technologyreseller.co.uk 25 and bridges the gap between AI tools and enterprise data to optimise workflows and deliver tailored insights while respecting data security. Compliance Center Finally, Egnyte is strengthening governance with the launch of a Compliance Center that enables organisations to automate the configuration, collection, storage and management of compliance artifacts for major standards such as CMMC Levels 1 and 2. CMMC compliance is now required for all U.S. Department of Defense contractors that manage Federal Contract Information and Controlled Unclassified Information (CUI). With secure data enclaves and CUI detection, EgnyteGov solutions provide a single source of automatically generated, always-available proof of compliance while reducing manual errors. It’s a muchneeded alternative to complex, costly governance, risk and compliance (GRC) solutions and do-it-yourself options that can put mandatory compliance at risk. www.egnyte.com obligations in plain language. Designed for business teams, it offers natural-language Q&A, automatic extraction of key data and exportable reports for audits and compliance. The other, Egnyte’s Deep Research Agent, synthesises large datasets and documents, combining complex insights from Egnyte files and web sources into actionable, citation-backed research reports. In minutes, teams of analysts, project managers, marketers and other professionals can explore topics, gather insights and receive detailed comparisons. Model Context Protocol (MCP) Server In addition to its new AI agents, Egnyte has enhanced its AI capabilities with the launch of its own MCP Server, a secure integration layer directly connecting AI assistants such as ChatGPT, Claude and Gemini to enterprise content stored in Egnyte. The MCP Server enforces Egnyte permissions, supports flexible opensource and fully managed deployment, Early adopters report 63% faster firsttime opens on Adobe Premiere Pro files and more than 30% faster subsequent opens on a variety of CAD files. Commenting on the new feature, Mike Hathaway, Survey Department Manager at Welch Comer & Associates, Inc., said: “One of the best things about Adaptive Block Caching is that it has delivered an immediate and quantifiable improvement in our collaboration efficiencies. It allows our surveying and engineering teams to work efficiently on large files without compromising data integrity or collaboration. File access speed is significantly improved, making work feel as responsive as operating on a fully local network.” New AI Agents Egnyte has launched two new AI agents designed to help business teams process large amounts of data. One, Contract Analyst, is a purposebuilt AI agent that clarifies complex contracts by finding key details and revealing critical terms, risks and COVER STORY that MSPs should move into, but it’s a key one because regulation across the industry is only going to become tighter. TR: How do you plan to expand your partner network? DT: We have a good number of MSPs already, and some key partners are enjoying those benefits I mentioned – saving time in the support desk, creating recurring revenues, providing a good customer experience. Something else I’m super-positive about is that Egnyte is a product-first company. There are so many IT products and services out there, and let’s say the really good ones are maybe 90% good. What I’m sensing and hearing as I talk to end user customers, partners, resellers and MSPs is that we’re five nines. Egnyte’s the Hoover of its space – it’s the name, but because we’ve lacked a true channel focus until now, it is not something we’ve really exploited. That’s one of the reasons I’m here. I’m a bit like an SDR (sales development representative) in terms of my role, albeit with a different title and different pay grade. I’m just a small cog in the wheel. We’ve also got a Senior VP of Global Sales, Bob Gagnon, working out of the States. We’ve got Gardiner Smith, who as Channel Leader heads up our global VAR business. We’ve got me looking after MSPs in EMEA and two peers of mine in the US looking after North America and Australasia. We’re making a real commitment to grow in this space. TR: Do you have a target for the number of MSPs you want to recruit, and are there particular qualities you look for in partner? DT: For me, it’s more about quality than quantity. There will be a volume play, because there always is, but I’m looking to get MSPs and VARs with an Egnyte mindshare. We have MSP partners today that are Egnyte-first. In some cases, it’s in their stack. So if an end user customer doesn’t take Egnyte, they don’t become a customer of that MSP – it’s part of their security and governance play in terms of how they look after their clients. I’m not expecting that of everyone. What I’m looking for are people who want to grow their MSP business and to do that it’s important to be able to differentiate yourself. Egnyte gives you something else to lead with – or an alternative, because we can complement SharePoint too. It’s not just a SharePoint or Egnyte play. One of the challenges MSPs face is that they’re often accidental entrepreneurs who have just wound up running a business. They are technology-focused, operationally focused, but struggle with sales. Typically, an MSP might have 2,500 endpoints and 50 customers, of which 70% might be right for Egnyte. Once you have engaged, Egnyte’s a pretty simple sale because you’re often solving a problem, such as difficulties with collaboration or concerns about data privacy and governance. It’s an easy discussion, but maybe due to a lack of sales confidence or ability, the sale could take three to six months or more. I understand that. For me, the perfect customer is an MSP that brings some business every quarter, that gets Egnyte, that understands it, that has it as a part of their discussions and looks to put it in the right places. TR: What can partners expect from Egnyte in the next 12 months? DT: I’ve known Egnyte for nearly four years, but it’s not been up in lights, and it really should be because it is such a first-class, first-rate product. So, one of my goals is to raise our profile in this space. You’re going to see much more of us, and if you’re not working with Egnyte others will be and you may see them penetrating your customer base or working on deals that you’re trying to win. We’re going to be everywhere and we’re going to be winning the right partners and helping them to drive their business forward. www.egnyte.com
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