Partner Content: 'MSPs are having to change their business model' - ThreatLocker CEO on the key opportunities for the channel this year

Josh Budd
clock • 2 min read
Partner Content: 'MSPs are having to change their business model' - ThreatLocker CEO on the key opportunities for the channel this year

Danny Jenkins, CEO of ThreatLocker, on the challenges, and opportunities, facing MSPs post-Covid

As part of CRN's MSP Transform event taking place on 23 June, we catch up with ThreatLocker's CEO Danny Jenkins about how MSPs can capture the UK's post-Covid recovery.

Register for free to join MSP Transform on 23 June here. The event will feature panels and discussions with the UK's top reseller and MSP decision makers. Click here to view the full agenda

What is the biggest challenge that your partners will face this year, and how have you helped them combat these?

Security by far - MSPs are having to change their business model from managed I.T. to Managed I.T. and Security. The first words a business owner will say to the MSP after a breach are, "I thought you took care of that."

MSPs must learn how to add effective security to their clients, and this means not just adding some layers of detection, but real controls, policies and monitoring. Ransomware attacks are increasing and becoming more sophisticated. In addition to file encryption, cyber criminals are using double-extortion methods.

What do you see as the biggest opportunity for your partners over the next 12-18 months?

Security Sales - All businesses know that security is a problem. While they  won't be thrilled when you tell them they need to spend money, most business owners will do what's right. This means you can improve your clients security while growing your own MSP or VAR.

What impact will customers returning to offices and adopting hybrid working models have on your business?

The new perimeter is not the office, it's the servers or data centers. Laptops, desktops and other computers are ultimately going to be outside the perimeter, whether they are working remotely or in the office. Especially as users roam in and out, it's important to protect servers from endpoints. It's also important for businesses to protect endpoints as much as possible.

What one technology trend will shape the IT channel the most over the next 12-18 months?

Zero-trust - Without a doubt, cyber attacks are getting more sophisticated, and it's impossible to detect them all. It's critical to implement more default deny, harder configurations, and less permissions to both applications and users.

What is your advice to partners to grow their business with you this year?

Define your offering very clearly, and get it in front of as many potential clients as possible. There are plenty of businesses out there. If people don't know what you do and or understand how your solution solves their problems, success will be difficult. Leverage security. If someone is switching providers, security is one of the top reasons.

Danny Jenkins is the CEO & Co-Founder of ThreatLocker

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