by Nessa Lynchehaun
Clouds are everywhere. Even in the mostly blue skies over HP Discover in Barcelona this week.
Typical scene at HP Discover, photo cred to Instagram user @Karl_Kovacs
On Wednesday 11th December at 1:10pm in the Discover Theatre DT4.2, Hall 4 I’ll be sharing with attendees the benefits of moving their email service to the cloud with my colleague Johan Dreyer, Lead Solutions Architect.
I’m looking forward to the session because 2014 seems set to be the year when large numbers of organizations will shift significant services, applications and infrastructure like email, from their historical 100% on-premise strategy to a hybrid or full cloud basis.
IT teams in organizations of all sizes are eyeing up the cloud and considering their first or next move. They’re asking themselves – what parts of my infrastructure or application suite can be best served for the long term by a move to the cloud? What must I keep on premise? How do I get the best of both worlds?
Also, many IT channel companies that serve the needs of these organizations, are looking at how they can augment their existing services with a cloud offer.
There has been impressive innovation in cloud services in recent years. In many areas, these services now offer the customer the best option for their organization. In your own environment it can be expensive and a struggle to dedicate the resources and talent necessary to deliver the same level of innovation.
You can simplify your environment, get improved cost of ownership and have the reassurance that you will benefit from the attention and innovation of a provider 100% focused on excellence just on that specific service. A cloud service provider will also deliver you the best practice they have seen from working with thousands of other customer environments like yours.
The growing popularity of Microsoft Office 365 and specialist services like Mimecast or SalesForce, show how many see cloud services giving them improved productivity while reducing their infrastructure complexity and management costs. Customers are also thinking in depth about how the targeted use of cloud services can co-exist alongside their on-premise infrastructure giving them greater flexibility, functionality and ROI.
So where to start for maximum benefit? Email is an obvious target for first consideration for any cloud strategy. You would expect us to say that – we’re a cloud email security service provider after all. But we are not alone in recognizing that email continuity, security and archiving services make a great candidate for transition to the cloud.
But the benefit of focusing your cloud strategy on your email services doesn’t end with the significant improvement in cost effectiveness, security and reliability. Once your email archive is in our cloud service, Mimecast can help you get a great deal more of benefit out of this under-utilized information archive.
When data is consolidated or archived you can make it work harder for you. Information becomes more easily accessible and valuable insights can be unlocked from data in static reports.
Companies have already begun implementing services that absorb corporate information of all shapes and sizes into a cloud-based information archive or ‘banking’ service like ours –interactive archives dust off metadata and put it back to work.
So whether you go fully cloud, hybrid or transition just some of your services, a commitment to cloud makes economic, management and strategic sense.
So if you happen to be at HP Discover why not pop by our stand to find out more or even join us in our presentation. You can find us in Hall 5 Cloud Zone, Stand 514.
by Nessa Lynchehaun
Tomorrow is our next UK Partner Education Day (PED) and Technical Workshop and we’re just putting on the final touches as we speak!
Both are exclusive events for our UK signed partners and are being held in Novotel, London Bridge. Partners can still register for the PED here and the workshop here.
The technical workshop is designed for those new to Mimecast or looking for a recap of basic principles. For those who’d like more in depth training, you can join us at one of our certification workshops.
Right after the workshop, the PED offers an opportunity for partners to meet the Mimecast channel team face-to-face to help escalate deals and know who to go to for support.
Attendees will also gain exclusive insight into our upcoming product roadmap and Britain’s leading Sales Trained and Author, Andy Bounds. Andy’s latest book, The Snowball Effect, strives to make a permanent improvement to how you communicate and has received glowing reviews from business leaders – (video excerpt at the end of this post).
Overall, the agenda aims so show how Mimecast can add further value to your business through a tailored ‘pick and mix’ of workshops. The sessions seek to quicken the sales cycle by improving sales, technical and home in on specific products.
One of the products that we’ve already been asked to go into more detail is our recently launched Large File Send for Outlook. We’re delighted to say it has been recently shortlisted for the ‘Best cloud security product’ in the V3 Technology Awards 2013. And of course, if you have the time to cast a vote, we’d love it – http://mim.ec/16DdJ6u (voting closes at 17:00 UK time, 14th October).
For those UK partners who can’t make this one, we also have plans for a further PED, this time in Manchester on the 6th November – for more information about upcoming PEDs you can follow @mcpartnerseme.
Thanks and look forward to seeing you tomorrow or the 6th November!
by Gillian Crewdson
Hat-trick - n “An outstanding performance by an individual…achieving three points, victories, awards, etc. within a given period.”
For those of you who know me, sporting analogies are not typically a part of my everyday dialect, however there isn’t a better word in the English language to describe this extraordinary feat…
I’m truly delighted to announce that we’ve been shortlisted for two CRN Channel Awards this year – Security Vendor of the Year and Storage Vendor of the Year 2013 – giving us the chance to take home the CRN Security crown for not just one, but three years in a row!
Mimecast’s Email Security provides the most comprehensive, cloud-based email risk mitigation available in the market today – and it’s why we gained ‘Visionary’ status in the Gartner Magic Quadrant for Secure Email Gateways 2013.
Hat-trick — n “An outstanding performance by an individual… achieving three points, victories, awards, etc. within a given period.”
