29 020 7501 3333 [email protected] www.spitfire.co.uk/canyouhearme Te l ecoms and IP Eng i neer i ng So l ut i ons for Bus i ness s i nce 1988 Broadband is not designed for voice. Get clear VoIP calls with our range of quality of service solutions. French Bulldog [Canis lupus familiaris] technologyreseller.co.uk We are always surveying the MSP landscape in terms of what our partners need to deliver on their promise to customers and are constantly looking at what we need to acquire to continue to help partners. On the vendor side and the MSP side we’re seeing a lot of M&A right now. My personal view – and this is not a Kaseya or a Datto view – is that the MSP landscape will really consolidate over the next five years. I think there will end up being very big MSP players and very boutique MSP shops. They will be the two dominant types of MSP in the next five to 10 years. Craig Fulton, CCO, ConnectWise Vendor consolidation has been a hot topic for a decade. We always look at the platform, the tech stack, the toolset that MSPs use and say ‘OK, where are there gaps here?’ and then ‘Do we build it? Do we partner with it? Or do we acquire it?’. We’re constantly looking at that. Last month, we announced new partnerships with Evo Security and Exium that filled some gaps in our cybersecurity stack around network scanning, user rights management, elevated access. And then we made a decision to build our own ConnectWise Access Management solution so that we can control permissions so technicians don’t need to share passwords with each other, which is a violation of cybersecurity rule number one. Then, to ensure MSPs can focus on the right things and not be heavily burdened with back-end stuff, we acquired financial tech company Wise-Sync that helps MSPs get paid faster. Not everyone wants to use a single vendor. We hear things like ‘Hey, I’ve got technicians in my team that have invested a career in understanding these toolsets so these are the toolsets we’re going to continue to use’. That’s pretty common. There’s some brand loyalty; people use one tool and feel good about it. But at the end of the day, having one vendor to work with is a great thing for a growing MSP. The more vendors you have to work with, the more burdensome your everyday operations become – receiving bills, paying bills, reconciling that with what you’re billing. Most MSPs don’t have a fulltime person doing that. Vendor consolidation is good for them. Sometimes it’s the terms of the agreement that makes them choose which vendor they’re going to go with, or the integration capabilities, the partnerships – ‘I already have Storagecraft or Acronis for backup and they integrate tightly with ConnectWise’s platform, so that’s the direction I’ll go in’. This wasn’t a point people made 10 years ago, because the tech stack was smaller then. It’s more important now because there are so many more tools and that whole process around usage and monthly billing is become very burdensome to manage. Then I hear people say ‘Hey, it’s because of the experience they get with that vendor’, which could be down to the community that may be associated with them. At ConnectWise we have IT Nation, a great community of partners working together and networking, building best practices, learning. Lorenzo Fiori, Marketing Manager, Nanosystems As the pandemic shifts to new working standards, vendor consolidation for MSPs is demanded to create value in the whole supply chain. The more vendors support MSPs, the more the latter will be able to respond to the growing and increasingly heterogeneous demands of customers and end-users. At Nanosystems, we felt a pressing need for MSPs to adopt scalable solutions centralising complex tasks and then providing better service to customers, making work go more smoothly and with lower costs. Our SupRemo and Uranium Backup solutions have existed for almost 10 years, but we have now brought them together in the SupRemo Console, an online IT Management Console that allows MSPs, among other things, to perform status monitoring of endpoints (PCs and servers), to establish support sessions for remote support and to handle data protection of information systems, databases and virtual and local machines.
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