All you've gotta do is figure out which bits to focus on

Now that SBS2008 has been announced, there's going to be a lot of effort/discussion over the coming months as to which bits partners need to be focusing on. Like any new or upgraded product, not everything is going to be suitable for everyone, but there is the temptation that you need to be across all the new inclusions.

There's an argument to be made that VARs need to be more like GPs rather than specialists - but where does that stop? The counter to this is that some solution providers are starting to really hone their skills in specific areas - being the best in Brisbane, for example, at hosted Exchange or whatever. What's your business philosophy?

This also goes for deciding on which bits of the product to take out to your customers as part of the overall solution. Ie, just because Microsoft has included Forefront (12mth trial), doesn't mean that you need to include this in the install if you happen to prefer another AV provider. For me, the question is one of "internal capabilities" versus "external fit". In other words, what are you best at delivering, in light of what you feel the customers most want.

Thoughts?

Robbie

 

Windows Small Business Server 2008 Premium Edition becomes a second server solution. Standard Edition will run on one hardware server and Premium Edition will run on two hardware servers, with the second server running Windows Server and SQL Server for Line of Business applications.

Windows Small Business Server 2008 will include individual Client Access Licenses (CALs) for Standard and Premium Editions vs. a common CAL for both.

Windows Small Business Server 2008 will include the option to purchase a single CAL (in addition to 5/10/20 CAL Packs) in all channels.

All processor and memory limits will now match Windows Server 2008 Standard Edition.

* One year trial included in the product.

** Available in the following markets: US, UK, Japan, Germany and France. More markets to come later.

Comments

• Anonymous
  January 01, 2003
  Hi Robbie ... Great post! At one point, the SB space was seen as a generalist genre of IT.  "We can do it all!", may have been the slogan a few years back.  Now, I would argue that Microsoft especially is pushing VAR's in the SB space to become "specialized".  There was a definite goal behind the creation of a Small Business Specialist Community.  Gone is the idea of "generalist", replaced by SBSC, a group that has passed specific training metrics to understand small business (I'm paraphrasing the message I get from Microsoft).  Whatever that means (I love SBSC, and have certified by the way). I think that there are two large segments of SB VARs these days (with huge variations in service): VAR1. Has a very specific service offering, covering the needs of small business (SBS, Spam Filtering, Backup / DR, Offsite Storage, AV / Protection, Infrastructure, Security, Licensing).  They use specific vendors and solutions, and deploy these efficiently, effectively and with positive results. VAR2. Sells hardware and software solutions based purely on price, has no affiliation with specific partners, switches vendor / solution sets constantly.  They are generally impulsive in their embrace of either technology or software solutions, and because of that their service offering can be variable, unfocused, may not fit the need of clients, and potentially put the client at risk. Example:  VAR 1 would steer clear of Forefront, because it does not fit the complete model of AV security (Exchange, Server, Client protection). They would recommend and place a well respected and rounded solution. VAR 2 would implement Forefront bacause it's there and free, protect the server / Exchange for the one year, not necessarily worry about the workstations, and probably forget about product expiration. The new iteration of SBS will fit it's niche nicely.  For a first server in a new business, its almost unbeatable.  For those with SBS2003, in many instances their fondness of the server's capabilities will warrant the move to 2008 (the standard 4-5 year upgrade plan). Christian

• Anonymous
  January 01, 2003
  The comment has been removed