their business and employees during the crisis. That included moving and securing their workforce out of the office and into their homes.

This was not the time to directly sell to your audience. We provided easy-to-read infographics on how to work at home safely and efficiently, and other helpful topics. We provided virtual educational sessions to local chambers, associations and groups. Throughout the pandemic, we have seen more and more IT departments and other MSPs failing at the shift to a remote/home workforce. In May, we shifted our messaging to the top five reasons to outsource your IT and how our IT department has performed during the crisis. Our marketing efforts have generated solid leads during the crisis. And in the last 60 days we have signed on more new monthly recurring revenue than any quarter in our company’s 18-year history.

The 2020 MSP 501 recognizes the top managed service providers in the world. See the full list. Then check out our brand-new Hot 101.

In a crisis, companies that go quiet by cutting their marketing budgets and reducing their digital marketing efforts will definitely see reduced growth. Don’t get caught up in the same funk as your competitors. Now is the time to ramp up your marketing efforts. Your audience is listening.

CF: Tell us the story of the biggest pivot you’ve ever had to execute.

DD: Our biggest pivot was surviving the Hillary Clinton email scandal. We signed on the Clintons as a client, managing the famous home email …

Nov 13

Security, Automation, Scaling Among Top ConnectWise IT Nation Connect Takeaways

By | Managed Services News

The virtual conference touched on key industry topics and provided a road map for the rest of 2020 and beyond.

This week’s ConnectWise IT Nation Connect 2020 went virtual this year due to the COVID-19 pandemic. The three-day conference touched many key industry trends and areas of focus. For MSPs looking to grow a stronger company in what has been a roller coaster of a year, the topics were aimed at gut-checks and growth.

The event kicked off with a rather significant announcement, in true ConnectWise form. At last year’s IT Nation Connect, the provider announced the acquisitions of Continuum and ITBoost, as well as a strategic partnership with Webinfinity. This year, ConnectWise said that it has acquired Perch Security and StratoZen, two cybersecurity firms dedicated to the needs of SMBs. The acquisitions aim to change the way technology service providers (TSPs) and managed service providers (MSPs) think about security. The objective is to eliminate the many silos around point solutions that plague the MSP industry.

The rest of the conference sought to provide a road map for MSPs for the rest of 2020 and beyond. Content tracks focused on security, leadership and talent development, sales and marketing, growth and scalability and service delivery. Keynotes from business and industry thought leaders touched on cybersecurity frameworks, improving the customer experience, and key indicators on where the industry is heading. 

“This is the time to streamline your services,” said Craig Fulton, chief customer officer, ConnectWise, in a post back in October. “Take a look at the solutions you offer your customers and how you operationalize that in the platform. Look at your business and ask where you want it to be.”

At IT Nation Connect, the sessions gave goers direct lines to these actions. Here’s a quick recap.

Cybersecurity

Cybersecurity is obviously one of the biggest topics out there these days. IT Nation Connect certainly pounced on that conversation from several different angles. One breakout session, “Cybersecurity Frameworks and Why You Should Start Your Journey with Them,” dug into NIST, CIS, MSP+ and other frameworks. Speaker Jay Ryerse, vice president of cybersecurity initiatives, ConnectWise, provided information on how folks can leverage those frameworks to support the creation of a cybersecurity practice to address client’s business, technology and cybersecurity needs.

ConnectWise's Jay Ryerse

ConnectWise’s Jay Ryerse

“For service providers, there is an amazing opportunity to close the gap,” said Ryerse. Ryerse used the example of securing one’s own oxygen mask before assisting others if a plane loses cabin pressure.

“Cybersecurity is the same way,” he said. “You have got to lock down your house first. If you get hit by a cyberattack, how can you possibly help your customers? So make that one of your areas of focus. You also must align to the MSP+ and other cybersecurity frameworks. These will help drive those necessary conversations with your team. It will also drive culture as you teach these practices to your peers.”

