Navigating The MSP Landscape With Acronis Channel Chief Alex Ruslyakov
Alex Ruslyakov, the channel chief at Acronis, shares insights from his 20-year journey with the company, discussing the evolution of Acronis and its commitment to supporting MSPs. Placing emphasis on the importance of partnerships, operational efficiency, and strategies for growth, including joint business plans and integrated service offerings.
Nearly two decades at one company is a rare feat in today’s tech world, but for Alex Ruslyakov, the channel chief of Acronis, it has been a journey of constant reinvention. From technical account manager to leading global channel strategy, Ruslyakov has seen Acronis evolve from a niche backup provider into a global platform committed to helping MSPs scale, diversify, and thrive.
Ruslyakov sat down with Cass Cooper, CRN columnist and podcast host, for “The Channel Angle.” In the interview Ruslyakov reminds us that Acronis’ success is rooted in its partner-first philosophy. “We don’t see MSPs as clients,” he says. “We see them as partners who help us generate revenue.”
Listen to the full episode on Spotify and Apple Podcasts.
Five Vectors Of MSP Growth
Drawing on insights from serving more than 20,000 MSPs worldwide, Acronis has mapped out five key strategies that fuel partner growth:
- Customer Acquisition – Acronis invests in joint marketing campaigns, qualifying leads and routing them directly to MSP partners. Shared business plans ensure providers don’t have to tackle the market alone.
- Expanding Customer Footprint – By sharing intelligence from successful MSPs, Acronis helps partners identify opportunities to cover more workloads within their existing client base.
- Upsell and Cross-Sell Opportunities – Through its integrated platform, covering backup, disaster recovery, cybersecurity, and remote monitoring, MSPs can enable new services with a single agent, creating efficiency and additional revenue streams.
- Operational Efficiency – Managing more workloads per technician is critical for MSP profitability. Acronis’s single UI and simplified deployment reduce overhead and cut training costs.
- Margin Expansion – With performance rebates of up to 15 percent and no revenue threshold for entry, Acronis ensures even small or emerging partners can build profitable businesses. “It works as a credit against their invoices,” Ruslyakov explains, describing the partner incentive structure.
Building Margins With Strategy
Beyond rebates, Ruslyakov emphasizes that MSP success starts with intentional strategy. Packaging services to be bundled, à la carte, or flat fee can help providers differentiate in a crowded market. “You need to have a strategy in mind,” he notes. “Mind your competitive edge and then see how you can build on it.”
To support this, Acronis Academy provides education at every stage: from helping traditional resellers transition into managed services, to guiding mature MSPs on leveraging AI, compliance, and cybersecurity for growth.
Diversity And Community Engagement
Acronis also understands that growth isn’t only about numbers. Internally, its Cyber Diversity Program including mentorship initiatives for women in technology that reflects the company’s belief that diverse perspectives drive stronger outcomes. Volunteers within the company extend these programs into the broader community, reinforcing Acronis’s role as both a technology and cultural leader.
More Than Business
For Ruslyakov, leadership also means connection. Away from the boardroom, he draws inspiration from basketball, a passion that continues to influence his leadership style. Acronis even extends its partner programs into the sports world, offering MSPs opportunities to align with major teams like the Phoenix Suns, blending brand visibility with community energy.
From joint business plans to integrated platforms and diversity initiatives, Acronis’ partner-first approach reflects a simple truth: operational efficiency, strategic growth, and inclusive leadership create sustainable success for MSPs.
As Ruslyakov sums up, “Our growth is directly tied to the growth of our MSP community. That’s why we invest, we educate, and we partner every step of the way.”