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Showing posts with label Managed Services. Show all posts
Showing posts with label Managed Services. Show all posts

Tuesday, September 29, 2015

4 open-source monitoring tools that deserve a look


Network monitoring is a key component in making sure your network is running smoothly. However, it is important to distinguish between network monitoring and network management. For the most part, network monitoring tools report issues and findings, but as a rule provide no way to take action to solve reported issues.

We found all four products to be capable network monitoring tools that performed well in our basic monitoring tasks such as checking for host availability and measuring bandwidth usage. Beyond the basics, there were quite a few differences in terms of features, granularity and configuration options.

  • Overall we liked Zabbix, which was easy to install, has an intuitive user interface and enough granularity to perform most network monitoring tasks.
  • Cacti is great for what it does, has excellent graphing capabilities and is relatively easy to configure and use. But Cacti is somewhat limited in features. It does not provide a dashboard with infrastructure status and alerts, nor does it have the ability to provide alerts.
  • Observium is another capable product, but we did not like having to map everything to host names without the ability to use IP addresses directly. However, it has a modern interface and, like Cacti, offers graphing capabilities that provide good information at-a-glance.


All of the products offered basic network monitoring, using common protocols like ping, without requiring agents. Diving deeper required agents or SNMP, which must be installed and/or configured on the devices to be monitored. Zabbix offers both agent and agent-less configuration options. Since all of the host servers run on Linux, to keep the playing field level we used a fresh install of Ubuntu 14.04 LTS prior to installing each product. The hardware was a quad-core, 64-bit, 8GB RAM server with adequate storage. Here are the individual reviews:


Observium

Observium is a Linux-based, command-line driven product with a web-based monitoring interface. Released under the QPL Open Source license, Observium is currently in version 0.14. Observium is available in both a community edition, which we tested, and a professional edition. Observium uses the RRDTool for certain features, such as buffer storage and graphing capabilities. It provides auto-discovery of a wide variety of devices from servers and switches to printers and power devices.

Observium is installed and configured through a set of command line inputs. Prerequisites include MySQL, PHP and Apache. We found a useful step by step installation guide on the Observium website which saved us time in performing the install. After installation, the server is accessible from a browser.

After completing the basic installation we loaded the Web interface, which displayed a large, blank Google map and a summary of devices, ports and sensors, all showing zero values. We decided to add a new device from the Web interface by entering the host name and the SNMP community name. This provided no results.

After some online searching we realized we needed to add our devices to the ‘hosts’ file in order for Observium to correctly resolve the host names. We were not running DNS on our test network and you cannot add devices by using IP addresses. Since Observium is set up using a configuration file, the Web interface provides essentially a read-only overview of the infrastructure. We added our first device with a simple command from the command line and then logged back into the Web interface, where we could then see our newly added Windows host. The map was populated with a location quite distant from our actual location, but we attribute this to using internal subnets.

Observium uses several protocols such as CDP, FDP, EDP and LLDP to discover new devices. When encountering a new device, it will attempt to contact it on a SNMP community name supplied in the configuration file. Once one or multiple devices have been added, the information for each device needs to be added using the discovery and polling commands from the command line.

This task can be automated by creating a Linux ‘crontab’ file that is called at set intervals. Most configuration changes are accomplished through editing the configuration file. We found this a bit cumbersome at first, but once the initial configurations and inevitable tweaks have been completed there should be no need to revisit this file on a daily basis. The configuration file content is available to view read-only from the global configuration link, which is helpful in getting a bird's eye view of the setup.

With our new devices configured and added, we re-loaded the Observium Web interface again. The device list displayed our three hosts with some basic information about each (platform, OS type and uptime). Mousing over each device displays previews of various performance graphs such as processor and memory use. To drill down in more detail, you can click any device which displays a secondary screen with additional information about the device and the ability to view collected data in different ways such as general information, a graph view that includes a myriad of performance data, plus an event and system log view.

Observium has no direct export or reporting capabilities, which would be a nice addition for documenting performance or outputting usage data to hard copy. However, the on-screen reporting is very good and numerous filters are available to customize views. Although it doesn't aid much in actual configuration tasks, the Web interface has a modern, easy-to-read display and the navigation is intuitive with a horizontal, drop-down style menu across the top. We also like the start page overview with the ability to mouse over various items to see graphs for that item.

The Observium professional edition is available for an annual subscription fee and provides users with real-time updates and various support options. The professional version also has added features such as threshold alerting and traffic accounting, which can be helpful for organizations like ISPs that need to calculate and bill client bandwidth usage.

Cacti

Like the other products, Cacti is a Web-based application that runs on PHP/Apache with a MySQL backend database. Currently in version 0.8.8, it provides a custom front-end GUI to the RRDTool, an open source round robin database tool. It collects data via SNMP and there is also a selection of data collection scripts available for download from the Cacti website.

Although the Cacti server can be installed on Windows, it does require software mostly associated with Linux, such as PHP, Apache (although you can use IIS) and MySQL. This can be accomplished using WAMP server or by configuring each component individually using the Cacti installation guide.

Regardless of OS type, there are a number of configuration requirements and Cacti assumes the installer is fairly familiar with the aforementioned components. The user manual provides general guidelines for installation, but it did not provide specifics for our particular environment. As is often the case, we found an online third-party source that had a good step-by-step guide for our OS (Ubuntu).

Once the installation and initial configuration have been completed, you access the Cacti Web GUI from a Web browser. We found the Web interface clean and fairly easy to navigate once we became familiar with the overall layout. Cacti’s bread and butter is its graphing capabilities and it provides users with the tools to create custom graphs for various devices and their performance using SNMP. Devices can range from servers and routers to printers, essentially any networked devices with an IP address.

