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N-able targets growing mid-market opportunity with

03.07.2009
While N-able Technologies' primary route to market for its network and systems management software has been through enabling managed services providers (MSPs), the company has recently launched a new partner program to tap what it sees as a growing opportunity: midmarket companies that want to run their internal IT shops like a managed service, just without the outsourcing.

N-able has launched the N-able Midmarket Partner Program to go after this opportunity, and capture sales and services opportunities in the midmarket by enabling solution providers, VARs and consultants to resell the N-able platform to IT departments,

"We've seen over the last few months a real spike in call volume from midmarket companies as a result of our MSP partners successful in the market," said Frank Colletti, N-able's director of sales. "Many have been calling our company trying to find the same efficiencies as our partners."

With the new partner program, N-able's MSP partners will not only be able to offer IT managed services based on N-able's platform, but they'll be able to resell the platform itself to companies looking to bring those efficiencies in-house. N-able has about 1800 partners in the US, and about 180 in Canada.

"It's certainly a new space for us in that we're able to target and market to midmarket clients, but our focus has always been on channel fulfillment," said Colletti. "We've designed the program with feedback from our key MSP elite partners, and they've helped us frame how to go to market and frame the commission structure and support,"

N-able's model is 100 per cent channel, and central to the new program will be a Web site where the company will distribute leads and partners can register deals they're working on. Partners will earn a 30 per cent commission on deals they've registered that close, even if it's with help from N-able's sales team.