Service Provider Insider

From Reseller To Solution Provider To Service Provider

Like many of my brethren, I have been somewhat neglectful in updating this blog.  

There's been plenty to talk about, but just not enough time to write it all down.

Having just returned from EMC's North American Partner Council (see this related post), I was struck by just how many of our partners are now adding a distinct service provider component to their business mix.

And I think we'll see much more of that in the future.

If I Was Starting A New Business ...

I'd certainly take a hard look at creating a new SP that focused on "security as a service".

For me, it looks like the perfect opportunity:

• a growing challenge that can't be ignored
• a topic that strongly favors specialists vs. generalists
• literally thousands of IT organizations that know they have a problem, but haven't figured out how to close the gap
• powerful new enabling technologies from RSA and others
• a demonstrated willingness of enterprises to "risk shift" to outside providers.
• moderate cost of entry, clear opportunity for efficient GTM through partners
• not dominated by a cost-reduction theme

For more, please see my most recent security post on my other blog.

Food for thought :-)

The Interesting Dynamics Of "Trading Up"

"The legacy" is the 800 pound gorilla that's at the core of any serious enterprise IT transformation discussion.  

People want to move forward, but what about the legacy?

I've now met more than a few service providers that are currently impaled on the horns of this exact same dilemna that their traditional enterprise IT brethren face.

They understand their existing model quite well -- pros and cons.  But, at the same time, there's a growing realization that a new model is needed -- one that isn't a mere variation on the existing theme.

And, as I watch these discussions unfold, it's less about vendors like EMC, and more abou overall business strategy -- especially if we're considering a growing and thriving SP.

A New Meaning To "Cloud Bursting"?

One of the more interesting things that happen this week is Equinix guided a tad lower for revenue, and you would have thought the investment community thought the world was ending.

More than a billion bucks wiped off their market cap.  Big dives in VMW and related stocks.  All sorts of commentary that the "cloud bubble has popped".

Not exactly what I think people meant when they were discussing "cloud bursting" :-)

Another "Cloud Service Provider Report"

A bit of Friday reading for those of you who are tracking this space like I am.

Quick synopsis: EMC sponsors this report on SP market trends and adoption, but with a European focus rather than the traditional US-centric view.  The Aug/Sept 2010 issue can be found here.

Always a good read ... enjoy!

(Thanks to Richard Bradbury and Steve Toft of EMC for making this report available to the rest of us)