Dell Boomi integration partners cite managed services opportunities

Dell Boomi CEO said he sees the channel as playing a more important role in the company's future growth; other channel news from the week.

Cloud integration provider Dell Boomi is ramping up its focus on the channel, according to the company's CEO and Boomi integration partners.

With currently about 250 channel partners worldwide, more than half of Dell Boomi's revenues are influenced by the channel, CEO Chris McNabb said. McNabb noted that although one of the many organizations under the Dell Technologies umbrella, Dell Boomi maintains and executes its own channel strategy.

"We have really large opportunities in the channel today," McNabb said.

Of the top opportunities, channel firms can use the Dell Boomi platform to quickly modernize customers' legacy integration stacks. "What we're finding ... is the legacy solutions that were world class 10 or 15 years ago [struggle] to keep pace in today's business environment," he said. Customers "are trying to buy a CRM [customer relationship management] SaaS application and get it integrated into their system. They want the whole implementation in weeks [or] maybe a couple of months, not quarters [or] years."

McNabb also cited an emerging partner opportunity around managed services. In the managed services model, customers offload their integration work to partners so that they focus on their businesses goals instead. "The fewer number of minutes or seconds [customers] spend in integration, the better," he said.

Kitepipe, a Boomi integration services provider, is one of those partners that have been developing a managed services practice around the Boomi platform.

"We have several versions of [managed services]. Some look more like support [and] some look more like a full service where we will roll development, enhancement and support into one monthly managed services [offering]," said Larry Cone, founder and solutions architect at Kitepipe, based in Wilmington, N.C.

Kitepipe began offering managed services in just the last two years, Cone said. While the bulk of the company's work is more traditional Boomi integration services, managed services is a growing area of its business. "I think it's really in the early going in terms of managed services around integrations, but we are certainly seeing that opportunity in the marketplace."

Cone also noted he is seeing "a lot of growth" happening at Dell Boomi, "both in that they are ramping up their direct sales team, their partner management team, their marketing -- just operationally they are growing fast."

Harry Radenberg, president of GearsCRM, a Salesforce consulting service provider based in Needham, Mass., said Dell Boomi is the company's most critical vendor partner after Salesforce. "I would say about 75% of our projects involve integration in some way or another. We prefer using an ETL [extract, transform, load] like Boomi in those integrations because it's a lot easier to maintain and hand off to the customer after the fact," he said.

Like Kitepipe, GearsCRM is developing a managed services practice and sees an opportunity in the market. "That is starting to become a bigger trend in the space," Radenberg said.

Radenberg added that GearsCRM was excited by Dell Boomi's acquisition of ManyWho, a low-code development platform provider. "We are seeing a lot of interest in ManyWho," he said.

While Dell Boomi has a channel program in place, McNabb said the program needs more formalization, particularly around the partner tier structure. He said the company aims to roll out a refreshed program in the near future.

Accenture, Pegasystems marketing venture could go beyond telecoms 

Accenture believes its recently launched marketing offering for telecommunications providers, which it has created in conjunction with Pegasystems Inc., has applicability to other industries.

The offering, called Intelligent Customer Decisioning as-a-Service, combines Pega Marketing for Communications and Pega Customer Decision Hub with Accenture's consulting, managed services and industry knowledge, according to the companies.

David Steuer, managing director and Pegasystems global practice lead at Accenture, said Pegasystems' technology helps clients with regard to customer retention and growing the customer base, as well as acquisition. The companies' offering aims to help clients identify and communicate pertinent offers or take relevant actions when a customer phones into a call center or enters a retail store, for example. Intelligent Customer Decisioning as-a-Service uses Pegasystems' machine learning technology in an adaptive analytics capacity.

The offering initially targets telecommunications companies.

"Communications service providers are definitely the first to move in this direction, especially when it comes to customer retention, so that is where we saw the initial use case," Steuer said.

Steuer added, however, that the marketing service could also apply to financial services companies, utilities and high-tech companies.

RPA: dinCloud offers James

Cloud services provider dinCloud has ventured into the field of robotic process automation (RPA) with a virtual robot, which the company has dubbed James.

The Los Angeles company, which markets through a network of value-added resellers and managed service providers (MSPs), is positioning James as a quality assurance testing and monitoring service. Ali Din, general manager and CMO at dinCloud, said James represents a new direction for the company and a point of differentiation. In addition, James makes RPA technology more readily available for smaller customers, he added.

As a turnkey service, James "is taking something that has been with the big BPO [business process outsourcing] players and large enterprises and bringing it down to the masses," Din said.

The cloud services provider offers James as a managed service, handling configuration and maintenance chores. The managed service approach also makes the technology accessible to a broader spectrum of customers, Din said. "We want to bring [James] to companies that would like to have RPA ... but don't have the resources" to maintain the system.

Other news

MapR Technologies Inc. launched a channel program that designates qualified systems integrators to work on big data projects with the San Jose, Calif., company's customers. MapR provides a converged data platform that integrates Hadoop, Spark and Apache Drill. MapR said the new program, called Elite Premier, was created to "accommodate the significant increase in partner enrollment" in the MapR Converge Partners program, which was unveiled in June 2016. The Elite Premier program offers participating integrators executive sponsorship for joint business alignment, a designated alliance manager, direct engagement with MapR's professional services personnel and customized training on the MapR Platform, among other features.

Bomgar, a vendor of secure access products, rolled out a new Global Channel Program, which the company said makes it easier for partners to work with the company. The program includes simplified partner levels, deal registration and protection, and more localized training. The partner program also expands relationships with security partners that can "extend the value" of Bomgar's products through sales, implementation, integration and managed services, the company said.

Xerox unveiled an accreditation program for managed print services for its partners. Through the program, partners can receive custom training, access to sales and assessment tools, and marketing support, according to Xerox.

Cloud Technology Partners, a cloud services and software company, debuted Cloud Kickstart for Amazon Web Services (AWS), which the company said reduces "time to cloud" from up to a year to six weeks. Cloud Kickstart for AWS is a fixed-time, fixed-price offering, according to Cloud Technology Partners.

CRM Partners, a company in the Netherlands that provides consulting and Microsoft Dynamics 365 implementation services, is partnering with CafeX, a customer service software company. Under the arrangement, CRM Partners will provide CafeX's Live Assist for Microsoft Dynamics 365 product to its European customers.

Nonprofit IT trade association CompTIA said it's looking for beta testers for the latest version of its Cloud+ exam. The exam evaluates candidates on their knowledge related to cloud technologies. Candidates for the Cloud+ beta exam should have a minimum of two to three years of experience in networking, storage or IT data center administration as a systems administrator, systems engineer or related position, CompTIA said.

TierPoint LLC is providing colocation and data center migration support services to Huttig Building Products Inc., a wholesale distributor of specialty building products and millwork. According to TierPoint, a hybrid IT solutions provider based in St. Louis, Huttig Building Products decided to outsource the hosting of its primary data center to accommodate rapid growth.

Talia Schmidt has joined Atera, which provides a cloud-based IT automation platform, as the company's vice president of marketing. The company's platform, which it sells to MSPs, combines remote monitoring and management, professional services automation and remote access. Schmidt was previously director of global markets at SafeDK, a mobile application company.

Market Share is a news roundup published every Friday.

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