Print.IT Reseller - issue 63

INTERVIEW PRINT IT RESELLER.UK 27 that every single one of their customers will realise they have a need for it. Some end-users really care about educating their employees, some want to make sure that if they do have a breach, they have a security solution for compliance reasons, and others have to demonstrate to insurance companies that they’re absolutely trying their best to help their employees not to do the wrong things, otherwise the insurance companies won’t pay out. So it’s hugely relevant, and not just for large organisations. These guys are attacking smaller organisations, because they don’t have the defences, the education in place. They can hit a bunch of small businesses and get the same kind of return for their efforts. Everybody is at risk. If a MSP is not talking to their customers about this stuff, somebody else will be, because the problem needs to be resolved. PITR: You mentioned there are multiple layers of security, presumably that means a MSP can continue to increase recurring revenues by adding in more solutions? JH: Yes. It doesn’t matter where they start, there’s a stack of different products and solutions we have around email. Whether their customer is just looking for back-up, office365 for example, cloud back-ups, or even if they just want to make sure the cloud is secure, we can help them to do that. But we also have Sentinel, which is AI that learns how I might send an email to you, and you to me, and learns those patterns. And if it sees something irregular, it will flag and highlight. What we’re seeing with MSPs is that they just start with one of those layers, they’ll go do a back-up, for example, and eventually they start talking to customers about the additional layers that come in. And all of a sudden you have five or six layers, which is probably what the customer needs, and if it’s just a few more pounds a month, it’s very easy for their end-users to be able to justify that and consume it. PITR: Is your go-to-market channel strategy based on direct relationships or does distribution come into play? JH: I think it’s important for us to embrace the channel as a whole. When we started, we built a database, a model and a team that we knew had worked in the US and went out and started talking to MSPs and they were very quick to sign up with us. We are now starting to see more resellers looking to offer services without continued... Your bene ts: • Comprehensive security package: encryption, password control, access control • Use various types of USB devices: scanners, external hard drives, cameras etc. • With myUTN-2500: Isochronous USB mode for transfer of audio or video data streams • For all common operating systems • Up to 60 months warranty • Free updates and support worldwide Manage and use USB devices over network with USB Deviceservers by SEH SEH Technology UK | www.seh-technology.com/uk Entry model myUTN- 50a Wireless solution myUTN- 55 High performance model myUTN- 2500