Category Archives for "Managed Services News"

Aug 11

D&H Distributing Launches Next Phase of Pandemic Response Resources

By | Managed Services News

The distributor’s assets for helping customers though the pandemic and beyond are plentiful.

D&H Distributing is out with a bevy of resources to ensure that partners have the resources to help customers with business continuity through the pandemic.

The distributor‘s business continuity resources include assets, tools, marketing materials and resource guides. More specifically, they are guides that focus on vertical markets, an MSP/VAR checklist, customizable brochures on remote work and Wi-Fi optimization. There are also turnkey offerings such as data access and security, remote device management, infrastructure as a service (IaaS), collaboration, UCaaS, desktop hardware, and more.

D&H Distributing's Peter DiMarco

D&H Distributing’s Peter DiMarco

“Recent events have created a unique and challenging scenario for the SMB community, but the channel has stepped up, and has been learning through it all,” said Peter DiMarco, D&H’s vice president of VAR sales. “Small businesses have come to realize how imperative it is to have a contingency strategy in case of a major disruption. We need to work together to implement effective business continuity plans for these companies.”

The business continuity plans that D&H refers to are designed to help customers now and over the long-term to build in resilience for the future.

Assets Galore

D&H Distributing is making assets available to partners to help them keep customers’ businesses connected to critical processes, applications, data, work centers and networks.

Here is a closer look at the D&H Business Continuity Initiative.

  • There is a dedicated mini site where partners will find guidance, tips, statistics, links and strategies. Assets focus on three main categories: data access and security, communication, and desktop hardware. The site outlines solutions in these areas and vendor product information.
  • The mini site also includes links to sales guides that specifically address business continuity for SMBs, and education continuity. The guides provide detailed product information, strategies, solutions and prep questions for partners. These assets help partners develop an active plan for their end customers.
  • A “Personal Protective Equipment (PPE) Guide,” helps partners market health products such as electronic no-contact thermometers and digital pulse oximeters; sanitization solutions like soap dispensers and stands for hand sanitizer stations; and wet wipes and “clean kits.” These products help businesses with a safe return to the office.
  • An on-demand Solutions Lab webcast, “Business Continuity: Planning Now & For the Future” is also available. The session includes info on how offerings from manufacturers can help MSPs safeguard customers against potential disasters. D&H also offers a selection of Microsoft Windows 10-powered devices.

And There’s More

  • Business continuity will be a topic during D&H’s September THREADcast events. The Canada event is scheduled for Sept 16; it is Sept. 30 in the U.S., with a preview on Sept. 30. Sessions and keynotes address topics such as remote networks, telework, distance learning and enhanced home networking connectivity.
  • A D&H Distributing MSP/VAR checklist helps partners create a record of the vendors and services each client subscribes to. The checklist will help partners prioritize the essential network amenities required for continuous operations during a disruptive event. This could include everything from day-to-day tools to essential services, hardware, client devices and communications applications like softphones and VoIP equipment.

D&H partner services marketing brochure templates on business continuity can be customized with partner branding. There are several new templates, including “Continuity Essentials: Rise of The Remote Workforce,” “Continuity Essentials: Supporting the Hybrid & Remote Classroom,” “Work from Home Like a Pro with Lenovo,” and “Avoid Connection Issues by Optimizing Wi-Fi with NetGear.”

This is the distributor’s latest response to the pandemic. Back in mid-March, D&H, along with other distributors, talked about its COVID-19 response with Channel Futures. Soon thereafter, D&H formalized its pandemic response.

Aug 11

D&H Distributing Launches Next Phase of Pandemic Response Resources

By | Managed Services News

The distributor’s assets for helping customers though the pandemic and beyond are plentiful.

D&H Distributing is out with a bevy of resources to ensure that partners have the resources to help customers with business continuity through the pandemic.

The distributor‘s business continuity resources include assets, tools, marketing materials and resource guides. More specifically, they are guides that focus on vertical markets, an MSP/VAR checklist, customizable brochures on remote work and Wi-Fi optimization. There are also turnkey offerings such as data access and security, remote device management, infrastructure as a service (IaaS), collaboration, UCaaS, desktop hardware, and more.