Automation

Another session, “Automate for Success: How to Do More with Less,” touched on how many tasks can be automated, and how much more efficient this automation will make a company’s team. Last year, it was talent shortage; this year it’s growing receivables. In good times and bad, efficiency matters. Doing more with less means automating as much routine work as possible. Speaker Travis Brittain, sales engineer, IT Glue, talked about the state of the industry, and how MSPs can become more efficient. 

IT Glue's Travis Brittain

IT Glue’s Travis Brittain

“The market is becoming increasingly competitive,” said Brittain. “When your prospects are coming to you and saying that they want a lower price, it’s one of two things. It could be because of the economic times we’re in right now. Or, they know that they can get these types of services from others inside of their local reach. So it’s not hard to imagine why these other MSPs are starting to bubble up. It’s also why you see other companies that you don’t expect to get into managed services to grab hold of this market.”

Scaling

In the session, “Blueprint for an Efficient Remote Customer MSP Practice,” the discussion revolved around scaling. 2021 will bring about various market dynamics impacting the small and medium businesses. This will likely include increase in hybrid remote workers, advanced cybersecurity threats and digital collaboration initiatives, to name a few. In addition, all companies want these initiatives to be supported via cloud infrastructure. The session dove down into the latest developments between ConnectWise and Intel designed to help MSPs scale what they offer.

ConnectWise IT Nation Connect 2020 covered a wide swath of other topics, chalking up an overall success for the IT management and business automation software provider.

To top off the event and the week, Malwarebytes, the provider of advanced endpoint protection and remediation solutions, announced its integration with ConnectWise Automate. Automate is ConnectWise’s remote monitoring and management (RMM) software solution. The new integration aims to enable MSPs to more effectively detect, isolate and recover from cyberthreats. This can happen from within their existing ConnectWise work streams. 

It will be interesting to see what happens between now and next year’s ConnectWise IT Nation Connect. In the meantime, secure your oxygen masks and buckle up!

Nov 13

New CompTIA Security+ Certification Available Globally

By | Managed Services News

The exam also includes a comprehensive suite of CompTIA test preparation materials.

The latest version of CompTIA Security+, the professional certification for the validation of core cybersecurity skills, is now available.

The CompTIA Security+ exam also includes a suite of test preparation materials.

Private sector business and defense organizations use the certification to build cybersecurity skills among their frontline cyber defenders. And more than 590,000 technology professionals around the world are CompTIA Security+ certified.

CompTIA's Patrick Lane

CompTIA’s Patrick Lane

“Securing systems, networks, software and hardware has become a broadly shared responsibility,” said Patrick Lane, director of product management for CompTIA‘s portfolio of cybersecurity certifications. “Baseline cybersecurity skills are expected across a wider range of job roles.”

Those with the certification can solve a wide variety of today’s complex issues.

The certification emphasizes hands-on practical skills. Furthermore, performance-based questions make up much of the exam. This requires test-takers to demonstrate their ability to perform many of the duties they’ll encounter on the job.

About 80% of the content relates to technologies aimed at repelling the latest cyberattacks, threats and vulnerabilities. It also covers cybersecurity architecture, design and implementation techniques.

The remaining 20% covers newer concepts like automation, continuous security monitoring, incident response, and governance, risk and compliance (GRC).

Individuals who are CompTIA Security+ certified have demonstrated the knowledge and skills to:

  • Assess an enterprise’s security, and recommend and implement appropriate security solutions.
  • Monitor and secure hybrid environments, including cloud, mobile and IoT.
  • Operate with an awareness of applicable laws and policies, including principles of governance, risk and compliance.
  • Identify, analyze and respond to security events and incidents.

CompTIA Security+ is compliant with ISO 17024 standards and approved by the U.S. Department of Defense to meet directive 8140/8570.01-M requirements.

CompTIA certification exams may be taken either online or in person at a testing center.

