CRN Channel Awards - Finalist Q&A with Nihil Morjaria, Chief Revenue Officer at uSecure

Nihil Morjaria talks being finalists at this year's CRN Channel Awards

Why do you think awards like the CRN Channel Awards matter?

They give a platform to highlight exceptional people and companies who may not otherwise get the recognition they deserve. The Channel is a rapidly growing and competitive space. It’s important to pause and take stock of who is helping to drive growth in the community, shine a light on their efforts and bring them to the attention of others in the Channel who could benefit from learning about their experiences and approach.

What would winning this award mean to your company?

It would be a brilliant validation of all we’ve invested in the Channel. We rebuilt our product to allow us to go all-in on the Channel in 2019 - we knew we had to fully commit to in order to truly align with the needs of our partners. This is an ongoing process that we’re still continually evolving to this day. Winning this award would be an amazing recognition of the work our team have poured into this, and a marker reinforcing that cyber security is more than infrastructure: Human Risk is a critical cog in the machine.

What would you say is your company’s proudest achievement over the past year?

Securing our Series A funding in July was a huge milestone. We’ve been able to carve a foothold in the Channel so far through organic growth. The funding round gives us the extra resource and expertise to achieve our overall company mission of becoming the global leader in Human Risk Management for MSPs. We can accelerate that pathway which is massively exciting, and highlights the differentiation achieved in a competitive market by committing to the Channel.

A close second would be winning Pax8’s ‘Most Valuable Vendor - EMEA’ award. Receiving that recognition from one of the biggest voices in the space was something that we’re very proud of.

What have been the biggest challenges of 2025 so far and how have you overcome them? How have your people helped with that?

Growing our headcount by 33% this year has marked a new phase for the company. Hiring is critical to get right, and balancing this with other growth initiatives and both retaining and evolving the company culture has definitely been a challenge, but a hugely rewarding one.

We’ve thought about the fundamentals we’re looking for both professionally and personally to grow the company in the right way. Having a hands-on team that is actively bought into what we’re trying to achieve is invaluable. They’ve helped lessen the load and embed new starters so they can hit the ground running. Without that, rapid growth whilst maintaining effectiveness and culture wouldn’t be possible.

How do you think the industry has changed over the past year and what changes do you think it still needs to make?

Rapid adoption of AI is the clearest change. As a result, MSPs are becoming bolder about the packaged services they offer, creating complementary, standardised bundles with largely self-sufficient products that complement one another. Having greater confidence in the efficiencies of your stack has allowed more scope for deeper managed service offerings wrapped around those products: time gained is now being spent on value-driven services that open up new revenue streams.

There’s definitely scope for better collaboration between vendors and partners to make this more accessible. Simplified licensing models, readily available enablement training, and partner education sessions all help improve alignment.

What do you see as the main opportunities for the industry in the coming year? How do you plan to capitalise on those opportunities?

Compliance and security are more intertwined than ever, turning what was security best practice into compliance mandated processes. Most clients don’t have the resources to handle this on their own, especially in the SMB space where most of us operate. It makes complete sense that they’d turn to their MSP for help - we just need to ensure we’re prepared for the opportunity.

We’re continuing to invest in partner education, providing guidance on how to grow revenue through these levers. We’ve built content such as training courses and policy templates aligning with UK frameworks, and are incorporating more compliance-specific tailoring into our product.