D&H Distributing's Peter DiMarco

D&H Distributing’s Peter DiMarco

“Recent events have created a unique and challenging scenario for the SMB community, but the channel has stepped up, and has been learning through it all,” said Peter DiMarco, D&H’s vice president of VAR sales. “Small businesses have come to realize how imperative it is to have a contingency strategy in case of a major disruption. We need to work together to implement effective business continuity plans for these companies.”

The business continuity plans that D&H refers to are designed to help customers now and over the long-term to build in resilience for the future.

Assets Galore

D&H Distributing is making assets available to partners to help them keep customers’ businesses connected to critical processes, applications, data, work centers and networks.

Here is a closer look at the D&H Business Continuity Initiative.

  • There is a dedicated mini site where partners will find guidance, tips, statistics, links and strategies. Assets focus on three main categories: data access and security, communication, and desktop hardware. The site outlines solutions in these areas and vendor product information.
  • The mini site also includes links to sales guides that specifically address business continuity for SMBs, and education continuity. The guides provide detailed product information, strategies, solutions and prep questions for partners. These assets help partners develop an active plan for their end customers.
  • A “Personal Protective Equipment (PPE) Guide,” helps partners market health products such as electronic no-contact thermometers and digital pulse oximeters; sanitization solutions like soap dispensers and stands for hand sanitizer stations; and wet wipes and “clean kits.” These products help businesses with a safe return to the office.
  • An on-demand Solutions Lab webcast, “Business Continuity: Planning Now & For the Future” is also available. The session includes info on how offerings from manufacturers can help MSPs safeguard customers against potential disasters. D&H also offers a selection of Microsoft Windows 10-powered devices.

And There’s More

  • Business continuity will be a topic during D&H’s September THREADcast events. The Canada event is scheduled for Sept 16; it is Sept. 30 in the U.S., with a preview on Sept. 30. Sessions and keynotes address topics such as remote networks, telework, distance learning and enhanced home networking connectivity.
  • A D&H Distributing MSP/VAR checklist helps partners create a record of the vendors and services each client subscribes to. The checklist will help partners prioritize the essential network amenities required for continuous operations during a disruptive event. This could include everything from day-to-day tools to essential services, hardware, client devices and communications applications like softphones and VoIP equipment.

D&H partner services marketing brochure templates on business continuity can be customized with partner branding. There are several new templates, including “Continuity Essentials: Rise of The Remote Workforce,” “Continuity Essentials: Supporting the Hybrid & Remote Classroom,” “Work from Home Like a Pro with Lenovo,” and “Avoid Connection Issues by Optimizing Wi-Fi with NetGear.”

This is the distributor’s latest response to the pandemic. Back in mid-March, D&H, along with other distributors, talked about its COVID-19 response with Channel Futures. Soon thereafter, D&H formalized its pandemic response.

Aug 11

CompTIA’s Todd Thibodeaux on How to Thrive in the Next Year

By | Managed Services News

Channel partners must think about these five things to fuel their business.

It’s fair to say that first half of the year has been life-altering for many. Not only do channel partners and their customers face disruption and uncertainty, but “business as usual” is a thing of the past. The “new normal” has taken its place. Despite the disruption, partners need answers and a path forward. Todd Thibodeaux, president and CEO of CompTIA, will help them out during his keynote presentation – “5 Ways to Survive and Thrive in the Next Year” – at 11 a.m. on Sept. 10. Thibodeaux is a featured speaker at the upcoming Channel Partners Virtual, Sept. 8-10.

Todd Thibodeaux, CEO, CompTIA

CompTIA’s Todd Thibodeaux

There are some constants that partners need to be aware of. They include finding talent, marketing, new verticals and cybersecurity. There’s also providing best-practice and remote-work resources for customers.

Channel Futures: Give us a glimpse into this list of five things partners can do to survive the pandemic. Let’s start with acquiring talent — no easy task even prior to the pandemic.

Todd Thibodeaux: Hiring slowed down substantially in the early part of the pandemic. However, businesses still have turnover and they still need to hire new people. I’m going to talk about good ways to find individuals when you might not be interviewing them face-to-face — when you don’t get the chance to meet them and they’ll be working remotely from day one.

Finding and retaining good talent is very important.

CF: Other areas you’ll talk about are vertical markets and marketing.

TT: A lot of businesses will go under as a result of the pandemic. What if you specialize in certain verticals that were particularly impacted, such as hospitality and restaurants. Or places that were shut down for any period of time. Where will new customers come from?

