N-able Mid-Market Managed Services Push Proving Lucrative

Vendor signs 120 MSPs since program launch

Channel News Roundup:
Gartner, CompTIA Paint Brighter Industry Picture; HP Ups PartnerOne Designations; Ingram Offers New End-user Leasing Program

October 9, 2009

D.H. Kass

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N-able Technologies, a supplier of remote monitoring and management software for managed service providers, said that it has signed about 120 MSPs to its mid-market partner program since launching the initiative last May, a figure it aims to double in the next year.

An increasing number of MSPs have begun to target mid-sized businesses, pressing openings to work together with internal IT departments to provide services such as help desk and second level support.

Company officials said that the vendor’s mid-market program, which guides pre-qualified sales leads to MSPs, now includes 15 percent of its top resellers and about six percent of its total number of partners worldwide.

“Right out of the gate, our mid-market partner program has done really well in North America and we are continuing to see high growth potential and increasing interest from partners around the globe,” said Mike Cullen, N-able vice president of sales.

“We expect to see greater traction around the program in the months ahead and will close the year out strong and really hit the ground running in 2010,” he said.

Under the program, N-able’s sales organization fields incoming leads and matches customers’ requirements to channel partners who cultivate the opportunity. The company said a significant portion of sales opportunities come from organizations averaging about 250 seats.

Program suits forward-looking partners

“The program is for MSPs that want to move upstream and want a bigger piece of the pie,” said Frank Colletti, N-able director of sales. “Our sales organization helps partners from beginning to end to fulfill a sale. We’re helping partners to take the cost out of arranging a deal.”

Colletti said that N-able’s move into the mid-market, which it test piloted late in 2008, has revealed clear preferences from mid-market organizations on how they want MSPs to work with them.

“MSPs get push back of they want to outsource a mid-market’s entire IT infrastructure,” he said. “A better way in is with an a la carte approach, perhaps starting with help desk and second level support.”

One N-able partner said that its participation in the mid-market program allowed it to compete for and ultimately win a deal with a customer it might not otherwise have pursued.

“Since signing up for the midmarket partner program in June, we’ve received a number of qualified business leads and just recently closed a sizable deal with a large advertising agency that wasn’t even on our radar,” said Tony Cook, Datapro director of business development.

Colletti said the vendor’s goal for the program is to bring more revenue to its partners.

Channel News Roundup:
Gartner, CompTIA Paint Brighter Industry Picture; HP Ups PartnerOne Designations; Ingram Offers New End-user Leasing Program

Gartner, CompTIA Paint Brighter Industry Picture

Researcher Gartner Group has revised its forecast for 2009 worldwide shipments of personal computers, painting a brighter picture of the industry’s performance than it did in June.

Gartner now figures that computer makers are on track to ship 285 million personal computers worldwide this year, as compared with the 291 million units shipped last year.

The researcher said it expects the industry to post more PC shipments in the fourth quarter this year than in the same period last year. The expected year-over-year decline in PC shipments is about 2 percent.

In the first half of 2009, PC shipments shrank by more than 4 percent when compared with a similar period last year, the researcher said.

A Gartner analyst attributed the rosier view to sustained growth of mobile PCs and stronger than expected shipments of desktop systems.

“PC demand appears to be running much stronger than we expected in June, especially in the U.S. and China,” said George Shiffler, a Gartner research director.

“Mobile PC shipments have regained substantial momentum, especially in emerging markets, and the decline in desk-based PC shipments is slowing down,” he said. “We think shipments are likely to be growing again in the fourth quarter of 2009 compared to the fourth quarter of 2008.”

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TAGS: IT,HP,managed services,Ingram,N-able

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