Tag Archives: MSP

DeployManaging licensing processes can bite deep into security MSPs’ margins. But one vendor seems to make it a lot easier. We investigate…

If you’re a managed security service provider, you’ve got an awful lot on your plate when it comes to licensing.

Try to manage it all using different tools and you’ll rapidly flay the flesh from your profitability – and probably send your customer satisfaction levels plummeting, too.

Logically, the solution is to somehow combine all the licensing functions in one place, making them both accessible and easy to use. But is any security vendor actually offering this? And if so, does it really deliver on the promise?

For our money, the answers to these questions are “yes, Trend Micro” and “yes, here’s how”, respectively.

Licensing Management Portal (LMP) – cross-product pain relief

The first thing that is striking about Trend Micro’s Licensing Management Portal (LMP) is that, in contrast to some other so-called “single pane of glass” management tools, it isn’t just available for a core technology that so far only underpins one or two finished products.

Instead, it has already evolved to the point where it is common to pretty much the entire Trend Micro product portfolio

So it makes it possible for MSPs to centrally manage, from a single sign-on system, multiple instances of both “point” solutions like Cloud Application Security (a topic we discuss further in this post), and more comprehensive solutions like the Worry-Free Business Security range.

Let’s not gloss over the pain that this alleviates. It eliminates wait time associated with ordering licences, because LMP is available 24 x 7 x 365. It automates the tracking of renewals and expirations. And it eliminates the complexity and cash-flow risk associated with manual billing.

Remote Manager
LMP, Remote Manager, CLP – a powerful triumvirate of solutions that drastically reduce the costly burden of creating, provisioning, managing and billing MSP licences. More on CLP below. (Click to enlarge)

LMP + Remote Manager = automation

This capability stems in part from the fact that LMP also contains within it Trend Micro’s Remote Manager.

This radically streamlines many of the licensing management processes by plugging them into industry-standard RMM and PSA solutions like Autotask, ConnectWise, Kaseya and LabTech.

So, you no longer have to manually drive your billing process, for example. Instead, LMP can use ConnectWise to auto-issue invoices and create end-to-end billing the moment a new endpoint or device is deployed.

Likewise, there’s a lot less juggling of multiple processes in order to set customers up. LMP syncs with LabTech, so you can map customers from LMP to customers in your LabTech solution, and then, within the latter, just “point and shoot” to deploy, issue licences etc. No jumping around between applications!

LMP and LabTech sync
No jumping around between applications – LMP and LabTech sync, so that deploying and issuing licences to your customers is as simple as a mouse click. (Click to enlarge)

Service plans the way you and your customers want them

Whilst we’re on the point of service plans, it’s worth mentioning that LMP has rewritten the rulebook somewhat in this respect too, offering real flexibility.

You can activate licences into live services in any number of formats – monthly, yearly, quarterly, on receipt of PO – and you can schedule in additional features so that they don’t have to be managed manually.

For example, a new customer that has committed to your services for two years initially, but whose contract needs to revert to a monthly rolling arrangement after this initial period, can have a service plan created in LMP that will deliver this arrangement – automatically.

From where we’re sitting, it’s probably the only example of a service plan mechanism that combines customer-friendly flexibility and features with management tools that don’t place an unsustainable drain on your resources!

Powerful but flexible reporting

Of course, if you can’t easily see what’s billable, automated provisioning and service plans won’t stay viable for very long!

Here, too, LMP shines. Not only is the reporting itself automated, it provides up-to-date detail of everything that has been in any way consumed by the end-user, ensuring that consumption and billing are always in step with each other.

At the same time, the automation allows a window of manual adjustment to cope with cancellations, error correction, atypical deployment scenarios, and other exceptions.

In essence, LMP has enough automation to make the majority of billing scenarios far easier – and far more economical – to manage.

CLP: Convenience for the end-user

But what’s really innovative in LMP, in our view, is that it enables the end-user to manage some of their own licensing, giving them the convenience of direct control, whilst also (let’s be candid) fattening your margins by reducing your workload!

