OpenText's Secure Cloud For MSPs (EP 994)
Michael DePalma, OpenText's VP of Business Development, dives into their massive channel revamp after a full year, covering Secure Cloud upgrades and killer MSP partnerships like Hats AI. He breaks down real MSP pain points from 2025 and how OpenText listens to deliver value without the salesy BS.
DePalma's been at it a year since jumping from Datto and Kaseya to OpenText's massive operation—25,000 employees, billions in revenue, but they give his team real autonomy to hit numbers without micromanaging. They've streamlined everything into one Secure Cloud portal, fixed Microsoft 365 pains with better UX and 98.7% in-house support, and launched partnerships that enable MSPs, not compete—like Hats AI for managing client LLMs securely. No more competing product silos from the Zix/AppRiver days; now it's one account manager, transparent pricing, month-to-month terms, and focus on filling your stack gaps, especially for N-Able partners.
Chapters:
- 02:40 Introducing Michael DePalma and OpenText
- 05:05 OpenText, AppRiver, and Secure Cloud evolution
- 10:20 Building a modern partner program
- 13:20 Microsoft 365, support strategy, and N-able alignment
- 17:45 Pricing philosophy and true partner conversations
- 19:50 MSP headwinds in 2025 and planning for 2026
- 21:50 Roadshows, Microsoft workshops, and MSP enablement
- 24:50 Michael’s Family Feud story
- 25:58 Rethinking channel events and the power of relationships
Guest: Michael DePalma, OpenText
- Website: https://www.opentext.com
- LinkedIn: https://www.linkedin.com/in/michaeldepalma1
Shout-outs
- Eric Simpson, Channel Mastered: https://www.channelmastered.com
- Christine Gassman, OpenText: https://www.linkedin.com/in/christinegassman/
Companies / Vendors / Products Mentioned
- Zix: https://www.zix.com
- CloudAlly: https://www.cloudally.com
- N-able: https://www.n-able.com
- Datto: https://www.datto.com
- Kaseya: https://www.kaseya.com
- Hatz: https://hatz.ai/
- Secure Cloud: https://cybersecurity.opentext.com/solutions/msp/
- Cove (N-able Cove Data Protection): https://www.n-able.com/products/cove-data-protection
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