To set up a new device and indicate which values to monitor, you follow a short wizard-like step by step process where you first specify the basics, such as the IP address and type of device. To determine whether the device is available, Cacti can use a simple Ping command or a combination of Ping and SNMP.

Once a device has been created, it is time to create the graphs you want to monitor for this particular device. The graph setup uses a simple one-page with a set of options based on the type of device being configured. You can select items such as interface traffic and memory usage to CPU utilization or number of users logged in. We created a number of graphs for a couple of devices and once a graph has been saved, it can take a while before data starts showing, but found that generally within a few minutes it started displaying data. What we found helpful when creating graphs is that Cacti will inform you right away if a data query responds with any data before proceeding. That way you don’t end up with a bunch of empty graphs.

Cacti uses three types of XML templates for configuration purposes, data, graph and host templates. These allow administrators to create custom configurations that can be reused across multiple devices. The templates can be applied as you create a new device, graph or host. Settings may include values such as display settings for a graph or information on how data is to be collected for a certain host type.

Although Cacti does not require an agent to be installed on a device, SNMP needs to be installed and configured in order to take advantage of all features available in Cacti. As often is the case with open source software, Cacti does provide more options for Linux/UNIX without the need to install additional templates. In order to better monitor Windows servers we needed to install additional templates. Some of the online third-party tutorials are very good, but it should be noted that these are not one-click operations and require a steady hand to get everything configured properly. (Also read: Cacti Makes Device Monitoring Simple. )

From the graph console you can call up any graph by filtering by device, custom date and time range or you can even do a search. We found this interface to be very flexible as you can essentially display anything from one custom graph to literally thousands, however displaying too many graphs per page will slow down the load time. The time/date range is very flexible with a drop-down that allows for granular selections from ‘last 30 minutes’ to ‘this year’. You can zoom in on any graph as well as export the graph values to a CSV file.

One feature commonly used by ISPs is the bandwidth measurement, especially the usage at the 95th percentile, which is often how bandwidth is measured and billed.

Cacti provides custom user management that allows administrators to determine what information users can view and also what actions they can take from the console. These items include ability to import/export data, change templates and various graph settings. We found the granularity to be flexible enough without providing so many settings it becomes cluttered.

Compared to the other products we tested, Cacti is somewhat limited in features. It does not provide a dashboard with infrastructure status and alerts, nor does it have the ability to provide alerts. However, that should not preclude you from considering Cacti as what it does, it does well. The interface is efficient and quick to navigate, no need to sit around for minutes while pages load. Also, with no agents to be deployed to hosts, it is an unobtrusive monitoring product that gives administrators a good overview of network topology with little overhead.

Zabbix

Zabbix is an open-source network management solution released under the GPL2 license and is currently in version 2.4. It provides a Web interface for monitoring and stores collected data to one of several common databases such as MySQL, Oracle, SQLite or PostgreSQL. The Zabbix server itself runs only on Linux/UNIX and not on Windows; however, Zabbix agents are available for most Windows and Linux/UNIX server and desktop operating systems.

We installed Zabbix using one of the many available installation packages. The product can also be installed by compiling the source code or downloading a virtual appliance in formats such as VirtualBox, Hyper-V, ISO and VMWare. In addition to the regular install, we also took a quick look at the available VM, a good option for those looking to evaluate Zabbix. The install was simple and straightforward using instructions available from the Zabbix website. We especially liked the condensed installation package, requiring just a few command line inputs and including the Apache/PHP/MySQL setup into the main install, with no need for separate configuration unless there are special circumstances to consider.

When loading the Web interface for the first time, there is a short wizard that confirms that the pre-requisites and database connection are properly configured before loading the main dashboard. The first screen is the personal dashboard, which provides a general overview of the IT infrastructure with a list of hosts, system and host status. On a new installation this screen is largely blank with the exception of information related to the Zabbix server itself. This dashboard is customizable; you can add preferred graphs, maps and screens as you configure them.

Zabbix collects data in three different ways; by installing agents on a Linux/Windows host or by using a variety of protocols such as SNMP, ICMP, TCP and SSH. Basic network health information can also be collected over HTTP and SMTP. Zabbix can use auto-discovery network devices and also had the capability to perform low-level discovery. We started by configuring a discovery rule to map out our test network. The granularity of this configuration is very good and you can specify IP ranges, protocols and other criteria to determine how a network is mapped out. After a few minutes we started to see a list of devices, ranging from routers and printers to servers and desktops. The discovery provides a general network overview, but does not provide any in-depth information until you add the individual host/device to Web interface. We added several hosts using both the Zabbix agent for Linux and Windows, together with a few utilizing SNMP.

We installed the agents using a single command on our Linux hosts. There are some configuration options that can be set in the ‘zabbix_agentd.conf ‘configuration file, such as the server IP and server name along with other custom options. The agents can perform either passive checks, where certain data (memory use, disk space, bandwidth) is essentially polled from the Zabbix server, or active checks, where the agent retrieves a ‘to-do’ list from the server and sends update data to the server periodically. Installing as a Windows service is also fairly straightforward using an executable and making a few tweaks to a configuration file to let Windows know where the Zabbix server resides.