This is because LMP contains a Customer Licensing Portal (CLP), which enables customers to manage licence keys for selected parts of their security estate, based on role. That partial autonomy and flexibility works for them, which makes you look good.

But the fact that the CLP can also carry your own branding will do your business profile no harm at all, either!

“Nobody does it better”, goes the old song. And at the moment, our Trend Micro team seems to be singing it around the office quite a lot. Funny, that.

AppRiver Nautical PlatformAppRiver’s Nautical platform makes all aspects of security service provision manageable from a “single pane of glass”. We look at the benefits.

For security service providers, or resellers wanting to break into the MSP space, there is a double challenge at hand: selecting solutions whose performance will delight their customers, yet that are easy enough to “drive” on a day-to-day basis to prevent margins being eaten away by costly management overheads.

This is why the appearance of AppRiver’s Nautical platform has set our antennae a-twitching. It promises a unified management console that enables service providers to deliver and manage a raft of cloud-based security solutions from one place, without the profit-sapping expense.

Here are just a few ways in which that could benefit service providers and their business.

The business benefits of Nautical, (1): Devolved management

Managing everything from under a “single pane of glass” is a seductive sell, but (I hear you say) doesn’t that just make for a crammed and complex window onto your world, which in turn drives management and admin costs up?

But Nautical turns this on its head, by enabling role-based interaction, so that different users each have different views of what is under the pane and can exercise different levels of control over it – and this includes the end-users themselves.

In this way, management workflows are made more targeted and efficient, but also flexibly devolved to customers where possible - taking even more of the admin burden off the service provider’s desk.

AppRiver Nautical Management
A single pane of glass, multiple kinds of access and interaction - cost reduction through targeted workflows and customer self-service (Click to enlarge)

The business benefits of Nautical, (2): Easy upscaling

Theoretically, cloud-delivered services can easily scale up to meet the needs of increasing numbers of end-users, thus supporting service providers’ revenue growth.

But critical to this process is the ease with which those new users can actually be brought on board. All the cloud service capacity in the world is no money-spinner if it is difficult, time-consuming and costly to connect users to it.

One of the killer new features in Nautical is a configurable user account management function that enables new users to be brought on board, and the overall user count to be increased, very easily.

Previously, this would have entailed multiple workflows in multiple environments; using Nautical, however, it is now a far simpler (and therefore cheaper) process.

AppRiver easy upscaling
More users, more usage, more revenue – and bringing them on board’s a cinch (Click to enlarge)

The business benefits of Nautical, (3): App-style agility and healthchecks

To go back to a previous point, bringing on additional users also inevitably drives demand for more products and services. Any service provider that delivers on the first point but not the second is painting themselves into a corner.

Nautical, however, makes it possible for both service providers and their customers to add and integrate new products and services with the kind of pick-and-mix agility you’d expect from something like an app store.

But (I again hear you ask) doesn’t that, in itself, create another management challenge – namely, monitoring all those disparate products and services without excessive (and expensive) manual intervention?

Here, too, Nautical comes up with the goods, thanks to its cross-product diagnostics that deliver a single, regular, unified application healthcheck to service providers’ customers and all the solutions they’re using.

Apps on demand
Apps on demand – and a unified monitoring and management system to keep them profitable (Click to enlarge)

What else should you know about Nautical?

Nautical has been described as “an entire channel programme in one portal”, but what’s really striking is that this deep integration across all aspects of security service provision comes at no charge.

Nautical simply becomes automatically available when a service provider chooses to deliver AppRiver’s security solutions – including anti-spam / anti-virus, web protection, email encryption, Exchange and mailbox protection – and this of course covers existing AppRiver service providers, too.

All in all, Nautical takes the hard work out of delivering MSP services that can really boost service providers’ bottom line, by making all business activities manageable from one place.

Now that really is something you should know.

Padlocks SecurityMultiple combined security solutions can be expensive for partners and customers alike, and can cause security gaps. So do integrated suites make more sense?

Calling all security partners - here's a scenario you might recognise: you sell the customer an individual “point” solution to address a specific security need, then you widen the customer’s understanding of their needs and gradually sell them a range of other point solutions to suit. Right?