Nov 13

Younger Cybersecurity Pros Believe Automation Coming for Their Jobs

By | Managed Services News

Not everything in cybersecurity should be automated.

Younger cybersecurity pros are worried they’ll be deemed redundant and replaced by automation.

That’s according to Samantha Humphries, security strategist with Exabeam. The security information and event management (SIEM) vendor’s virtual Spotlight20 conference was this week. The conference drew 700 attendees and a little more than 80 of those were partners.

Exabeam's Sam Humphries

Exabeam’s Samantha Humphries

During the conference, we sat down, virtually, with Humphries to discuss the latest trends with cybersecurity pros. Exabeam released its 2020 cybersecurity pros salary, skills and stress survey last month.

Channel Futures: Why are younger cybersecurity pros worried about automation replacing them?

Samantha Humphries: People understood that automation is a benefit and there are high levels of agreement there, that automation is a good thing to have in security. But when we asked how it may affect them personally, a lot of younger people did feel that it was potentially going to mean that they wouldn’t have any work to do. And that was a big surprise because we were like, “OK, well, they get it and they get that it’s important. But then they’re worried. Still, a lot of the trial and the investigation work is being done manually … and if you’re in the early stages of your career, it’s quite common that that’s the sort of work you’ll be doing. And that’s the sort of work that automation can then take away.

People aren’t finding enough time for training. That’s still a challenge. The training is happening, but it’s not happening enough. People are still having to do training in their own time. They’re doing a lot of manual work. They’re not necessarily getting the training that they need. And one of the biggest reasons that people leave an organization is a lack of career path. It’s almost a perfect storm in that is automation coming for me and I’m not being able to move my career forward in my organization.

CF: So their concern about automation is valid?

SH: If you think that your job is going to be manual work forever and then the automation is coming, then that’s something I always refer back to Charlie and the Chocolate Factory. In the movie, there’s a section where Charlie Puckett’s dad loses his job to a machine. He works at a toothpaste factory and then he gets a job fixing the machines that replaced his job. It’s a slightly strange analogy, but it’s actually quite relevant because there are so many needs now for people who understand automation, people who can sit down and do that and plan out that work, maintain automation because it’s never a one-and-done thing. You don’t just go automated. You’re always constantly looking for new opportunities to automate things. So I think there’s a lot of opportunity there.

CF: So instead of fearing automation, they should embrace it and the potential opportunities from it?

SH: Not everything should be automated by any means. But certainly the repeatable, well-documented, well-understood processes that are kind of high-volume things like triage, and then also correlating information and putting that in front of a person to help them make a decision. That’s a great use case for automation.

There’s always more work than people can handle. That’s the first thing. And then … we’ve now got this bring-your-own-home world that everybody’s working in because we all kind of scattered to the corners of the Earth. The attack surface is now very, very different.

So if you’ve got a challenge of millions of alerts coming through every day, compounded by manual processes, being able to get to everything is …

Nov 13

Wipro: Why an Open Source Software Risk Assessment Is Critical

By | Managed Services News

The Wipro service helps customers mitigate the security risks of open source software.

As companies embark on business transformation initiatives, C-level execs must understand the risk and governance implications of digitization. Because modern applications and cloud-based infrastructure solutions have numerous open-source components, it opens a whole new set of considerations. Wipro is among many consultancies that have built a practice around creating a suitable open source software (OSS) governance framework.

Reza Alavi, a cybersecurity risk management consultant at Wipro, helps large companies discover how their organizations are using OSS. Alavi and his team then create a risk mitigation strategy and governance plan. In a keynote session at Channel Evolution Europe on 2 December, Alavi will discuss the risks and opportunities. In advance of next month’s conference, Channel Futures spoke with Alavi about why OSS governance is a good practice for IT consultants to offer.

Channel Futures: Do clients need a different security and governance approach for open source software versus the rest of the software they have in their organization?

