How are you helping customers with these issues?

Our competitive advantage is that we can go in there with our C-level advisory services and professional services. We can do the implementation and then we can manage it day in and day out. MSSP and cloud are the two biggest growth areas within Netrix. We have a tremendous amount of growth in the cybersecurity area — not only implementing new security products for our clients, but then also running them and doing the patches. With Microsoft, we do Sentinel workshops — so when clients want to learn more about the Microsoft security solutions, we do the seminars for Microsoft. We’ve seen a huge uptick in clients that raise their hand and say, “We’d like to learn more about that.” And that then turns into a whiteboarding session around looking at their architecture.

So many clients, especially on the Microsoft side, are not even using all their licenses. It’s crazy. A lot of times it’s just sitting down with the clients and having them turn on the products that they’re already paying for. We’re working with Microsoft a lot on that, and then also checking the configurations of the products that they have.