But is this really the most profitable sell? And isn’t its viability called into question by the fact that the point solutions are only as robust as the glue that’s holding them together?

Here’s what some of the security partners who are our customers told us.

"Individual security solutions inflate costs."

As the quote above suggests, partners must balance the relative ease of progressively selling point solutions with the upward price spiral (and competitive impact) that this process tends to introduce.

Integrated suites of solutions, however, typically tend to be priced much more favourably; entire suites of security products can often be bought by the partner for a fraction of the price of combining point solutions!

But it’s not just about licensing costs. As you’ll read below, industry analysts support the idea that an ecosystem of integrated solutions will be more resource-efficient, enabling repositories to be shared effortlessly between the component solutions within it, and minimising operational costs too.

“Managing complexity is an expensive problem with point solutions.”

Essentially, this boils down to two issues.

Firstly, effective security has to work seamlessly across multiple layers (endpoint, application, network) but it has to do so in a user-centric way.

But if you stitch myriad point solutions together there is typically no centralised console for easily managing security across all these layers. Solutions for every layer then have to be managed in isolation, seamlessness evaporates, and admin and management overheads are multiplied, biting deeply into operating margins.

Secondly, point solutions, by their nature, are not greatly flexible, so they put partners into a complex and therefore potentially costly technical position when it comes to scaling to meet growing user demand, or deploying across mixed on-premise, cloud and hybrid environments.

In short, layered security suites are essential to enable partners to protect their customers comprehensively – but if those layers can’t be controlled from a “single pane of glass” then those partners are heading for a huge profitability drain.

“Combining point solutions doesn’t work 100% - it leaves security gaps.”

This is perhaps the most fundamental observation of all, explained best by industry analyst firm Forrester in this paper.

They say that in systems “protected by separate point products with isolated intelligence analysis/policy engines and management consoles, complexity increases and gaps in security coverage are more likely to present opportunities for exploit by malicious parties.”

They also confirm that integrated suites incorporating layered security offer partners (and customers) significant reductions in “operational friction” and cost, as we have already mentioned above.

“Point solutions have limited threat coverage.”

Related to what we’ve said above, if point solutions struggle inherently to work together, it’s logical to assume that, as attack surfaces and threat vectors proliferate, this shortcoming degrades even further - and there comes a juncture when point solutions effectively become functionally unable to cover off the full spectrum of threat sources.

A cursory glance at the kind of threats that integrated security solutions must now protect against reinforces this view.

Endpoints, smartphones and tablets no longer cut the mustard. Instead, protection must extend to USB, removable drives, mail and file servers, messaging and web gateways, collaboration portals, instant messaging (IM) servers – and, as we noted in a previous post, cloud applications (like Office 365) whose use within businesses is skyrocketing.

Clearly, however, not all point solutions are created equal. A carefully assembled, multi-vendor solution, using only established best-of-breed components, might arguably be up to the tasks demanded of it -  but at what cost?

Disparate licensing agreements. Disparate billing arrangements. The need for a separately purchased and configured remote monitoring and management (RMM) console...

These obstacles are a world away, in cost and complexity terms, from a one-vendor solution with specialist components that target specific security layers, and with its own in-built "single pane of glass", delivering unified management, from very first use, across the customer's entire security estate.

Buyer beware!

Conclusion: integrated suites make security (and business) sense

According to experts quoted in security publication CSO Online, 2016 is the year of advanced cyber attacks, insider threats, ransomware, “cloud wars” - and a huge shortage of in-house cyber talent that security partners will have to help their customers to fill!

Against the backdrop of this surging demand, the notion that partners can profitably supply and effectively manage individual point solutions to simultaneously address such a vast (and growing!) expanse of ever more sophisticated threat sources doesn’t stand up to reasoned analysis.

There seems to be only one sensible way forward for partners in the security channel, and Forrester once again nails it when it writes: “Integrating the security management and analysis within each layer is crucial when protecting against advanced or targeted attacks.”

The day is surely coming when there simply won’t be much point in point solutions.

cloud-application-controlWhat customers' employees do within web, cloud and social apps can be a significant threat to their business. We look at how they can limit the risks.

