Weekly News Roundup: Around The Channel

The Summer Solstice was this week, so we had one extra looong day to gather up all the news around the channel you may have missed. Our coverage includes a new managed SASE platform from Cato Networks, new integrations from Rewst, a phish “button” from KnowBe4, Kaseya’s new TruPeer EMERGE program, and more. Plus, N-able takes an AI pledge.

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Cato Networks’ New Partner Platform Lets MSPs Wrap Services Around SASE  

Cato Networks, a secure access service edge (SASE) provider, introduced the Cato MSASE Partner Platform for channel partners. The centralized multitenant partner dashboard lets MSPs manage the complete customer lifecycle from planning through deployment and into production.

SASE is a cloud-based architecture that combines security and networking functions.

Addie Finch

“MSPs are struggling with too many tools, too much operational cost in their overhead of managing and maintaining those tools,” says Addie Finch, associate vice president, Americas VAR and strategic partners, in a conversation with MSP Success. “Cato MSASE is going to take all of that off their plate.”  

With the MSASE multitenant solution, she says, MSPs will “be able to log into their Cato management architecture and in one simple snapshot they’re going to see across all their customers. They’ll be able to see how many events are taking place, which ones are maybe higher priority that they want to flag to a customer.”

In addition, she says, “They’re now going to be able to take that same platform to market and put their own managed services wrapper around it for the customer.”

MSPs will also have access to co-branded reporting and the platform’s AI components. “When you are looking at a security event, we can use AI to very quickly summarize in a very digestible manner what the headline is for that MSP …  as opposed to them having to investigate from the ground up,” Finch explains.

Partner Benefits

Founded in 2016 as a channel-centric company, Cato Networks traditionally worked with telecom master agents and subagents as referral partners. More recently, it has begun partnering with MSPs, resellers, and global system integrators, Finch says. The company would not disclose how many MSPs it is currently working with.

Their channel partner program includes deal registration, marketing collateral, certifications and support, and escalation paths. Cato does offer market development funds (MDF), but on an ad hoc basis, Finch says.

MSPs who partner with Cato receive three primary benefits, Finch says. One is getting to market quickly with managed SASE. “We’re basically turning over our same pre-sales and sales enablement tools that we use with our own internal sellers to our MSP partners so that they can quickly get this solution to market and into the hands of their customers.”

Second, she says Cato’s proof of concept has a 70% win rate, so it “helps them get through a sell cycle much more efficiently.”

Third is to help MSPs maximize profit. “We’re doing that by taking a lot of the operational costs out of their go-to-market model,” Finch says. “So when you think about the patching, the troubleshooting, the maintenance that they’re having to do on all those disparate platforms they’re managing today, now they’ll have the ability to standardize customers on one platform. And Cato’s taking care of all the patching and the maintenance of that platform.”

The MSASE standard offering, available now, comprises Cato’s SD-WAN, firewall as a service, secure web gateway, and a few other features. “Then if they want to start to mature with our security suite, they can add on additional security features and functionality from there,” Finch says.

Asked about pricing, Cato provided this statement: “We are launching a number of new partner licensing models, based on partner feedback, to simplify consumption and the delivery of managed SASE services.”

Apptega CEO Says MSPs Still Struggling To Turn Compliance Into MRR

Compliance offers a lucrative opportunity for managed service providers to boost monthly recurring revenue (MRR). However, many are struggling with knowledge, technology, and resource gaps, according to the recently released 2024 State of Continuous Compliance report from Apptega, a cybersecurity compliance platform provider.

The market is dominated by the consulting side or the advisory side of the business,” Apptega CEO Dave Colesante tells MSP Success. “There’s a very huge revenue opportunity of being able to take compliance and security best practices and turn it into a recurring revenue stream.”

Dave Colesante

The report found that 3 out of 4 respondents view compliance as a “high growth” business. Notably, though, just 15% offer compliance primarily as a managed service and nearly half receive less than 10% of their revenue from compliance services.

While 86% of MSPs surveyed have a strong desire to turn one-off projects into recurring revenue, 85% says they face “significant challenges” maintaining compliance for customers. Half (50%) are using spreadsheets to track compliance for their clients and less than half are using a compliance automation platform.

New Channel Team

Colesante says Apptega’s goal is to help MSPs develop a continuous compliance program that brings in MRR. “We really try to do three things for them: a new revenue opportunity so that they can grow their revenue; better margins because we think we can do it less expensively than they can do it on their own; and then we work with them to try to increase their retention rate.”

Colesante, a seasoned cybersecurity professional, joined Apptega as CEO and board member in November 2023. Earlier last year, in April, Apptega raised $15 million in growth capital comprised of third-party debt and growth equity from Mainsail Partners, the same private equity firm that owns Syncro.

“I’ve changed pretty much the whole management team except a couple people, and I’ve brought in people who’ve been in the channel who’ve productized services over the years and really understand what it means to be able to deliver recurring revenue services to your customers. So a really important part of our service is being able to help these MSP’s productize their continuous compliance program.”

Products

Rewst Expands Integration Library, Introduces Custom Integration Builder

Rewst, an automation platform purpose-built for MSPs, unveiled new prebuilt integrations and a custom integrations feature.

The following pre-built integrations are now available or will be released in the coming weeks: Google Workspace Admin, Nerdio, N-able N-central, Liongard, Hudu, Okta, SaaS Alerts, DNSFilter, ServiceNow, and IT Portal.

