Category Archives for "Managed Services News"

Oct 05

The Partner Opportunity for Office 365 Tenant to Tenant Migrations

By | Managed Services News

In the past couple of years, we’ve seen tenant to tenant migrations continue to grow, almost as quickly as we’ve seen Office 365 grow.

Has your organization come across customers looking for Office 365 Tenant to Tenant migration help? Register here for our webinar on Oct. 13,, aimed at Microsoft Partners looking to expand their offerings. The webinar will guide you through critical considerations for building a practice around Office 365 tenant to tenant migrations.

In the past couple of years, we’ve seen the tenant to tenant migration space continue to grow, almost as quickly as we’ve seen Office 365 grow. As more organizations implement Office 365, the need to combine, split or relocate tenants will only continue. Now is the time to build a T2T practice.

Often, mergers, acquisitions or divestitures drive the need to migrate Exchange Online, OneDrive for Business, SharePoint Online and Microsoft Teams. Before COVID-19, M&A activity was steadily increasing. In the wake of COVID-19, M&A activity is predicted to increase even more. In 2020, over half of U.S. CEOs plan to leverage new M&A in 2020–versus 35% CEOs globally. The mix of capital available for deals should prevent M&A activity from plunging in a slower economy.

Taking that into consideration, the market for T2T migration not only remains steadfast, but is seemingly growing. Currently, there are several T2T migration tools on the market, but they aren’t always fit for purpose. Some don’t scale or handle complex migration scenarios well, and others become burdensome to manage and eat up your resources, thereby lowering your margins.

Quadrotech has a better solution to these challenges. When you partner with Quadrotech for a tenant to tenant migration, you get a managed migration for the Office 365 workloads. Not only that, our T2T migration service is industry-leading, sustaining speeds of 1 TB an hour for Exchange Online migration. That means we’re capable of migrating entire tenants in one weekend, minimizing or in some cases completely eliminating user downtime during the process.

Join us for this highly anticipated webinar where you’ll learn:

  • The drivers of T2T migrations and what customers are looking for in a solution
  • The primary challenges around tenant to tenant migrations
  • Why a managed migration service is better than a self-service tool in many scenarios
  • The top four reasons service providers choose Cloud Commander for their customers’ T2T migration needs

The webinar will also be of particular interest to organizations with a T2T practice, already using a self-service O365 tenant migration tool. Hosted by Paul Robichaux, CTO; Mike Weaver, Director of Enterprise Migrations; and Nick Dishman, VP of Channel Sales for North America, this webinar will explore the opportunity from both technical and business perspectives.

Register now to receive your invite to the live event. All registrants will also receive a link to the on-demand video recording once complete, so please sign up even if you can’t make the live broadcast.

You can find more information about Cloud Commander, our Office 365 Tenant to Tenant Migration Service. You can also contact us for more information.

Nick Dishman is the Vice President of Channel Sales for Quadrotech in North America. He has been with Quadrotech since 2014 and has over 13 years of experience with Channel Sales.

This guest blog is part of a Channel Futures sponsorship.

Oct 05

Unified Blackberry Partner Program Includes Cylance

By | Managed Services News

BlackBerry acquired Cylance early last year.

BlackBerry on Monday revealed a new global partner program that combines the BlackBerry Enterprise Partner Program and BlackBerry Cylance Partner Program.

The BlackBerry Partner Program features a unified sales portal with real-time access to a revamped curriculum of training, tools and enablement resources. BlackBerry acquired Cylance early last year.

As part of the new program, all 2,200-plus BlackBerry resellers and distribution partners will have access to the company’s entire portfolio. They can generate new revenue opportunities by offering a range of cybersecurity and endpoint management options.

Simplified Sales Motion

May Mitchell is BlackBerry‘s vice president of channel, alliances and field marketing.

BlackBerry's May Mitchell

BlackBerry’s May Mitchell

“This was always part of our integration plan — to unify the partner programs,” she said. “Doing so simplifies the selling motion for partners as they can now offer a wider portfolio to their customers including the BlackBerry Cyber Suite, BlackBerry Spark products and BlackBerry AtHoc.”

The new program includes a partner protection feature. That allows partners to register their deals to get higher discounts by working closely with BlackBerry’s field sales teams.

There are also several reseller partner distinction levels in the new program, including gold, platinum and emerald. They provide increased levels of benefits and discounts based on partners’ annual new business revenue targets and technical capabilities.

Select value-added distributors will also have the ability to get back-end rebates for achieving new business growth targets.

“Partner protection and incumbency are important things to our partners and to us,” Mitchell said. “Partners can access our innovative solutions driven by AI to solve their customer issues around protecting businesses, endpoints and people.”