We recently took a look at vendors’ web security offerings, and came to the conclusion, in this post, that much of this risk landscape is being driven by employees and their ceaseless interactions with the raft of web, cloud and social media applications on which so many agile business processes now depend.

As this excellent piece in ITPro explains, it is now imperative for businesses to “understand exactly how data is moving in, around and out of your organisation”, and to provide the “visibility and the ability to discover, analyse and control the information staff are accessing or sharing.”

Whether businesses are updating marketing posts on Facebook, drilling down into Salesforce, uploading price lists to Dropbox, liking comments on Twitter, or using cloud data storage applications (as some 52% of small and medium-sized businesses in the US alone seem now to be doing, according to this Cloudwards article), the potential for both intentional and unintentional data compromise or reputational damage is high.

So how do security vendors tackle this end-user challenge, and create cloud application control solutions that MSPs and other partners can sell and provision to customers profitably?

 Cloud application control: the all-seeing-eye?

The first thing to say here is that cloud application security is not simply about automatically blocking malware, or filtering out clicks on risky URLs, or scanning for abusive language.

Rather, it is about being able to visualise and analyse all users’ application activity simultaneously and in one place, make informed human business risk decisions on it, and, where necessary, change parameters and automated settings to suit.

So, for example, why is a user uploading or deleting a profile image? Are they trying to hide their identity?

Why is someone removing a public link – was something there that should not have been exposed to public view in the first place? If so, how do you address the process failure that allowed such a link to then be posted?

Why is someone permanently deleting files from a recycle bin – are they trying to cover their tracks? For what reason?

With or without malicious intent, these are potentially damaging behaviours – but it takes a human eye to assess them, and that can only happen if all relevant information and alerts are assembled in one dashboard, where they are easy to interpret, at minimum management overhead.

Cloud application control consoles are therefore critical, enabling end-user and MSP alike to monitor and manage both users’ behaviours and the service that is being delivered.

Cloud app control – it’s not everywhere

Yet take a look at the “Treacherous 12” top cloud computing threats recently listed by the Cloud Security Alliance at the recent RSA Cybersecurity Conference, as reported in this Infoworld article, and it hardly paints a picture of a cloud application risk landscape that has been comprehensively tamed.

On the one hand, this presents a healthy sales opportunity for MSPs, who can deliver cloud application control solutions as an inroad into new clients.

But it also provides MSPs with a means of protecting themselves against the ever more litigious risks associated with other cloud applications that they already deliver to their customers.

To give just one rather urgent example, according to this TechTarget article some 75% of all cloud apps used in European enterprises are out of compliance with the new EU data protection regulations that are set to take effect in less than two years – and any MSP providing or provisioning them will be liable, as the incumbent “data processor”, for any security breaches sustained.

Overlaying cloud application control on these existing apps could help to significantly reduce many MSPs’ exposure to this kind of risk, or at least expel any ambiguity as to what is a breach occasioned by vulnerabilities in the application itself, and what is a breach caused by risky operator interaction with the cloud application environment.

Who sells cloud application control solutions?

Unsurprisingly, these factors (and others) have encouraged industry analysts to comment enthusiastically on the projected rise of cloud application-specific security solutions. Channel Pro, for example, has cited Gartner’s statement that, in 2016, 25% of enterprises will use a cloud access security broker.

But this presents something of a difficulty, given that there are actually so few vendors producing solutions in this space.

One player that has broken the mould, however, is CensorNet, and for good reason. It has developed a cloud app control solution that hits on all the critical MSP hot buttons at once – it is white-labelled to boost the MSP’s brand profile, can be up and running without infrastructure costs, is deployable in minutes, and offers stellar system performance and scalability thanks to its proxy-less architecture.

Yet one swallow does not a summer make. Can MSPs take cloud application control mainstream with so few vendors in the frame?

Put it this way, they’re going to let down a lot of customers if they don’t. Consider this: the average employee already accesses seven different web applications at work, but according to one recent article, 58% of respondents had no training in how to use those apps safely, 39% were unaware of the risks associated with them, and 44% hadn’t been trained in how to transfer and store corporate data securely.

