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How Bluechip is building a business through MSPs

How Bluechip is building a business through MSPs

In a channel overloading with consolidation and competition, Bluechip is differentiating through services

Johnson Hsiung - Managing director, Bluechip Infotech

Johnson Hsiung - Managing director, Bluechip Infotech

The platform allows MSPs to efficiently manage thousands of customer end-points, giving them back the resources to focus on higher-end, more profitable tasks at a time when skilled IT workers are highly sought-after.

For Continuum — which opened a Sydney office in early 2017 — the agreement is part of an international growth strategy to power MSP profitability in the Asia Pacific region.

By partnering with Bluechip, the provider gains access to the sizeable Australian MSP market through the distribution company’s network of over 1,000 partners, expanding brand awareness and market presence across the region.

“Continuum’s IT management solutions are some of the best in the North American market, and we’re glad to be bringing those solutions to businesses in Australia and New Zealand,” Hsiung added.

“Our MSP partners are continually seeking out solutions that not only help them complete day-to-day tasks, but that enable their businesses to grow into more profitable, efficient operations.

“Continuum has both the track record and the data, to show its platform can meet those needs, and we’re looking forward to expanding its market presence in the region.”

Through targeting MSPs, Continuum offers a technology platform, services and processes designed to simplified IT management, focusing across small and medium-sized business sectors.

“It’s vital for us to work from a single pane of glass, in every sense of the word, so to be able to leverage Continuum’s RMM solutions through the same relationship as our technology distribution is vital,” Evolve IT Australia managing director Nick Moran added.

“Using Continuum’s solutions has allowed us to receive more accurate and consistent alerting, while spending less time managing our tools.

“This has allowed us to spend more time strategically with our clients, delivering projects and solutions that deliver real business outcomes.”

Monitoring more than one million endpoints for over 5,800 partners, Continuum’s global channel includes MSPs servicing over 60,000 SMB customers and web hosting providers protecting over 250,000 servers.

“Continuum’s MSP partners have proven to be more profitable as a result of our transformational business model,” Continuum chief revenue officer Bob Kocis added.

“Our agreement with Bluechip allows us to expand the capabilities of that business model to MSPs in Australia and New Zealand, and is part of our wider strategy to deliver IT management solutions across the Asia Pacific region.”

Market differentiation

Continuing the vendor trend, Bluechip was also recognised as a leading Sophos award winner, shining as Distributor of the Year (A/NZ) during the 2017 APJ Sophos Discover Partner Conference in Bangkok.

The award followed a strong 12 months servicing small to medium businesses in Australia, having taken over the wider Sophos portfolio following its acquisition of Cyberoam in 2014.

“We have really enjoyed partnering with Sophos over the last year, enabling our channel partners to succeed and sharing in those amazing successes along the way,” Hsiung added. “And a big thanks to the local Sophos team, the management team, the sales teams and the engineers, for their support.”

Since acquiring Track It Online & MPA Systems in 2014, Hsiung said the distributor has developed new solutions across the wider business, focusing on SMB, MSP and mid- market plays specifically.

“This award is fantastic recognition for the whole team at Bluechip, and the hard work that the Sophos product team has put in this year,” he added. “It’s delivered exceptional growth to the business, and we look forward to continuing to grow our Sophos business.”

Having operated within the IT industry for more than 25 years, Hsiung is well versed in assessing and evaluating the recent market trends.

But in an era where classifications are changing rapidly, the channel veteran remains tied to his roots.

“We’re still a distributor because we still distribute,” Hsiung added. “We have to make changes because we can see that the market is changing fast, but that core part of our business still remains.”

And such an approach is paying off, with the Bluechip business on track to hit $100 million revenue for 2017.

“We are right on track during 2017,” Hsiung said. “Last year we did over $90 million and we’re aiming for $100 million this time around, and we’re on target.”


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