Todd Thibodeaux of CompTIA is one of dozens of industry speakers who will “take the stage” at Channel Partners Virtual. Our online trade show is Sept. 8-10. Don’t miss out on this one-of-a-kind event. So register now!

Partners have to think about if they’ll continue to look for business in the same areas. Will you have to look for new verticals?

And how will you prospect and market your company during a time where you might not have face-to-face meetings? How do you effectively use social media? How do you use your web presence? And how can you use your network?

CF: Cybersecurity has really come to the forefront as more employees work remotely.

TT: Cybersecurity issues related to all this remote work, means having that toolkit, having best practices and even training for your customer’s employees, if you weren’t doing that already. That’s something customers will certainly ask for.

Partners are also getting requests for best practices around remote work. It’s not just about cyber, but what type of equipment should you have at home? What broadband speeds will your employees need?

Partners can be a real resource to their customers having the knowledge in these areas. Session attendees can expect to walk away with actionable takeaways.

Aug 11

Nutanix Expands Hyperconverged Infrastructure Clusters to AWS

By | Managed Services News

Making hybrid cloud easier to use for customers is one of the aims of Nutanix’s new cluster service offering.

Hyperconverged infrastructure vendor Nutanix is bringing Nutanix Clusters to the Amazon Web Services public cloud, adding options for customers.

It’s the first time Nutanix Clusters will be available on a public cloud platform, the company said. Nutanix Cluster services will come to other cloud platforms in the future.

The Nutanix clusters on AWS will be available in 20 AWS regions. Customers can use the services under their existing Nutanix licenses and can choose fixed or pay-as-you-go pricing. Nutanix hyperconverged infrastructure (HCI) combines compute, storage, networking and virtualization together in one package for customers.

Christian Alvarez, Nutanix’s senior VP of worldwide channels, said the clusters pool resources for a group of physical servers. That protects data against hardware failure and allows applications to run on any node in the cluster. Nutanix HCI software powers the clusters, which deliver hybrid cloud infrastructure to run applications in private or public clouds. Instead of running on physical servers in customer data centers, they run on physical servers in AWS bare metal instances.

Nutanix's Christian Alvarez

Nutanix’s Christian Alvarez

“Nutanix Clusters enables seamless application migration and unified operations across multiple clouds to help businesses accelerate their cloud journey with AWS,” said Alvarez.

The ease of use and architecture are key differentiators for Nutanix Clusters and its hyperconverged infrastructure, he added.

“It allows organizations to build a hybrid cloud in under one hour,” he said. “The architecture is ready to support enterprises’ most mission-critical applications and workloads, including VDI, databases and more.”

Partner Sales Points

For channel partners, the clusters extend the simplicity of its software to the cloud, he said.

“Nutanix Clusters provides customers with the flexibility to choose the right cloud environment for each application. The added benefit is license portability across multiple clouds, which has a direct impact on cost and resource optimization. Additionally, customers will be able to take advantage of the company’s full software stack on private and public cloud.”

This gives partners significant new opportunities by allowing them to reach customers that have emerging hybrid cloud strategies.

“We know our partners are looking for solutions that can simplify their hybrid cloud deployments,” he said. “We also want to address the technical and operational challenges they often face when managing public and private clouds. Nutanix Clusters on AWS addresses these challenges.”

Vinu Thomas, CTO for Nutanix channel partner and managed services provider, Presidio, said the Nutanix Clusters are good for customers.

Presidio's Thomas Vinu

Presidio’s Thomas Vinu

“They extend the simplicity and ease of use of its software to the cloud,” he said. “This eliminates the cost, security and management complexity of hybrid environments.”

The services will help channel partners better serve their customers, he said.

“The Nutanix hybrid cloud infrastructure now available on AWS enables channel partners to meet customers where they are. It allows them to overcome technical and operational challenges of the hybrid cloud era,” said Thomas. “Customers looking to move applications to the cloud, or consolidate their data centers, can ‘lift and shift’ them without any change.”

Nutanix also provides application mobility between non-Nutanix solutions and clusters, which prevents vendor lock-in, said Thomas.

Analyst Corner

Bob Lailberte, an analyst with Enterprise Strategy Group, said the new product will extend the Nutanix platform for existing customers.

“Partners can leverage Nutanix Clusters to enable hybrid cloud and hybrid multicloud environments using the management interface they know. This should drive operation efficiency for the customer,” said Lailberte.

