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Secure Connections Podcast

Cyber Security represents both a challenge and opportunity for the IT Service Providers as their SMB and mid-market customers rely on them to keep their business operating and secure. As security threats continue to evolve, it’s imperative that ITSP’s strive to remain at the forefront of knowledge and education so they’re able to effectively service and protect their customers. The IoTSSA Editorial Team and Vendor Partners will deliver the content and solutions that members require to keep their clients protected.

Mar 7, 2019

Brian talks with Datto VP of Business Development, Rob Rae about the increase of VC money coming into the channel but even more so, Private Equity dollars that is forecast to be in the billions. Rob’s conservative growth projections are 72% SMB – MSP Channel over the next 4 years.

How do IT Service Providers capitalize on these opportunities and are there Sales and Marketing resources available?  

Datto have a myriad of different free (For the channel, not just Datto partners) white label resources available including their downtime cost calculator. Their State of the Channel Ransomware Report states that cost recovery from an attack averages 10X the amount of the original ransom demand. How many of your clients are aware of the residual damage and fallout from an attack? This report is also an excellent resource with data and case studies to assist in your conversations with prospects and clients. You can receive access to all of these resources by simply emailing  and you will receive a bounce back titled ‘Your complete sales strategy’ containing links to all of these tools.

Brian asks…Should we be selling on fear? ‘Absolutely, provided you have the solutions to back it up’ states Rob.