01732 759725 40 PREDIcTIONS 2024 risk of insider threat has never been higher, and we see significant growth potential for our partners in this space. e What are the anticipated plans for growth ? Lots! We’ll steadily increase employee headcount, ensuring we continue to provide our partners with a dedicated and knowledgeable account manager, and maintain good capacity in our unique Product Specialist Team. r What risks or threats do you see on the horizon for MSPs? Stack bloating is a real risk for partners already, and forward-looking MSPs are consolidating and unifying their offerings. MSPs that don’t do this are leaving themselves open to cyber-attacks whilst also conceding commercial opportunities. CONCEAL Rob Iannicello, Senior Vice President of Global Sales, Conceal q What for you was the most interesting business development in 2023? Regarding MSPs, 2023 was the year MSPs started to take browser security seriously to prevent ransomware and credential theft. We’ve witnessed explosive growth in our MSP base growing over 450% QoQ from CYQ2 to Q3, and it’s on track to do the same for CYQ4. For the Conceal Community, our launch of a free NFR Community for MSPs and 5 Free licenses for Enterprises to protect their most targeted people has proven to be a successful initiative that continues to grow daily. w What’s new for your business for 2024? ConcealSherpaAI engine, an innovative secure browser extension powered by artificial intelligence (AI) to autonomously identify potentially harmful webpages. It evaluates metadata signals on a webpage and decides whether to quarantine, block or allow access. The AI continually adjusts the weights of these signals while identifying new ones, enabling it to keep up with evolving threat actor tactics. e What are you going to be doing differently this year as a business? Growing out an Inside Sales team in Augusta, GA (HQ) and starting one in the UK to keep pace with demand. www.conceal.io PAX8 Phylip Morgan, Chief Revenue Officer, Pax8 EMEA q What for you was the most interesting business development in 2023? In June, we unveiled the future of the Pax8 Cloud Marketplace. Taking a visionary approach and execution path, we are offering unique customer acquisition opportunities to partners and providing data-driven insights into their customers’ solution lifecycle. w What’s new for your business for 2024? We are excited to be rolling out Pax8 Academy across EMEA, providing partners with access to customised education and a support team to drive further value for them. Pax8 Academy upskills our partners in effective ways to grow their business and work more efficiently. e What are your plans for growth in 2024? Maximising our capability to help Partners execute on Microsoft Dynamics following our 2023 acquisition of BamBoom Cloud is key, and we will continue our investment across EMEA with particular focus on the Nordics, DACH, Benelux and the Baltics. r What risks or threats do you see on the horizon for MSPs? Thanks to ChatGPT, the SMB market no longer sees Artificial Intelligence as a piece of enterprise technology that is not within their grasp. The biggest threat to MSPs will be the competitive advantage that Microsoft Copilot adopters (amongst competitors and customers) gain over their peers. My colleagues and I at Pax8 EMEA were part of the Microsoft Early Access Program and the productivity gains were breath-taking – in the region of 10-15% in a working week. That performance difference is a real threat! target, so we continue to invest heavily to stay ahead of threats and to integrate our portfolio, reducing the admin burden on our partners and customers. e What is OpenText CyberSecurity going to be doing differently this year? In 2024 we will see even shorter ‘patch to exploit’ windows, keeping the pressure on admins to ensure timely patching of their most exposed technical assets. This will also ramp up the pressure on vendors, who will need to ensure their solutions can be quickly and seamlessly updated by their customers. With the continued growth around generative AI and large language models, a key focus area includes defending and mitigating attacks caused by these new technologies. This year we have seen WormGPT and FraudGPT, but these are just the beginning. We will enter a new era in which all phishing emails and other social engineering attacks will be automatically and expertly crafted to be specific to their targets. r What threats or opportunities do you think MSPs face this year? The threats that MSP business customers are facing include cost savings and the need to simplify security programs. Staffing shortages or reductions, along with lack of security expertise, will be key challenges for MSP businesses, as well as the compliance and insurance needs of their customers as they mature in this area. It’s also important to consider the opportunities available when moving forward. These include customer growth in the technology and IT services sector for MSPs, and continued personalisation of partner programmes that will be used to secure new and retain existing MSPs. BRIGANTIA PARTNERS LTD Angus Shaw, Sales Director, Brigantia q What was the most interesting business development in 2023? The rise of unification. A few years ago, it was all the rage for MSPs to have a different vendor for every layer of cybersecurity. Partners now actively consolidate solutions and realise the significant commercial and operational benefits in doing so. w What’s new for Brigantia for 2024? We have just added a hugely important string to our bow and signed NextDLP. The ...continued Angus Shaw Brigantia Rob Iannicello CONCEAL Phylip Morgan
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