The Web interface is a bit complex and looks intimidating at first, but once you become a bit more familiar with the various screens and terminology we found it easy to navigate. We also wish the fonts and graphics were a bit more prominent as some of the information can be difficult to read. One of features we liked is the dynamic link history that shows which section you recently used, allowing you to quickly navigate back. The online user manual is comprehensive and up to date, and the Zabbix website has lots of comprehensive information on features, installation and configuration options.

Administrators can either use built-in templates or create their own triggers to build rules that send messages and/or perform commands when certain conditions are met. For instance, we created a rule that sent us a message when there was a general problem with one of the hosts and also restarted the agent on that host. Rules provide a lot of granularity and this was one of the few areas where we wish the online manual had a bit more detail on configuration options.

Most of the reporting is to the screen with the ability to print. The print option essentially displays what is on the screen minus the navigation header and other extraneous information. This is a not necessarily a bad configuration, but it does not make for the most elegant printouts. We would have liked to have seen some ‘save-as-PDF’ and export capabilities. That being said, the online reporting and graphs are excellent, with multiple customization options. As mentioned earlier, the custom graphs and screens can be added to the main dashboard and called up with a simple click.

Zabbix is all open source. There is no separate paid Enterprise version. This means all of the source code is open source and available, which should be attractive to both small and large enterprises. Although Zabbix does not offer a separate commercial version, commercial support contracts are available in five different levels ranging from ‘Bronze’ to ‘Enterprise’. Zabbix also offers other paid services such as integration, turnkey solutions and general consulting.

Icinga

Initially created as a fork from Nagios in 2009, Icinga’s latest version has been developed per the vendor "free from the constraints of a fork." Version 2 sports a new rules-driven, object-based configuration format. Icinga is still open source under GPL and the current releases include Core and Web 1.11.x versions along with a 2.x version. Icinga can monitor devices in both Linux and Windows, but the server itself runs only on Linux. Since the 2.x Web GUI was still in beta, we installed the core server version 2.x and used the latest 1.1x version as the Web GUI.

Icinga has a modular design where you select the core server, your preferred GUI and add any desired plug-ins such as reporting and graphing tools. We installed the basic server using only two commands. Overall, we found the Icinga online documentation to be good; however, a quick start guide would have been helpful as there is no guidance from the get-go on which of the many configuration files needs to be tweaked, even for a basic installation.

We determined that we needed either a MySQL or PostgreSQL database in order to run the Web interface; in addition Apache or NginX plus PHP are also required. There are a few steps involved in this install and configuration process, depending on how many incremental upgrade files are available for the Icinga 2 DB IDO module and also how the Web server is configured. We went through the list of commands and after a fair bit of trial and error we were able to access the Web GUI from a browser.

After logging in, a dashboard type overview is displayed with navigation organized into groups along the left, Icinga calls them ‘cronks’ with the main part of the screen used to display information. Along the top there is a section that provides an overview of the infrastructure using color coded counts with healthy hosts shown in green, warnings in yellow, critical problems in orange and hosts that are unavailable in red.

Icinga maximizes the use of most screens and even if the first impression is a bit cluttered, overall we found the navigation and organization of data to be intuitive. Many of the screens are list based, displaying information about hosts and host issues sorted by various criteria such as availability, length of down time or severity of the issue. Icinga provides the ability to sort each list ascending or descending on each column, something we found very helpful. Furthermore you can select which columns to display for each list on the fly, this provides a nice level of customization.

Icinga takes advantage of several common protocols for monitoring the network infrastructure, from simple PING commands to SNMP, POP3, HTTP and NNTP. Information can also be gathered from other devices such as temperature sensors and other network-accessible devices. Configuring which hosts to monitor and what to monitor is accomplished using the configuration files and the granularity to which you can customize this is overwhelming, the ‘Basic Monitoring’ section of the user manual runs 50 pages. Luckily, you can use templates and re-useable definitions to streamline this process.

For our environment we defined a few hosts by linking a name to the IP addresses and then added what is known as ‘check commands’. These are essentially protocol definitions such as PING and HTTP that instruct Icinga what to monitor for each host. You can then expand these configurations to include how often to query a host, when to escalate warnings and where to send email notifications of pending issues.

Configuration files are the core of Icinga; we counted 14 main files and some of these include additional files for more specific configurations. Some configuration files can be left with default values, but others must be configured specifically for the environment such as hosts, email addresses for notifications and enabling/disabling services used for host monitoring. The configuration files can be modified/created using an editor like VI or nano, but there are also configuration add-ons available plus third-party tools such as Chef and Puppet. In future releases Icinga will be adding the ability to configure via GUI, API as well as CLI, something that would be helpful for items that may require ongoing changes, such as changing host configurations.

Icinga provides native support for Graphite for graphing purposes and an Icinga Reporting module is available; it is based on the open source Jasper Reports.

There is no paid version of Icinga available, but there are several organizations worldwide that offer paid support at different levels. Icinga also hosts several camps every year where users, developers and sponsors get together to discuss best practices and further development goals of the product.

Conclusion

When selecting monitoring tools it is important to have a clear goal from the outset. Are you looking to just send a ping to each device every 15 minutes to make sure the device responds? Or, do you need more comprehensive information such as CPU, RAM, disk and bandwidth usage? Installing agents and configuring SNMP to access more advanced features should be a consideration as this can be a time-consuming task that may not be practical in larger organizations. A workable hybrid approach could be to install agents on critical devices that need deep-dive monitoring, while monitoring other devices in agent-less mode.


Tuesday, November 4, 2014

Upside-down engineering management


Managers, by definition, are caught in the middle—reporting to the senior management or executives above, and responsible for directing the contributors (or other managers) below. Conventional wisdom suggests that the former are more important than the latter. They pay your salary, evaluate your performance, and generally tell you what you should be doing.