Lailberte said the new hyperconverged infrastructure cluster services are “a significant new capability for Nutanix customers.”

ESG research shows that the top business digital transformation goal is to operate more efficiently.

“And that is exactly what Nutanix Clusters will do, make it easier to harness the complexity of a highly distributed, hybrid and multicloud application environment by abstracting the underlying infrastructure, regardless of where it is located or who is providing it. Channel partners have an opportunity to be that trusted partner, not just for the initial cloud deployment, but over time,” he said.

Aug 11

D&H Distributing Launches Next Phase of Pandemic Response Resources

By | Managed Services News

The distributor’s assets for helping customers though the pandemic and beyond are plentiful.

D&H Distributing is out with a bevy of resources to ensure that partners have the resources to help customers with business continuity through the pandemic.

The distributor‘s business continuity resources include assets, tools, marketing materials and resource guides. More specifically, they are guides that focus on vertical markets, an MSP/VAR checklist, customizable brochures on remote work and Wi-Fi optimization. There are also turnkey offerings such as data access and security, remote device management, infrastructure as a service (IaaS), collaboration, UCaaS, desktop hardware, and more.

D&H Distributing's Peter DiMarco

D&H Distributing’s Peter DiMarco

“Recent events have created a unique and challenging scenario for the SMB community, but the channel has stepped up, and has been learning through it all,” said Peter DiMarco, D&H’s vice president of VAR sales. “Small businesses have come to realize how imperative it is to have a contingency strategy in case of a major disruption. We need to work together to implement effective business continuity plans for these companies.”

The business continuity plans that D&H refers to are designed to help customers now and over the long-term to build in resilience for the future.

Assets Galore

D&H Distributing is making assets available to partners to help them keep customers’ businesses connected to critical processes, applications, data, work centers and networks.

Here is a closer look at the D&H Business Continuity Initiative.

  • There is a dedicated mini site where partners will find guidance, tips, statistics, links and strategies. Assets focus on three main categories: data access and security, communication, and desktop hardware. The site outlines solutions in these areas and vendor product information.
  • The mini site also includes links to sales guides that specifically address business continuity for SMBs, and education continuity. The guides provide detailed product information, strategies, solutions and prep questions for partners. These assets help partners develop an active plan for their end customers.
  • A “Personal Protective Equipment (PPE) Guide,” helps partners market health products such as electronic no-contact thermometers and digital pulse oximeters; sanitization solutions like soap dispensers and stands for hand sanitizer stations; and wet wipes and “clean kits.” These products help businesses with a safe return to the office.
  • An on-demand Solutions Lab webcast, “Business Continuity: Planning Now & For the Future” is also available. The session includes info on how offerings from manufacturers can help MSPs safeguard customers against potential disasters. D&H also offers a selection of Microsoft Windows 10-powered devices.

And There’s More

  • Business continuity will be a topic during D&H’s September THREADcast events. The Canada event is scheduled for Sept 16; it is Sept. 30 in the U.S., with a preview on Sept. 30. Sessions and keynotes address topics such as remote networks, telework, distance learning and enhanced home networking connectivity.
  • A D&H Distributing MSP/VAR checklist helps partners create a record of the vendors and services each client subscribes to. The checklist will help partners prioritize the essential network amenities required for continuous operations during a disruptive event. This could include everything from day-to-day tools to essential services, hardware, client devices and communications applications like softphones and VoIP equipment.

D&H partner services marketing brochure templates on business continuity can be customized with partner branding. There are several new templates, including “Continuity Essentials: Rise of The Remote Workforce,” “Continuity Essentials: Supporting the Hybrid & Remote Classroom,” “Work from Home Like a Pro with Lenovo,” and “Avoid Connection Issues by Optimizing Wi-Fi with NetGear.”

This is the distributor’s latest response to the pandemic. Back in mid-March, D&H, along with other distributors, talked about its COVID-19 response with Channel Futures. Soon thereafter, D&H formalized its pandemic response.

Aug 11

Not Enough Organizations Using BYOD Anti-Malware Software Protection

By | Managed Services News

A new report from Bitglass exposes a critical gap MSSPs are best positioned to fill.

Despite all the attention COVID-19 has brought to the need to improve bring-your-own-device (BYOD) mobile security, 30% of organizations say they still don’t use anti-malware software protection.

