What’s Behind Strong MSP Recruitment

CF: What’s fueling the MSP recruitment surge?

SB: I think it’s cybersecurity in general, but more importantly, the products and services that we’re releasing. We’re listening to our partners; we’re listening to our customers. The MSPs that we work with today and the MSPs that we’re recruiting [say], “Oh, I didn’t even think I needed that.” And we have it. Little things like no longer wanting to run your own SOC and you’re looking for someplace to put it. I think also the adaptive cybersecurity ecosystem is really resonating where you don’t have to manage eight to 10 security vendors for security. We have everything tightly integrated into Sophos Central, from MDR to network detection and response (NDR), ZTNA, switches, firewalls, wireless access points, and then mobile and email, and server protection, and cloud protection. A lot of the education and the webinars that we do for MSPs are really how to work in these disparate environments.

So I think they’re seeing the needs of the customers and we’re paying attention, obviously, to the customer needs. And as the customer needs change, we are quick to change, adapt and pivot to deliver security. But more importantly, we’re building that framework where an MSP can log into what we call the Sophos Central partner dashboard, and they see everything. They see all their customers, the licenses they’re using and the integrations that they have across the board. And because we invest in the partner community and the MSP community, I think they really appreciate that. And we have a community of MSPs that are staunch advocates.