N-able: N-able inks first Aussie distie deal with Wavelink

N-able has inked a strategic distribution partnership with Wavelink in the Australian market. The agreement expands N-able's reach into the A/NZ market and provides partners with access to its backup, data protection, and security solutions, which enhance cyber resilience for IT professionals.The deal covers N-able's solutions including Cove Data Protection for backup and data protection, alongside Adlumin XDR and Adlumin MDR, DNS filtering for web security, Mail Assure for email protection, and Passportal for credential management.This solutions stack integrates with Microsoft 365 and is designed for multi-tenanted environments, giving partners a more efficient way to manage backup and security."Organisations want backup and security solutions that are simple to use, easy to manage, and built for the cloud," Wavelink CEO Ilan Rubin said. "N-able has developed a platform that ticks all those boxes, and we're committed to delivering it to the ANZ channel. This partnership aims to equip companies with the tools they need to help protect their data and security, supported by a strong partner network and dedicated hands-on support." Wavelink will provide pre- and post-sales support, technical training, and business development programs to help partners maximise the benefits of N-able technology. The agreement is backed by Infinigate, Wavelink's parent company, which has an established global partnership with N-able and represents its largest distributor. Partners will have access to additional expertise and resources to support their growth. "Wavelink has a strong reputation and a deep understanding of what organisations need to be successful. Companies can strengthen their customers' protection when they have the right support and enablement," N-able CRO Frank Colletti said. This marks the first distribution relationship in Australia for N-able, which predominantly works through the channel managing about 600,000 SMEs through its MSP network, Colletti told ARN. "We've seen a lot of demand from mid-market customers coming directly to N-able and that's right across the globe," Colletti said. "SMEs have been relying on resellers and systems integrators to be compliant, find the right technologies and adhere to certain standards. MSPs are the conduit to us for SMEs."In the Australian market, Colletti said the deal with Wavelink enhances N-able's route to market with technical support and professional services."Our strategy is to make sure that we measure our TAM based on the size of the SME market and the spend of the SME, but we want to fulfill that all through the channel. So as demand is coming in, establishing these types of relationships is critical that we work with the right partners,' he said. "We're seeing a convergence of SecOps and DevOps and partners are at that intersection trying to solve problems for SMEs."In September last year, N-able hired Jonathan Bartholomew to head up channel strategy globally. Bartholomew was in town recently and discussed N-able's profitable and transparent partner program that was attracting attention from resellers. "We've got three specific areas we can focus on and an end user can tie into a specific solution to manage their IT, make sure they're secure, and they've also got data protection and continuity in their organisation as well and bring that under one product," he told ARN. To support its go-to-market strategy, Bartholomew added it was identifying where to invest in its channel teams and business, already hiring channel personnel across A/NZ, UK, EMEA and North America. "We're increasing resources and our investment in the channel area," he said. "It's really important that we engage with the right resellers in the same way we engage with the right distributors."Colletti discussed the changing nature of MSPs as the market continues to tackle waves of transformation. "They can't be just a pure play MSP anymore. Why? Because, as they've gone upmarket, they can't take on a 2500-seat organisation and just be the complete outsourced IT department," Colletti said."They need to take a particular portion of that business and create different business opportunities. "Some of it is project based work, some of it is reselling or different specialties that they have. So the challenges they're facing is that their business dynamic has changed, and they're just trying to make sure they can capture the customer."Colletti pointed out the reality for MSPs is they're at the forefront of how technology is delivered. "If they don't have the right tech stack and service offering, the SME is smart enough to move on to the right MSP that is going to deliver that service, because there's too much at risk," he said.