Monday Morning Impact – September 15

By Ken Presti, Senior Consultant, Channel Impact

Capgemini and VMware to Deliver Enterprise Mobility Management

Capgemini and VMware have announced a strategic partnership in enterprise-class managed mobility and end user computing. The move combines Capgemini’s consulting, application development and integration expertise with VMware’s end-user computing software, including AirWatch Enterprise Mobility Management (EMM) solutions.

The AirWatch product manages mobile devices, across all major mobile platforms in order to better support security, data segregation and user support from a centralized console. The offering will be marketed as an integral part of a successful, enterprise class BYOD strategy.

Capgemini will also come to the table with a variety of end-to-end services including vertically aligned mobile strategy development, application development/deployment and managed mobility. Basic-level services will include system administration and helpdesk support. The extended service package includes components such as BYOD best practices and training, mobility-as-a-service MDM migrations, and data analytics.

Targeted verticals include consumer products, retail, healthcare, utilities and financial services.

The partnership is an extension of the existing global strategic agreement between the two companies.

Channel Impact:
This announcement is an apt demonstration of how channels and vendors can leverage partnerships towards high-value, differentiated services in important market spaces; BYOD and the overall mobility trend, in this instance. Partners of all sizes should be looking for ways to leverage their unique capabilities, vertical expertise and customer bases towards these types of solution offerings.

Rackspace Expands Partner Network with Master Agent Program

Rackspace has added a new Master Agent/Agent Program to its go-to-market strategy in a move aimed at extending managed cloud and related services to a category of partners that had not yet been heavily targeted by the San Antonio, Tex.-based service provider.

“Master Agents and Agents have historically been a key channel for reselling of traditional telco services like telephony and connectivity,” according to a recent Rackspace blog. “As the industry evolves to embrace the cloud, these same Master Agents and Agents have proven to be fast adopters of cloud technologies with clients that are seeking out options to transform their businesses to the cloud.”

Partners that join the new program will be able to access the garden variety of benefits, including compensation, pre- and post-sale resources, training, and sales enablement.

Channel Impact:
This move demonstrates the continued relevance of the agency model, which had often been given reduced focus, especially since the advent of voice-over-IP and the resulting market encroachment by the data channel. In effect, cloud services and managed services have been breathing new life into this portion of the channel.

Xerox Announces New Channel Resources for Managed Print Services

Xerox has rolled out its new “Page Connect” services, supporting channel partners selling into the managed print services space with enhanced remote management features, including proactive alerts that signal toner and ink replenishment or service needs. The tool also provides historical and predictive data that can calculate current print costs and can help forecast future spending. Meanwhile, the Xerox Business Intelligence Portal provides performance and service metrics, allowing service providers to recommend cost-saving adjustments.

The Page Connect services can be used by the customer, as well.

Channel Impact:
Although managed print services do not get the same level of industry attention as many other types of value propositions, the sheer volume of deployed systems, combined with the substantial profitability of ink and toner, can make managed print services a solid opportunity for partners, without the need for extensive investments and training.