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N-Able and NetEnrich have a theory that commoditization and competition are fueled by costly infrastructure that prevents managed service providers from investing in automation and more advanced services. Their new alliance is designed to provide the guidance and resources to help MSPs transition away from low-performance, high-cost delivery platforms, freeing them to pursue high-level technology services opportunities.

Through the “Get More” campaign, the two companies deliver the information, guidance and collaborative sales that will assist MSPs with the automation of low-value services and adoption of more IT tasks such as hosted VoIP and collaboration platforms that have higher profits and retain value.

The combined force of the two companies is interesting. N-Able provides the remote-monitoring and management tools needed for delivering managed services. NetEnrich provides the managed network operation center and resources to automate common managed services. Together they don’t eliminate the need for the other, but rather optimize the managed service delivery mechanism.

“The takeaway is simple. Together, N-able and NetEnrich offer MSPs more of what they need to build an IT services business that is next-generation-ready and will succeed long after others fail,” said Justin Crotty, senior vice president and general manager at NetEnrich, in a statement.

The theme of advancing the state of the art in managed services is shared by both companies. NetEnrich CEO Raju Chekuri recently told Channelnomics that MSPs need to develope more advanced services to remain relevant and competitive. The trouble, he says, is that they are hamstrung by the expense of delivering the services they have in place today. Moreover, the need to evolve is paramount, given the declining prices in common break/fix maintenance business.

The solution, NetEnrich believes, is offloading low-level functionality to its managed NOC, freeing resources for reinvestment. A survey by NetEnrich and N-Able found that MSPs using both companies’ products and services are reporting accelerated revenue growth and higher-level customer satisfaction ratings than their non-aligned counterparts.

The N-Able and NetEnrich marketing and enablement program is only the first step in the process of transforming the managed services segment. Optimization, automation and outsourcing will only solve part of the issue; MSPs and solution providers need training and resources from multiple sources to prepare for, adopt and operationalize advanced IT services for their clients.

N-Able and NetEnrich aren’t the only companies moving in this direction. LabTech Software, a RMM vendor, recently announced the formation of its Business Transformation Division, designed to train and equip MSPs with the skills to operate a more profitable services business. Despite its bond problems, Zenith Infotech also launched a new tour on which adopters of its SmartStyle cloud services will receive training on the technology and business model.

These are all examples of how managed services vendors are looking to advance the state of the art in the segment. As first steps go, the N-Able and NetEnrich program is a good one.

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Lawrence M. Walsh is CEO and president of The 2112 Group, a technology business advisory service that specializes in optimizing indirect channels and partner relationships. He’s also the executive director of the Channel Vanguard Council. He is the former publisher of Channel Insider and editor of VARBusiness Magazine. You can reach him at lmwalsh@the2112group.com.

On Twitter:
Larry Walsh:@lmwalsh2112 | Channelnomics: @channelnomics

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