Video: 10 Minute IT Jams - SonicWall update on MSSP partnerships

Cybersecurity risks are growing. That was the message from Luca Tagliaretti, who joined the latest episode of the 10 Minute IT Jams to discuss how managed security service provider (MSSP) models are transforming the way businesses confront these evolving dangers.

Tagliaretti, an expert in cybersecurity channels, opened with a sobering observation. "With the pandemics, everybody is working remotely, so we have seen that risk is escalating with the explosion of exposure points," he said. The surge in both remote and mobile workers has increased vulnerabilities, making effective security both more necessary and, paradoxically, more challenging to deliver. "The cost to manage security is becoming even more prohibitive and the shortage of trained personnel is becoming even more acute," he added.

This convergence has created what Tagliaretti calls the "cybersecurity business gap." He explained, "That business game is the gap that everybody needs to fill out – and we have seen even more in the SMB market that it is more difficult for them to basically fill that gap." While large enterprises wrestle with these challenges, small and medium businesses face even more strain in securing the resources and skills they need.

Managed service models, he argued, are increasingly seen as the most viable bridge across this chasm. "Most of the companies – not just the very big enterprise companies but at all levels, even in the SMB – are looking to have someone managing their security. This is where the MSSP partners are becoming even more important."

Tagliaretti highlighted that, to address this shift, his organisation launched its own MSSP programme over two years ago, with a remit far broader than simply adjusting pricing. "It's not just about the pricing – it's everything that is needed from a partner," he said. Some partners have deep expertise already; others are just joining the journey. "We will see most of our traditional partners, or new partners, asking for this and embracing this new model," he said.

The Growth of Security Partnerships

Asked about broader global market trends, Tagliaretti noted momentum is building, with partners old and new seeking out MSSP services. "Even more partners are just asking for MSSP," he reported. "Most of their customers are asking – not just because they would like to have a new way of consuming services and software, but also because they need help to manage their traditional firewalls. So it's not just about firewalls, it's the entire type of security."

This shift, he said, is driven by the need to oversee a complex mix of firewalls, endpoints and multiple vectors, such as email security, all layered across increasingly complicated IT environments. "We need to help them strengthen their relationships with customers and provide more advanced services," Tagliaretti added.

Four Pillars of the MSSP Programme

The success of such partnerships, he argued, rests on four foundational "pillars" underpinning the MSSP programme: flexible pricing options, simplified operations, priority technical support and, crucially, go-to-market collaboration.

"Pricing is important – we need to help and support our partners not just by providing the best price possible for their customer but also by giving them the ability to serve their customers," Tagliaretti explained. He outlined a model moving away from traditional, banded pricing and licence minimums towards a more predictable, tiered structure. "Until you will stay in your level, you will have the same pricing – this will allow you to create your managed security offering."

Predicable cost is crucial, particularly as demand grows for monthly recurring services and partners build their own security operations. "One of the things that is more important for you as an MSP partner is also to predict what will be your cost for building up the service," he said.

Just as critical is simplified operation. As partners juggle ever-larger customer portfolios and IT estate complexity, Tagliaretti said, "You need to have a single pane of glass to serve your customers and to manage their devices in a more effective way."

Priority technical support also plays a key role. When asked about the importance of rapid and expert response, Tagliaretti explained, "When you have a customer that is under attack or you need a specialised resource to help, you need someone who will reply over the phone or through email in case of need." To support this, MSSPs are given training and the ability to bypass first-line support, connecting directly with advanced technical resources.

Finally, the organisation recognises the importance of go-to-market collaboration. "We have more than 20 years' experience of the collaboration, so we are giving them different tools specialised for MSSPs," Tagliaretti said.

New Tools and the Road Ahead

Looking to the future, Tagliaretti revealed that innovation remains a core focus. "We are constantly enhancing our MSSP portfolio," he said. He pointed to recent additions such as secure remote access, noting that secure mobile access has become "even more important in this current situation." These additions are designed to help partners meet surging demand for flexible, scalable solutions to support remote work and complex hybrid IT environments.

"These new offerings give the MSSP the ability to offer not just by number pricing but also market pricing, so giving a customer that needs to increase the number of concurrent sessions that they have on secure mobile access – this will be possible in an easy way through a service portal from an MSSP perspective," he explained. The aim is to keep broadening the portfolio and "increasing also the ability, through different tools, to help them to serve their customers better."

Getting Involved

Asked how new partners can join the programme, Tagliaretti said the process is straightforward. "You can find all of the information about our programme – not just the MSSP programme but our wider and very well-known security-first programme," he said, directing prospective partners towards multiple engagement channels, including selected distributors and direct contact with in-country account managers.

He concluded with a note of ongoing commitment. "Thanks a lot for inviting me, and I will make sure that you will receive constant updates on that side," Tagliaretti said.