Pinpointing MSP opportunities with Dell/SonicWALL

LAS VEGAS – One of the big questions coming out of the Dell Peak Conference is if there are huge opportunities for Managed IT Services companies who partner with SonicWALL?

I asked that question to Patrick Sweeney, Vice President of Product Management with Dell/SonicWALL at the event.

What is the game changer with SonicWALL?

SonicWALL has always been about enterprise security for small and mid-size companies. Sure, they have solutions that scale to large corporations, however my experience and the experience for many managed IT service companies has been in the small to mid-size space. SonicWALL appears to zeroing in on enterprise class security without the high capital investments.

What the opportunity for MSPs who focus on SMB?

SonicWALL Capture is another potential game changer for small businesses. This Zero Day cloud solution allows managed IT service providers to rollout zero day “fireeye” services with a simple tick of a checkbox in the application. Potential threats are detected by SonicWALL, keeping the business secure.

How can MSPs win with SonicWALL?

According to Sweeney, it is all about managing and reporting without the expense of costly equipment. Hosted GMS allows MSPs to invest in people versus having to spend capital dollars on equipment. This allows a managed service provider to continue to focus on the needs of their clients, keeping their networks secure and helping to position them for growth.

According to Sweeney, there are three must-focus areas for SonicWALL partners.

Services – Sweeney stresses that now is the time for SonicWALL partners to become the Trusted Security Advisor for their clients. Hosted GMS opens up a whole new market for small business focused IT companies to help small to mid-size companies with their entire cyber security management. “Hosted GMS transforms everything,” Sweeney mentions. “The shift from CapEX to OpEx helps small business reduce their overall costs while ensuring their businesses are secure.”

Perimeter Security is going nowhere – Many successful SonicWALL partners are shifting to a “security as a service” model. Even SonicWALL is jumping into the services world by extending financial programs to managed service providers moving into a services model. Sweeney says “Small Businesses are begging for help and they are basically looking for an MSP to tell them what they need to do.” Sweeney went on to emphasize the importance for MSPs to become the Trusted Security Advisor for their small to mid-size clients.

Small Business want the facts – Sweeney commented that many of the highly successful SonicWALL partners are now sitting down with clients and going through detailed reports, graphics, and analytics on what is happening with their security. Businesses want information and reports so they can make informed business decisions.

When asked what’s next for SonicWALL after November, Sweeney says “Focus, Focus, Focus. SonicWALL will remain Channel loyal while continuing to provide the best security solutions for their partners to be successful.”

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Stuart Crawford
Stuart Crawford
Stuart Crawford is an MSP marketing specialist and coaching professional. He is president of Ulistic Inc., a managed services coaching, mentorship, sales and outsourced marketing services firm. For more info call u 716.799.1999 or email [email protected]

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