It’s actually the other way around.

When tech companies hire managers, it’s almost always with growth in mind. They’re looking for someone who can attract and retain top talent. Strange as it may sound, actual “management” is only a secondary concern.

Therefore, the best way to be successful as a manager, in the long term, is for people to love working for you. You will get amazing results. They might not be exactly what the people above you asked for, but that's where your skill is required—show that it's better and that they can trust you and your team more than they thought.

Your career is an opportunity to build a group of people who will follow you anywhere, thus making you very valuable yourself. Getting people to love working for you, while still making senior decision-makers happy, is a non-trivial skill, and requires a lot of study and practice. (You’ll make mistakes.)

Here are some ways to earn the loyalty and trust of your team:

Let them grow

Talented people love to try new things. Let developers try a new language or platform (Erlang? Node.js?) for their next project. Let them design a new feature themselves, rather than being handed a spec. Put them in direct contact with customers. Different things will appeal to different people, but everyone wants to learn.

Grow yourself

Be humble, and ask your team how you could do your job better. This requires an open, trusting relationship, so do everything you can to nurture that as well. If people trust you, they will not see this as an opportunity to take advantage of you. They will respect you for trying to improve.

Fight for them

Show that you advocate their interests throughout the company, whether it’s in terms of compensation, strategy, or culture.

Be proactive

The worst time to try to get someone a raise, promotion, or new responsibilities is when they threaten to leave. Don’t let it get to that point.

Treat your team like the precious resource that they are, and you will be rewarded in the long run.

Monday, October 27, 2014

Per Device, Per Month or Per User? Tips for Pricing Managed Services


Which managed services pricing model works best -– per device, per month or per user? Mike Byrne, AVG Technologies' (AVG's) director of partner enablement, shared his thoughts on how managed service providers (MSPs) can price their offerings during a breakout session at this week's AVG Cloud Partner Summit in Phoenix.

Byrne noted standardization is key when it comes to pricing managed services. "Pricing is not an easy process, but it's an easy process if you just apply the same methodology to it," he told summit attendees.

Byrne also pointed out there are several factors that impact managed services pricing, including the competitive landscape, hardware costs, software costs, and technical and account management

So how should an MSP price its services? Byrne provided the following tips:


  1. Know your labor costs -- "Labor is key," Byrne said. "You really have to focus on all of the interactions between your team and the software you've deployed."
  2. Know the competition -- An MSP needs to review the competitive landscape to ensure it is offering managed services that meet its customers' needs and are competitively priced.
  3. Know your personnel and internal costs -- "When you're building a managed services offering, the only figure you need to determine is what you're paying your staff," Byrne said. "From an internal cost perspective, it's all about understanding your labor and understanding how long it takes for you to provide all of your deliverables."
  4. Know your service delivery costs -- It is important for an MSP to determine alert and notification, patch management and other service delivery costs before pricing its managed services.
  5. Know your devices -- Checklists are vital for MSPs because they allow service providers to monitor and evaluate all of the devices that they support.


Byrne ultimately recommended per month or contract-based pricing for MSPs because it can help them better manage their costs.

"Per device pricing, to me, is the single biggest roadblock for MSPs, and the problem with per user is you run into scenarios where you have office staff versus non-office staff users," Byrne added. "But MSPs can put every cost into all of their contracts."

Thursday, October 23, 2014

How To Stay Calm And Perform Under Pressure


The most important task of any manager in very stressful, high pressure and extremely demanding situations is to keep calm and to keep one's shirt on. It's not about finding quick solutions in the first place. It's about avoiding chaos, about stabilizing the situation, and re-injecting self-confidence into the organization. And only afterwards looking for adequate solutions.

To get around the risk of facing stressed leadership I'd like to present two formula which help me to stay even-tempered and focused during critical times and crisis. They are straightforward in concept and with will and repetitive practice also in execution:

The START Formula – This is a preventive concept, i.e. knowing and applying it assists in minimizing the risk to encounter possible headless chicken situations.

The SWITCH Formula – Once you find yourself in a situation where you are about to lose your head you better exercise this method to stay on course and to keep your cool.


THE START FORMULA

If you live by the START formula you significantly reduce the risk to be dragged into situations where you might lose your temper and head.

S - Stand Up
Make your point and explain your strategy and action plan. Don't allow others pushing you around. Don't be afraid to say no, especially if you’ve already got too much on your plate.

T - Trust
Trust in yourself and others.

A - Action
Action your strategy and plans. Push back if needed. Eliminate all possible distractions like unnecessary meetings, phone calls, etc.

R - Respond
Be responsive and responsible. Keep your line managers, peers, and all other stakeholders always informed and regularly ask for their opinions. If you need help, be brave enough to ask for it.

T - Take It Easy
Don´t take yourself and your tasks too serious. We are all replaceable. Don’t give in to stress or anxiety – no matter how far behind you are or how badly you’ve messed up. Relax.


THE SWITCH FORMULA

Once you find yourself in deep and unknown waters applying this method will help you to keep your wits and calm.

S – STOP
Stop running and chasing your tail. Sit down. No further movements.

W – Wait
Make sure you allocate yourself as much downtime as necessary.

I – Inhale
Inhale and breathe. It clears your head. It'll balance the analytical processes of the mind with your emotions and gut.

T – Think
Contemplate about the situation you're in. Try to understand the root causes and interdependencies. Important: Always allow more time than you think you’ll need.

