'Resellers have to adopt managed services' - Zyxel debuts fresh MSP partner programme

The vendor’s UK&I regional director Rachel Rothwell gave CRN the lowdown on its revamped MSP route

Zyxel has launched an updated version of its MSP partner programme to encourage more partners to transition into managed services providers.

The networking vendor launched its first MSP partner programme in the UK and Ireland during the Covid-19 pandemic in 2020 due to the changes in the way companies had to work.

Over the last two years, revenues in the MSP programme have grown significantly, leading to the company revamping the managed services track to capitalise on its success.

Speaking with CRN, Zyxel UK&I regional director Rachel Rothwell (pictured) revealed the other driving factors that led to the partner programme refresh.

"We wanted to simplify the programme for the customers to move through the different stages of the campaign," she said.

"We've also enhanced the benefits offered to MSPs.

"One of the benefits we offered is providing an MSP licence. Zyxel has a unique licence that we created, which is realistically targeted at the MSP market. It enables them to manage multiple organisations under one licence.

"It's a really unique offering for Zyxel to have that ability without having to buy a licence for every individual product. From the cost-saving exercise it's huge, so we decided to make that part of the benefit of becoming an MSP."

Rothwell added that conversations are not just around existing MSPs but also with resellers looking to become a managed services provider.

"We've tried to take down as many barriers as we possibly can to help them take that step into that services arena. And by offering this licence, we think we've helped take that wall down."

Resellers moving to managed services

Vendors launching dedicated MSP routes is becoming increasingly prevalent in the channel.

Last week Netskope debuted its managed services provider programme to meet the demand for cybersecurity managed services.

The vendor told CRN it was actively encouraging its traditional resellers to expand their portfolio to add managed services.

Riverbed announced its new MSP-targeted programme in May, while Pure Storage told CRN in March it is ramping up its pivot to managed services.

Zyxel's MSP programme trains partners in its cloud-based Nebula network monitoring and management platform.

On whether more traditional resellers need to start thinking about managed services, Rothwell said it is simply a must.

"It depends on the type of reseller you engage with," she said.

"I believe, with the type of resellers Zyxel works with, it is a must.

"The adoption of cloud is growing year on year. It's very dominant in most industries, especially in networking today. And [managed services] makes it so much easier to offer those services.

"It gives the resellers the tools to be able to do it with almost very little investment, which obviously means they can utilise their staff in a much better way.

"I think resellers should and probably have to adopt this type of MSP platform."