Global technology vendor N-able announced in November three key leadership additions in channel sales and marketing and also the acquisition of Adlumin. Chief Revenue Officer Frank Colletti spoke with Channel Insider about why the strategic decisions made in 2024 will allow N-ale to stay ahead in the channel in 2025.
New appointments in marketing and sales strengthen global experience
On November 14 N-able announced the appointment of three new vice presidents to strengthen sales and marketing efforts. Those leaders include:
- Jonathan Bartholomew, named VP of Channel Sales to focus on enhancing N-able relationships with resellers and distributors
- Paul Monaghan, named VP of EMEA Sales to broaden its global reach particularly with MSPs in the region
- Andy Hudson, named VP of International Marketing to head international go-to-market strategies and adapt to varying global market dynamics
The new trio of leaders bring decades of experience that N-able will now leverage to support its global channel efforts through localization of the company’s global offerings.
“We can’t be all things to all people in every geo,” Colletti said. “But, we can offer more localized events and resources in local languages that address business and channel needs in each region.”
“What’s really unique in our different regions are the cultural differences in different regions and countries,” Colletti continued. “But honestly, the technology needs are very similar.”
Adlumin acquisition adds a third arm to data and management offerings
The leadership appointments were quickly followed by the announcement of N-able’s acquisition of Adlumin, a longtime strategic partner that will now become part of N-able’s core offerings. The acquisition adds MDR/XDR capabilities to the company’s established success with IT services management and data protection technologies.
“Cyber [security] is leading a lot of conversations. It isn’t the only thing being talked about, but it’s definitely one of the most important,” Colletti said. “The acquisition will allow us to show up for partners and solve business problems for their customers.”
All three, according to Colletti, also pair nicely with the company’s “Eco-verse” strategy, a commitment to allowing MSPs and others to integrate tools into and alongside N-able solutions in the way that best suits their needs and benefits their clients.
The channel is changing, and N-able is ready for it
Colletti knows that while N-able has long been focused on the IT channel, that channel has changed over the years, and the vendors that remain relevant have to change with it.
Among the changes Colletti particularly noted are the ongoing wave of consolidation through M&A activity. As MSPs buy and in some cases merge with other MSPs, some are blurring the traditional lines between reseller and solutions provider.
Vendors and distributors, too, are consolidating and shifting both through M&A and also private equity financial deals. For Colletti, the best thing to do amidst all the change is to focus on feedback and learnings directly from partners.
“We learn from our partners, and because of our relationships we have with our partners, they are willing to share feedback,” Colletti said. “We learn from the channel. That’s how we stay relevant.”
To that end, N-able is focused on using segmentation to best address the various buying personas in the market, from MSPs to IT service providers to resellers and more. This also expands out to channel partner and end customer organization size, as different businesses require different solutions.
According to Colletti, the N-able team is working to help partners identify white space where there is demand for products and services to drive new business for everyone in their ecosystem. N-able thinks that in 2025 Cove data protection, IT service management, and Adlumin’s security platform together with other tools will enable that success.
N-able recently announced a new compliance program to help the channel address regulatory standards. Read more about how the program will help partners on their compliance journeys.