Wipro's Reza Alavi

Wipro’s Reza Alavi

Reza Alavi: Open source starts with digital transformation. When organizations start considering how their digital transformation projects should look, they consider a number of new technologies. Whether that’s cloud, machine learning, artificial intelligence, security from infrastructure as code and DevSecOps from a DevOps perspective, digital transformation is heavily reliant on open source software. Major companies – such as Microsoft and IBM – have shifted a lot of their attention toward open source software. Some people don’t know it, but 60-70% of Microsoft Azure runs open source software. Now organizations are consuming a lot of open source software, but they don’t know how to deal with it.

CF: Deal with it from what perspective?

RA: From a third-party, risk management, supply chain, license management and clearly from a security and availability management perspective. Because they don’t have enough knowledge around open source software.

Join 650+ EMEA channel pros – MSPs, resellers, agents, integrators, consultants, distributors and suppliers – at Channel Evolution Europe. Register now for this can’t-miss virtual channel event, 1-2 December.

CF: How do you help them with that?

RA: First, we provide a gap analysis assessment of what open source software they have. And believe it or not, we find they don’t have the right inventory for open source software. They don’t know what sorts of critical applications are using open source software. And clearly, they don’t know, in terms of risk score, the risks they face with it. So they cannot put in any controls because they don’t know what the risks are. For the inventory, there is no risk control. They normally just stop everything, and they start sandboxing, blacklisting and looking at it from a very traditional security approach. What we do is provide a gap analysis and maturity assessment of the current treatment of open source software in their whole ecosystem. And then we show them what is missing.

CF: Is there typically a lot missing?

RA: Most companies don’t have any policies for open source software; they don’t have any guidelines. On top of that, they don’t have any strategic understanding of open source from a risk versus opportunities and benefits standpoint. So we give them a maturity assessment with a gap analysis to provide them with understanding of the risk versus opportunities on open source.

CF: What happens next?

RA: Then we dive into quite technical stuff in terms of looking at the whole ecosystem. We look at what assets they have, and what assets are consuming open source at what level of the organization. For instance, we have a client that was starting a cloud transformation, looking at hybrid cloud. They consume a lot of cloud related services and software. But then they can’t secure them because they don’t know what they have when it comes to open source. They know containers; they use Docker for instance. But they don’t understand how the concept of how security works with it from open source perspective.

CF: What types of things do you tend to discover when conducting these assessments?

RA: We use the CMMI maturity model. My team has worked with over 100 organizations and we never found any organization that was higher than maturity level 2 for open source software governance. We get all of our clients up to level four at least.

CF: What kinds of risks are these companies typically exposing themselves too?

RA: If you look at different aspects of open source governance, from the discovery up to contribution to the community, the risk is …

Nov 13

MSP 501 Profile: Iuvo Technologies Tackles Customer M&A Amid COVID-19

By | Managed Services News

The MSP/consultant fine-tuned its sales pipeline in 2020.

Company Name: Iuvo Technologies
Company MSP 501 Rank: 401
President & CEO: Byron Beilman
Headquartered: Westford, MA
Primary Services:

  • IT infrastructure
  • Networking
  • IT operations
  • IT support
  • Business continuity

Twitter: @iuvotech

M&A has impacted Iuvo Technologies more than COVID-19 impacted the MSP.

That’s according to Bryon Beilman, president and CEO of the Massachusetts-based company. The MSP has witnessed a significant amount of M&A on the customer side recently. Beilman said his team pursues a customer profile that often appeals to buyers. And for Beilman and Iuvo, this is an opportunity to prove themselves once again.

The company landed on the MSP 501 list this year. That makes two consecutive appearances for Iuvo. The company also earned a spot in this year’s Channel Partners Excellence in Digital Services Awards

Beilman spoke to Channel Futures about the company, its latest initiatives, M&A and his perspective on the MSP channel.

Channel Futures: What is one thing you wish vendors would do that they don’t?