More BlackBerry Partner Program Benefits

Additional benefits of the new program include:

  • A single deal-registration program.
  • Access to the beta community and knowledge base for testing products prior to release.
  • Availability of not-for-resale (NFR) licenses so partners can educate, test and trial deployments within a virtual sandbox environment.
  • Demand generation and sales support via proposal-based marketing funds, case studies, strategic go-to-market engagement and access to inside sales resources.

“The new program offers a simple global structure for resellers, MSSPs and distributor partners with refreshed training modules, market demand programs and extensive promotional programs,” Mitchell said.

Members of BlackBerry’s partner advisory council got a sneak peek of the new program earlier this fall. Reseller and distributor feedback prompted many of the new enhancements, the company said.

“We are excited by how BlackBerry has embraced simplicity and flexibility as part of its new unified partner program and in recognition of the reality of the complex and chaotic security environment that today’s businesses are grappling with,” said Dominic Grillo, president of Atrion Communication Resources, a BlackBerry partner. “We look forward to working with their partner team in the months and years ahead. With BlackBerry’s security at the core, both our enterprise and midmarket customers can be confident in their ability to manage, protect and defend the connected devices and things within their organization so that they can focus more on what matters most to their business.”

Oct 05

Nutanix Certification Program Gets New Foundational Training Level

By | Managed Services News

The new certification track follows the recently announced Elevate partner program.

Nutanix University, the vendor’s initiative for training and certification, has expanded its multitier program with a new “associate,” or foundational level track.

The Nutanix multilevel certification program now includes expert (NPX), master (NCM), professional (NCP) and the new associate (NCA).

Nutanix's Inder Sidhu

Nutanix’s Inder Sidhu

“With this Nutanix University offering, participants will have access to a larger collection of technical certifications to prepare them for the future,” said Inder Sidhu, executive vice president of global customer success at Nutanix. “Our carefully extended program boasts new customization options, so customers and partners can build a professional development plan that best fits their career journey. We’re excited to offer these certifications and training designed from the ground up to recognize the real-world skills IT needed for hybrid and multicloud environments.”

The vendor will offer a new training course to prepare for the NCA certification exam. It calls it Nutanix Hybrid Cloud Fundamentals. Skills covered in the new associate certification include digital HCI services (multicloud infrastructure, data center services (data services, security and governance, and business continuity), DevOps services (multicloud automation and database automation) and desktop services (end user computing). These skills go beyond Nutanix Acropolis AOS and hyperconverged infrastructure, the company said.

The latest certification option will help IT professionals expand their skills. These professionals can help companies adopt cloud and multicloud strategies.

The tracks will roll out over the coming months.

Expand Your Horizons

So what’s the difference between the new NCA certification and the NCP-MCI (multicloud infrastructure) certification?

According to Nutantix, successful NCA candidates have six to 12 months of IT experience under their belt. They’re also savvy in assisting, operating and managing a Nutanix Enterprise Cloud. NCP candidates have three to six months of experience working with an AOS implementation. In addition, they have one to two years of general systems administration experience.

In September, Nutanix announced its new partner program, Elevate. The new program consolidates the company’s global partner ecosystem. That broad system includes VARs, VADs, service providers, telcos, hyperscalers, independent software, hardware and platform vendors, GSIs and service delivery partners.

Earlier in the summer, Nutanix appointed Christian Goffi as vice president of Americas channel sales. With the hiring of Goffi in June, the seat vacated by Christian Alvarez, in May, was filled. Alvarez is now senior vice president of worldwide channels.

Oct 02

HP Channel Sales at Center of $6 Million SEC Penalty

By | Managed Services News

Charges date back to 2015-2016.

HP shareholders are getting justice. The Securities and Exchange Commission (SEC) slapped the vendor with a $6 million penalty for misleading investors. The Commission said HP made inaccurate disclosures related to its channel sales accounting, reporting and practices.

The vendor paid the penalty to settle the SEC charges for misleading investors, the U.S. government agency announced. More specifically, the Commission found that HP violated the antifraud, reporting and disclosure control provisions of federal securities laws.

The vendor didn’t admit or deny the SEC’s charges, which date back to early 2015 through mid-2016. The SEC is an independent government agency whose mission is to protect investors, maintain fair, orderly, and efficient markets, and facilitate capital formation.

The order stated that in an effort to meet quarterly sales targets, regional managers at HP used a variety of incentives to accelerate, or “pull-in” to the current quarter, sales of printing supplies that they otherwise expected to materialize in later quarters.

Additionally, the SEC outlined shady tactics in an effort to meet revenue and earnings targets. Managers in one HP region sold printing supplies at substantial discounts to resellers known to sell HP products outside of the resellers’ designated territories. This violated HP policy and distributor agreements.

That’s not all. The order found that HP failed to disclose its internal channel inventory ranges. These ranges, described on quarterly earnings calls, included only channel inventory held by channel partners to which HP sold directly. It didn’t include inventory sold by partners further down the distribution chain. This resulted in disclosing only a partial and incomplete picture of the health of HP channel sales.

