The MSP software firm is “putting more boots on the ground," but its CEO denies there will be conflict.

Christine Horton, Contributing Editor

December 13, 2021

3 Min Read
Time for change

N-able is rolling out some major changes to its international channel sales model.

CEO and president John Pagliuca said the MSP software firm is shifting from an “or” to an “and” strategy.


N-able’s John Pagliuca

“Historically, N-able has as gone to market with an ‘or’ strategy,” he said. “We either have a direct sales force or we’ll leverage a channel partner. We’re at the size now, the opportunity is so large now, that we’re going from an ‘or’ strategy to an ‘and’ strategy.”

The shift will see N-able selling alongside more channel partners. However, Pagliuca stressed the company isn’t taking business from partners.

“Historically in France, DACH and Italy we’ve been at channel-led. Now we’re putting more boots on the ground – we’re not displacing our resellers – we’re going in holding hands with our resellers. [We’re] helping them with more complex sales and security initiatives or our data protection initiatives, helping them win bigger accounts.”

This new sales model will apply across mainland Europe and the UK as part of investment in N-able’s international growth.

“In the UK, where we’ve been primarily in a direct sales motion, we’re augmenting that with some channel partners,” said Pagliuca.

“Now MSPs will be able to access us through a broader reach. Whether that’s different resellers that an MSP might be comfortable using, or a different reseller relationship, it’s just all about ease of use. We’re at the size and scale at this point in our maturity that transition from this for the end is the right time.”

CEO Maintains ‘No Channel Conflict’

Pagliuca was in London last week speaking to the company’s top UK MSPs. However, the CEO dismissed any potential for channel conflict under the new sales model.

“To leverage my UK phraseology, I think it’s rubbish! People have been talking to me about channel conflict for eight years. But I give them a cellphone number and my email, and I tell them when there’s conflict, call me. My phone’s not rung once.

“People feel that there’s that there’s an inherent conflict. But we’re really here to provide this platform and some knowhow. We’re not holding back any commission; we’re allowing partners in the ecosystem to share in that profitability. And it’s all lifetime value of the customer and the long term view. We’re not a 90-day shop. We’re more long term in nature. We’ve done a great job, I think, avoiding any type of conflict.”

Appointments for Backup Business

Elsewhere, the company has named two new leaders to its backup business. Chris Groot was formerly VP of sales and go-to-market for N-able and has been promoted to general manager. He will lead all key functions critical to delivering long-term, sustainable growth, including strategy and product development.

Stefan Voss has been named VP of product management. In this newly created role, he will help drive the data protection business.

Want to contact the author directly about this story? Have ideas for a follow-up article? Email Christine Horton or connect with her on LinkedIn.


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About the Author(s)

Christine Horton

Contributing Editor, Channel Futures

Christine Horton writes about all kinds of technology from a business perspective. Specializing in the IT sales channel, she is a former editor and now regular contributor to leading channel and business publications. She has a particular focus on EMEA for Channel Futures.

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