Beilman, Bryon_Iuvo

Iuvo Technologies’ Bryon Beilman

Bryon Beilman: Vendor partnerships are interesting. We make sure we only partner with the products and vendors we believe in. It is extremely important to us that we only promote products that meet a certain standard and are best for our client businesses. Having had many vendor relationships over the years, there is certainly one thing that stands out that I would love to see get more attention. I would love if vendors would do more for their partners than simply provide products to sell.

We have based our business model on seeking out functional two-way partnerships with our clients, and I would love to see the same attention given to vendor relationships for committed MSPs. Instead of sticking to the basics – providing products to sell – provide ample marketing and sales resources, campaigns and ways to integrate our services with their product to maximize the value for MSPs and the clients we serve. Making it easier for us to educate, promote, highlight value and engage our clients on vendor products would save us a lot of time and allow us to meet vendor goals while still having time to provide stellar services to our clients.

CF: What new opportunities and challenges came with the global COVID-19 pandemic?

BB: The effects of the COVID-19 pandemic have been far-reaching. We felt so fortunate to be in the right business at the right time. It was rewarding to see just how many of our clients were already set up to succeed in a remote working model because of the work we have done for them over the years. Though we knew they would be OK, they were not completely ready yet because a lot of our clients simply were not used to working 100% remotely. Hearing the positive remarks about how seamlessly they were able to make the transition and maintain productivity after they were thrust into that model due to the pandemic was also extremely rewarding.

Out of the pandemic came several opportunities for us as well. We were able to quickly put together content and webinars to help those companies or individuals struggling to manage their new realities. While a lot of companies as entities were prepared, many individuals were not. We were able to guide many through the process of converting space in their homes to an “office,” how to use unified communications platforms and other tips and tricks that helped them ease into a work from anywhere model while still being efficient and productive. We also found many businesses had to throw solutions together to make their transition happen quickly. This introduced a lot of technical debt. We worked with companies to find the best long-term solutions, wrote policies and assisted with overhaul and reduced their technical debt, saving them …

Nov 13

MSP 501 Profile: Iuvo Technologies Tackles Customer M&A Amid COVID-19

By | Managed Services News

The MSP/consultant fine-tuned its sales pipeline in 2020.

Company Name: Iuvo Technologies
Company MSP 501 Rank: 401
President & CEO: Byron Beilman
Headquartered: Westford, MA
Primary Services:

  • IT infrastructure
  • Networking
  • IT operations
  • IT support
  • Business continuity

Twitter: @iuvotech

M&A has impacted Iuvo Technologies more than COVID-19 impacted the MSP.

That’s according to Bryon Beilman, president and CEO of the Massachusetts-based company. The MSP has witnessed a significant amount of M&A on the customer side recently. Beilman said his team pursues a customer profile that often appeals to buyers. And for Beilman and Iuvo, this is an opportunity to prove themselves once again.

The company landed on the MSP 501 list this year. That makes two consecutive appearances for Iuvo. The company also earned a spot in this year’s Channel Partners Excellence in Digital Services Awards

Beilman spoke to Channel Futures about the company, its latest initiatives, M&A and his perspective on the MSP channel.

Channel Futures: What is one thing you wish vendors would do that they don’t?

Beilman, Bryon_Iuvo

Iuvo Technologies’ Bryon Beilman

Bryon Beilman: Vendor partnerships are interesting. We make sure we only partner with the products and vendors we believe in. It is extremely important to us that we only promote products that meet a certain standard and are best for our client businesses. Having had many vendor relationships over the years, there is certainly one thing that stands out that I would love to see get more attention. I would love if vendors would do more for their partners than simply provide products to sell.

We have based our business model on seeking out functional two-way partnerships with our clients, and I would love to see the same attention given to vendor relationships for committed MSPs. Instead of sticking to the basics – providing products to sell – provide ample marketing and sales resources, campaigns and ways to integrate our services with their product to maximize the value for MSPs and the clients we serve. Making it easier for us to educate, promote, highlight value and engage our clients on vendor products would save us a lot of time and allow us to meet vendor goals while still having time to provide stellar services to our clients.