This action reduced its net revenue by approximately $450 million during the third and fourth quarters of 2016.


“Investors are entitled to accurate disclosures of business trends that are likely to have a material impact on a company’s future revenues or operating profits,” said Melissa Hodgeman, an associate director in the SEC’s division of enforcement. “HP’s failure to disclose the foreseeable negative impact of its use of pull-ins and other sales practices created a misleading and incomplete picture of the company’s financial condition.”

Taking a trip back through time, recall that in October 2014, HP announced plans to separate into two companies. HP Inc. would be a personal systems and printing company. Hewlett Packard Enterprise (HPE) would be a technology infrastructure, software and services company. The company split was official in November 2015, more than one year later.

The separation of the company business was a strategic. Each company would have improved clarity of focus, finances and flexibility. This would help each respond to a changing market while generating value for shareholders.

When the company announced the spinoff, shareholders were told that following the transaction, they would own shares of both HP and HPE. Meg Whitman was CEO at the time.

HP didn’t respond to inquiries about the SEC matter.

Oct 02

Top Takeaways from MSPWorld Virtual 2020

By | Managed Services News

The virtual conference touched on many important industry topics, upheavals and conversations.

Friday marked the end of MSPWorld Virtual 2020, an MSPAlliance event for managed IT services providers. MSPWorld took its event virtual this year, as so many are, in the midst of the COVID-19 pandemic2020 has been a tough year for MSPs. The event touched on a wide array of related topics, from filling the “work from home” IT support gap, to risk assessment best practices to the impact of current and future MSP regulation.

In the face of these challenges, MSPWorld sought to bring MSPs together from across the nation. The event is organized by MSPs who have real-world experience and success in the managed services industry. 

Here are a few of the top takeaways from MSPWorld Virtual 2020.

Are MSPs Ready to Fill the ‘Work from Home’ IT Support Gap?

PC Matic's Corey Munson

PC Matic’s Corey Munson

Led by Corey Munson, vice president of sales for PC Matic, this session revealed that half of those working from home lack even basic IT support from their employer. Munson quoted Aaron Warner, CEO of ProCircular:

“For the past 25-30 years, CIOs have used security strategies rooted in ‘Castle Doctrine’ … you have something valuable, you put it up on a hill, you build walls around it, you put people on those walls with weapons … to protect that valuable thing in the center of the castle. In March, everyone took those valuable things — copied them onto their kids’ laptops and went home.”

This obviously presents some pretty hefty security challenges and gaps. So Munson posed the question, “What types of MSPs are best prepared to fill this support gap and seize this opportunity?”

Munson called for MSPs to “get their house” in order and re-evaluate their security stack.

  • Is your stack efficient? Effective? Economical? Ready to support clients’ new needs?
  • Too many MSPs are missing basic blocking and tackling.
  • Where do your customers fit in the cyber threat landscape?

So, one of the most important takeaways here — don’t be afraid to have the conversations.

Protecting Your Customers Starts with Protecting Yourself

As cybercriminals identify MSPs as opportunities and capitalize on the transition to remote work, it’s essential for MSPs to prioritize protecting themselves and their customers from a successful attack. 

In this session, Harvey Grasty, vice president of business development and strategic partnerships at LogMeIn, discussed the cybersecurity landscape and how identity solutions, such as password management, single sign-on, and multifactor authentication can aid in defending oneself (and one’s customers) from a breach.

  • Why cybersecurity should be a priority for all MSPs

    • Recent breaches
    • Wealth of client data
    • Cybercriminals have identified SMBs as a target for cyberthreats
    • Remote workforce
  • How to reduce risk

    • Identity strategy – how to set up defenses to reduce your risk
    • How to leverage identity to reduce risk

Grasty discussed the role of Identity as a service (IDaaS), which allows organizations to use single sign-on (SSO using SAML or OIDC), authentication and access controls to provide secure access to their growing number of software and SaaS applications. Grasty called for MSPs to:

  • Secure access. Securely connect employees to the business resources required for their role.
  • Secure sharing. Enable employees to securely collaborate while physically apart.
  • Secure authentication. Add additional security for every access point, without slowing employees down.

Risk Assessment for MSPs: What Is the Best Practice?

Many MSPs offer risk assessments as a service for their clients. But what about performing risk assessments internally? It is an industry best practice for MSPs to regularly perform an internal risk assessment. 

Speaker Ben Hunter, advisory services manager, CPA, CITP, CISA, CRISC, CFE at Bernard Robinson & Company, sought to help attendees identify …

Oct 02

The AT&T Cybersecurity Incident Response Toolkit

By | Managed Services News

When it comes to data breaches, most agree that it’s not a matter of if, but when. In CyberEdge Group’s 2019 Cyberthreat Defense Report, an astounding 78% of surveyed organizations admitted being victims of cyber attacks. That’s why it’s important to have the right incident response tools and plans in place.