C – Calculate
Calculate and plan. Set yourself and your team clear goals. Break them down into monthly, weekly, and daily milestone targets. They should be specific, measurable, actionable, realistic, and time-bound (SMART). Leave a sufficiently big buffer between every task.

H - Head and Proceed
Once you are clear about your objectives and your action plan, and only then, move on and execute.


FINAL THOUGHT

We all know that the more we rush, the higher the chances we fail. Still, often we do it with or without realizing it. In consequence we often create more waste and churn, trigger unnecessary activities, put too much pressure on others and make them feel uncomfortable, and might fail to spot real problems or real opportunities to improve.

Saturday, October 4, 2014

How to instill innovation into managed services




Application managed services are the bread and butter of every services organization. These services are either supported remotely or onsite at the client premises. These services are typically SLA and ticket based services with the financials agreed mutually based on ticket volumes and nature.


Sounds good .But how can this routine work be made innovative. Is it possible to give value innovations to the customer while managing his services? Is it possible to achieve or create business transformational value through this outsourcing activity?
It is not very easy but it can be very done with a little planning and vision.


Let us take a typical application services contract of 60 months. We now plan the execution of this contract into three time boxed phases with each phase seamlessly integrating with the next phase.


1. The “bread and butter phase” – (0-18 months)-The phase signals the start of the contract where the agreed SLAs and ticket volumes need to be negotiated. The service provider has to make sure that this phase builds the confidence of the customer and fulfills his business needs as per the requirements. This phase also plays a very important role in smoothening or pacifying the negative stakeholders who might be against the outsourced contract. Every executed step and communication has to be clear, concise and informed to all hierarchical levels within the client organization. This not only creates accountability but also helps the service provider gain support from the top echelons of the customer. One word of caution; this phase should end with the stability of the system and the applications.Unless the system is stable and under control, there is no point of going into the next phase.


2. The “Differentiator phase” – (18 – 40 months) The phase mostly occurs at the hump of the contract .At this stage the systems and applications are stable and we should typically have a satisfied client at this point who has expressed faith and confidence in the provider’s ability to support their needs. The time is ripe to unleash the power of the differentiators. A differentiator can be any tool, process, person or technique that adds value to the managed services value chain. The value added can be an additive value, for example adding a tool to automate a manual process that reduces the ticket count or improvement value, adding or changing a process that reduces the cycle time of an operation. A differentiator can also be a person who advises the client in the capacity of an expert and helps the client in achieving key business results .So Differentiators can be of the following types:


1. Product differentiators


2. Process differentiators


3. Technology differentiators


4. People differentiators


While adding any differentiator the service provider should ponder on the following questions:


Is the differentiator leveraging the core competency of my organization?


If I were the client, would I want this differentiator to improve my business processes?

What is the future of the differentiator? Will it get obsolete in the future? What are options and way ahead?

3. The “Look beyond the value chain” phase (40 – 60 months) this phase is the most important phase in the life span of the managed services and also the most confusing one. At this stage the expectation of the client from the provider is sky high and the client wants the provider to work as a partner towards improving and adding value to his business. This phase is the “make or break” phase for every service provider. Providers who negotiate this phase successfully become service innovators and move up the value chain; others remain as service providers fighting for crumbs in the market. 

The following questions need to be addressed smartly by the service provider to graduate to the next level.

Are there any business gaps in the client’s business chain that is affecting my service directly or indirectly? Can I address that problem and propose a solution?


Are there any organizational changes anticipated within the client business that will give me additional opportunities beyond my service? Do I have the competency to take up that opportunity?


Has the client planned any merger, acquisition or strategic alliance? What will be my role in that scenario? Will I become part of the large picture? What needs to be done for that?


We are in the last leg of the contract and if I were the client, will I extend the contract for one more term? What are the value additions that I can offer the client in the next term? Who will be my new competitors in the next term?


Have I added to the core competency of my organization through this contract? Has it been a win-win situation? What learnings can I leverage to other clients from this contract?


So I believe a well-planned managed services contract offers a lot of opportunities for innovations and can create a strong customer value preposition that can extend beyond the contract terms.

How to “culture manage” your customer


Scholars have never been able to agree on a simple definition of culture. In the 1870s,the anthropologist Edward Taylor defined culture as “that complex whole which includes knowledge,belief,art,morals,law,custom and other capabilities acquired by man as a member of society. “Geert Hofstede, an expert in cross cultural differences and management, defined culture as “the collective programming of the mind which distinguishes the members of one human group from another.” Culture in this sense includes systems of values and values are among the building blocks of culture. Looking at the above definitions we can say that culture is something which is passed on from one generation to another and is very unique and tailored for a society.

Geert Hofstede carried out a study, in the 1960s and 1970s, in which he used the information provided by more than 1, 16,000 questionnaires, filled by IBM employees spread across 70 different countries regarding their attitudes and values. On the basis of his study he claimed that different cultures can be classified with the help of four cultural dimensions-power distance, individualism versus collectivism, uncertainty avoidance, and masculinity versus femininity.

Power Distance: This dimension describes the relationships between the superior and the subordinates. In high power distance societies there is little or no interaction between the superior and the subordinates and the latter is expected to carry out the orders without questioning. In low power distance societies, there is lot of interaction between the superiors and the subordinates and subordinates carry out the orders of the superiors if they are satisfied with it.

Individualism versus collectivism: In individualistic societies people are more concerned about themselves, and their near and dear ones. In such societies greater emphasis is on individual freedom, individual initiative, individual achievement and individual recognition. In such societies relationships are mostly professional. Collectivism is the opposite of individualism. In such societies greater emphasis is on group identity, group affiliation, group achievement and group recognition. In such societies strong emotional relationships exist among individuals and loyalty is highly valued.