CF: What new opportunities and challenges came with the global COVID-19 pandemic?

BB: The effects of the COVID-19 pandemic have been far-reaching. We felt so fortunate to be in the right business at the right time. It was rewarding to see just how many of our clients were already set up to succeed in a remote working model because of the work we have done for them over the years. Though we knew they would be OK, they were not completely ready yet because a lot of our clients simply were not used to working 100% remotely. Hearing the positive remarks about how seamlessly they were able to make the transition and maintain productivity after they were thrust into that model due to the pandemic was also extremely rewarding.

Out of the pandemic came several opportunities for us as well. We were able to quickly put together content and webinars to help those companies or individuals struggling to manage their new realities. While a lot of companies as entities were prepared, many individuals were not. We were able to guide many through the process of converting space in their homes to an “office,” how to use unified communications platforms and other tips and tricks that helped them ease into a work from anywhere model while still being efficient and productive. We also found many businesses had to throw solutions together to make their transition happen quickly. This introduced a lot of technical debt. We worked with companies to find the best long-term solutions, wrote policies and assisted with overhaul and reduced their technical debt, saving them …

Nov 13

MSP 501 Profile: Iuvo Technologies Tackles Customer M&A Amid COVID-19

By | Managed Services News

The MSP/consultant fine-tuned its sales pipeline in 2020.

Company Name: Iuvo Technologies
Company MSP 501 Rank: 401
President & CEO: Byron Beilman
Headquartered: Westford, MA
Primary Services:

  • IT infrastructure
  • Networking
  • IT operations
  • IT support
  • Business continuity

Twitter: @iuvotech

M&A has impacted Iuvo Technologies more than COVID-19 impacted the MSP.

That’s according to Bryon Beilman, president and CEO of the Massachusetts-based company. The MSP has witnessed a significant amount of M&A on the customer side recently. Beilman said his team pursues a customer profile that often appeals to buyers. And for Beilman and Iuvo, this is an opportunity to prove themselves once again.

The company landed on the MSP 501 list this year. That makes two consecutive appearances for Iuvo. The company also earned a spot in this year’s Channel Partners Excellence in Digital Services Awards

Beilman spoke to Channel Futures about the company, its latest initiatives, M&A and his perspective on the MSP channel.

Channel Futures: What is one thing you wish vendors would do that they don’t?

Beilman, Bryon_Iuvo

Iuvo Technologies’ Bryon Beilman

Bryon Beilman: Vendor partnerships are interesting. We make sure we only partner with the products and vendors we believe in. It is extremely important to us that we only promote products that meet a certain standard and are best for our client businesses. Having had many vendor relationships over the years, there is certainly one thing that stands out that I would love to see get more attention. I would love if vendors would do more for their partners than simply provide products to sell.

We have based our business model on seeking out functional two-way partnerships with our clients, and I would love to see the same attention given to vendor relationships for committed MSPs. Instead of sticking to the basics – providing products to sell – provide ample marketing and sales resources, campaigns and ways to integrate our services with their product to maximize the value for MSPs and the clients we serve. Making it easier for us to educate, promote, highlight value and engage our clients on vendor products would save us a lot of time and allow us to meet vendor goals while still having time to provide stellar services to our clients.

CF: What new opportunities and challenges came with the global COVID-19 pandemic?

BB: The effects of the COVID-19 pandemic have been far-reaching. We felt so fortunate to be in the right business at the right time. It was rewarding to see just how many of our clients were already set up to succeed in a remote working model because of the work we have done for them over the years. Though we knew they would be OK, they were not completely ready yet because a lot of our clients simply were not used to working 100% remotely. Hearing the positive remarks about how seamlessly they were able to make the transition and maintain productivity after they were thrust into that model due to the pandemic was also extremely rewarding.