Additional new services such as Mimecast File Archive and Mimecast Large File Send, make us a really strong contender for the Storage title this year too. It’s a significant milestone in the growth and evolution of Mimecast’s Channel Community and the feelings of excitement and pride are indescribable…I suppose you could say we’ve won the Premier League, and now we’re competing in the Champions League (Doh! Another football analogy…)
All we can do now is wait for the big night. I’m really looking forward to the Awards Ceremony and seeing a lot of our Partners there. Of course we will be rooting for them too!
Follow our progress on 14th November via Twitter @mcpartnerseme – we will of course keep you up to date!
by Stuart Handley
ILTA 2013 is busy, the sun is shining in Las Vegas and fun was had by all at the Kraft Kennedy gold tournament on Sunday morning.
Mimecast was delighted to join Recommind and NetApp to sponsor this year’s Kraft Kennedy Golf Tournament at ILTA 2013. Teams braved a 7:00 AM tee off and 80+ degree temperatures to take on each other and the championship Bali Hai course in Las Vegas.
Players were competing for great prizes including a 2014 Audi S5 Cabriolet.
After a long, hot morning we had our winners. Congratulations to the first placed team of Marty Metz; Michael Kraft; Fernando “Monte” Monteleone and Sandy Stratton. Second place went to Elie Francis; Monroe Horn; Jenn Logan and Kevin Smith. Third place to Scott Springer; Avi Deutsch; BJ Schaknawski and Jeroen Winkel.
Outside the teams, the winners for our other challenges were: longest drive mens (Scott Springer) and longest drive women (Carena Reber) and closest to the pin winner were Joey Perez and Lavar James.
Outstanding golf was played by these guys. That said we also wanted to say a big thank you to those that joined the Mimecast team but didn’t make the winners’ rostrum. Better luck next year.
by Julian Martin
The 2013 Worldwide Partner Conference (WPC) in Houston, Texas, is this week and Mimecast will be there in full force. Our massive booth (#1207) will have regular opportunities to win prizes and meet with the Mimecast leadership team who’ll be available throughout.
Mimecast’s Newly Opened U.S. HQ in Boston
Of course, heads will turn for presentations from Microsoft executives like Steve Ballmer, but first and foremost this event is for the Microsoft Partner ecosystem. We’re very proud that at last year’s WPC we were recognized for our part in that network, winning the 2012 Microsoft Innovative Customer Advocacy Partner of the Year. It marked the start of an excellent year of growth for Mimecast globally and in particular in the US. We’ve just opened up a new U.S. HQ in Boston and plan a 30% growth in local headcount in 2013. The next step in that growth is to develop our partner network quickly, which is why we’re so keen to meet potential partners next week in Texas.
Going into WPC this year, it strikes me that we’re finally seeing fruition of cloud technology after many years of expectation.
In March 2010, Steve Ballmer made a statement to the market – “for the cloud, we’re all in.” It rapidly became IT folklore and was a clear recognition from Microsoft that the shift from client server to cloud computing was an irresistible force, and that the company needed to get on the bus. And once the Redmond behemoth got on that bus, everyone started looking for a ticket.
Yet I’m surprised to still be reading a few comments in the IT press imploring readers to ‘embrace the cloud’ or to ‘make it a strategic part of your business’, three years later the jury is in – the cloud has won.
So why isn’t the channel grabbing this opportunity with both hands?
The IT channel ecosystem is still threatened by the cloud for two reasons. Either, they can’t figure out how they can ‘add value,’ i.e. build cloud services into a powerful value proposition for their customers or because they see their margins being eroded. But find the right partner, and the long term rewards are there.
How do you know if you have the right partner?
- Margins. Looking at vendors’ long term margins can give you a good indication of how committed they are to the relationship. It’s no good being paid a good percentage margin on closing a sale, only to see that drop off a cliff further down the line. Resellers have businesses to run. The whole attraction of the cloud business model is recurring revenue – if resellers can’t predict a flow of income after closing a deal, their business looks unsustainable. The key here is working with vendor partners who aren’t just selling a cloud service, but are fully committed to a cloud business model. From the outset Mimecast has designed a partner program that is hugely rewarding with high retained margins. These margins, especially when combined with Office 365, provide an extremely healthy annuity revenue stream. I encourage you to stop by the booth for the facts – I guarantee that you’ll be impressed.
- Revenue protection: when a deal is signed, what steps are taken to protect that opportunity? Ask about partner deal registration support, such as Mimecast’s unique ‘Poacher’s Penalty’ which means any partner attempting to steal an existing Mimecast customer from another partner only receives a maximum of 2% margin.
- Does the partner have products or services that compliment your – or your clients’ – area of expertise? The service aspect of your business is the only aspect you actually own. Product supply chains can be taken away at any time, so the ability to add value with additional services is vitally important and your reputation is based on it. Again, working with vendors who are cloud ‘from the ground up’ can help you build these services into a compelling and valuable proposition for customers.
- What is the partner’s customer retention rate? At Mimecast, for example, our 97% customer retention rate means we’re offering our partners a customer for life, thus securing reliable, recurring revenues for the long term.
- Will that partner offer to help you generate leads? Are the benefits of that vendor easily understood, tangible and demonstrable? What resources does the partner offer in terms of marketing training, technology or campaigns? From your first conversations, a good partner should be providing you with facts and figures about resources available, numbers of meetings and high quality leads provided.
The cloud needs to be profitable to the IT channel. And it can be. But only if partners work with vendors with who they can build a long term partnership that offers mutual rewards.
There is money to be made for partners, and we’ll be at booth number #1207 if you’d like to hear how we can help make it happen together!