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NGenx adapts channel program to MSP business practices

A longtime player in the agent and telco space, nGenx is courting managed service providers with an enhanced partner program; plus, more IT channel news from the week.

Hosted workspaces vendor nGenx Corp., makers of the desktop as a service nFinity nWorkspace, has enhanced its partner program in an effort to accommodate managed service providers (MSP) business' practices.

The MSP program, which was launched in beta on July 1, is tiered with four partnership levels: Bronze, Silver, Gold and Platinum.

Partners can sign up at the Bronze level at no cost to sell nGenx's products, but the higher tiers require a one-time payment. In exchange for that initial investment, partners receive a variety of benefits, said Max Pruger, chief sales officer at nGenx. Benefits include not-for-resale licenses; waived setup feels; co-branding; and free access to "Selling the Cloud," an MSP-specific sales training program for learning how to sell virtual desktops and cloud services.

The MSP program also provides MSPs with the option of white-labeling nGenx's products. "We allow you to fully brand or not brand the products," he said.

Additionally, MSP partners will have access to one-on-one technology and processes training; eligibility to sell multivendor hosted desktop technologies; and field and inside channel account manager coverage.

Accommodating MSP business practices

Max Pruger, chief sales officer at nGenxMax Pruger

NGenx sells all of its products through the channel, but previously sold its products mostly through agents and telcos rather than MSPs, Pruger said. "Even though we always had an MSP channel, MSPs are typically used to doing business a little differently than agents, and we never had a significant amount of penetration in the MSP space," he said.

"When it comes to the agent space and telcos … the way they are typically used to doing business is that they will have a vendor that has an unpublished MSRP price." Those companies will purchase products or services at the MSRP and sell it to the end user for the MSRP. The agents then get their commission from the vendor on the back end.

To tailor the program for MSPs, nGenx introduced a buy-rate option, since MSPs look to buy the product at the buy-rate and then wrap all of their services around the product, he said. "So, typically, a single product is just a part of [the MSP's] holistic, full-blown, end-to-end managed services solution."

"Our MSP program is based off of that [buy-rate] model," he said. "Our starting buy-rate price is, in my opinion, significantly disruptive in the market. We're typically from 30% to 40% less at our starting price than the other competitors that I've seen out there. And then, obviously, there's volume discounts, so the more they buy, the bigger discounts they get on that buy-rate."

IT channel news roundup for the week of August 3

Here's a look at the channel news highlights from this week:

  • Security vendor Comodo Group Inc. released an enhanced version of its free Comodo One platform tool. The new version includes improved remote monitoring and management features, as well as a new device management feature, which allows companies to deploy and manage the Comodo Endpoint Security suite and manage mobile devices on IOS and Android platforms.
  • Quick Heal Technologies Ltd., which provides the Seqrite network security product line, this week revealed three distribution alliances at ChannelCon: TechWise Networks, Rain Networks and EIGRS.
  • Also at ChannelCon, Passportal Inc. announced its three-tiered Passportal Cloud Partner Program, which lets value-added resellers, MSPs and ISVs rebrand and resell the company's password protection and management as a service offerings.
  • Datto Inc., which sells its backup, recovery and business continuity products through channel partners, is looking to hire a director of global channel marketing, who will be responsible for refreshing Datto's partner program.

Additional reporting by John Moore.

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