N-able

N-able renewal negotiations require a different strategy than initial purchases, especially when your endpoint count has grown substantially. Vendr's data shows that companies experiencing 50%+ growth in managed endpoints often face renewal increases of 25-40% if they don't negotiate proactively. The critical insight is that N-able's pricing model includes both platform fees and per-endpoint charges, and they often try to increase both components at renewal. However, companies that negotiate effectively can actually achieve better per-endpoint pricing at renewal due to volume discounts. For organizations that have grown from 300 to 500+ endpoints, we've seen successful negotiations that result in 15-20% lower per-endpoint costs, even with the platform fee increase. Your negotiation leverage comes from three key areas: competitive alternatives (Datto, ConnectWise), contract timing (N-able's fiscal year ends in December), and expansion potential. Present a 3-year growth projection showing potential endpoint expansion to 800-1,000 devices. This forward-looking commitment often unlocks "growth tier" pricing that can reduce your effective rate by 20-25%. Additionally, if you've been a customer for 2+ years with good payment history, request a "loyalty discount" of 10-15%—this works in 60% of renewal negotiations based on Vendr's experience.

The optimal N-able contract structure balances cost savings with operational flexibility, and Vendr's analysis of 300+ contracts reveals a specific approach that minimizes total cost of ownership while preserving growth options. The most cost-effective structure is a 3-year base commitment with annual true-up provisions and quarterly growth allowances. This approach typically achieves 20-25% savings compared to annual contracts while maintaining flexibility for business changes. Structure your base commitment at 80% of your current endpoint count, with automatic volume discounts for growth beyond the base level. For platform fees, negotiate a "blended rate" structure that combines N-Central and Cove Data Protection platform fees into a single annual charge, typically saving 15-20% compared to separate platform fees. Include a "technology refresh" clause that allows you to add new N-able products (like EDR or patch management) at the same discount level as your base contract. The flexibility components should include: quarterly endpoint adjustments without penalties (up to 25% variance), the ability to pause services for up to 90 days annually for seasonal businesses, and "competitive protection" clauses that allow you to renegotiate if N-able's pricing becomes uncompetitive during the contract term. Most importantly, negotiate "expansion credits" that provide 50% discounts on additional N-able products purchased during the contract term. This structure has saved Vendr clients an average of $12,000-$28,000 annually while maintaining the flexibility to adapt to changing business needs. The key is presenting this as a "strategic partnership" framework rather than a traditional vendor relationship.

N-able's pricing structure includes several components that aren't always transparent in initial quotes, and Vendr's analysis reveals these can add 20-35% to your total cost of ownership if not addressed upfront. The most significant hidden costs include professional services for implementation, advanced monitoring add-ons, and integration fees for third-party tools. Professional services typically cost $150-$200 per hour, and standard implementations range from 40-80 hours depending on complexity. However, for contracts over $50,000 annually, you can often negotiate included implementation services worth $8,000-$15,000. The key is positioning this as a "customer success investment" rather than asking for free services. Advanced monitoring features like network device monitoring, cloud service monitoring, and custom scripting often carry additional per-device fees of $2-$5 monthly. For a 500-endpoint environment, these add-ons can increase costs by $12,000-$30,000 annually. Negotiate these as "included features" for multi-year commitments or high-volume deployments. Integration costs for connecting N-Central with PSA tools, ticketing systems, or security platforms can range from $2,000-$10,000 per integration. Bundle these into your initial contract negotiation rather than paying separately later. Companies that negotiate comprehensive "integration packages" upfront typically save 40-50% compared to purchasing integrations post-implementation.

N-Central's platform fee structure offers significant negotiation opportunities, especially for multi-year commitments. Based on Vendr's data, companies typically see 15-25% discounts when committing to 3-year terms versus annual contracts. The key is understanding that N-Central's platform fee is a flat charge for core access, not usage-based, which means you can negotiate volume commitments across your entire organization. For organizations managing 500+ endpoints, we've seen successful negotiations that bundle the platform fee with per-device pricing to achieve total contract values 20-30% below list price. The sweet spot for negotiation is during N-able's Q4 (December) when they're most motivated to close deals. Additionally, if you're currently using competing RMM solutions like ConnectWise Automate or Datto RMM, leverage this as competitive pressure—N-able often provides migration credits worth $5,000-$15,000 to win competitive deals. Pro tip: Request a "platform fee waiver" for the first 6 months if you're committing to a 3-year term. This approach has worked for 40% of Vendr clients, effectively reducing your total contract value by 12-15% over the contract term.

MSPs have unique negotiation leverage with N-able due to their multi-client model and growth potential. Vendr's MSP-specific pricing data shows that successful negotiations often achieve 25-40% discounts off standard pricing by leveraging competitive alternatives and demonstrating scalability. The most effective approach is presenting a "competitive matrix" that includes ConnectWise Automate, Datto RMM, and Kaseya VSA pricing. N-able is particularly sensitive to Datto competition, and MSPs can often secure "competitive match" pricing that's 20-30% below their standard rates. For MSPs managing 1,000+ endpoints across multiple clients, this translates to annual savings of $15,000-$35,000. MSPs should also negotiate "growth tier" pricing that automatically reduces per-endpoint costs as you scale. The typical structure offers 10% discounts at 500 endpoints, 15% at 1,000 endpoints, and 20%+ at 2,000+ endpoints. Additionally, request "client acquisition credits" of $500-$1,000 per new client onboarded—this incentivizes N-able to support your growth and can offset onboarding costs. The timing advantage for MSPs is significant: N-able often has specific MSP growth targets and partner quotas. Negotiate during their partner planning periods (typically Q1 and Q3) when they're most motivated to secure MSP commitments. Finally, leverage N-able's partner program benefits by negotiating marketing development funds (MDF) of $5,000-$15,000 annually to support your client acquisition efforts.

Vendr's pricing intelligence reveals that N-able offers substantial bundling discounts that aren't immediately apparent in their standard pricing. When purchased separately, N-Central and Cove Data Protection each carry their own platform fees, but bundling these solutions can eliminate duplicate platform charges and unlock additional volume discounts. Based on our data from 200+ N-able negotiations, companies typically save 18-28% when bundling N-Central with Cove Data Protection compared to separate purchases. For a mid-market company (200-500 endpoints), this translates to annual savings of $8,000-$15,000. The bundling discount becomes even more attractive at enterprise scale—organizations with 1,000+ endpoints have achieved savings of $25,000-$45,000 annually. The key negotiation strategy is to present your total addressable market across both RMM and backup needs upfront. N-able's sales teams have specific bundle quotas and are incentivized to offer aggressive pricing to capture both workloads. Additionally, if you're willing to commit to a 3-year bundled contract, you can often negotiate a "platform consolidation credit" worth 10-15% of your first year's fees, positioning this as a migration and integration investment on their part.