Sherweb seems to be moving to a cloud distributor role where you’re getting the products and services out there but then adding on additional higher level services for the partners themselves.
Cassar: Our pillar around the marketplace is similar to a cloud distributor. So in the sense where a very significant portion of our business is resellers coming to Sherweb, coming to our platform, getting third-party products, and then selling them to their end customers, that’s 100 percent accurate. But on the other hand, we’re trying to be a lot more than a simple or a normal cloud distributor. We’re trying to add a lot more value, whether it’s through either developing some of our own solutions or by investing in tools and products that can help facilitate the lives of our MSPs. So that’s really one way we’re trying to differentiate ourselves versus simply having a marketplace where we invite the MSPs to come in buy products. And over time, we know [a marketplace is] not going to be enough to really support and add value to the channel.
The big thing with the SolarWinds breach is the question of unsecured credentials through Office 365. How big an opportunity is this for partners to secure Office 365 and the endpoints?
Cassar: The SolarWinds breach, which is a sad thing, creates awareness around security. Even prior to the breach, there was been a lot of awareness around security. It is a major challenge. And I think that more and more MSPs now realize--some of them, by the way, still need to be educated on this--that they need to develop security expertise and security solutions to make sure their end customers are properly secured...
There’s not a lot of solutions that are tailor-made for SMBs, which is pretty much the target market that our MSPs serve. And if you look at the SMBs, once they’ve transferred things into the cloud, yes, it’s great to protect the endpoints with a Bitdefender or whatnot. But a lot of their very important information and tools and what they do will be in the cloud, in Microsoft 365 itself using OneDrive, using Outlook, using Microsoft Teams now, and so on. So we really wanted to develop a solution on top of Microsoft 365 that would facilitate security for SMBs. And Microsoft, at the end of the day, has invested billions in security. All the technology is there, but it’s the same technology stack whether you’re the size of Apple or whether you’re a 10-person SMB business.