Mike Cullen, N-able Technologies

Channel Chief Name	Mike Cullen
Channel Chief Title	VP, Sales
Company and Division	N-able Technologies
Markets Served:	MSP
Company's overall 2007 revenue:	n/a
Percentage of revenue from solution providers:	100%
Number of years with the company:	6+
Number of years involved with indirect sales:	11
Number of employees in channel organization:	140
To whom do you report in your organization?	Elias Diamantopoulos, COO
Does that individual report to your CEO/president?	Yes
Describe your channel organization's major accomplishments over the past year:	• Introduced Field Sales resources and strategically aligned the sales force into teams to better service and support the varying needs of our partners and grow their business. • Teamed with Intel and expanded footprint internationally with addition of China, expansion in Europe and the upcoming debut of an Australia/NZ branch office in February 2008. • Streamlined partner engagement strategy to better align our sales folks (inside and field) with the partner development teams -- also introduced the Velocity Partner Center. • Moved pricing from user license to per device, giving the channel partners more flexibility and greater return on investment.
List up to 10 of your top products sold through the channel:	N-central 6.5 is available for purchase as part of Velocity System or Momentum System. It's also a free upgrade for N-able partners using N-able's maintenance and support services. • N-able's Velocity System (licensed software) • N-able's Momentum System (hosted software) DESCRIPTION: N-central 6.5 is the leading remote monitoring and management platform deployed globally by managed service providers (MSPs) servicing the small-and medium-sized business market. N-central's advanced desktop management, automated configuration management, reporting and agent and agentless monitoring are what sets it apart from the competition.
Describe how your partner community has grown over the past year:	N-able's Partner Program has more than 1,400+ partner World Wide with the vast majority in North America (1,300). We've added approx. 415 new partners in the last 12 months We plan to increase our partner base by approx 35% in 2008. On average, our partners' are experiencing growth rates between 36% and 40% year-over-year, with profitability up more than 10%.
Name the one individual who has had the most profound impact on your life:	Steve Ballmer, CEO of Microsoft --- offers an explosive enthusiasm, has a no-BS attitude and offers a powerful vision for the industry.
Please name the single most innovative initiative for which you were responsible for the past year?	In 2007, Mike and the N-able sales, marketing and partner dev teams began supporting, attending and speaking at partner events to drive demand and help close sales for its partners. They also hosted a multi-city roadshow and three partner summits. In 2008, N-able will debut an impressive line up of regional roadshow events (27) and host a grand summit event -- the goal being to take the opportunity and technology to the partners' home towns. This collaborative effort (which at times included other vendor alliances such as Intel, Tech Data and Connectwise) has proven to be a big idea with partners and reiterates N-able's commitment to ensuring partner success. Other key introductions & investments that have helped drive the success of our partner base would be the introduction of N-able's Partner Advisory Council and the online Velocity Partner Center. (portal)
What were the key channel partner investments you made in the past year?	1) Unveiled the Velocity Partner Center. N-able developed a best-of-class knowledge and online community portal for partners. The VPC is a focal point for delivering business training, technical certification, industry best practices and marketing support to help MSPs get to market faster with their managed services offerings. It's a collaborative environment that promotes community interaction and includes discussion boards and areas for sharing custom reports, custom services and service templates with peers. 2) Established Field Sales & Account Teams to better enable partners to be successful and drive managed services throughout their organization and then client base. 3) Successfully Launched the N-central 6.5 Platform (w/RSM and REM capabilities) - N-central 6.5 is the leading remote monitoring and management platform deployed globally by managed service providers (MSPs) servicing the small-and medium-sized business market. N-central's advanced desktop management, automated configuration management, reporting and agent and agentless monitoring are what sets it apart from the competition. 4) Hosted Three Partner Summits and Launched a Number of Partner Roadshows across the U.S. and the U.K. -- met face-to-face with more than 1,000 new, potential and existing partners. Also attended a number of industry events including both CMP XChange events. 5) Enhancements within Partner Development Team -- Developed new programs like Hardware-as-a-Service and invested heavily in collateral and programs for our partners.
How are you attracting the next generation of solution providers?	• Roadshows -- taking the opportunity and technology to their city (plan to do 27 regional roadshow events in 2008). • Delivering best in class technology that is backed by unrivaled partner support and service. • Education and training on business acumen, as well as technology. • Field support for partners who want to leverage N-able's team as their own. • Simplified pricing, making it more affordable and scalable. • Forging alliances with key industry players and influencers to ease interoperability and drive more education and opportunity to partners. • Marketing and advertising programs, along w/industry accolades and event attendance.
What is the greatest challenge you overcame in the past year?	'Biggest challenge was dealing with the bigger vendors getting into this space and preparing our customers for it --- We've worked hard to educate our customers on how to sell and support MS offerings that are differentiated and have a stickiness with customers.'

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