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F-Secure and Barracuda bolster MSP support

Security players react to changing customer needs with subscription pricing, multi-tenant management and product enhancements

Security vendors have seen accelerated adoption of subscription-based services and in response, many are increasing the support they can offer to managed service providers (MSPs).

F-Secure and Barracuda are the latest to unveil enhancements to the weapons in their managed services armouries.

F-Secure is hoping its usage-based business model will meet the needs of partners that are selling subscriptions.

“The pandemic accelerated demand for subscription-based managed security services, and service providers that meet this demand will set their business up for the future,” said F-Secure director of product management Niko Isotalo.

“Companies get smooth deployment without the upfront costs of traditional licensing. And service partners realise healthier, more consistent margins, easier cross-sell opportunities and increased customer lifetime,” he added.

Resellers will be able to give customers the choice of paying a monthly subscription for what they consume or a multi-year licence.

“The pandemic accelerated demand for subscription-based managed security services, and service providers that meet this demand will set their business up for the future”
F-Secure, Niko Isotalo

In its 2020 B2B market study, F-Secure found that over 70% of mid-market and enterprise companies already outsourced some of their security operations to MSPs

The vendor also confirmed the widespread view that customers are looking to consolidate suppliers, with 82% expressing a preference for a core provider to handle as much of their security needs as possible.

Elena Zykova, global head of channel development at F-Secure, said consumption-based pricing would help strengthen the relationship between partners and their customers.

“With our usage-based subscription model, it’s easier than ever for our partners to transition their business for future success, and for their customers to access the security expertise they need, flexibly and affordably,” she said.

Meanwhile, at Barracuda, the focus has been on adding more functionality into the mix that MSPs can pitch to customers. The firm has extended CloudGen Access for MSPs and announced updates to its RMM platform.

CloudGen Access was launched in November 2020, following the acquisition of Fyde, and the firm has now added multi-tenant management and monthly pricing to the mix to make life easier for MSPs.

“By enabling MSPs to adopt a security-centric operational model, we are helping them to better mitigate the security risks associated with the work-from-anywhere approach and creating new business opportunities”
Brian Babineau, Barracuda

The firm has also renamed its Managed Workplace offering “Barracuda RMM”, with the latest version providing integration with its Intronis Backup solution as well as improved Microsoft patch management capabilities.

“As organisations continue to adapt to hybrid work scenarios to support their growing remote workforces, the introduction of Barracuda CloudGen Access and enhancements to Barracuda RMM are necessary next steps in our commitment to supporting MSPs in their security-centric journey,” said Brian Babineau, senior vice-president and general manager of MSP solutions at Barracuda.

“By enabling MSPs to adopt a security-centric operational model, we are helping them to better mitigate the security risks associated with the work-from-anywhere approach and creating new business opportunities for them to deliver more flexible, secure access to valuable data and streamline data protection operations,” he added.

 

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