matt nachtrab

“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 Discussions

The FastChat video below covers three separate interviews:

Nachtrab’s Perspectives

Back 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 Footprints

No 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.