MSPs Saving Customers Money

CF: Does the fact that organizations can’t cut back on security regardless of economic conditions benefit Sophos and its partners?

SB: The threat actors are not going to go away, and ransomware and all the different threats that are out there are not going away. And I think what a lot of MSPs specifically are doing is looking for ways to optimize and run their business. And you might have a lot of these capabilities that can extend beyond what a customer is looking at. You might say, “I need to now buy a new VPN and I have to buy a new server.” Well, these MSPs can educate these customers and say, “No, let’s maybe lift and shift your workloads into the public cloud. We’ll save you money there. Let’s outsource the MDR to Sophos. Let’s leverage ZTNA.” Now you’re securing your users obviously with the remote workforce. So there are a lot of different ways that I think MSPs can help customers pivot to save money. And honestly, as the MSP, you should have a seat at the table. I think as you become more of a virtual CISO, you have a seat at the table, you have a seat in the boardroom, and now you can help advise on what the budget should be for IT next year. So that’s where MSPs over the last couple of years have gone, and just maturing that thought process, but also helping automate a lot of the challenges to help them save money.