LabTech Software CEO Matt Nachtrab (pictured) and ConnectWise Director of Community Jeannine Edwards have spent recent days in Europe. The effort involves a LabTech roadshow to educate aspiring and established MSPs -- especially those looking for remote monitoring and management (RMM) software. Nachtrab concedes that most of LabTech's momentum to date has involved North America and Australia. But in a FastChat video, Nachtrab describes how LabTech will seek to accelerate its European business in 2012.
"Europe is going well," said NachTrab in an email to me. "We went to Manchester, Stockholm, and Amsterdam. We finish up in London. It was designed as a LabTech prospect facing roadshow, but about 50% of the attendees were already LabTech Partners. So, it's clear that the LabTech community here is already pretty strong. There are lots of companies that in the past have distributed other RMM tools that are signing up to distribute LabTech in regions or countries. We are meeting with them as well on this trip. I think that in the US, there is a much greater penetration of PSA tools. Most of the people we are meeting here do not know what a PSA tools is, let alone use one."
Deeper DiscussionsThe FastChat video below covers three separate interviews:
- (0:22) LabTech Software CEO Matt Nachtrab discusses international managed services strategy;
- (3:01) ConnectWise Director of Community Jeannine Edwards describes IT Nation 2011;
- (5:20) and McAfee Channel Chief Alex Thurber (pictured) describes the Intel-McAfee DeepSafe linking of security software to hardware. And Thurber previews McAfee Focus 2011.
- (9:25) Plus, stick around for offbeat outtakes from each interview.
Nachtrab's PerspectivesBack to the topic at hand: LabTech's international strategy. Nachtrab said the company has "massively improved" its documentation, video library, training courses, consulting, and forums, but many international clients are not aware of those efforts. Second, LabTech will increasingly use local distributors to sell LabTech into areas of the world where "we have low penetration; [that] is the best way to gain market share in those countries."
"We now have a department within our sales team to create distribution relationships to increase penetration into other countries AND to enable our partners to sell LabTech directly to medium and large businesses," said NachTrab.
Global FootprintsNo doubt, the managed services software market is going international. Most of the major PSA (professional services automation) and RMM software providers have been hosting road shows and workshops in Europe and Australia. Increasingly, the efforts also involve localized software and regional offices that put "feet on the street" in each country.
We'll be watching to see how LabTech's international strategy ramps up.