technologyreseller.co.uk 39 VOX POP Continued... Following a vendor’s recent complaint that MSPs and VARs are too cautious about adopting disruptive technology and that by sticking with the status quo they are doing their customers a disservice, we asked several IT service providers whether this is a fair assessment more reserved. “Many vendors offer similar solutions, making it challenging to differentiate. Additionally, the process of onboarding and deploying new technology can be time-consuming and complex, requiring significant improvements to justify the effort. MSPs are also mindful that today's leading technology can quickly become outdated, further fuelling their caution. What's 'best' today might be third best in six months’ time.” Phil Cambers, Commercial Director, Trustack “I don’t think there is a right or wrong approach here. The answer is it depends! I think MSPs need to have a healthy caution, but not so much that they become stuck in the past. You need to strike a balance. “At Trustack we have built a reputation for choosing the right technology at the right time. Sometimes, if you’re too early, the market isn’t ready and you can waste a lot of time educating clients with very little return. Equally, if you are too late you might find the opportunity has passed. It’s about using your experience, and that of your colleagues, to make a call at the right time. Disruptive vendors also need to leverage distribution to help their cause, but as far as I can see lots of the new disruptors are cutting distribution out and going direct to MSPs. This can be a mistake if they want to fast track success. Quality distributors can help alleviate some of that caution.” Nathan Charles, Head of Customer Experience, OryxAlign “MSPs like us must delicately balance innovation and reliability. Our accountability to clients means we only recommend new tech that we truly believe in. This helps us to reliably deliver success and ensure ongoing client satisfaction. While direct vendor-to-enduser sales offer a workaround, MSPs prioritise proven, reliable technology over untested innovations. “For example, we spent around 18 months conducting staged, in-house, end-to-end testing of our XDR offering before launching it to customers. We tested against standards, including Cyber Essentials Plus, ISO 27001 and NIST. We also tested the solution by simulating a ransomware attack and remediating vendor claims.” Jay Ball, CEO, Flotek “As an MSP supporting small and medium-sized businesses, we recognise the need for balancing innovative tech with reliable solutions. While the IT channel's cautious stance on new disruptors is Is the IT channel too cautious and too slow to adopt disruptive technology? Scott Dodds, CEO, Ultima “I disagree with the claim that the IT channel is too cautious and too slow to adopt technology disruptors. The IT channel is not a static or rigid entity, but a living ecosystem that embraces innovation and change. The IT channel is constantly evolving and adapting to the needs and demands of its customers, partners and vendors. It is always looking for new opportunities and solutions that can enhance its value proposition and competitive edge. Technology disruptors may offer some of these opportunities and solutions, but they also pose risks and challenges, such as compatibility, scalability, support and regulation. “The IT channel is not missing a trick by being cautious; it is being prudent and professional by evaluating the benefits and drawbacks of new technologies before embracing them. This way, the IT channel can ensure that it provides the best value and service to its customers, while minimising risk.” Tom Henson, Managing Director, Emerge Digital “It's understandable why some might view the IT channel as overly cautious. In reality, the sector is mixed, with some vendors eager to adopt and grow, while others are Is the channel too cautious for its own good? Tom Henson Phil Cambers Nathan Charles
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