Recent Articles
-
Fallout from SolarsWinds Orion Breach to Reverberate Across Channel
It’s pretty amazing how managed security services providers (MSSPs) can go from being goats to something of a hero in a few short days. When the breach of the Orion network monitoring software was first disclosed by FireEye, much of the initial focus was on what the MSSP might have done wrong to allow such…
-
When Channel Partners Get to Resenting Channel Account Managers
There actually came a point when a particular largest software company in the world had just about all its “Managed” partners ask to leave the “Managed” program. Why? It all came down to the expectations the best partners have for the channel account managers (CAM) or partner account managers (PAM) assigned to them. For those…
-
AWS Opens Marketplace to Channel Partner Software
Amazon Web Services (AWS) this week flexed its distribution muscles by encouraging channel partners that develop their own applications to bring those offerings to market via the Amazon Marketplace. During an online AWS re:Invent conference, AWS announced that consulting partners that build their own software will now be able to distribute their software via the…
-
The New Software Provider Business Model – Toolsmith
Value-added resellers (VARs) long ago morphed into managed service providers (MSPs), and with that change went a lot of easy revenue – it was no longer easy to add new revenue by adding another vendor product to your lineup. That makes finding new sources of revenue an ongoing challenge for MSPs, and there the challenge…
-
Managed Service Security Providers (MSSPs): Making the MSP Switch
You hear it all the time. It’s no longer enough to be merely a managed service provider (MSP). It’s time to graduate to managed security service provider (MSSP). New publications have emerged to promote it. They make it all sound easy. After all, how hard is it to install a firewall, right? See Just How…
-
From VAR to MSP: Managing the Shift from Push to Pull
Being a “VAR” has been impossible for many, many years. Yet many channel partners still refer to themselves as VARs. The one thing that they should be thinking about is how this impacts the relationship they have with the brands of hardware and software they partner with. You Just Can’t Do That Back in the…
