NETWRIX
towards standardisation – ensuring they offer the suite of services clients want. “They’re trying to be agile while remaining efficient and adopting security controls and practises in house as well,” says Ken. “The key word is continuous. If you look at a customer, say that an MSP acquired three years ago, that client has vastly different requirements and needs today. Those clients may or may not know about it. So by providing continuous value – it doesn’t always have to be by adding a new product or technology to the offering – such as through education and helping to form a security culture for the end client and align their services with the client’s business goals.” There are other trends in the market that must be considered, Ken adds. “There is a lot of competition out there and that’s really going to evolve,” he says. “Clients want break- fix arrangements, but not the break-fix of the past, but maybe risk assessments to data migrations. “One of the big things we’re seeing from a technological standpoint is identity. Is the new perimeter antivirus firewall still needed? But now you’re looking at access and when you’re trying to protect data because that’s the end goal, the first thing you’re stealing is identity; the bad guys are moving laterally, into privileged access. We’re seeing a shift towards identity as a major focus. “MSP solutions have become more complex, and the incline has become more demanding,” says Ken. “Twenty years ago, it was reactionary services and off-the-shelf- type products that they were providing. Now it’s proactive services, customised solutions and sales has really turned into consultation, which again means having a true understanding of the end client’s business.” Ken and Netwrix plan to continue to be agile and listen to their partners and grow with them. “They provide us so much feedback in terms of what the market looks like with their clientele, but we need to make sure that we keep evolving our programme from the consumption-based model to more of the technology stack. “Then for our MSPs it is about finding better ways to make sure that we have training materials for them and making them more self- sufficient so they can succeed as a business.” With this focus, then Netwrix should continue the strong growth it has seen in recent years, as should its partners.
efficient in reaching their end clients.” This fits with an increasing desire among end users around the world for one vendor to provide services, giving one point of contact and one bill. “For Netwrix, it’s about making it as easy as we can for resellers to deliver our services to the clients, stand behind those services and perform what the client needs. That SaaS-based model is crucial for their business.” Deep understanding Along with that comes a need to have a deep understanding of a customer’s business, to make sure it’s the exact product that’s right for that customer. “That deep understanding comes in a couple of ways,” says Ken. “MSPs are creating a cultural shift for their clients. For example, take a password policy enforcement; it is something very easy from a technology standpoint, but without that end client’s employees being able to adopt it, then it doesn’t do any good. “From a technical standpoint you need a deep understanding as each client is unique. We have partners that provide services to hybrid cloud only businesses and still on- premise only clients. Then you start factoring in work from home, how data is transmitted, where is the intake, what is a connected device, asset inventory from physical to sensitive data, understanding that business, the culture, what generates revenue, mission critical systems and procedures all the way to the architectural setup is required for the MSP to be successful with their partners.”
There is a lot of competition out there and that’s really going to continue to evolve. Clients want break-fix arrangements, but not the break- “
fix of the past, but maybe risk assessments to data migrations.
”
Continuous innovation Another key for MSPs is continuous
development and improvement. While MSPs must be agile enough to deal with issues that individual clients face, there is also a drive
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