Uncertainty avoidance: This dimension tells us up to what extent people of a society are ready to accept ambiguous situations and uncertainities.In societies where there is prevalence of high uncertainty avoidance culture; people tend to develop formal rules and regulations which specify the standard operating procedures to be followed in every situation. In low uncertainty avoidance societies, people are not afraid of ambiguity and uncertainty, and are willing to take risk and venture into the unknown.

Masculinity vs. Femininity: In societies where there is greater emphasis on masculinity, the dominating values are – success, money and fame. In such societies people want to be the best and they have no sympathy for the losers. The sex roles are sharply distinguished and there is differentiation between males and females in the same job. In societies where feminine culture prevails, the dominating values are caring for others and quality of life. People place greater importance on cooperation and friendly working environment. In such societies differentiation is not made between males and females in the same job.

So now the big question is Can we apply Hofstede’s analysis to culture manage a customer and tailor our behavior and working style as per the customer.

I divided Hofstede attributes into the following two-by-two matrices:

1. Power distance-uncertainty avoidance matrix.

2. Individualism- masculinity matrix.

The results are as shown in the diagrams below.




So based on Power distance-uncertainty avoidance matrix we identify four types of customers:


1.”Convince me”: Such customers are willing to explore new avenues but the pre requisite is that the decision has to come from the very top. Every proposal has to be data and fact driven and the top management is the sole authority to take the final decision.


2. Visionary: They prefer a consultative style of working. They get excited by new avenues and ideas and are willing to take risks and go the extra mile. They are entrepreneurs by heart and are more functionality driven by nature and attitude irrespective of the costs.


3. Rule book: They have decided what they want and orders have come right from the top. So just give them what they want and nothing beyond their expectations.


4. Laggard: They are open to discussions and want to explore new avenues and opportunities but are highly risk averse by nature. They prefer to discuss the future without changing the present. It is preferable not to waste time in too much of discussions with these kinds of customers as decisions might not come or might come very slowly based on the market conditions.






So based on Individualism- masculinity matrix we identify four types of customers:


1. Happy go lucky: These organizations have mostly employee friendly cultures. They believe in getting to the top but not the cost of their employees and work ethics. Every avenue or opportunity explored by such organizations would have a societal quotient to it.


2. Laissez-faire: These are mostly declining organizations. They have a sense of inertia ingrained at every level within the organization and decisions either don’t get implemented or get stuck up in red tape. It is preferable not to waste too much time with such customers


3. Bulldozer: They are the “get things done” organization. They are always in a hurry and are filled with employees with innovative and out-of-the-box thinking. They are always looking out for new opportunities and avenues to get ahead of their competitors and have an insatiable thirst for knowledge and power.


4. Beehive: They want to grow and get ahead but the decisions have to be approved in a consensus way. Every decision and opportunity is valued based on the group comments and group approval. Such organizations spend a lot of time in building up consensus to explore new opportunities and growth markets and believe in group recognition and group success.


So these are some of the typical customer types which needs appropriate culture management to create win-win situations.

Saturday, September 20, 2014

Cisco buys private cloud provider Metacloud

The company hopes to attract enterprises and operators with Metacloud's OpenStack-based technology


Cisco Systems plans to acquire privately held Metacloud, which specializes in private clouds based on the OpenStack-based open-source cloud computing platform.
The goal with the acquisition is to accelerate Cisco's Intercloud strategy, which was announced in March. At the time, the company said it would invest over US$1 billion to expand its cloud business over the next two years, including building an OpenStack-based "network of clouds" with partners.
Metacloud -- which is based in Pasadena, California -- fits like a glove with that strategy. The company deploys and operates private clouds for large organizations with a OpenStack-as-a-Service model. They run in the customer's own data center, according to Cisco.
With Metacloud's technology enterprises can match the operational benefits of public clouds with the security and control provided by private clouds, Cisco said. Service providers, meanwhile, can combine their public cloud deployments with remotely managed OpenStack private clouds, Cisco noted. The company foresees a future where enterprises use a mix of private and public clouds as well as on-premise applications.
That Cisco is showing a growing interest in private clouds doesn't come as a surprise. The price war between public cloud providers Amazon Web Services, Google and Microsoft has forced much of the rest of the industry to change tactics, focusing more on private clouds in the process.
Cisco's acquisition of Metacloud is expected to be complete before the end of next month. Once that happens, the company's employees will join Cisco's Cloud Infrastructure and Managed Services organization, Cisco said. The value of the deal was not disclosed.

Tuesday, June 10, 2014

17 Ways to Be Happier at Work


1. Don't compare yourself to others.

Everybody, and I mean everybody, starts out in a different place and is headed on their own journey. You have NO idea where someone else's journey might lead them, so drawing comparisons is a complete waste of time.

2. Never obsess over things you cannot control.


While it's often important to know about other things--like the economy, the markets that you sell to, the actions that others might take, your focus should remain on what you actually control, which is 1) your own thoughts and 2) your own actions.

3. Know and keep your personal limits and boundaries.


While your job might sometimes seem like the most important thing in your world, you're killing a part of yourself if you let work situations push you into places that violate your privacy and your integrity.

4. Don't over commit yourself or your team.


It's great to be enthusiastic and willing to go the "extra mile," but making promises that you (or your team) can't reasonably keep is simply a way to create failure and disappointment.

