N-able Archiving Alliance to Combat MSP CommoditizationBy Jessica Davis | Print
MSP platform provider N-able says its alliance with Iron Mountain for data backup and archiving is one of a "new wave" of vendor partnerships designed to give MSP partners more competitive muscle.
Managed services platform provider N-able Technologies is teaming up with
Iron Mountain Digital to help give partners a quick entry into data backup and
Executives at both companies say the alliance, initially a marketing arrangement, is likely to go deeper, and will probably become a technology alliance that offers partners an integration that bridges technology from the two companies. Partners view such an integration as a big plus.
"The ability to have alerts from our online data protection generated immediately in our MSP platform would be great," said Mike Jones, president and CEO of ETG, a channel partner of both N-Able and Iron Mountain. "And we could get reporting in a single place."
Jones will have to wait a little while for that functionality, according to executives with both companies, but talks are underway to create just those integrations. Meanwhile, the marketing relationship will give partners of either company an endorsement for the other company.
"When we look at doing partnerships [with other vendors] we look at their channel model, and their ability to build managed services components within their technology, among other things," said Derik Belair, vice president of business development at N-able. "So [channel partners] know these partners have been vetted. Moving forward, the benefits will be in the interoperability side of the house. There will also be special pricing and programs targeted toward the MSP community."
Partners will also gain the benefits of offering a more end-to-end solution, according to David Kubick, vice president of worldwide alliances and channel sales at Iron Mountain."SMBs [small and midsize businesses] are becoming more savvy about what they need," Kubick said. "They are looking for somebody who can manage their requirements from end to end, and you can't do that by just being a data protection vendor."
Technology areas that are likely expansion targets include storage, security, convergence and VOIP (voice over IP)."Those are areas where we want to have at least one vendor partner," Belair said.
"Our partners typically service small to midsized base," he said. "Depending on the mood of the economy we see outsourcing [being] in high demand. Our partners are meeting the demand out there. Our job is to help them as we can as a vendor."