In this paper, you’ll learn how to apply military strategy to your incident response plan—the OODA Loop:

  • Observe
  • Orient
  • Decide
  • Act

Download the white paper today to discover how AlienVault® Unified Security Management® (USM) by AT&T Cybersecurity can help you at each stage of the OODA Loop.


Oct 02

The AT&T Cybersecurity Incident Response Toolkit

By | Managed Services News

When it comes to data breaches, most agree that it’s not a matter of if, but when. In CyberEdge Group’s 2019 Cyberthreat Defense Report, an astounding 78% of surveyed organizations admitted being victims of cyber attacks. That’s why it’s important to have the right incident response tools and plans in place.

In this paper, you’ll learn how to apply military strategy to your incident response plan—the OODA Loop:

  • Observe
  • Orient
  • Decide
  • Act

Download the white paper today to discover how AlienVault® Unified Security Management® (USM) by AT&T Cybersecurity can help you at each stage of the OODA Loop.


Oct 02

VMware Channel Chief Primed to Drive Digital Transformation

By | Managed Services News

Hogan talks about bringing customer-for-life value together with partners.

VMware channel chief Sandy Hogan joins the company at a challenging and exciting time. There’s talk of a spinoff from Dell Technologies. The ongoing pandemic is causing upheaval for businesses and unease for partners. And, yet, VMware appears to be well-positioned and is making strides with its own transformation. A VMware outsider, Hogan replaced Jenni Flinders, who left the company in June.

Hogan, senior vice president, worldwide commercial and partner sales, spent 15 years at Cisco. Her last job was global vice president, digital transformation group. She worked for a couple of years at Here Technologies after leaving Cisco in 2017. Then, she spent one year at Rackspace as executive vice president, Americas managing director, before taking the top channel job at VMware.

VMware's Sandy Hogan

VMware’s Sandy Hogan

If the times weren’t what they are, Channel Futures would be sitting face to face with Hogan at VMworld 2020. But, given the pandemic, our face-to-face is online. VMworld 2020 (virtual) just concluded, running Sept. 29-Oct. 1.

Hogan has thus far spent her tenure with VMware in her office. But that hasn’t stopped the new and vibrant VMware global channel chief. She meets with global partners and is digging her feet into her new role.

Channel Futures: As a way of introducing yourself to partners, elaborate on your leadership style.

Sandy Hogan: We’ve been working on this quite a bit as a team, with one of our focus areas around a partner-first culture. Of course, that piece is about validity of the programs and everything that we do, but so much of it is cultural. There are a few areas of my leadership style that I hope will transfer into a meaningful ecosystem development.

The first piece is the insatiable curiosity and the quest to drive areas of growth, and what’s possible. That’s important in this evolution. There’s no longer this linear way of solving for problems by themselves. I’m constantly asking questions – I’ve been on many partner calls today – and I’m pushing us out of the conversation of feedback on the program to where are [partners] investing. Where do they think they’ll see themselves in the next six months?

That “what’s possible,” and that type of questioning is important for us to see around corners. It helps us anticipate our partners’ needs and, not only where they plan to go, but if we do a good job of that, we can anticipate where they will go.

The second piece is that I’m a strong believer in what I’d call collaborative problem solving. That’s very internally-oriented, in that, I’m such a firm believer that the partner plays a critical role throughout everything in our organization. The partner is not a functional discipline; it’s a company discipline. I always feel like I’m a dot connector, figuring out how to better solve together to get to the answers. Everyone is already working a lot. Who wants to make it harder?

Third is having an engaged organization, but I would translate that to …

Oct 02

Future of the MSP Industry Research Report

By | Managed Services News

How do global Managed Service Providers adapt in the era of remote work? This 10-page report dives into how MSPs evolved over time in response to COVID-19, the top-5 crisis concerns faced during the early months of the pandemic, and recommendations for MSPs on evolving in this unexpected global crisis.

Read more to find out about the approaches and technologies over time to maintain business continuity and meet the needs of their own customers.

Brought to you by: 

Oct 02

Expert MSSP Panel: Top tips for building a successful practice in an age of remote working

By | Managed Services News

Watch this on demand webinar to find the best way to protect your data from cybercriminals in the age of remote working.

Cybercriminals are taking advantage of the fear and uncertainty surrounding the current global health and economic crisis. As millions of companies are being forced to secure large numbers of their workforce now working from home many are finding they are ill-prepared. The need for MSSPs has never been greater.

Please join us for a special one-hour webcast focused on top tips for success in an age of remote working where we will be speaking to a panel of leading MSSPs about their experiences and covering:

  • Building a successful MSSP practice and where to start
  • SOC as a service
  • Defining and operationalizing in the ‘new normal’