Wat viel op vandaag: hoe snel MSP's AI oppakken. Volgens Absolute maakt AI ook aanvallers sterker, dus moet een MSP ervan uitgaan dat de slechte dag komt en veerkracht inbouwen. Klanten betalen niet voor tools maar voor een uitkomst. Daarom: geen wildgroei aan tools, standaardiseer je stack en haal meer uit wat je al hebt.
So we're here at PAX8 Beyond EMEA Copenhagen. What was the thing that stood out the most for you today? I think it's the fast adoption of AI into the businesses of MSPs and the opportunity that lies ahead and, frankly, the great infrastructure and services that Paxiade are putting together to support managed service providers. Yeah. Because I think the guide that they released was very impressive this morning. So, obviously, you said the AI word, so that's nice. What what is the impact from a security perspective now with the whole AI coming up very fast? Well, I think the impact is immense. AI has made the bad actors that much more powerful. The reality is that it was bad before, and it's worse now. The acceleration of how quickly bad actors can bring to bear those tools and leverage vulnerabilities is really worse than ever. And they've been able to outsource every aspect of the the attack, right, from the creation of the malware all the way to the collection of the money. And so, you know, with AI, that scale and how many targets they can hit at any given time is immense. So even the most mediocre bad actor now can do some immense damage, and it makes the job of MSPs that much more difficult. And they must plan for a state where they're not gonna be able to protect all their customers and really need to build resilience into their businesses and for their customers. And so how are you gonna keep up as an MSP with all... With everything happening around security? I think that the way to look at it is to assume that bad day is going to happen. And with proper planning and having the operational capability internally, that'll address the ability for them to make sure that their customers are able to resume business. Right? You know, end customers aren't paying for tools. They're not looking for that next security EDR product or a mail protection product. They're looking for a business outcome. And by providing the overall service and ensuring that they're accounting for not just mitigating the risk through security tools, but also ensuring that there is a ability to continue business through a resilience capability, I think that the end customers will be satisfied and MSPs are much better positioned. So how how would you pick the right tool as an MSP? Because I think a lot of MSPs, they struggle a bit with decisions they made in the past. They they have this tech stack in place. So how do you pick the right tool, or how do you actually decide if the tool is still sufficient for what the end customers are are requiring currently? Well, I think that it's a constant assessment. Right? And I think that when you come to shows like this, MSPs are always seeing the newest and greatest and the new shiny object. And the danger there is tool sprawl, the inability to manage them effectively, and the higher costs associated with that get... That gets passed on to the end customer. Right? And so I think going through a process of trying to remove that that legacy debt, you know, that tech debt that that we spoke spoke of this morning, but also ensuring that the capabilities... Well, there's standardization around tool sets across what they've deployed and really truly becoming experts in utilizing and leveraging that technology and ensuring that those tools are operational and running. Right? Because ultimately, that's the the key that end customer is looking for that outcome. And, again, not just a state of here are the tools that we're gonna use to protect you. So how do you support MSPs on their security journey? Well, for Absolute, whilst we have a broad portfolio of tools that we brought to the enterprise, my remit at the organization is to ensure that we're meeting the needs of managed service providers. And that doesn't mean just taking what we do into the enterprise and saying, here you go, mister MSP. Use this for your business. Right? It's it's about adopting the product to fit the go to market, the support requirements, the way that MSPs operationalize their their businesses so that we're truly being business partners with them, and they can effectively utilize our solutions to deliver that end service. So as a part of that, you know, training, support, enablement is not just about here's the licensing level and a discount for you. Right? It's the whole scope of how we can we can adapt our technology to fit their business model and how they go to market. Yeah. Because I think... Especially the go to market that triggers me as well because as an MSP, you need to be able to sell it to your end customer as well. Right? And I think to some extent, we think end customers should not really care about security technology or anything, but I think it's still very much the reality, at least in the in the ecosystem where we're very present, that MSPs still have to sell the value of security. Yeah. I think that if you lead with outcomes, right, what is the end customer ultimately wanting from a from a business perspective? And then what can you own as a partner? Right? And what can you truly be an expert with? So if I think you align there with your end customers, then you can work together to build the right stack or offer the right services to meet that business objective. So if there was one piece of advice that you would like to give to the MSPs today, what would that be? I think it would be to standardize across the tech stack, ensure that you're getting the most from what you're already using, and have a a divided or a a segregated motion around your service delivery and your go to market in terms of sales and operations and ensuring that that end customer is ultimately getting what they need. Right? It has to be fully cohesive, but all of those silos have to stand on their own for that MSP to be successful and that end customer to get that end result.
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