Webroot's EMEA sales manager outlines the security vendor's channel plans following its recent involvement in the CRN European Channel Leadership Forum
Describe your company in five words or fewer
Cloud security solutions for MSPs
Why did you participate in the CRN European Channel Leadership Forum last month?
Webroot decided to participate in the forum to get greater insight of where the channel is heading and discover what the main priorities are in the channel. We believe that the move to the MSP model is gaining momentum in the UK. With this in mind, we also wanted to understand how far the VARs had gone to shift to this way of working.
What do you think is the most challenging trend in the channel today?
For our industry it is ransomware but for the channel in general it has to be GDPR because of the scale of the legislation. Businesses are yet to fully grasp the impact of the right to be forgotten and the new restrictions around data sharing and security. It is going to be very challenging for most companies to implement.
If you had to give your channel partners one piece of advice, what would it be?
Follow basic security best practices to limit your exposure to threats
What are the three most important things partners need from vendors to be successful?
Technical and commercial support in the sales cycle, responsive and effective support, and evolving products
What can the channel expect from Webroot over the next five years?
We are working to deliver a unified stack of solutions for MSPs. We want to further cement our place as the number one security solution for MSPs by building out our portfolio to secure the network and the human as well as the endpoint with our new DNS and security awareness solutions. With the future release of our network anomaly solution we will add robust analysis of the threats affecting a business making Webroot a one-stop shop for the security needs of MSPs and MSSPs.
Adam Nash is EMEA sales manager at Webroot. He has been working in IT for over 18 years holding positions in a variety of tech and sales roles including IT auditor, tech product manager, sales engineer and network engineer. He has been working in security with Webroot for the past three years helping to build the EMEA channel.