Monday Morning Impact – July 1

Published On: June 30, 2024Categories: Buzz

Barracuda: Providers Embracing Marketplaces, but Have Doubts

Barracuda Networks, a Campbell, California-based security company, has published a new report suggesting that MSPs around the world are embracing marketplaces and artificial intelligence (AI) to better meet customer needs, but worry about their lack of knowledge about AI and its applications.

According to the company’s “Evolving Landscape of the MSP Business 2024” report, MSPs continue to shift from project-based customer support to a recurring services model. This year, MSPs expect just under half (44%) of their revenue to come from such recurring services, up from 34% in 2023. According to 92% of respondents, businesses are scaling back their in-house IT and relying more on MSPs, and this is likely to be a key driver for the rise in recurring services.

Customer demand is greatest for security products and services. According to the survey, the top three solutions MSPs offer and support are security operations centers (42%), security awareness training (38%), and network security (36%). MSPs expect to expand their portfolio with an average of six new services overall during 2024.

More than 90% of MSPs believe that cloud marketplaces will simplify operations. In addition, 47% of MSPs are using cloud marketplaces already, and 50% of the remaining respondents are exploring the option.

Almost 9 in 10 of the MSPs surveyed (87%) say they need either significant or notable improvements in their knowledge and application of AI products and services. In addition, 77% of MSPs feel under pressure to offer customers AI insight and tools.

While growth is expected in 2024, MSPs cited their top challenges as increased competition in the MSP market (48%), up from 44% in 2023; and lack of ability to help customers comply with government regulations (82%).

Barracuda’s seventh annual MSP report features the findings of an international survey of 700 MSP organizations.

Channel Impact®
MSPs face continuous change amid increasing competition, evolving routes to market, and the expansion of potential attack surfaces. The research shows that many MSPs are responding to shifting client needs by actively embracing new opportunities that will benefit clients as well as their own operations and business growth.”

Telarus Updates SolutionVue Platform

Telarus has unveiled the latest module for “SolutionVue AI QSA,” the technology services distributor’s assessment platform that matches customers’ technology priorities with offerings from a knowledge base of certified Telarus suppliers. 

Elements include customer self-service chatbots, real-time agent assistance, agent coaching/quality management for contact center managers, accent matching, contact center performance analytics, outbound communication management, and the use of Generative AI and intelligent business intelligence popular GTP engines such as OpenAI, Gemini, Copilot, and Bedrock.

“We’re excited to see the huge uptick in the success our advisors are having as a result of SolutionVue and see it as a key technology that differentiates them in the marketplace,” “Artificial Intelligence is something most advisors want to talk to their customers about but lack the knowledge and approach to do so,” said Nate Juraschek, SVP of Product Development for Utah-based Telarus. “Like our other SolutionVue modules, advisors who use the tool in their customer discussions are qualifying, registering, and closing more new business.”

The platform is available to all active technology advisors through the Telarus Agent Back Office, a management application with over 4,000 users worldwide. It is the fourth QSA addition to SolutionVue, joining the existing Cybersecurity, Cloud, and Contact Center QSA’s.

Channel Impact®
The new module is positioned as the industry’s first Artificial Intelligence assessment tool to enhance customer experience, cloud, and Generative AI applications.

The automation is intended to ensure that partners are asking the right AI questions throughout our discovery call to acquire the information necessary to address the customer’s AI automation, insight, and efficiency needs.

Forescout Rolls Out Overhaul of Partner Program

Forescout Technologies, Inc., a San Jose-based cybersecurity company, has announced the redesign of its channel program, “Forescout Envision.” The company is activating a new service provider component intended to welcome service delivery, support, training, and consulting partners. Forescout managed services partners can also attain new solution-specific specializations.

“A one-size-fits-all approach does not serve the best interests of today’s modern service providers. Forescout aims to be the top growth enabler for the companies it’s privileged to call partners,” said David Creed, Vice President of Worldwide Channel Sales, Forescout. “We have transformed the underpinnings of the Envision program and enablement framework to create an entirely new certification process that reduces the time to market for our partners, no matter their size or geographic location.”

Forescout managed services partners can obtain technology certifications, including Network Security, which features Network Access Control, Segmentation Management, and Zero Trust Assurance. An OT Security Certification is designed to help partners build practices around Visibility as a Service, Asset Management, and Operational Risk Management. A Cyber Risk Exposure Certification focuses on topics such as cyber hygiene, vulnerability management, device compliance, and audit readiness, enabling customers to proactively manage and mitigate risks. In addition, a Threat Detection Response Certification facilitates the use of a threat detection engine and an intuitive cloud-based platform used to support log correlation, security operations efficiency, and incident response.

Channel Impact®
The program update, which had been piloted in North America and recently expanded to additional regions, is intended to provide the necessary training and tools to support scalable cybersecurity service delivery and efficiently drive forward customer projects.

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