Add to that the revelation, in the same article, that 23% of respondents have already experienced cloud data losses or breaches, and 20% have reported unauthorised access to their data or services, and the need for organisations to understand who is doing what in the cloud, to what, and why, is no longer a nice-to-have – it’s a critical imperative.

Over to you, MSPs...

Benefits of managed IT servicesTwo thirds of companies now use managed service providers (CompTIA survey). But how should MSPs educate customers about the services they provide? See these tips.

In my last post, I wrote about the benefits of selling services through the MSP model, rather than relying on old-fashioned, unpredictable break-fix.

All well and good, but that’s often also about selling your customers on something new and different, when they’re used to something established and familiar – and we all know how difficult that can be!

So I spoke to some customers and some colleagues, and cast around on the internet, and came up with these useful tips to help you convince your customers that MSP is the way forward!

1. Don’t major on the technology. As this article in CRN eloquently argues, the mechanics of features and functions are absolutely not what will prompt your customer to make a decision in favour of MSP.

What your customers are really interested in is how MSP solutions can help them decrease risk, reduce costs, and – perhaps most critically of all – increase productivity.

Industry reports and analysis can strongly support your pitch in this respect. Comptia’s annual Trends In Managed Services research, for example, (you can see a non-gated slideshow summary here), contains some excellent references to productivity gains, savings, and ROI, all of which will be useful to you in a sales situation.


2. Ditch the “jargon monoxide”.
Do you have any idea how downright poisonous some of the language accepted in IT circles can be to someone seeking to make a purchasing decision?

Simplicity and clarity are watchwords in any sales situation, but when you’re trying to persuade a customer to abandon the break-fix model that they may have trusted for many years, they become critical. Test your pitch on friends, family members, and deeply non-technical colleagues – and if they don’t instantly “get it”, rethink it.

The psychological impact of obscure language is immensely damaging to MSP sales relationships – as this piece in MSPblog explains. Want to make your customer feel stupid? Make them feel like they’re excluded from your clique? Want to make it sound like you’re lying through your teeth? Then carry on using the jargon.

Change is already disruptive and painful for customers – don’t make it unfathomable and repellent too.


3. Get over the monthly rate objection.
From your point of view, the fixed monthly payment for your MSP services makes perfect sense – regular, predictable income in return for always-on monitoring and service.

Only, many customers won’t necessarily get that last part. In their mind, the choice you are giving them is between a monthly outflow of cash to protect them against something that “might never happen”, and an hourly rate that they only have to pay if something goes wrong.

The way to convince them is to highlight just how bad things could get if that something does go wrong. Would they get hit by financial loss if they were to experience more than, say, an hour’s downtime, for example?

How much have they invested in their IT infrastructure and how much more would they have to add to that to cover hourly-rate remediation in the event of something like major data loss or theft?

You won’t have to search very far to find some seriously compelling statistics on this subject. I wrote in another post recently that 58% of SMBs could not withstand any data loss whatsoever.

Consider, in addition, that data loss and downtime cost the UK £10.5 billion per year, according to this piece in TechWeek Europe, and one Gartner analyst has cited an hourly downtime cost, based on company size and type, of between $140,000 and $540,000 per hour!


4. Listen to pain points and tailor solutions.
The MSP model has brought a flexibility to the sales process that previously didn’t exist – particularly when it is teamed with solutions delivered through the cloud that can be switched on and off and scaled up and down on demand.

In fact, the reality is that there are very few solutions you couldn’t offer in an MSP version to meet your customers’ varied needs. From endpoint security, to data backup and recovery, and of course much more, it’s all up for grabs – but you need to understand your customers’ pain points first!

As MSPAlliance recently put it, (my italics), "MSPs must become supremely comfortable interacting with customers on a business level. This means knowing the business of your customers and being able to ask questions and listen to what causes them pain. Once the pain point has been identified, a technical solution to it can be created."


5. Master the proposal process.
It’s not only complex language that turns your MSP prospects off, it’s a sales proposal process that feels like it’s trying to funnel them into a one-size-fits-all solution, exacerbating their fear of the new and unknown.

