01732 759725 MSP 40 N-able is a leading global software provider of enterprise-grade monitoring (RMM), security and data protection software purpose-built for MSPs. It was founded in 2000, acquired by SolarWinds in 2013 and then spun-off as a separate entity to provide cloud-based software solutions to MSPs in July 2021 – a move that David Weeks, VP Partner Experience at N-able, says has enabled the company to focus completely on the MSP market. “The last two years have been an exciting time. We’ve put a lot of different programmes in place for our partners and, on top of that, we’ve accelerated the roadmap across our products to meet our partners’ needs out in the marketplace,” he said. “One of the biggest changes we made post spin-off was to bring in a partner success team that is focused solely on supporting our customers globally. Each of our customers gets a dedicated account manager, not a salesperson, who is simply there to help drive the growth of that business. Over the top of that we have numerous other resources.” These include Head Nerds, a real job title, who provide regular boot camps on everything from automation, optimisation, sales and marketing, security, backup and data protection, as well as free training material, which N-able makes available to its 25,000 customers and the wider MSP community. “We look to support all MSPs whether they’re a customer or not because it's healthy for the industry,” said Weeks. Last year N-able published the PowerShell Cookbook, featuring 175 predeveloped PowerShell scripts, and more recently it released the Co-managed Digital Playbook for MSPs to help MSPs address what Weeks sees as one of the industry’s key trends. “The MSP space has grown for 11 consecutive quarters and one thing we have seen is how a headwind like a labour shortage can be turned into a tailwind. Post-Covid, a lot of businesses have struggled to hire good talent and that has given MSPs, including smaller ones that have a lot more capability and software than they did 10 years ago, the ability to go into mid-enterprise and enterprise environments and say ‘I’ll do your patch management. I’ll do your data backup and retention. I’ll do your endpoint detection and response’. In a lot of cases these businesses don’t have very large internal IT teams and because they are short-staffed they don’t have time to do the high value project work they're supposed to. They're looking to bring in service providers to help support them so they can report back to the business on the KPIs they're held to. “We do see Co-managed as a big trend, and we've got partners now who exclusively focus on the mid-market and enterprise. They have their SMB and SME customers that they will continue to work with, but going forward the sole focus of their being the only print management system that works fully in a zero trust environment hosted in a UK datacentre; and n the OCR component of IRIS data capture technology can now be integrated into the scanning element of uniFLOW. Organ adds that another of Canon’s strengths is the breadth of its offering, from personal/mobile scanning to midrange production scanning where Canon has around 35% market share (compared to a 12% market share of the overall scanner market). This diversity enables resellers to meet a range of customer needs and address growth areas. “With COVID, there was a real drive around personalised utilisation of scanners and we are seeing that pick back up. Market projections show that there has been a slight decline in the overall scanner market, driven by weaker demand in the healthcare and government sectors, but the personal market is going up and we’re seeing good growth in sales of our P208/ P215 mobile scanners,” he said. Targeting MSPs As well as increasing scanner and software sales through existing channels, Organ is aiming to extend Canon’s reach in the IT/ MSP channel. “I have already taken on some specialist software-only partners that have contracts purely to sell our software and we are now looking to on-board more. There’s also an intention to broaden our reach into the IT VAR space. We have a lot of those relationships already, and a number of large organisations already transact with us, but we're serious about growing our IM (information management) business with them over the mid-term.” Organ added: “There’s a huge breadth of technology in our scan portfolio; we've got class-leading software that links directly into our devices; we've got a really experienced team; we’re getting really positive feedback from the market; and we're interested in working with new partners and supporting them in identifying opportunities not just with scan but with a variety of products.” To find out more about how you can develop additional opportunities with Canon scanners and software solutions, please contact Edward Hahn (edward. [email protected]) or Rachael Preston ([email protected]. co.uk) for scan opportunities and Ben Fitzwilliams ([email protected]. co.uk) for software opportunities. ...continued I have already taken on some specialist software-only partners that have contracts purely to sell our software and we are now looking to on-board more Technology Reseller talks to David Weeks, VP Partner Experience at N-able, about developments at the MSP software provider Turning headwinds into tailwinds Continued... David Weeks
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