5. Remember you get the same amount of time every day as everyone else.


You may feel you're short on time and that you need more of it, but the simple truth is that when the day started, you got your fair share: 24 hours. Nobody got any more than you did, so stop complaining.

6. Don't take yourself so seriously; nobody else does.


The ability to laugh at your foibles not only makes you happier as a person, it makes you more powerful, more influential and more attractive to others. If you can't laugh at yourself, everyone else will be laughing behind your back.

7. Daydream more rather than less.


The idea that daydreaming and working are mutually exclusive belongs back in the 20th century. It's when you let your thoughts wander that you're more likely to have the insights that will make you both unique and more competitive.

8. Don't bother with hate; it's not worth the effort.


Hate is an emotional parasite that eats away at your energy and health. If something is wrong with the world and you can change it, take action. If you can't take action, you're better off to forgive and forget.

9. Make peace with your past lest it create your future.


Focusing on past mistakes or wrongs inflicted on you is exactly like driving a car while looking in the rear view mirror. You'll keep heading in the same direction until you collide with something solid.

10. Don't try to "win" every argument.


Some battles aren't worth fighting, and many people are easier to handle when they think they've won the argument. What's important isn't "winning," but what you, and the other people involved, plan to do next.

11. Remember that nobody is in charge of your happiness except you.


While some work environments are inherently difficult, if you're consistently miserable it's your fault. You owe it to yourself and your coworkers to either find a job that makes you happy or make the best of the job you've got.

12. Smile and laugh more frequently.


Contrary to popular belief, smiling and laughter are not the RESULT of being happy; they're part of a cycle that both creates and reinforces happiness. Find reasons to smile.  Never, ever suppress a laugh.

13. Don't waste precious energy on malice and gossip.


Before you tell a story about anybody else, or listen to such a story, ask yourself four questions: 1) Is it true? 2) Is it kind? 3) Is it necessary? and 4) Would I want somebody telling a similar story about me?

14. Don't worry what others think about you; it's none of your business.


You can't mind read and you don't have everyone else wired into a lie detector. Truly, you really have NO IDEA what anyone is REALLY thinking about you. It's a total waste of time and energy to try.

15. Remember that however bad (or good) a situation is, it will inevitably change.


The nature of the physical universe is change. Nothing remains the same; everything is, as the gurus say, transitory. Whether you're celebrating or mourning or something in between, this, too, will pass.

16. Trash everything in your work area that isn't useful or beautiful.


Think about it: you're going to spend about a third of your waking adult life at work. Why would you want to fill your work environment--and that part of your life--with objects that are useless and ugly?

17. Believe that the best is yet to come, no matter what.


When my grandmother was widowed in her 70s, she went back to college, traveled across Europe in youth hostels, and learned Japanese painting, among many other activities. The last thing she told me was: "You know, Geoffers, life begins at 90."
 

Thursday, March 27, 2014

Value of Mentoring


A mentor is that one person who can guide you, help you, take you under his or her wing, and nurture your career quest.  What separates a mentor from the average contact is long-term commitment and deep seated investment in your future.  Mentors not only help you in your career, but they can also be very influential in your personal life.


Without a good mentor people find themselves running in place.  You are making decisions and going down roads blind.  No amount of hard work will compensate for going the wrong direction.  In most cases you wont even know it was the wrong direction until you reach the end.  You need that person to hold up the U-turn sign.

  So what makes up a good mentor?  Many people feel that being a mentor requires special skills, but mentors are simply people who have the qualities of good role models.

Mentors listen.
They maintain eye contact and give mentees their full attention.
Mentors guide.
Mentors are there to help their mentees find life direction, never to push them.
Mentors are practical.
They give insights about keeping on task and setting goals and priorities.
Mentors educate.
Mentors educate about life and their own careers.
Mentors provide insight.
Mentors use their personal experience to help their mentees avoid mistakes and learn from good decisions.
Mentors are accessible.
Mentors are available as a resource and a sounding board.
Mentors criticize constructively.
When necessary, mentors point out areas that need improvement, always focusing on the mentee’s behavior, never his/her character.
Mentors are supportive.
No matter how painful the mentee’s experience, mentors continue to encourage them to learn and improve.
Mentors are specific.
Mentors give specific advice on what was done well or could be corrected, what was achieved and the benefits of various actions.
Mentors care.
Mentors care about their mentees’ progress in school and career planning, as well as their personal development.
Mentors succeed.
Mentors not only are successful themselves, but they also foster success in others.
Mentors are admirable.
Mentors are usually well respected in their organizations and in the community.




 

Tuesday, March 18, 2014

Prioritization matrix for competitive advantage


Professional Services Organizations comprise a diverse set of firms – information technology, management consulting, audit & advisory, architecture, engineering, recruiting, marketing, advertising, public relations, legal, research & development, training etc.

Here’s a matrix for analyzing various initiatives/ business segments. It’s in the form of a quadrant (four boxes) taking as its axes – ‘cash flow’ against ‘differentiation’. It is useful for selecting initiatives to actively focus and allocate your resources in order to maximize profits and get highest value returns. It may also help you analyze your revenue stream and redefine offerings in the market.



Some of the business initiatives/ units for a typical Professional Services Organization are: Staffing services, advisory services, managed services, project-based consulting, strategic planning, process re-engineering, change management, integration services etc.

Quadrant 1: Low Cash-flow & Low Differentiation

These are commoditized areas where your market presence is weak due to lack of differentiation. These initiatives generate barely enough profit to maintain the sustainability of the unit. Furthermore, they depress the company’s profitability over a period of time.

