NetEnrich Inc. has repackaged its midmarket solutions to help its partners tap into a growing segment that the company says is its bread and butter.
“We realized that our midmarket offerings were probably not packaged or positioned well to be readily understood by the clients or prospects that we were talking to,” said Justin Crotty, senior vice-president and general manager at the San Jose, Calif.-based company.
“We’re not bringing new capability to the table, but we’re bringing that capability in a more refined and easy to understand sort of package.”
The newly defined packages, dubbed Mission Critical Operations (MCO) packages, serve end customers with between 150 and 500 seats. They are available to managed service provider and solution provider partners immediately through Ingram Micro Inc.’s services division and Arrow Enterprise Computing Solutions.
Last year, the company also re-launched its services for small businesses package, which at first had pricing and packaging that was too complicated.
According to Crotty, its partners didn’t always know which midmarket offerings were available. NetEnrich reached out to its partner community to find out what packaging changes could improve that. “It is designed with those solution providers that are using that capability from us already.”
The MCO packages offer remote infrastructure management (RIM) for a core set of Microsoft business applications and IT infrastructure environments, including virtual machines used in mid-sized data centres.
They are available in “BU100” or “BU200” bundles and include services for:
- Up to five (BU100) or nine (BU200) applications (including OS)
- One (BU100) or two (BU200) virtual hosts
- One backup server (including OS)
- An additional five (BU100) or nine (BU200) servers or virtual instances
- Up to three (BU100) or six (BU200) network devices
The packages feature mission critical RIM services for core infrastructure, ITIL-based Standard Operating Procedure (SOP) practices from NetEnrich and third party vendor technical support offered on critical applications and network devices. They also include mission-critical service level agreements (SLAs) and IT operation reports.
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The company has a base bundle and partners can add on other offerings a la carte. Pricing will be determined by environment size, or the amount of devices, the customer’s technology complexity and the SLA that the partner is looking for from NetEnrich.
Add-on bundles include VoIP services and virtualization services to manage additional virtual hypervisors and guests, as well as virtual applications and virtual desktop infrastructures (VDI).
NetEnrich also offers a management platform through its partner portal, where its partners can manage all of their customers’ IT environments through one tool. “It’s enterprise class security and access and visibility,” Crotty said.
“Being able to have visibility into all of their customers is really where they struggle,” he said. In the past, partners would pull together remote monitoring and management (RMM) tools, professional services automation (PSA) tools and add in an SLA to service clients, becoming what Crotty calls “tool jockeys.”
“What we provide them is a view into their client environments across multiple locations,” he said.
The midmarket opportunity in Canada is significant, as is growth in the segment here, but it does lag its neighbours to the south, Crotty said. “I think the market’s a little smaller obviously, but I also think that there’s probably…a lagging hesitancy to leverage partners outside of Canada.”
In the U.S., partners are more willing to work with providers outside the country, but there is still reluctance in Canada, in Crotty’s personal opinion.
To combat that, NetEnrich touts its security competencies and points out that it doesn’t store or manage customer data. “At the end of the day, if they’re not comfortable using an offshore provider, there’s nothing we can do.”