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to deliver, but also what they're looking for in terms of outcomes and strategy, has been through the roof. “The days of being able to throw some licence keys over the fence and that's your job as a solution provider are gone. We see a minimum bar as being part of the board discussion talking about cyber. The bar has gone up, which is a good thing. I think often we forget that small businesses are impacted a lot of the time in the same proportion as big businesses in terms of loss of revenue, but their capabilities are a fraction of that. “There's a real collective responsibility on the solution provider and vendor side, to make sure that we're offering robust and accessible solutions to actually protect businesses. Those requirements aren’t going to change anytime soon.” Investment in solutions Dan says Egress invested significantly in its partner programme so it can deliver the best possible solutions. “The main things that we're trying to deliver to partners is solutions with real value, which will then drive that recruitment and growth with more partners,” he says. “One key element is product innovation and vision. A lot of partners want a vendor to not only meet an immediate need, but also give confidence in their future view of threat and a roadmap of how they can develop and expand their customer base and we've done a very good job of that. We're doing a lot around customer advocacy and that third party analyst validation piece. “There is a predictable profitability play here and that is from a resale perspective. With MSPs our retention rates are more than 90%,
which gives real confidence to partners.” Dan adds that speed is also important within the channel. “Any partner we work with needs to know from a sales and technical perspective that we can be agile and give them the support they need to answer questions they have with their customers in a timely manner. “That's what we're delivering to partners, and we've seen real success in that over the last 12-18 months. We're the only provider in our space offering that fully managed inbound and outbound remediation on email, which is quite a compelling USP for MSPs.” Continual innovation Dan adds that Egress will continue this journey in the future as the threats to email continue to grow and the market is demanding the full service offering that Egress provides. “We will continue to invest in that,” he says “We will ensure it delivers what our MSP partners need – so it must be relatively straightforward to manage, install and support. You can't grow the MSP model without having best of breed technology, so we will continue to innovate. “In this industry you must continue to innovate because of the threat profiles out there. The attackers are continually innovating so we have to too.” Dan adds that partners such as Saepio are helping to feed that innovation. “It's easy in our space to live in a world of email security and if you're not careful, you can believe your own hype without validation from the market. With people like Joseph and businesses like Saepio, we get that validation and if they believe something can be improved or changed, they'll be vocal about it because it matters to them and to their customers.” Joseph adds: “The feedback loop that we have with Egress is one of the more compelling of any of our vendor partnerships,” he says. “We have confidence that they're going to support our customers over a long period of time because what they work on and develop is not just stuff for the sake of being representative in the market. It's the things that are going to make a difference to our customers. “When we look at some core features, not just the integrations that customers are asking for, when it's Egress releasing it, we're talking weeks or months rather than it's on a roadmap for the middle of next year. That does instil a lot of confidence with customers and from our perspective it says we're in the right ship when it comes to being able to deliver what our customers are asking for.”
In this industry you must continue to innovative because of the threat profiles out there. The attackers are continually innovating so we have to too. “ ”
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