Recommended Actions:
  • Dilute your focus
  • Avoid any capital investments
Quadrant 2: High Cash-flow & Low Differentiation

These units generate quick & surplus cash in comparison to the amount needed to maintain them. If competition is high and there are few opportunities for differentiation; then it may be less attractive for further investment. These units are regarded as dull and boring in a mature market.

Recommended Actions:
  • Harvest the cash-flow & maximize profits
  • Invest resources only if it gets immediate ROI
  • Increase market share by volume discounting
 Quadrant 3: Low Cash-flow & High Differentiation

These units are niche and/or fragmented segments with a potential to grow. They could generate higher revenue and improve the company’s competitive advantage. You need to work incrementally to gain market share. If you do not succeed then the unit might consume a lot of cash and hinder your profitability; and drain your resources.

Recommended Actions:
  • Expend efforts wisely and in a discretionary manner
  • Use innovation to differentiate from competition
Quadrant 4: High Cash-flow & High Differentiation

These are areas where you are well-established and you have a good reputation with clients. It’s a growing market with many opportunities and scope for building your own market share.

Recommended Actions:
  • Focus actively on this business
  • Grow market share by engaging your best resources
  • Make continued investments
 

Wednesday, January 29, 2014

Tech 10: Must-See Managed Service Products

New Looks For MSPs

Are you in need of a new tool, platform or program to help your managed services businesses grow?
 Here are 10 offerings from some of the top cloud and systems management software companies, from wireless-as-a-service to managed cloud services, that add new wrinkles to the MSP model.

10. Adtran Wi-Fi As A Service

Adtran's Wi-Fi-as-a-Service is an attempt to convert wireless networking into a cloud service. The networking vendor this summer introduced a new program called ProCloud for both existing MSPs and newcomers to managed services. The program allows solution providers to either offer an Adtran Wi-Fi as a service through ProCloud or brand the Wif-Fi as a service with their own company name through the ProCloud Private Label.



9. Unified Office Total Connect Now

Cloud service provider Unified Office is looking to leverage the bring-your-own-device (BYOD) trend for MSPs. The company unveiled a new open-systems-based platform called Total Connect Now, which creates a virtual office communications service for SMB clients. The private cloud platform offers voice mail, instant messaging, videoconferencing and virtual receptionist features.



8. Verdasys Managed Service For Information Protection

Security vendor Verdasys is bringing data loss prevention (DLP) to managed services via its new cloud-based managed service. Introduced earlier this year, Verdasys' Managed Service for Information Protection (MISP) is designed for midmarket and enterprise customers with 1,000 employees or more. The managed service is delivered through Verdasys' Secure Cloud and is designed to protect corporate data as well as provide insider threat management, policy enforcement and compliance features.


7. Spanlink Communications OnGuard

Top Cisco collaboration partner Spanlink Communications earlier this year introduced OnGuard, a managed services suite for enterprise call center and telepresence videoconferencing. OnGuard also provides switching and router services. The Ciscofocused managed services come in two packages: a basic offering called OnGuard Maintain that provides monitoring and engineering support plus audits, service level agreements and notification services. On Guard Manage includes patch management, desktop and license management and application failure testing.




6. ArrowSphere XSP Central

Arrow Electronics added a new layer to its ArrowSphere cloud aggregation and brokerage platform with a new offering for MSPs. ArrowSphere xSP Central is a cloud services tool designed to assist MSPs in monitoring all the different cloud software licenses inside a customer environment with a central management platform. The xSP Central tool also includes a forecasting capability that can help VARs calculate the total cost of all a customers' cloud services.


5. ConnectWise Integration With OS33

Systems management software maker ConnectWise is looking to assist its MSP customers with their migration to the cloud. To do so, ConnectWise recently announced an integration agreement with OS33, a private cloud services firm, which will give MSPs a single IT solution that can help them deliver both managed services and cloud services. The combined ConnectWise and OS33 solution also enables MSPs to track cloud and data usage, and add more features like security and on-premise services.
 

4. Panorama9 MSP Interface

Panorama9, which makes a cloud-based IT management platform, recently unveiled new updates to both its MSP Partner Program and its platform. The Panorama9 platform now allows users to assign responsibilities, select user access for clients and add client notes. The update also brings visual enhancements, new notification templates, and advanced integration with Zendesk's customer service software and other help desk systems.
 

3. Kaseya Traverse

Kaseya is stepping up its cloud game with a new Software-asa- Service tool for performance monitoring. Kaseya's Traverse is designed to give MSPs a predictive analytics, performance monitoring and business service management tool for cloud, onpremise and hybrid environments. Kaseya added Traverse when it acquired software maker Zyrion earlier this year.


2. Synnex ConvergeSolv Secure Networking

Synnex's ConvergeSolv Secure Networking Group, which focuses on networking, unified communications and network security solutions, added managed wireless services and hosted notifications to its service offerings. The managed wireless service will allow MSPs to provide configuration, monitoring and upgrade services, among others, for SMB and enterprise-level wireless networks. The hosted notification service, meanwhile, gives MSPs a subscription-based cloud service that automates notifications and reminders.

1. NetEnrich IT Operations Platform

NetEnrich recently added two new offerings to its IT operations platforms for managed service providers. First, the company added a new customizable dashboard that allows MSPs a complete view of all the hosted services and IT assets in a client's environment. Second is the ability for MSPs to brand the client interface with their own company name. NetEnrich's IT operations platform also includes unified alert monitoring, improved capacity reporting and a Custom Escalation Matrix.


 

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