Easier Conversations?

CF: With ransomware and cyberattacks making big headlines, is it easier for Sherweb and your MSP partners to have that conversation and convince businesses of all sizes that they need to do more to protect themselves?

JO: It’s always an investment by a partner. So I think from an MSP standpoint, MSPs are well aware that the conversations have to occur and different levels exist when you get to the end users from an MSP perspective. Some are willing to invest and some or not. But I think more and more are because they’re just so aware now. Is it brand damage? Is it losing their abilities? It’s always the degree because you can spend umpteenth dollars to get it and there’s always going to be some level of exposure. So it’s finding the right level for each customer where they’re willing to invest in it. But you can’t ask them to spend more than what they’re making. They’re not all enterprise accounts. So SMB has a certain level of tolerance. But I think that’s all filtered into business where people are aware now, both personally and professionally, that it’s a requirement.