The MSP model makes possible multiple alternative solutions in multiple combinations, so use them to give your customers a sense of choice and control. This isn’t break-fix-land, where every additional solution ratchets up the risk of an hourly-rate repair job, so don’t pitch it like it is!

For a superb, methodical sales proposal process that will help you to convincingly align solutions options with your MSP customers’ needs, check out this MSP blog post.


Get selling to your MSP customers!

I’ve said enough now – it’s your turn to evangelise! But remember, if you’re asking your customers to turn their back on the devil they know, they might need a little help understanding that MSP solutions could be their guardian angel…

buy-rentAs far back as 2009, industry media (in articles like this one) were announcing the factors that were already triggering a critical move from the reseller model to the MSP model.

Customers’ reduction in staff and IT budget, hardware end of life, and the rise in remote and virtual working were foremost amongst them.

None of these things have gone away. So if you’re still a traditional reseller, how do you break out of break-fix and into this thriving MSP market? What are the benefits? And is your business really suited to doing it anyway?
 

From reseller to MSP: the benefits

Let’s start with the upside, distilled from these points, previously identified by IT channel analyst Paul Myerson (with some caveats!):

  • Recurring revenue – The MSP model is based around an established monthly income that can increase as more users are brought on board, whilst keeping the costs of that onboarding extremely low. Result: more predictable budgetary planning, but also keener margins!
  • Add-on sales – The delivery of MSP solutions, particularly in a cloud context, is much easier to “build out” than in a traditional reseller scenario. The MSP can bundle additional products and services during the term, which enables them to extend the contract.
  • Brand trust or marketing muscle? – Many major vendors now sell solutions that were designed from the ground up for the MSP and cloud market, so there is a strong baseline of credibility in these offerings.

But if you choose to white-label your service (and many MSPs now do) you lose much of this brand association, so you need to hook up with a vendor that helps you to plug the credibility gap by giving you ready-made end-user marketing campaigns and content.

These help position you as a knowledgeable, trusted advisor. And, as Myerson notes, “The trusted advisor can charge more…”

  • Customer penetration – The MSP model is often seen as a “hands-off” approach, but the fact that an MSP can quickly spin up and remotely support new services is a catalyst to further customer demand. The MSP model doesn’t eliminate customer touch-point - it gives the ones that remain the potential to be much more lucrative!

In addition, as we’ve noted in a previous post, as the MSP model essentially allows you to move from owning reseller licences (capital expenditure) to subscribing to a service (operational expenditure), it avoids those big upfront licensing hits to your bottom line.


But is the MSP model right for my business?

All that said, the MSP model is not a panacea for all resellers’ ills. As this excellent piece in SearchITChannel explains, you might struggle if you have issues with:

  • Technical and support expertise – You can buy this expertise in from the vendor if you can’t front it yourself, but if you’re sourcing the solutions from a distributor then relying on the vendor adds an extra dependency into your service capability. Look for a distributor with their own in-house technical and support expertise.
  • Complexity of service delivery – Acccording to research from Markets and Markets2, the annual growth of the SMB managed services market will exceed 20% by 2020. So even if you don’t focus on enterprise clients, as an MSP you would likely be delivering more services and managing more customers and users than you ever were in the reseller regime.

If your reseller business can’t shift, technically and culturally, to using more automated methods to accommodate this, such as the RMM (Remote Monitoring and Management) tools that we explored in an earlier post, it’s heading for meltdown.

As one RMM vendor opined in this piece, “…a new MSP must be careful not to over-commit themselves; doing so may put them at risk of losing money very quickly”.

But if they can avoid this by being “proactive” and automating “some of the routine IT support responses”, they can “offer far more value to their customers.”

  • Change and evolution – Lack of MSP market knowledge and skills can be a serious hindrance, but many partners have been reluctant to embrace MSP and cloud learnings, even though they are capable of boosting their business.

 Market researcher ESG, for example, cited in this piece in MSPMentor, found that “most partners remain dependent on traditional product resale and express discomfort when it comes to the financial risk of change.”