Out of the pandemic came several opportunities for us as well. We were able to quickly put together content and webinars to help those companies or individuals struggling to manage their new realities. While a lot of companies as entities were prepared, many individuals were not. We were able to guide many through the process of converting space in their homes to an “office,” how to use unified communications platforms and other tips and tricks that helped them ease into a work from anywhere model while still being efficient and productive. We also found many businesses had to throw solutions together to make their transition happen quickly. This introduced a lot of technical debt. We worked with companies to find the best long-term solutions, wrote policies and assisted with overhaul and reduced their technical debt, saving them …

Nov 13

MSP 501 Profile: Iuvo Technologies Tackles Customer M&A Amid COVID-19

By | Managed Services News

The MSP/consultant fine-tuned its sales pipeline in 2020.

Company Name: Iuvo Technologies
Company MSP 501 Rank: 401
President & CEO: Byron Beilman
Headquartered: Westford, MA
Primary Services:

  • IT infrastructure
  • Networking
  • IT operations
  • IT support
  • Business continuity

Twitter: @iuvotech

M&A has impacted Iuvo Technologies more than COVID-19 impacted the MSP.

That’s according to Bryon Beilman, president and CEO of the Massachusetts-based company. The MSP has witnessed a significant amount of M&A on the customer side recently. Beilman said his team pursues a customer profile that often appeals to buyers. And for Beilman and Iuvo, this is an opportunity to prove themselves once again.

The company landed on the MSP 501 list this year. That makes two consecutive appearances for Iuvo. The company also earned a spot in this year’s Channel Partners Excellence in Digital Services Awards

Beilman spoke to Channel Futures about the company, its latest initiatives, M&A and his perspective on the MSP channel.

Channel Futures: What is one thing you wish vendors would do that they don’t?

Beilman, Bryon_Iuvo

Iuvo Technologies’ Bryon Beilman

Bryon Beilman: Vendor partnerships are interesting. We make sure we only partner with the products and vendors we believe in. It is extremely important to us that we only promote products that meet a certain standard and are best for our client businesses. Having had many vendor relationships over the years, there is certainly one thing that stands out that I would love to see get more attention. I would love if vendors would do more for their partners than simply provide products to sell.

We have based our business model on seeking out functional two-way partnerships with our clients, and I would love to see the same attention given to vendor relationships for committed MSPs. Instead of sticking to the basics – providing products to sell – provide ample marketing and sales resources, campaigns and ways to integrate our services with their product to maximize the value for MSPs and the clients we serve. Making it easier for us to educate, promote, highlight value and engage our clients on vendor products would save us a lot of time and allow us to meet vendor goals while still having time to provide stellar services to our clients.

CF: What new opportunities and challenges came with the global COVID-19 pandemic?

BB: The effects of the COVID-19 pandemic have been far-reaching. We felt so fortunate to be in the right business at the right time. It was rewarding to see just how many of our clients were already set up to succeed in a remote working model because of the work we have done for them over the years. Though we knew they would be OK, they were not completely ready yet because a lot of our clients simply were not used to working 100% remotely. Hearing the positive remarks about how seamlessly they were able to make the transition and maintain productivity after they were thrust into that model due to the pandemic was also extremely rewarding.

Out of the pandemic came several opportunities for us as well. We were able to quickly put together content and webinars to help those companies or individuals struggling to manage their new realities. While a lot of companies as entities were prepared, many individuals were not. We were able to guide many through the process of converting space in their homes to an “office,” how to use unified communications platforms and other tips and tricks that helped them ease into a work from anywhere model while still being efficient and productive. We also found many businesses had to throw solutions together to make their transition happen quickly. This introduced a lot of technical debt. We worked with companies to find the best long-term solutions, wrote policies and assisted with overhaul and reduced their technical debt, saving them …

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