Google Apps. is the brand for Google’s various products, targeting businesses in the SMB and enterprise space, as well as education. It centers around Google’s flagship email platform, but also includes calendars, documents, sites, collaboration with Microsoft Office, and a marketplace where customers can obtain applications that will integrate with their business Gmail in categories including finance, customer management, project management, and more.
Traditionally, people consider Google Apps as the platform of choice for SMBs that have a degree of IT skills themselves, are looking to deploy technology solutions on shoestring budgets, and are willing to go it alone. They don’t mind sacrificing some interoperability to gain “good enough” services for a minimum investment; and this works out well for them since the majority of features users actually need in their email, calendaring, documents, etc. are on par with other offerings. Many MSPs will try to discourage customers from considering Google Apps out of fear that Google Apps might make them less useful to their customers, and there is some validity to that.
However, Google Apps does offer a Resellers Program that MSPs should check out. The MSP program provides managed services providers with two different avenues that they can pursue to make Google Apps a profitable part of the service offerings. The SMB track is built around MSPs with customers sized up to 250 users, while the Enterprise track is for MSPs whose customers range from 250 to 2000 (or more) users. MSPs can pursue both tracks, though it appears that you should “get your feet wet” in the SMB track, as the Enterprise track is listed as invitation only. MSPs with a track record supporting larger customers already may have an edge, but you can also build your experience in the SMB track and then apply for the enterprise track later.
The Google Apps reseller program offers several ways to help MSPs get started and includes marketing materials and strategies, and training for sales and technical deployment and support. Resellers that provide deployment and support services that include branded portals so that their customers will see the MSP’s contact information when they look for help.
As a reseller, an MSP is expected to be the customer’s primary contact for the customer’s deployment of Google Apps. You would provide tailored deployments, guidance and best practices, billing, and support services. The program is designed to provide you with a recurring revenue stream, strengthen your company’s role as a strategic partner with your customer, and provide opportunities for further Google App. adoptions.
As an MSP, you owe it to your customers and your own business to familiarize yourself with Google Apps, and decide whether you want to view the platform as a competing product to your core business, or embrace it as a new revenue stream. Whichever way you go, make the decision well informed, and consider both the pros and the cons of Google Apps for your customers and your own business. You can learn more about the Google Apps reseller program at: .
