Hosted application provider Intermedia has claimed that the latest version of the SecuriSync file sync-and-share product is an industry first for its integration with backup features. The company also claimed the combination of file sync and share and backup offers channel partners an opportunity to differentiate their businesses and profit from conventionally thin-margined backup sales.
"The value of two-in-one [file sync and share and backup] is obviously significant in any competitive scenario," said Bojan Dusevic, direct of product management at Intermedia, based in Mountain View, Calif. "We also think that it arms our partners with a compelling offer that they'll be able to charge more for and make higher margins on," he said.
At inception, SecuriSync was a file sync-and-share product like Dropbox, except it integrated with Intermedia's suite of cloud-based business applications, Microsoft Exchange and Office apps. SecuriSync also integrated with a centralized control panel, called HostPilot, which customers and partners can use to procure, manage and deploy the services, he said.
The new backup features allow administrators to use HostPilot to now set backup policies, track compliance with the policies and do point-in-time restores of the end-user content.
Intermedia's decision to add the backup features was driven by customer and partner feedback, Dusevic said.
"The feedback was basically that most of the customers purchased the product with backup as a primary use case. They all shared files and collaborated, but most of them considered the product as simple-to-use backup," he said.
By adding backup, Intermedia saw an opportunity for internal expansion within its existing customer base. Backup is typically deployed for all employees in a business, he said, whereas file sharing -- depending on the industry and customer-specific scenarios -- is usually deployed to a subset of employees.
General feedback from partners included the fact that backup margins were thin, and many partners were selling SecuriSync as high-value backup. "The file-sharing features allow them to price it at a higher price point, make higher margins and have a different offering as they're bidding on deals with other regional partners," he said.
Another important factor in Intermedia's decision was that it noticed a void for a two-in-one product in the current competitive landscape, which includes Box, Dropbox, OneDrive and Google Drive. "There are very few businesses using either one of those products as a backup solution, because they never had a compelling restore and the actual backup story was fairly limited," he said.
And the backup vendors, such as Carbonite and CrashPlan, that actually tried building this two-in-one file backup and sharing solution have all failed, he added, "primarily because when you start with a backup product, it's technically a lot more difficult to add file-sharing features."
The new backup features are now available to channel partners, including Ingram Micro resellers.
StraVis partners up with Yellowfin
StraVis IT Solutions Inc., a business consulting and IT services provider, has inked a reseller deal with Yellowfin, a business intelligence and analytics software vendor that aims to generate most of its business through the channel.
StraVis, based in San Jose, Calif., will offer Yellowfin's BI offering and associated suite of professional services to existing and future customers in the U.S. Ram Rishi, managing partner at StraVis, cited Yellowfin's presentation capabilities and user-friendly graphics, charts and scorecards as key factors that attracted his company to Yellowfin, which is based in Melbourne, Australia.
"Yellowfin has fantastic capabilities," he said.
Rishi said StraVis plans to use Yellowfin as the presentation layer for the different analytics tools it has developed. StraVis has built a key performance indicator dashboard for manufacturing companies, for example.
Shane Harris, Yellowfin sales manager for North America, said the company's goal is to generate 90% of its revenue through the partner channel.
"We are actively seeking resellers, like StraVis, that really fit the bill from the cultural and technical perspective," Harris said.
In StraVis' case, the company's presence on the West Coast was also a plus.
"That is probably the area of the country where we have the least presence," Harris added.
Aldridge buys two IT services companies
Aldridge continued its acquisition strategy, acquiring two IT services companies in Seattle. The purchases of Arterian and PacketDrivers mark the technology management, consulting and outsourcing company's first foray outside of Texas, where the company maintains offices in Houston, Dallas and Austin. Aldridge has conducted more than a dozen acquisitions over the past few years, developing a process for integrating companies along the way.
In its most recent deals, Aldridge has named Scott Hamlin, PacketDrivers' founder, as vice president and general manager of the Seattle operation, and appointed Jamison West, Arterian's founder, president of a newly formed subsidiary that will focus on Microsoft's Cloud Solution Provider program.
More IT channel news from this week:
- IT management platform company Continuum released public-ticketing APIs that various professional services automation platforms can use with Continuum remote monitoring and management to share ticketing information. Continuum partners can use the APIs to also create custom integrations to support their own homegrown ticketing systems.
- Distributor Avnet joined the VMware Partner Professional Services Program as an Enterprise-level member.
- Business communications vendor Avaya introduced a multichannel unified communications and contact center cloud offering for the midmarket. Avaya partners can deploy Avaya Midmarket Cloud offerings according to two deployment options, Powered by Avaya IP Office and OnAvaya Google Cloud Platform.
- Carousel Industries named Rich Montefusco as its vice president of managed services. In his new role, Montefusco will be responsible for driving new sales opportunities and leading Carousel's managed services practice strategy.
- Autotask this week launched its Autotask Workplace Partner Program, which provides technical, sales and marketing resources, with the aim of helping technology service providers add a file sync-and-share offering to their services portfolios.
Managed print service providers respond to the Xerox split.
Security as a service vendor eSentire launches a global partner program.
Symantec plans to spin out its security service enablement tools to partners.