Jolera Inc., the 2015 CDN Solution Provider of the Year award winner, has turned itself into a Hybrid Aggregate Service Provider or HASP. According to Jolera leadership, the HASP direction blazes a new trail for managed services providers, while filling a void in the market when it comes to security information and event management along with around the clock backup and recovery services on the cloud or for a hybrid environment.
Alex Shan, the CEO of Jolera, told CDN the HASP business model has gone through a rigorous research and development process and the company has invested millions of dollars in its creation and go-to-market direction.
“This is built for the channel,” Shan said. “We made a conscious decision to be a channel-friendly company with no direct business. We focus on R&D and services with a sharp delivery process that lets partners take care of their customers,” he added.
The HASP model was created to remove substantial risk from manage services providers. The HASP solution is cloud-based and runs like a self-service machine. According to David Dorey, the director of channel business for Jolera, there is very little human touch in HASP.
“The one thing we realized is that while human touch is important the cloud is the future and HASP provides that transition path,” Dorey said.
Jolera strategy with HASP is based on the notion that the channel does not want to build a bench and want to deal with less complex solutions. Jolera has simplified this offering with alliance partners such as Barracuda Networks.
Barracuda Networks is providing Jolera with the next version of its Web Security Gateway featuring advanced security protection and updated SSL scanning. The Web Security Gateway prevents exposure to Web-borne malware and viruses, while limiting lost user productivity and misused bandwidth. This is being combined with next-generation firewalls providing security protection managed from a single pane of glass.
Implementing HASP business model reduces the sales cycle, collateral, legal contracts, process workflow for the channel partner.
“This is a whole different model and HASP can reduce the quote cycle from two months down to two hours,” Dorey said.
MSP partners for HASP can earn between 20 to 30 points of margin.
“If you are a VAR or reseller who wants to be an MSP; we’ll do the training and product development that can match your own brand. This helps you go-to-market quicker,” Shan said.
The goal for Jolera with HASP is to recruit about 1,000 channel partners in the next 24 months.
“This is the future of our company,” Shan said.