Again, this is a strong argument for working with distributors who have extensive MSP market knowledge and can help influence internal stakeholders by “hand-holding” them - from validating prospects to providing support when the service is up and running

But it’s also a strong argument for going for the low-hanging fruit first. According to this piece in MSP Alliance, for example, “Even the least skilled MSPs can deploy an effective cloud backup solution… Backup can be a very lucrative business line for MSPs… it does have the potential to be a big part of any MSP's service catalog.”

And that data backup is just one part of a much wider cloud security opportunity; one that, according to the same publication, is “set to experience double-digit growth” from 2014 to 2017, with “everything from email security to identity and access management heading to the cloud.”

Focus here first, then, perhaps?

Conclusion: MSP is not without its challenges

But the MSP market’s not all fat margins and cake for everybody. In fact, as this recent article argues, it’s becoming something of a bear pit.

Companies that previously had no MSP aspirations or skills at all – office equipment dealers, print companies, and so on – have all “thrown their hats into the ring as managed service companies.”

On the one hand, perhaps if they’ve made the leap to MSP, you can. But unless you can differentiate yourself in a crowded market – through vendors, solutions and distributors that give your services some kind of distinctive edge – you could find the going rough.

LabTech xSPBlue Solutions are pleased to announce the arrival of an xSP pricing model from LabTech Software. Until recently LabTech has only been available as perpetual or a subscription licence with commitment. You can now purchase LabTech on a Pay As You Grow (PAYG) licence model. You will be billed via Direct Debit in arrears based on the number of agents deployed in the previous month. The more you deploy the cheaper the agent price.

  • No commitment with quantity or term
  • Increase or decrease agents used
  • Grows with your business
  • Start to benefit from the power of LT without commitment / big investment
  • Transition from another RMM provider by running in parallel
  • Easy to switch to different licence model if required

Check out a trial of LabTech today www.labtechsoftware.com/bluesolutionscloudtrial

Are you moving into Managed Services? If your business provides IT support as a managed service you can bundle security software from Trend Micro as part of your service offering. All Trend Micro products are available including Worry Free. By Partnering with Trend Micro on their xSP programme you will have access to the following:Trend Micro xSP

  • Quarterly pay-as-you-go billing
  • Industry-unique self-provisioning licence portal (LMP)
  • Industry-unique web-based management console (WFRM)
  • Integrate with leading RMM and PSA tools (such as Autotask and ConnectWise)
  • State-of-the-art solutions that use the cloud, eliminating costly installation and setup work

For more information visit http://www1.bluesolutions.co.uk/vendors/trend-micro/msp-solutions.aspx

Apply online at https://www.rissp.com/Register.aspx

disaster recovery for SMBs
With consultancy and support from distribution, it becomes possible for anyone in the channel to become an MSP, handling disaster recovery on behalf of the end-user client simply by using the right vendor products

Last week StorageCraft announced a partnership with Intel to offer a backup and recovery “appliance” for Intel’s Hybrid Cloud platform. The Platform involves a customer owned, on-premise server, tied to the cloud, with business applications provided and billed by Intel. The new appliance will be offered and supported by channel partners including Managed Service Providers (MSP), giving them a business continuity and disaster recovery solution for their small-to-medium-business (SMB) clients.

This got me thinking about the importance of disaster recovery for SMBs and the opportunities for the channel. Almost every small business today uses IT and in many cases, this is critical to the smooth running, profitability and ongoing viability of the business. Losing front line services because of IT failure can be devastating. This is not just scare mongering; some services simply cannot be done without. Accordingly to a 2011 survey by Internet security firm Symantec, the median cost of downtime for an SMB is almost £8,000 per day.

Rapid recovery in the event of a disaster is essential. All businesses including small business need to be prepared (after all, disasters don’t just strike big firms). I am now seeing positive signs that SMBs recognize the need to prepare for loss of mission critical IT systems. And as these systems are becoming more complex, the shift is towards simplifying the restore by not only backing up the Office documents and emails, but also the operating system, applications, and PC profiles, using an image backup.

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