First, the background: Zenith Infotech sold Continuum (formerly Zenith RMM) to Summit Partners, a private equity firm, in September 2011. Since that time, Continuum has been working overtime to upgrade its RMM (remote monitoring and management) software and NOC (network operations center) for MSPs.
Plus, Continuum has inked strategic partnerships with Datto (for backup and disaster recovery) and LogMeIn (for remote control). Now, Continuum is pursuing a service delivery expert to ensure all of those systems perform smoothly for MSPs.
Making Multiple HiresDuring a call last week, George told MSPmentor:
"We started a search [for the VP of worldwide service delivery] about two months ago. We’ve identified a number of fantastic candidates. We should be announcing something on that shortly."George did not mention candidate names. But the new executive will "tie together" Continuum's business components to make sure all systems are cohesive and integrated for MSPs. The newly created position will be based in the US.
Meanwhile, Continuum has hired 20 people in its Boston office since September 2011. Recent recruits include Dee Zepf, VP of product management and services. Zepf has been the point person on Continuum's new partnership with LogMeIn. "We've been working on that deal literally since the day [Summit Partners] acquired [Continuum]." said George.
The Continuum-LogMeIn relationship is exclusive, apparently making Continuum the only RMM vendor able to resell LogMeIn. Combine that with the Continuum-Datto relationship, and George thinks Continuum has built relationships that will allow the company to become "the low-cost provider" to MSPs.
Growth: Organic and AcquisitionsStill, that low-cost comment begs a question: Can Continuum continue to expand staff, upgrade its software and bolster its services while trying to be the low-cost provider to MSPs? In response, George said Continuum is flexing its financial muscle. He added:
"Remember, the investment thesis we [Summit Partners] had was this side of the business [Continuum] needed considerable funding. We put capital on balance sheet. We will remain profitable during our growth. We’re growing organically. But we’ll also grow inorganically. We’ll make technology acquisitions."What M&A options will Continuum consider? George didn't say. But he sounded upbeat about Continuum's progress since September. In recent weeks, the company has met more than 1,000 partners in 10 cities. And Depf is delivering a new product release every month, George said. "We've delivered on every commitment we've made."