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N-Able: Grab Those Managed Service Seats Before Dell
10:36 AM EDT Tue. Oct. 23, 2007
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This guy was obviously beside himself. What do you do? The [adoption rate for managed services] has been pretty organic up until now, but now there's more fear in there. The big guys are going to start to come in. I don't think they'll take current business away from [MSPs], but if you want some of those other 78 million seats, you need to do it soon.
I think there's going to be a pretty dynamic shift in the market. Before, people were compelled do it for good business reasons. Now, companies will get into managed services because the big guys are getting in. Dell wants to improve their help desk, they want to get all the supplies [business], they want to try to build up services revenue model. You start with incident-based business and grow into contract bases.
When we last talked in August, N-Able had just released its new N-Central 6.5 platform. How is that being accepted?
Well, we won the VAR Business company of the year award for managed services [at TechInnovators XChange]. It's been phenomal. We had 350 partners take up [N-Central 6.5] in the first six weeks. Instead of taking two or three hours to roll out with a new customer, it takes one-sixth of the time. We can show partners here's the value after three months.
What else is new for partners?
We're now helping partners sell in the field. When a partner comes on board, they sign with a partner development specialist to work with you goals and objectives. We help you build your sales and marketing program. We have everything you need, e-mail teasers, PowerPoint, everything. You're fully capable and trained to sell proactive services. We'll do customer events with you and our sales guy come into the market for the event.
As a partner requires, we can help them sell more. We did partner development before, but now we're making make sure we kick off the program in a successful way. We've done a number of events with partners and pretty much if they have 10 people in the room, they close five of them. It's a 50 percent close ratio. It's really good.
What else did you tell partners at the event? On the technology side, with N-Central 6.5 we have 6.6 and 7 in the works right now. We did a product roadmpa right now. On the reporting side, we continue to drive down costs of delivering services. As far as wild, new feature functionality, it never stops. We have 43 engineers working on that, but it's less now about bells and whistles, and more about productivity, profitability.
