Tech Data in Deal to Resell USA.NET's Managed Services
The arrangement means distributor's VARs will be able to market a broad suite of hosted services including email archiving and security. The partnership comes at a time of strong growth for hosted email.
The hosted email market, a small but growing opportunity area for VARs, received a boost this week from distributor Tech Datas (NASDAQ:TECD) decision to offer its VAR customers a broad suite of hosted services, including Microsoft Exchange 2007 and SharePoint 3.0, integrated support for BlackBerry and other mobile devices, as well as email archiving and security.
The services will be provided by USA.NET, a leader in the business email hosting space and a subsidiary of Perimeter Security, based in Milford, Conn. USA.Net manages more than 80 Tbytes of data and more than 1 million mailboxes in 120 countries.
USA.NETs hosted SaaS offerings bring enterprise-class e-mail and other collaboration services to SMBs with little or no investment in additional IT infrastructure or technical expertise, said Toby McDuffie, director software product marketing, Tech Data.
At the same time, these best-in-class services offer VARs the opportunity to generate valuable recurring revenue, build profits and establish a managed services practice, she said.
Tech Datas initiative automatically raises the distributors profile in the managed services market, especially on the software side, while signaling the future growth of hosted email as a VAR play in the SMB market.
Other managed services offered by the distributor include: remote monitoring and management service from Advanced Technology Services, N-able Technologies and Zenith Infotech; managed print services from FMAudit; converged voice and data service from Cbeyond Inc., Telovations Inc. and XO Communications; and financial services from IBM Global Financing.
Tech Datas partnership with USA.NET comes at a time when the worldwide hosted email market is projected to grow by nearly 40 percent over the next four years, according to Hosted Email Market, 2008-2012, a recent study by the Radicati Group. The researcher has forecast that the installed base of the hosted email market will grow from 1.6 billion mailboxes in 2008 to 2.2 billion mailboxes by year-end 2012.
The marketplace is at a tipping point, said Doug Howard, president, USA.NET. VARs are looking to distributors more than ever to help them enhance their portfolios with software-as-a-service (SaaS) offerings to satisfy end-user appetite for on-demand services such as secure hosted e-mail, he said.
Right now, about 40 percent of USA.NETs sales go through the channel, mainly through large carriers and large VARs, said Howard. Through our partnership with Tech Data, and its extensive network of VARs serving the SMB market, we hope to expand our channel presence to 50 percent of sales, he said.