“Security is paramount for Australian MSPs”: N-able CEO

John Pagliuca describes security as being at the 'centre of the growth algorithm' in the country.

Security is essential for MSP revenue growth in Australia, according to John Pagliuca, CEO of N-able.

Speaking exclusively to CRN at its recent Best of Breed conference in Atlanta recently, Pagliuca described his organisations strategy in Australia.

"In Australia, we're really focussing on XDR [extended detection and response] and MDR [managed detection and response],” he said.

“I believe the connecting of security operations and IT operations is beginning to happen in Australia, but I think we need to make sure that we do a better job helping them embrace more of this."

He explained that partners need to use and manage end-to-end security tools to be successful.

"We're seeing our partners in Australia deflecting and protecting against threats every day,” Pagliuca noted.

“And I think it's the ones that are using the full suite, the end-to-end part, and not just from N-able, who are really benefitting. Because security is at the centre of the growth algorithm for our MSPs in Australia.”

Pagliuca said if a breach happens to their customers, even if it's not the MSP's fault, the likelihood is you're going to lose that customer.

“So it's a part of your retention equation. You don't need to add a single customer if you're in Australia, but you can grow your revenue by say 20 percent by adding the security tools that are necessary for compliance needs,” he explained.

"And it's a great way to differentiate yourself and become that security trusted advisor so you can land new customers.

“So whether it's be landing, expanding or retaining, it's security is a key tenant of any partner,” he concluded.