LabTech aligns direct and channel business

Distributor Blue Solutions to be given run of UK market

Remote monitoring and management (RMM) vendor LabTech Software will quit its direct sales activities in the UK by the end of the year, according to distribution partner Blue Solutions.

LabTech, which competes against the likes of Kaseya, N-Able and GFI, appointed Blue Solutions as a distributor in September to help it build a UK channel.

Blue Solutions director Mark Charleton said the distributor is ramping up reseller recruitment activity for the US-based vendor after receiving word that its direct sales operations are being wound down.

"The launch was a bit softly softly as they were still doing direct sales and were bringing us up in the background," he said.

"But they are now going through a process of aligning both teams against common goals and targets, with a view to everything going through distribution later this year."

LabTech's RMM proposition features more than 300 pre-packaged scripts, which Charleton claimed gives it an edge over the competition.

"LabTech is very much about automating the fix," he said.

Last year Blue Solutions overhauled its vendor portfolio as it looked to re-invent itself as the distributor of choice for managed service providers (MSPs). It now has three key vendors: security kingpin Trend Micro, online backup specialist Attix5 and Labtech.

"You cannot be an MSP without an RMM tool to monitor and manage your customers' networks," Charleton said.

Jason Magee, director of worldwide channel at LabTech, confirmed that the vendor is taking a "phased approach" to the handover with Blue Solutions.

"The ultimate goal is to fully leverage our in-country distribution partner to help grow LabTech presence in the UK market," he said. "The phased approach is taking place so LabTech can minimise the revenue impact during the transition while at the same time giving Blue Solutions time to get up to speed on LabTech."