Cloud services enablement company BitTitan has partnered with Dropbox to help drive data migration services around Dropbox Business.
The alliance will provide Dropbox partners with free access to BitTitan's migration technology, available through the company's MSPComplete platform. According to BitTitan, the technology is powered by MigrationWiz and allows service providers to move files, folder hierarchies, permissions and metadata from legacy platforms into Dropbox Business.
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Many of BitTitan's 8,500 service provider partners worldwide are Microsoft-centric and focused on Office 365, said Rocco Seyboth, vice president of product and marketing at BitTitan, based in Kirkland, Wash. One route to differentiation is "to bundle together best-of-breed offerings," such as Microsoft Exchange Online and Dropbox Business, he said. "The ability to allow our partners to offer that best-of-breed cloud bundle to their customers and to be able to create service revenue around Dropbox ... that's what made [the partnership] a natural fit for us."
For channel firms, service revenue opportunities for cloud products exist largely around data migration, Seyboth said, noting that data migrations are also "one of the top objections and barriers for any customer of any size adopting a cloud platform." Not only is data migration a way for partners to wrap services revenue around a cloud product like Dropbox, but in some cases a data migration service is a requirement for a customer to even consider purchasing that platform, he added. "To be able to successfully sell something like Dropbox, a partner is probably going to need to have a data migration service in their arsenal to be able to bundle with that product."
Seyboth said the margins around data migration services can be as high as 50% to 60%, compared to margins of 20% or less for only reselling the cloud product. "We want our partners to have a market leader like Dropbox, and we think they can create a lot of services revenue for years to come by having a lot of different types of services that they can bolt onto Dropbox, including data migration," he said.
Dropbox recently made headlines for confirming that 68 million user credentials were exposed in a 2012 breach. Seyboth said BitTitan hasn't had to address any security concerns among its partner base. "We know, and I think all of our joint partners know, that Dropbox takes security very, very seriously, and that's one of the reasons they've been able to enjoy a leadership position in the cloud storage and collaboration space," he said.
Here's a look at highlights from the week:
- It's official: Dell secured its future as Dell Technologies, closing its buyout of EMC on Wednesday. The merged companies establish a $74-billion entity with a portfolio spanning hybrid cloud, software-defined data center, converged infrastructure, platform as a service, data analytics, mobility and cybersecurity. As part of the acquisition, the Dell Technologies structure encompasses companies Boomi, Pivotal, RSA, SecureWorks, Virtustream and VMware.
- More than 91% of managed services providers (MSPs) report clients affected by ransomware, according to a Datto survey. The data protection vendor polled 1,100 MSPs for its State of the Channel Ransomware Report 2016. The survey also found a perception gap between MSPs and their small business customers: While the majority of service providers are "highly concerned" with the ransomware threat, 34% of end users share that view. Datto cited "lack of awareness" as the likely cause of end user sentiment. MSPs view end user training as a key component of a security strategy.
- Insight, a hardware, software, cloud and service provider, has launched a Hybrid Cloud Assessment service that the company said helps businesses navigate complex hybrid cloud environments. The methodology and toolset provide guidance on cloud design, deployment and management, according to the company. Insufficient cloud governance has hindered some organizations as they move more IT elements to the cloud.
- Hexadite, the provider of an agentless security orchestration and automation platform, entered into a reseller agreement with HPE. Under the agreement, HPE can provide technology that combines HPE ArcSight's real-time correlation, monitoring and threat detection features with Hexadite AIRS, which automates incident response.
- IT service management company LOGICnow released Automation Manager, a new feature in the MAX Remote Management dashboard. Automation Manager is an integrated scripting tool that provides custom scripts that MSPs can use to automate tasks and script checks.
- Avnet's board of directors appointed William Amelio as the new Avnet CEO. Amelio had served as interim CEO at the company since July 11, following the resignation of Rick Hamada. Amelio's previous roles include president, CEO and director at CHC Group, an international oil-field services company; president and CEO at Lenovo; and regional senior vice president and president, Asia-Pacific and Japan, at Dell.
- Cloud company Intermedia named Eric Martorano as its new senior vice president of worldwide sales. Martorano will join Intermedia from Microsoft, where he was general manager of U.S. partner sales.
- HP Inc. unveiled HP JetAdvantage On Demand, an online marketplace for HP and third-party printing and imaging software-as-a-service applications. Resellers and customers can use the marketplace to purchase, deploy and manage apps. According to HP, the marketplace will roll out in the U.S. in November with apps from HP and Fenestrae for access control, fleet management and digital capture for workflow. Hyland, OpenText, PaperCut, Troy as well as other independent software vendors plan to introduce apps to the marketplace this spring.
- Distributor Tech Data inked an agreement with NetEnrich, an IT infrastructure management company, to provide migration and managed service offerings for Microsoft Azure and Enterprise Mobility Suite. Tech Data said the offerings include on premises to Microsoft Azure server setup, migration and management, backup, disaster recovery, and enterprise mobility services. Solution providers in the U.S. can access the offerings through the Tech Data Technical Services team.
- Security vendor Guidance Software signed an international distribution deal with Atos, a digital services company based in Bezons, France. Under the agreement, Atos will offer Guidance's forensic security products worldwide. Products include EnForce Risk Manager, EnCase Endpoint Security and EnCase Endpoint Investigator.
The Market Share is a news roundup published every Friday.
Dell seals EMC deal, boasts of channel strength