With the custom integrations builder, users can now drag and drop the Swagger or OpenAPI documentation for a published API to instantly generate actions that they can use in Rewst workflows without manual coding. For legacy APIs, MSPs have the option to build custom integrations from scratch, defining the authentication, pagination, and actions themselves.

Additional custom integrations features include visibility control, lifecycle management, and org mapping (coming soon).

KnowBe4 Collaborates With Microsoft On Phish Alert Button

KnowBe4, a security awareness training and simulated phishing platform, announced its new Microsoft Ribbon Phish Alert Button (PAB). Developed in collaboration with Microsoft, the PAB is integrated into the Outlook Home ribbon, enabling users to report suspicious emails with just one click from their inbox.

This integrated feature delivers a uniform experience across most Outlook versions for Windows, Mac, and the Web. The Microsoft Ribbon PAB is available on Outlook 365, New Outlook for Windows and Outlook on the Web, including the Outlook Web Access (Exchange 2013, 2016, and 2019) and Outlook Web App (Microsoft 365).

“Our collaboration with Microsoft highlights the importance of industries joining forces in developing innovative threat management tools to counter the relentless evolution of cyberattacks,” said Stu Sjouwerman, CEO of KnowBe4, in a press statement. “Phishing email attacks remain one of the most popular threats facing organizations today and empowering employees to be vigilant is critical.”

ScalePad Reveals Its Product Roadmap

In their virtual Innovate event this week, ScalePad detailed their company’s vision for supporting MSPs and upcoming roadmap developments.  

Chris Day, founder and CPO of ScalePad, teased a new offering called Agents. This new offering will be AI-powered and able to leverage data to “provide some analysis, provide some guidance, and ultimately go take an action on your behalf. Maybe that’s to send a message, do something with a service ticket, or send a smoke signal, we don’t know. But there’ll be many different outcomes that can be done with Agents in the future, and these will be configured in the hub and it’ll be ubiquitous across the applications that you have.” 

When asked in the Q&A about whether Agents’ release date would be in 2025, 2026, or 2027, Jeff Dryall, head of ScalePad’s solutions engineers, confirmed: “Definitely one of those.” Guess we’ll have to wait and see! 

People

TD SYNNEX Appoints Patrick Zammit As New CEO

Distributor TD SYNNEX announced that Patrick Zammit will become CEO, succeeding Rich Hume, who will retire but remain on the TD SYNNEX board of directors. Zammit has served as the company’s chief operating officer since January 2024. The leadership transition is effective September 1.

For details on TD SYNNEX’s new MSP Evolve program, launched in May, go here.

Partner Programs

Kaseya Launches TruPeer EMERGE 

Kaseya, a global provider of AI-powered cybersecurity and IT management software, has launched TruPeer EMERGE. TruPeer EMERGE is a growth program specifically designed for MSPs with five or fewer employees.

TruPeer EMERGE provides smaller-sized MSPs with a proven framework to grow and scale their business. The framework walks MSPs through how to add new managed customers at a predictable rate every month to increase monthly recurring revenue and how to break through revenue plateaus and operational challenges to scale exponentially. There is also a strong emphasis on marketing so MSPs can fast-track their success by consistently building their brand, generating leads, and closing more deals.

TruPeer EMERGE is currently available in North America and Europe, with plans to expand into the APAC region. The cost to join is $999. Price includes four virtual quarterly meetings, bi-monthly accountability calls, full access to the TruMethods framework and benchmarking platform and Powered Services Pro, group webinars, special projects and more.

Compyl Launches A Partner Network, Appoints Channel Chief

Compyl, provider of an integrated GRC (governance, risk, and compliance) platform, launched the Compyl Connect Partner Network and appointed BJ Ferguson as head of global channel sales. The Compyl Connect Partner Network includes solution providers, systems integrators, managed service providerss, and strategic technology integration partners. The program includes access to education and market development funds.

Compyl was founded in 2023 by two former CISOs: Stas Bojoukha and Simon Shaddock

“As organizations aim to optimize their GRC processes, the demand for compliance and risk management expertise, combined with advanced GRC technology, is growing,” said CEO Bojoukha, in a press statement. “With extensive experience in SaaS and cybersecurity, BJ understands market dynamics and the importance of offering significant opportunities for channel partners to deliver effective solutions to their customers.”

N-Able Publishes An AI Pledge to Partners

N-able, an RMM, security, and backup platform vendor, announced its Pledge on the Responsible Use of Artificial Intelligence, committing to openness and protecting partner data and intellectual property.

The pledge is built on three pillars:

  • Consent: N-able will ask for consent before an MSP engages with any AI in its products or services.
  • Transparency: N-able will prioritize accountability, education, and informed decision-making; and tell MSPs when and how they’re using AI tools with MSPs’ data.
  • Context: N-able will strive to deliver maximum value and effectiveness through careful, efficient use of technology, continuously working to understand the unique challenges and requirements of each situation and narrowly tailor AI solutions to each use case.

“We believe that artificial intelligence will bring significant benefits and efficiency to our partners,” explained Nicole Reineke, N-able distinguished product manager and director of AI strategy, in a press statement. “Yet, it demands a prudent balance of oversight to safeguard customer data and to clarify for data owners the uses and implications of these algorithms. At N-able, we are dedicated to unlocking AI’s potential responsibly, ensuring transparency, and upholding the autonomy that our partners deserve concerning their data.”

MSP Success staff writer Sarah Jordan contributed reporting to this roundup.

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Colleen Frye

Colleen Frye is executive editor of MSP Success. A veteran of the B2B publishing industry, she has been covering the channel for the last 17 years.

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