Of those that do, 42% only protect the endpoint. And a mere 9% rely on cloud-based anti-malware detection, which provides more visibility and control over threats than endpoint counterparts.

In the past year, one in four organizations have fallen victim to malware that employees download to their personal devices. Then there are the 42% not sure if they have — a shocking finding considering the prevalence of WannaCry and other malicious hacks.

All this is according to the 2020 BYOD Report from Bitglass. However, to be clear, the company does not specify how many IT professionals the company surveyed to reach its statistical conclusions.

Nonetheless, organizations notoriously have been lax about enforcing security measures on personal devices — even during the pandemic. That’s a mistake managed security service providers (MSSPs) should seek to rectify.

Anurag Kahol is Bitglass’ CTO.

Bitglass' Anurag Kahol

Bitglass’ Anurag Kahol

“The top two reasons enterprises hesitate to enable BYOD relate to company security and employee privacy,” said Kahol. “However, the reality is that today’s work environment requires the flexibility and remote access that the use of personal devices enables.”

The COVID-19 Connection

Indeed, as a large percentage of people still work from home because of COVID-19, organizations face a greater imperative than ever to secure confidential data. Outside the confines of the corporate office, BYOD devices too easily risk exposure of sensitive information to family, friends or even curious strangers. Yet malware ranks among the biggest intrusions, especially as hackers seek to exploit pandemic fears.

MSSPs that do not yet oversee BYOD practices for customers might want to use these findings in sales and marketing discussions. The point about implementing anti-malware software protection is especially prescient. Due to the economic wallop of COVID-19, few organizations have the spare money to deal with ransomware demands, or recovery and cleanup efforts.

In terms of resolving the BYOD security conundrum, Bitglass offers the following advice:

  • Enable data loss prevention for data at rest and in transit.
  • Use selective-wipe technology to remove the organization’s information from a lost or stolen personal device. This does not require agents and will not touch personal data.
  • Employ contextual access control, or identity access management (IAM), to govern access by parameters including user group, location and device type.
  • Take advantage of advanced threat protection tools. These are programmed with machine learning to identify and block threats at upload, download and at rest.

It’s worth adding that zero-trust security already should serve as the norm. In this model, no one may enter the network without going through several layers of verification, regardless of whether the organization or employee owns the mobile device.

Bitglass is not the only firm to spot the increase in BYOD security problems because of COVID-19-fueled remote work. Soaring demand is generating sizable market potential. Global Market Insights last month said the BYOD security market will reach almost $1 billion by 2026. That will stand out as a 16.2% compound annual growth rate between 2021 and 2026. Moreover, anti-malware software protection will be a big part of that.

What MSSPs Can Do

MSSPs can capitalize on organizations’ need for greater BYOD security. Do this by acting as the customers’ complete security source, certainly, but also by educating end users on a consistent basis. Simple techniques such as sending fake phishing attempts over enterprise messaging platforms can go a long way toward helping people to identify potential threats.

Other top BYOD concerns noted in the Bitglass report include:

  • Data leakage/user downloads of unsafe apps or content: 63%
  • Users downloading unsafe apps or content: 57%
  • Lost or stolen devices: 55%
  • Unauthorized access to company data and systems: 53%
  • Malware: 52%
  • Inability to control endpoint security: 47%
  • Device management logistics: 47%
  • Keeping security software updated: 40%
  • Regulatory compliance: 34%
Aug 11

D&H Distributing Launches Next Phase of Pandemic Response Resources

By | Managed Services News

The distributor’s assets for helping customers though the pandemic and beyond are plentiful.

D&H Distributing is out with a bevy of resources to ensure that partners have the resources to help customers with business continuity through the pandemic.

The distributor‘s business continuity resources include assets, tools, marketing materials and resource guides. More specifically, they are guides that focus on vertical markets, an MSP/VAR checklist, customizable brochures on remote work and Wi-Fi optimization. There are also turnkey offerings such as data access and security, remote device management, infrastructure as a service (IaaS), collaboration, UCaaS, desktop hardware, and more.

D&H Distributing's Peter DiMarco

D&H Distributing’s Peter DiMarco

“Recent events have created a unique and challenging scenario for the SMB community, but the channel has stepped up, and has been learning through it all,” said Peter DiMarco, D&H’s vice president of VAR sales. “Small businesses have come to realize how imperative it is to have a contingency strategy in case of a major disruption. We need to work together to implement effective business continuity plans for these companies.”

