Mid-Year Check-In: Continuum CMO Jeanne Hopkins

Jeanne Hopkins
Jeanne Hopkins

Welcome to the midway point of 2016 -- the perfect time to check in with key industry influencers for their views on the IT channel, the economy and emerging trends for partners. In today's edition, we hear from Continuum Senior VP and Chief Marketing Officer Jeanne Hopkins.

Continuum offers RMM (remote monitoring and management), NOC (network operations center) and BDR (backup and disaster recovery) services specifically designed for MSPs. Here's the Mid-Year Check-In with Hopkins.

ChannelE2E: What are the three most important business/IT trends you tracked during the first half of 2016, and what did they mean to Continuum?

Hopkins: We're seeing organizations flex their muscles, changing out teams and looking for growth opportunities. We're helping partners accordingly. I'd organize the "movements" into three categories:

  • First, you've got continued acquisitions as MSPs buy other MSPs to move into additional geographies.
  • Second, there are the mergers -- key deals like Dell acquiring EMC.
  • And third, there's the industry consolidation, like SolarWinds acquiring LogicNow.

ChannelE2E: How have Continuum's partners been evolving in the first half of 2016?

Hopkins: Our partners understand the value of consolidating vendors to a single pane of glass in order to focus their time and energy on a solution that will grow their business and increase their profitability. By advancing their technological solutions -- not focusing on the recruitment and retention of technicians -- our partners are able to turn their attention to sales & marketing programs to keep their current clients happy and to acquire new clients.

ChannelE2E: Let's turn to Continuum itself. What was the most strategic product or service the company launched in recent months?

HopkinsContinuity247 is the backup platform that allows partners to leverage the fully managed aspect of our NOC. Our NOC, in turn, will monitor and verify backups as well as providing recovery, troubleshooting, and testing support. In addition to product flexibility and pricing predictability, Continuity247 allows our partners to focus on client relationships and strategic growth.

ChannelE2E: What are Continuum's top three priorities for the second half of 2016?

Hopkins: We're very focused on continued international growth; continued backup product growth; and continued partner success.

ChannelE2E: What new steps are you taking to empower and train partners in the months ahead?

Hopkins: We are continuing with sales and marketing support. We're launching a special Sales track in Continuum University in addition to expanded Marketing Genius Bar support of our partners. Looking to help them become sales and marketing powerhouses in addition to IT ninjas.

Mid-Year Check-In, delivered each July by ChannelE2E, shares the latest views and perspectives from IT channel thought leaders. 

Joe Panettieri

Joe Panettieri is co-founder & editorial director of MSSP Alert and ChannelE2E, the two leading news & analysis sites for managed service providers in the cybersecurity market.