SCOTTSDALE, AZ. — With managed services beginning to achieve critical mass within the IT channel and break into the mainstream, remote IT infrastructure management and operations services vendor NetEnrich Inc. is bolstering its executive team and looking for Canada as a source for growth.
In an interview at n-able‘s Summit partner conference, Jeff Carr, who recently joined NetEnrich as vice-president of sales, said he believes managed services is about to hit the mainstream and NetEnrich is well-positioned to support the coming growth.
“We’re at an inflection point. I have plans to grow my organization by 100 per cent in the next six to 12 months,” said Carr. “Even VARs with a traditional reselling business want to build recurring revenue and grow their services businesses. That’s where they see their growth.”
And many of today’s hot technology trends, such as virtualization and cloud computing, all have a heavy management component that makes them a good fit for a managed services model said Jennifer Anya, vice-president of corporate marketing for NetEnrich.
“MSPs have an opportunity to go in and be the managed partner for smaller companies, or larger companies that are resource-strapped,” said Anya. “We feel MSPs are really in the right spot to take on cloud in a real way. They have the right business model and they know what it takes to manage a services business, which is what the cloud is.”
With its remote management and operations platform, Anya said NetEnrich allows VARs to offload a lot of their maintenance, monitoring, patching and other routine work off their top engineers so they can more pro-actively focus on more strategic customer needs.
“We bring that technology platform with consistent processes based on ITIL enterprise standards,” said Anya.
NetEnrich doesn’t have a large footprint in the Canadian market today, but Carr said it’s a big part of his growth strategy. He’s recently added a sales person in Buffalo, NY who will be tackling Toronto and the wider Ontario market, and he’s looking to put more sales resources into the Western U.S. who will target Western Canada.
“We want a bigger footprint in Canada,” said Carr. “Part of what I like is that, in my opinion, there’s not as many VARs and they tend to be stronger, and have a better presence in their geographies. We can make a lot of headway with limited partners.”
NetEnrich launched its channel program in April, with offerings focused on three different market segments: Small Business Services (SBS), Mid-market Services (MMS) and Enterprise Elite Services (EES). SBS was re-launched in August with revamped pricing and discounts based on partner feedback, and more support from distribution. Anya said the revamped offering has resonated with partners.
“We’re building our sales model to serve each segment of the market,” said Carr. NetEnrich leverages distributional and a dedicated internal sales team to serve smaller VARs, and developers a closer, more one-on-one relationship through field staff with the larger partners.
“We want to have close relationships with those partners,” said Carr. “We want a model to serve each segment, because each is a little different.”
Follow Jeff Jedras on Twitter: @JeffJedrasCDN.