N-able CEO: How MSPs Can Increase SMB Market Penetration

N-able CEO Gavin Garbutt thinks he's found new ways for MSPs to increase their market penetration. Specifically, Garbutt is turning N-able's attention to partnerships on the data protection, compliance and capacity management fronts. Each of those partnerships should provide upsell and cross-sell opportunities for MSPs, Garbutt asserts. How? Garbutt shares details in this MSPmentor FastChat Video.

First, a little background: Garbutt sat down with me during the N-able Partner Summit (Oct. 20-22, Scottsdale, Ariz). Roughly 300 or so managed services providers attended the event. Overall, MSPs seemed upbeat about business prospects, and chatter about the recent recession was minimal. During a keynote, Garbutt described how the N-able partner base has been gaining managed services momentum since January 2010.

FastChat Video

So what's next? In this MSPmentor FastChat Video, Garbutt describes multiple partnerships that could assist MSPs. The video below covers:
  • 0:00 - Introduction
  • 0:06 - How MSPs can potentially increase their SMB market penetration with N-able -- using freemium software
  • 1:09 - New partnerships with CA, eEye and Visual Network Systems to help MSPs cross-sell backup, compliance and capacity planning services.
  • 1:51 - More information and Web links
  • 2:02 - Conclusion

Next Moves

Where is N-able heading next? My best guess involves more fremium offers with third-party software providers. Already, N-able offers freemium endpoint security to its partners. And the September 2010 relationship with CA Technologies involves free trial backup software.

I could be wrong, but I'd look for N-able to be part of a bigger, broader "free offer" deal involving business management software, perhaps in Q1 2011. Just an educated MSPmentor guess... based on chatter from multiple MSP industry insiders.

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