NETWRIX
Widening the Net Netwrix’s MSP programme has enjoyed strong growth around the world in recent years as the company has been on top of the changes that the sector has seen. Ken Tripp has seen all of these and more – and is still focused on the future.
of our MSP partners. To make them even more self-sufficient, our support teams conduct regular training for partners. And, of course, we take all the feedback all the way up to our executive leadership team to develop strategic plans that support our MSP programme based on the trusted voice of our partners. “I try to travel as much as possible. We have strategically placed teams around the globe. Our entire MSP programme, again from marketing, product development, it’s not just one person. We collaborate with our partners and prioritise what we see from various regions around the world.” While there are some territorial differences, MSP is a fairly universal thing these days, Ken says. “GDPR really set that precedent when it came about some years ago. That stirred up the entire MSP market globally to become more cybersecurity-based and expand their solutions. The difference, instead of regions comes down to the end client, and that could be specified by vertical, or by how mature they are and the clients they have in their business portfolio. “A lot of our MSPs now are adopting cybersecurity frameworks such as NIST, which are more universal, and then being able to tweak that offering for those unique deltas to specified verticals and client needs. But by adopting those frameworks, you’re covering most of the compliance regulations out there from a security standpoint.”
In more than 20 years, Ken Tripp, head of global MSP partner programme at Netwrix, has seen the industry change a lot – and it continues to at pace. But at Netwrix, they change just as much, which is why the company’s MSP programme has been on a consistent growth trajectory for the past five years worldwide. Ken says globally growth has been 25%, but 35% in EMEA over the past 12 months. “We’re seeing a definite spark in the European regions for us, which attributable to the programme we put in place,” he says. “We’ve extended the portfolio over the last two years. Through acquisitions we have been able to bring various technologies to our partners, and being able to bring that into a consumption-based model for our MSPs and mirror the way that they go to market. That has allowed us to continue that growth that we’ve seen before and being agile to make sure that we’re providing them a model that they can take out to their clients.” Wide range As befits a job title of head of global MSP partner programme, it is a wide-ranging and well-travelled role. “It’s a great role and a fun role,” he says. “My favourite part of the role is just engaging with our partners on an everyday basis from a stance of curiosity – we learn so much from them. Understanding the cybersecurity market from their point of view is so crucial to our success at Netwrix. From learning about the challenges they face to grow their business, their clients’ needs, trends that they see in certain regions or verticals, it really allows me to fulfil my role of leading our Netwrix MSP programme. “And that knowledge allows me to collaborate with our marketing team on how best we can offer content and comarketing services for them to expand client acquisition and retention. That information relays further to our product development team to ensure that our portfolio roadmap is synced with the needs
Ken Tripp head of global MSP partner programme
netwrix.com
Our entire MSP programme, again from marketing, product development, it’s not just one person. We collaborate with our partners and prioritise what we see from various regions around the world. “
Stacking up But while the international market is
standardising, Netwrix is still innovating and bringing new products and services to market. “We’re coming to market with a build your own stack service,” says Ken. “Being flexible for our MSP partners and not trying to have them consume the entire portfolio, but portions of it that they need for their clients. This allows them also to create a roadmap and a journey for their end clients and add a tailored solution to the portfolio as time goes on when those clients mature. “That is the biggest innovation that we have, being able to do that on a consumption-based model with one bill for them. With that we also have introduced a security auditing SaaS multi-tenant platform to allow them to be more
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