5 emerging opportunities for vars

September 6, 2007

Five Technologies for Increased Profit

Host: Joe PanettieriEditor in Chief, TechIQ

Web: www.techiqmag.com Email: joe@microcast.biz

September 6, 2007

Rules for Today

• No Sales Pitches• Interactive Discussion

– We’ll Answer as Many Qs as Possible• Fast-moving Dialog• High-level Overviews• 45 Minute Program

September 6, 2007

Today’s Discussion Points

1. Open Source on the Desktop2. New Directions in CRM3. Mesh Wireless: What Is It?4. Melding Mesh Wireless with Video

Surveillance5. Managed Services 2.0

September 6, 2007

Today’s Guest Speakers

• Desktop Linux - The Hot Option: Gerry Carr, Canonical

• Fresh Approaches to CRM: John Leishman, Geeks on the Way

• Mesh Wireless Meets Video Surveillance: Dennis Holmes, Internetwork Engineering

• Managed Services 2.0 - Opportunities Ahead: Mark Crall, Tech Care Team Inc.

September 6, 2007

Opportunity 1: Desktop Linux

September 6, 2007

Ubuntu:The Desktop Linux

Gerry CarrMarketing Manager Canonical

gerry.carr@canonical.com

September 6, 2007

Trends We're Watching• Ubuntu has reinvented the category of

Desktop Linux• Over 6 million active users • Downloads growing month by month • USA by far largest downloader of software • Who's who of partner companies (Dell,

Intel, Sun, Sony, Google, IBM)• Traditional hindrances to Linux being

removed (AMD e.g.)

September 6, 2007

Solutions We Are Tracking• Increasing number of companies partnering with Canonicial • Training• Deployment • Front line support • Reselling third level support • Bundled applications• Virtual Applications • Commercial software through repositories • ISV in joint support selling • Reselling combined solutions

September 6, 2007

Trends in 2008/9• Large OEM deals bringing ubiquity• Global OEMs offing Ubuntu as standard offering• Hardware and software hurdles for Linux being eliminated• Ubuntu providing OS for desktop, server, MID, and virtual

applications• Partner Programme with Canonical free to join• Training available in the US • Time to get to know Linux, don't believe the FUD, it's here to stay .

September 6, 2007

Opportunity 2: Fresh Approaches to CRM

September 6, 2007

Opportunity 2: Fresh Approaches to CRM

John LeishmanGeeks On The Wayjleishman@geeksontheway.comCompany Focus: Residential, SOHO, Small Busines

Advantages of Open Source software – Integration/Customization

September 6, 2007

Problem Outlined

– High volume of calls– Service in multiple geographies– Prefer web based system – Limited Budget– High degree of customization needed – Solution needed to scale as company grew

September 6, 2007

Solution• Open Source solution • SugarCRM for customer management

– Cost effective– Can customize/integrate– Sell to clients

• Customization Example includes:– Asterisk integration for call pops pushed out from the Server (browser refresh – no

software installed on Agent PC)– Preloaded database of telephone area codes and prefixes for North America so we

know from what city customers are calling from before we answer the phone. If customer not found in database then a new record is created with phone number, city, state, country and CID name.

– Integration with Sql-Ledger by sharing same Contact ID’s for future reporting using Jasper Reports

– Scheduling Optimization based on latitude and longitude of customers (as the crow flies which is not optimal)

– Ability to see primary tech, secondary technician and last technician out to a client at a glance along with next three days availability (built into Geek Meeting form through color coding)

September 6, 2007

Results• Time taken to book calls has gone from 2-3 minutes to 20-180

seconds• Less data entry errors • Improved relationship with clients• Lower marketing costs• Ability to integrate Sql-ledger(Accounting) and E-Commerce • Back End System that is translated into multiple languages and • Can scale to millions of customers and thousands of technicians• Lessons Learned over two years

– triple or quadruple cost estimates– Scope creep is hard to control– Utilize experienced programmers

September 6, 2007

Opportunities/Trends• The open source application market is going to

continue to grow• Managed Services not only for businesses but for

residential customers • Different versions of Sugar to address different

industry needs.• VAR’s/Integrators canexpand their product offerings • Market is getting more educated • Integration of Open Source applications will be the

next challenge • Salesforce has their App Exchange• SugarCRM has SugarExchange

September 6, 2007

Opportunity 3-4: Mesh Meets Video Surveillance

September 6, 2007

A New Era

September 6, 2007

What is Wireless MESH?

•Client Service via 802.11b/g

•Backhaul via 802.11a

•Need for fewer copper or fiber connections

•Powered from AC, DC, Solar, POE, or POC

•Blanket coverage for entire city or limited hotspot areas

•Fully securable

•Many applications

September 6, 2007

What are the coming trends

•802.11n for client services and backhaul capabilities at increased throughputs•DOCSiS Cable Modems onboard•Built in battery backup•Access Points with onboard POE for Cameras etc.•Aesthetic and Specialty Enclosures•Enhanced Modular Radios including WiMax and 4.9gHz support

September 6, 2007

Video Surveillance

• Homeland Security Grants• Municipal and State Governments Funding• Recent enhancements in cameras and software• Wireless to feed video via MESH infrastructure

September 6, 2007

What are the coming trends

• Enhanced night vision.• Enhanced face and license plate

recognition.• Integration with applications such as

gunshot location systems.• Integration to handheld devices

September 6, 2007

Opportunity 5: Managed Services 2.0

September 6, 2007

Managed Services 2.0: Where Are We

Heading Next?Presented byMark CrallCEO, Tech Care Team, Inc.Charlotte SBS Group FounderMicrosoft SBSC Partner Area Leader (Pal)

Blog:SBSC.TECHCARETEAM.CO

M

September 6, 2007

MSP Trends in 2007

• Software as a Service (SaaS)• Hardware as a Service (HaaS)• Technology Evolutions• Alliances and Communities• Planning for the Commoditization of

Managed Services– The Expectations of Consumers Rose– The Big Guys Started Scheming

September 6, 2007

MSP Goals for 2008

• Focus and Partner (acquire only as needed)

• Buy the Same Way You Sell• Manage Relationships (not just

technology)– Manage Customers– Manage Vendors– Manage Partners

September 6, 2007

Contact info for Mark Crall

Email: mark@techcareteam.comBlog: sbsc.TechCareTeam.com

September 6, 2007

Thank You/Contact Us

• Host– Joe Panettieri, TechIQ (joe@microcast.biz)

• Desktop Linux– Gerry Carr, Canonical (gerry.carr@canonical.com)

• Open Source CRM– John Leishman, Geeks on the Way (jleishman@geeksontheway.com)

• Mesh Wireless, Video Surveillance– Dennis Holmes, Internetwork Engineering (dholmes@ineteng.com)

• Managed Services– Mark Crall, Tech Care Team Inc. (mark@techcareteam.com)

September 6, 2007

Thank You/Contact Us

• Host– Joe Panettieri, TechIQ (joe@microcast.biz)

• Desktop Linux– Gerry Carr, Canonical (gerry.carr@canonical.com)

• Open Source CRM– John Leishman, Geeks on the Way

(jleishman@geeksontheway.com)• Mesh Wireless, Video Surveillance

– Dennis Holmes, Internetwork Engineering (dholmes@ineteng.com)• Managed Services

– Mark Crall, Tech Care Team Inc. (mark@techcareteam.com)