Changing Channels

Episode 39: Continuum’s Michael George on Managed Services Staying Power

Managed services is a mainstay in partner business models. 018 Channel Forecast Report, partners now generate more revenue from managed services than they do from hardware and software sales. And, aside from professional services, managed services is the second highest source of profit. With their scalable capacity and recurring revenue models, managed services generate net margins up to 40 percent. 2112’s Channel Chief Outlook survey found 39 percent of vendors believe the majority of their revenue will come from managed services providers by 2023. Michael George, CEO of managed services enabler Continuum, believes the managed services model continues to thrive because it solves many challenges, including closing the gap on talent, resources and security issues. George joins Pod2112 to talk about the staying power managed services in an increasingly complex world.

Episode 38: Author Gregg Easterbrook on Why Things are Better Than They Look

The news and social media are replete with bad news. As the old saying goes, “If it bleeds, it leads.” And people naturally gravitate to negative news and data than they accept positive outlooks. A catalyst of bad news is technology, as it both conveys information and is the source of disruption. Technology gets blamed for many of the world’s ills, and the technology industry relies on fear, uncertainty and doubt to sell products. Author and journalist Gregg Easterbrook has a different perspective – a cynical optimism, as he describes it – and catalogs why we’re better off today than ever before, thanks in large part to technology, in his new book, It's Better Than It Looks: Reasons for Optimism in an Age of Fear. Easterbrook joins Pod2112 to talk about the appeal of "declinism" and why the world is much better than we perceive.

Episode 37: RVLVR Labs’ Nick Bicanic on Virtual Reality’s Future

The new film, Ready Player One, portrays a dystopian world dominated by a Google-like company that provides everyone with access to a fantastic virtual world. The promise of virtual reality technology from companies like Oculus Rift always seems over the horizon, but VR and augmented reality are coming and, when they arrive, they’ll change the way people communicate, consume content and conduct commerce. Virtual and augmented reality will change the way technology companies market their products, interact with customers, and deliver their goods. Nick Bicanic, founder of RVLVR Labs, is helping to shape this digital future by developing virtual and augmented reality technology and content. In his view, VR and AR will make technology more accessible and less intrusive than anything available today.

Episode 36: HP’s Andrew Bolwell on the Huge Blockchain Potential Beyond Bitcoin

Aside from the excitement of Bitcoin, blockchain isn't a widely understood technology. Yet, blockchain has the potential of revolutionizing whole industries. It's already impacting currencies, insurance, financial services and logistics. It could soon become part of the fabric of daily life, making the Internet more open and more secure. Andrew Bolwell, the global head of technology vision and resident futurist, joins Pod2112 to talk about the huge potential of blockchain that lies just over the digital horizon.

Episode 35: Unpacking the Data from 2112’s Channel Forecast and Channel Chief Outlook Studies

The channel is optimistic about its fortunes in 2018. Partners and channel chiefs see growth this year, according to the new 2112 Channel Forecast report of partner performance sentiment and the new Channel Chief Outlook report that details channel leader’s performance expectations from a vendor’s perspective. 2112’s Larry Walsh and Chris Gonsalves break down all the intelligence in this data-fueled edition of Pod2112.

Episode 34: Erwin’s Adam Famularo on Growth through Acquisition

A vendor can grow two ways: Organically, in which it exerts effort to find customers and expand sales, or through acquisitions, where it buys technology, capacity and customers from a complementary company. The management team of data governance software vendor Erwin decided from the beginning that their company would grow largely through acquisitions. In the last two years, Erwin has grown by leaps and bounds in terms of capabilities and revenue through the purchase of companies with complementary technology. The strategy is paying off and, as CEO Adam Famularo shares, shows the results of strategic acquisition planning.

Episode 33: Pax8’s Ryan Walsh on Evolving Anti-Distributors

Unlike traditional hardware and software products, cloud computing needs no warehouses, shipping and handling, and – in many cases – credit and financing. Consequently, many people have speculated that cloud computing will disrupt legacy pick, pack and ship distributors. Some people go as far to say cloud computing could eliminate the need for distributors all together. But a new class of cloud distributors are emerging from the disruption fog to demonstrate the two-tier model has value in the services era. Pax8’s Chief Channel Officer and Co-Founder Ryan Walsh joins Pod2112 to talk about the emergence of what some call “anti-distributors” plying a new course in distribution.

Episode 32: Unitrends MSP’s Mike Sanders on Spinning Out to Success

Technology companies hear all the time that innovation is the means to sustained success. In reality, though, legacy culture, processes, and business structures often suffocate innovation from becoming a success. Unitrends, an established backup technology vendor, devised a plan for launching into the managed services market. Rather than just forming a new business unit or simple product offering, Unitrends spun out its fledgling venture as a separate company, Unitrends MSP, in the belief it would thrive unencumbered by the legacy organization. Unitrends MPS CEO Mike Sanders joins Pod2112 to talk about spinoffs as a development and growth strategy.

 

Episode 31: PlanetOne Communications’ Ted Schuman on Cloud Expectations

Cloud adoption is on the raise, as businesses continue to expand their use of cloud-based infrastructure, applications and support services. Reselling through partners provides a means for reaching customers and covering the total addressable market. Resellers adding cloud services to their portfolio and vendors indiscriminately adding partners to their programs isn’t necessarily effective. Vendors and distributors, says PlanetOne Communications CEO Ted Schuman, should establish standards and instill performance expectations in their cloud channel programs.

 

Episode 30: Office Depot’s Janet Schijns & Michelle McBain on Growing SMBs IT Services

Small and midsize businesses are not smaller versions of enterprises. They do not have the IT staffing and budget resources of the much larger counterparts. But IT resources aren’t the only thing they lack. SMBs often don’t have the complement of back office resources or infrastructure for many of the functions required for well-structured and efficient business operations. IT and business services are a means by which SMBs obtain the technology, support and materials they need to drive their businesses forward. Office Depot’s Janet Schijns, executive vice president and chief merchant and services officer, and Michelle Ragusa McBain, director of technology sales and services, join Pod2112 to talk about the growing need and opportunity for business services in the SMB segment.