MSPs

The VAR Guy isn’t much for predictions. He knows bloggers use them to help gain eyeballs and web traffic. Still, the managed services market is pretty interesting. And our sister Web site, MSPmentor.net, has some unique views on where the MSP industry is heading. Check out the sites 10 MSP predictions for 2008.

The VAR Guy spent the weekend visiting retails stores, searching for digital bargains. He couldn’t help but notice all of the Dell PCs, monitors, printers and ink cartridges — yes, Dell ink — on retail store shelves. Back in the online world, Michael Dell’s managed services push makes his company the channel surprise of 2007. But will the retail and MSP moves reward Dell shareholders, partners and customers? The VAR Guy weighs in with his thoughts.

Is this a dream or a nightmare for the channel? The VAR Guy is thrilled to hear Dell has acquired Everdream, a software-as-a-service (SaaS) specialist. But the folks over at those old channel publications will likely ask more questions about Dell’s intentions in the managed services market.

The VAR Guy has warned you for several months: Cable companies will wind up competing with VARs far more frequently in the months ahead. The latest example: Comcast is offering a set of managed IP services to small business customers. It’s a smart move by the cable provider. But the approach makes you wonder: How long before they offer managed security and other capabilities tied to IP services?

The following blog entry is a theory — rather than fact — from The VAR Guy. Based on some recent business moves at Dell, The VAR Guy thinks he knows where Michael next needs to spend Dell’s acquisition dollars. Ultimately, the king of direct sales will need to offer face-to-face support to small and mid-size businesses (SMBs). Here’s how The VAR Guy expects that strategy to play out — along with at least two potential acquisition targets for Dell.

Still skeptical about the promise and payoff of managed services? Maybe you should pay a visit to Nimsoft. The managed service platform provider says 3Q 2007 sales grew 130 percent compared to 3Q 2006. Nimsoft says it also achieved EBITDA profitability, though The VAR Guy doesn’t pay that much attention to that financial metric.

Bob Skelley, VP of channel development at EqualLogic, woke up to a big challenge today. His company, EqualLogic, just got acquired by Dell for $1.4 billion. Now the real fun starts for Skelley, who must assure partners that EqualLogic won’t walk away from them.

Voltage Security, which specializes in encryption technology, has launched a partner program that pushes security as a service (SaaS) opportunities out to channel partners. According to the Palo Alto, Calif.-based company, the program delivers recurring revenue opportunities to security VARs, managed service providers (MSPs), integrators and solutions providers.