The business continuity plans that D&H refers to are designed to help customers now and over the long-term to build in resilience for the future.

Assets Galore

D&H Distributing is making assets available to partners to help them keep customers’ businesses connected to critical processes, applications, data, work centers and networks.

Here is a closer look at the D&H Business Continuity Initiative.

  • There is a dedicated mini site where partners will find guidance, tips, statistics, links and strategies. Assets focus on three main categories: data access and security, communication, and desktop hardware. The site outlines solutions in these areas and vendor product information.
  • The mini site also includes links to sales guides that specifically address business continuity for SMBs, and education continuity. The guides provide detailed product information, strategies, solutions and prep questions for partners. These assets help partners develop an active plan for their end customers.
  • A “Personal Protective Equipment (PPE) Guide,” helps partners market health products such as electronic no-contact thermometers and digital pulse oximeters; sanitization solutions like soap dispensers and stands for hand sanitizer stations; and wet wipes and “clean kits.” These products help businesses with a safe return to the office.
  • An on-demand Solutions Lab webcast, “Business Continuity: Planning Now & For the Future” is also available. The session includes info on how offerings from manufacturers can help MSPs safeguard customers against potential disasters. D&H also offers a selection of Microsoft Windows 10-powered devices.

And There’s More

  • Business continuity will be a topic during D&H’s September THREADcast events. The Canada event is scheduled for Sept 16; it is Sept. 30 in the U.S., with a preview on Sept. 30. Sessions and keynotes address topics such as remote networks, telework, distance learning and enhanced home networking connectivity.
  • A D&H Distributing MSP/VAR checklist helps partners create a record of the vendors and services each client subscribes to. The checklist will help partners prioritize the essential network amenities required for continuous operations during a disruptive event. This could include everything from day-to-day tools to essential services, hardware, client devices and communications applications like softphones and VoIP equipment.

D&H partner services marketing brochure templates on business continuity can be customized with partner branding. There are several new templates, including “Continuity Essentials: Rise of The Remote Workforce,” “Continuity Essentials: Supporting the Hybrid & Remote Classroom,” “Work from Home Like a Pro with Lenovo,” and “Avoid Connection Issues by Optimizing Wi-Fi with NetGear.”

This is the distributor’s latest response to the pandemic. Back in mid-March, D&H, along with other distributors, talked about its COVID-19 response with Channel Futures. Soon thereafter, D&H formalized its pandemic response.

Aug 11

D&H Distributing Launches Next Phase of Pandemic Response Resources

By | Managed Services News

The distributor’s assets for helping customers though the pandemic and beyond are plentiful.

D&H Distributing is out with a bevy of resources to ensure that partners have the resources to help customers with business continuity through the pandemic.

The distributor‘s business continuity resources include assets, tools, marketing materials and resource guides. More specifically, they are guides that focus on vertical markets, an MSP/VAR checklist, customizable brochures on remote work and Wi-Fi optimization. There are also turnkey offerings such as data access and security, remote device management, infrastructure as a service (IaaS), collaboration, UCaaS, desktop hardware, and more.

D&H Distributing's Peter DiMarco

D&H Distributing’s Peter DiMarco

“Recent events have created a unique and challenging scenario for the SMB community, but the channel has stepped up, and has been learning through it all,” said Peter DiMarco, D&H’s vice president of VAR sales. “Small businesses have come to realize how imperative it is to have a contingency strategy in case of a major disruption. We need to work together to implement effective business continuity plans for these companies.”

The business continuity plans that D&H refers to are designed to help customers now and over the long-term to build in resilience for the future.

Assets Galore

D&H Distributing is making assets available to partners to help them keep customers’ businesses connected to critical processes, applications, data, work centers and networks.

Here is a closer look at the D&H Business Continuity Initiative.

  • There is a dedicated mini site where partners will find guidance, tips, statistics, links and strategies. Assets focus on three main categories: data access and security, communication, and desktop hardware. The site outlines solutions in these areas and vendor product information.
  • The mini site also includes links to sales guides that specifically address business continuity for SMBs, and education continuity. The guides provide detailed product information, strategies, solutions and prep questions for partners. These assets help partners develop an active plan for their end customers.
  • A “Personal Protective Equipment (PPE) Guide,” helps partners market health products such as electronic no-contact thermometers and digital pulse oximeters; sanitization solutions like soap dispensers and stands for hand sanitizer stations; and wet wipes and “clean kits.” These products help businesses with a safe return to the office.
  • An on-demand Solutions Lab webcast, “Business Continuity: Planning Now & For the Future” is also available. The session includes info on how offerings from manufacturers can help MSPs safeguard customers against potential disasters. D&H also offers a selection of Microsoft Windows 10-powered devices.

