News in the Channel - issue #42

INFLECTION POINT

we’ve got a philosophy internally called fail fast. If something’s not working, we don’t try and keep it there for too long. We’re happy to try something, put some money into a proof of concept, but if it doesn’t work, then we fail fast and move on to the next thing. You need the space to have the trial and error.” Cloud migration and security While there is plenty of activity at the cutting edge, there is also growing demand for digital transformation among SMB customers, Iain notes. “In this last 12 months we’ve probably done more SharePoint migrations than we’ve done before,” he says. “Customers are embracing it now. Servers are reaching end of life for some customers, so it’s the natural move for them to fully embrace the cloud. Then we can do some clever things with technology to tie it all together, either within the Microsoft, AWS or Google worlds. Gone are the days where there’s a server in the office and everything’s tied to that, it’s a much more hybrid environment now.” Security is another priority for Inflection Point. “A lot of it is about education, making sure that customers know not to engage with a suspicious- looking email,” he says. “We are ISO 27001, so we share those policies with customers and say, if someone deals with you on email and they ask you to change your bank account, make sure you speak to the person at that business you know before you do that. Don’t just action it over email. Something as simple as that can save businesses tens of thousands of pounds. Scams are getting more sophisticated, so it’s educating people to take a step back regardless of what it is and make sure it’s definitely safe. “We’ve also got 24/7 SOC and things

untoward happens on a customer site. We partner with Huntress and SentinelOne and use a lot of Microsoft stack in our security posture to ensure customers are as secure as possible and we can respond quickly if there is a breach.” Future Iain has ambitious goals for Inflection Point in the coming years – and he intends the company to be around for the long-term. “Our core goal is that we set ourselves is to become the most referred MSP in the UK,” he says. “If our clients are referring us to other businesses, it means that we’re doing a good job for them and we’re servicing their needs. The monetary targets kind of happen alongside that. If everyone in the business, from the service desk to AI engineers, is thinking that they want to do such a good job that the customer wants to recommend us, then we win by virtue of that. If we can live up to that, then the growth targets and the scale come through that. “It’s not about having a skilled sales team. It’s about having a business that does the right thing for clients, and our clients want to recommend us and promote us online. That says more to me than hitting a £10 million revenue target or whatever it might be.” n

A lot of it is about education, making sure that customers know not to engage with a suspicious- looking email. “ ”

like that in place so that our on-call engineers get notified if something