And There’s More

  • Business continuity will be a topic during D&H’s September THREADcast events. The Canada event is scheduled for Sept 16; it is Sept. 30 in the U.S., with a preview on Sept. 30. Sessions and keynotes address topics such as remote networks, telework, distance learning and enhanced home networking connectivity.
  • A D&H Distributing MSP/VAR checklist helps partners create a record of the vendors and services each client subscribes to. The checklist will help partners prioritize the essential network amenities required for continuous operations during a disruptive event. This could include everything from day-to-day tools to essential services, hardware, client devices and communications applications like softphones and VoIP equipment.

D&H partner services marketing brochure templates on business continuity can be customized with partner branding. There are several new templates, including “Continuity Essentials: Rise of The Remote Workforce,” “Continuity Essentials: Supporting the Hybrid & Remote Classroom,” “Work from Home Like a Pro with Lenovo,” and “Avoid Connection Issues by Optimizing Wi-Fi with NetGear.”

This is the distributor’s latest response to the pandemic. Back in mid-March, D&H, along with other distributors, talked about its COVID-19 response with Channel Futures. Soon thereafter, D&H formalized its pandemic response.

Aug 11

D&H Distributing Launches Next Phase of Pandemic Response Resources

By | Managed Services News

The distributor’s assets for helping customers though the pandemic and beyond are plentiful.

D&H Distributing is out with a bevy of resources to ensure that partners have the resources to help customers with business continuity through the pandemic.

The distributor‘s business continuity resources include assets, tools, marketing materials and resource guides. More specifically, they are guides that focus on vertical markets, an MSP/VAR checklist, customizable brochures on remote work and Wi-Fi optimization. There are also turnkey offerings such as data access and security, remote device management, infrastructure as a service (IaaS), collaboration, UCaaS, desktop hardware, and more.

D&H Distributing's Peter DiMarco

D&H Distributing’s Peter DiMarco

“Recent events have created a unique and challenging scenario for the SMB community, but the channel has stepped up, and has been learning through it all,” said Peter DiMarco, D&H’s vice president of VAR sales. “Small businesses have come to realize how imperative it is to have a contingency strategy in case of a major disruption. We need to work together to implement effective business continuity plans for these companies.”

The business continuity plans that D&H refers to are designed to help customers now and over the long-term to build in resilience for the future.

Assets Galore

D&H Distributing is making assets available to partners to help them keep customers’ businesses connected to critical processes, applications, data, work centers and networks.

Here is a closer look at the D&H Business Continuity Initiative.

  • There is a dedicated mini site where partners will find guidance, tips, statistics, links and strategies. Assets focus on three main categories: data access and security, communication, and desktop hardware. The site outlines solutions in these areas and vendor product information.
  • The mini site also includes links to sales guides that specifically address business continuity for SMBs, and education continuity. The guides provide detailed product information, strategies, solutions and prep questions for partners. These assets help partners develop an active plan for their end customers.
  • A “Personal Protective Equipment (PPE) Guide,” helps partners market health products such as electronic no-contact thermometers and digital pulse oximeters; sanitization solutions like soap dispensers and stands for hand sanitizer stations; and wet wipes and “clean kits.” These products help businesses with a safe return to the office.
  • An on-demand Solutions Lab webcast, “Business Continuity: Planning Now & For the Future” is also available. The session includes info on how offerings from manufacturers can help MSPs safeguard customers against potential disasters. D&H also offers a selection of Microsoft Windows 10-powered devices.

And There’s More

  • Business continuity will be a topic during D&H’s September THREADcast events. The Canada event is scheduled for Sept 16; it is Sept. 30 in the U.S., with a preview on Sept. 30. Sessions and keynotes address topics such as remote networks, telework, distance learning and enhanced home networking connectivity.
  • A D&H Distributing MSP/VAR checklist helps partners create a record of the vendors and services each client subscribes to. The checklist will help partners prioritize the essential network amenities required for continuous operations during a disruptive event. This could include everything from day-to-day tools to essential services, hardware, client devices and communications applications like softphones and VoIP equipment.

D&H partner services marketing brochure templates on business continuity can be customized with partner branding. There are several new templates, including “Continuity Essentials: Rise of The Remote Workforce,” “Continuity Essentials: Supporting the Hybrid & Remote Classroom,” “Work from Home Like a Pro with Lenovo,” and “Avoid Connection Issues by Optimizing Wi-Fi with NetGear.”

This is the distributor’s latest response to the pandemic. Back in mid-March, D&H, along with other distributors, talked about its COVID-19 response with Channel Futures. Soon thereafter, D&H formalized its pandemic response.

Aug 11

1 in 5 Google Cloud Partners Generates 75% YoY Revenue Growth

By | Managed Services News

A new study from IDC digs into the financial prosperity the Google Cloud channel is experiencing.

Google Cloud partners are prospering, despite global economic struggles.

Even before COVID-19 took hold, organizations were turning to the Google Cloud channel to fuel digital transformation projects. But the pandemic has only furthered those goals — and boosted revenue for MSPs, VARs, integrators and other partners.

A new report from research firm IDC, commissioned by Google Cloud, found that 44% of organizations are spending more than expected on IT amid shutdowns, quarantines and limited social movement. And the channel is key in guiding, implementing and managing the requisite deployments.

Google Cloud's Carolee Gearhart

Google Cloud’s Carolee Gearhart

“Partners are benefitting from our goal of 100% partner-attach on all customer sales, and partners are seeing strong margins across multiple activities, including resale, IaaS, PaaS, and SaaS add-ons, IT services, business services, and support for hardware and networking,” wrote Carolee Gearhart, Google Cloud’s channel chief, in an Aug. 10 blog.

Attention to Value

IDC analysts agree. Much of the success, they say, regardless of whether COVID-19 is a factor, stems from partners’ attention to value.

“In another IDC survey, many end customers were re-evaluating transformation projects in a bid to find greater ROI and efficiencies from those implementations,” Paul Edwards and Steve White note in “Partner Opportunity in a Cloud World: How Partners Are Winning in the Google Cloud Economy.” “This should come as no surprise to partners focused on solutions that provide business impact, which will benefit from close strategic relationships with clients;  that is, understanding the business and quantifiable value of the solutions being deployed.”

Not surprisingly, then, Google Cloud partners are raking in the dough. IDC discovered that, on average, they are recording 35% year-over-year revenue growth. One in five (20%) respondents told the firm their Google Cloud business is ratcheting up by 75% or more year over year.

“Combine those growth rates with an average margin of 34% that partners make on their own [intellectual property] … in Google Cloud deals and it points to healthy businesses,” Edwards and White wrote. “Of course, partner IP margin will vary greatly among project-based services, managed services, and software, but many Google Cloud partners are embracing all of these.”

But Wait, There’s More

The positive financial news doesn’t stop there.

IDC forecasts that, by 2025, partner revenue from Google Cloud opportunities will more than triple. In other words, over the next six years, accumulated net-new partner revenue will reach $341 billion.

“Looked at another way, for every $1 of Google Cloud technology sold in 2020, partners will generate $5.32, predominantly through their own offerings (services and software) but also from resale margin,” said Edwards and White. “By 2025, that number will top $7.54. This is the value created in partner businesses based on their relationship with Google Cloud.”

Those numbers indicate Google Cloud partner revenue is growing faster than the company’s revenue itself, IDC said. And the channel can expect the increases to show up across the range of capabilities they provide. Here’s how that breaks down in terms of profit between 2019 and 2025, according to IDC:

  • Resale will account for 27%.
  • IaaS, PaaS, SaaS add-ons will make up 26%.
  • IT services will comprise another 26%.
  • Business services will contribute 15%.
  • Hardware and networking support will add up to 6%.

For Gearhart, the outcome of all this activity is clear: “We have a tremendous opportunity together to help customers across industries and around the world transform their organizations with the cloud,” she said. “I’m proud of the amazing work that our partners are doing, and we’re committed to continuing to work closely with partners to expand the Google Cloud economy together.

The success of Google Cloud’s channel partners comes as little surprise. Even though the company remains the third-largest public cloud vendor, it boasts several exclusive partners and tends to move with more agility than some of its rivals. The company also has been expanding its data center regions and private cloud partnerships, extending coverage options to more potential end users.

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