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So here is something that has always worked for me: everyone hates outages. Regardless of why I’m invited to speak to anyone about ExchangeDefender, and the billion problems we solve, I am here to help you with just one thing: uptime. If things are working, we can sort everything out, but the fear of the new unknown solution causing downtime is the #1 thing your client is thinking about. So address it first.

Posted by ExchangeDefender on Thursday, March 29, 2018

   What’s this video about? Live Archive.

So here is something that has always worked for me: everyone hates outages. Regardless of why I’m invited to speak to anyone about ExchangeDefender, and the billion problems we solve, I am here to help you with just one thing: uptime. If things are working, we can sort everything out, but the fear of the new unknown solution causing downtime is the #1 thing your client is thinking about. So address it first.

What is Live Archive?
Access your email via the cloud when outages happen.
Organizations are constantly facing internet and email outages, maintenance cycles and service unavailability. The key to productivity is being able to access your email even when outages happen Exchange Defender LiveArchive Business Continuity is the solution.
As you send and receive email, we make a copy and store it on our network – when you experience an outage you can just pull up a webmail system on your computer, tablet, or phone and continue where you left off.

Visit Exchange Defender: Email Security, Archiving, and Business Continuity solutions

 

Learn more about the do’s and don’ts when selling security solutions

Let’s face it, most IT solutions in the business process fail because users don’t use them. They don’t use them because they see it as another unnecessary time waster in the process they are already accustomed to and count on everything being yet another thing management will soon forget about because they don’t work the same issues all day long. Sound familiar? All the new, cool, better, smarter ways of doing something will always lose to users unwillingness and inability to change. Until someone loses their job or the company gets sued for negligence. Oops!                

So, what should you be talking about with your clients?

1.  Don’t talk about backups – talk about long term email archiving and ediscovery.
2.  Don’t talk about encryption – talk about safely getting data over without getting hacked.
3.  Don’t talk about SPAM – talk about fake senders, fake links
4.  Don’t talk about Phishing – talk about identity theft, compromised passwords and bank accounts.
5.  Don’t talk about Compliance – talk about setting business standards and avoiding lawsuits.
6.  Don’t talk about Web File Sharing – ask how they get important documents to their clients or vendors?
7.  Don’t talk about Malware – ask them what they currently do to protect their staff from taking down the whole office.

Your clients have been hearing about SPAM and Virus protection for over a decades now, they view it the same way they view every other software license cost – part of doing business. The problem in 2018 is that it’s no longer just the technology complexity dictating business spending, regulatory bodies and government are getting involved in it too. Nearly every industry is subject to some new regulation, record keeping process, security audit, assessment or other “time waster” that they will have to deal with. So start clipping news articles and send them headlines with the message “We really need to set you up with ExchangeDefender so you don’t end up in the next article” – and I don’t mean it in a sarcastic or fear mongering way at all, nearly a quarter of my office time goes to time travel discussions and things businesses wished they had in place before they got in trouble. Talk to them now.

The Bottom Line: 
Businesses you are trying to sell technical solutions to are already dealing with a lot of nightmares related to technology. They don’t want another thing to manage, report, customize, tweak and learn: they want something that reduces all of that work. That something is ExchangeDefender, all-in-one, end-user friendly email solution that removes things they don’t need to look at and makes stuff they are looking for easy to find.

I encourage you to talk to your clients less from a technical solution standpoint and more from the business process implementation. Yes, they may trust you because of your technical expertise but what you need them to understand (and what will ultimately earn you the business) is which business issues are going to be addressed by spending a few dollars a month. If they can identify with the problem, they will pay for it to go away because everyone is always trying to reduce costs and labor is the biggest one of them all. Help make them more productive. 

st_patricks_webinarAs you’ve heard us repeat often in 2016, Essentials and Compliance are our fastest growing services and our partners have been using them to grow their business in very creative ways. We’ve interviewed our top partners about how they price, position and market these offerings and we would love to share the business model behind these offerings to help all of our partners find more success with ExchangeDefender in 2017.

ExchangeDefender growing business from Essentials to Compliance
Thu, Mar 16, 2017 12:00 PM – 1:00 PM EDT
https://global.gotomeeting.com/join/598282197

Webinar will be recorded (and available to partners shortly) but to get the marketing collateral and anything else we cover in the webinar, you have to attend live. Bring your beer and get an early start on St Patrick’s Day, you can always blame it on Vlad.

vcThere has been a lot of news coverage of the new wave of ransomware infecting businesses, encrypting hard drives and data on network shares and creating a “ransom” demand in order to unencrypt it. Initially these viruses traveled as typical viruses do – as executable attachments or inside zip files. Most popular of these was CryptoLocker which has made millions of dollars from businesses that didn’t have adequate protection, most recently from a Hollywood hospital that paid $17,000 to get it’s data back. But ransomware has taken a more evil turn – traveling not as an executable that users have been trained to avoid but as a macro inside Word and Excel documents that users often open without a second thought.

As with any threat, it’s important to layer protection and defend your business with a good firewall, good desktop security product as well as a perimeter scanning service we provide through ExchangeDefender.

ExchangeDefender Layered Protection

Before we discuss how ExchangeDefender protects you from ransomware, the most important aspect of IT security isn’t prevention – it’s education:

If you receive an attachment of any kind from a source you don’t recognize: do not open it.

If you receive an attachment from a source that you do recognize but it looks and feels suspicious: do not open it. If the email address looks wrong, if there are misspelled words, unusual formatting or unusual activity: stop.

But let’s talk about prevention. Our partners have many options of using ExchangeDefender to stop the spread of dangerous malware.

Attachment & Content Type Blocking: The following process is the most flawless, but most disruptive, way to address an epidemic. You can choose to let ExchangeDefender block attachments that are used by Microsoft Office documents. We do not recommend this route but it’s nice to know it’s there for the events in which people are getting infected and virus scanning has not been able to pick up threats faster than they are infecting systems.

OLE Virus Filtering: ExchangeDefender will block macro (.vbs) attachments outright. But with the rise of Locky ransomware we now also scan Microsoft Office documents and look for infected and dangerous malware placed in those. 

Known Threat Sources: ExchangeDefender also blocks dangerous content before it’s even an issue. Most of the threatening content is sent from the same sources that are popular with spammers, hackers and malware distributors: hacked PCs, servers, and blog sites. We maintain a realtime list of networks that spread dangerous content and routinely block their ability to infect our users.

Firewall & Site Blocking: Ultimately, the largest single source of infections isn’t the ExchangeDefender protected or hosted mailbox – it comes through Yahoo mail, Gmail and other non-business email service. If you aren’t blocking those at your work you need to be.

What else can be done?

As mentioned above, client education is the #1 way to address these. Contact our marketing department and ask them to build you a branded best practices flyer for email and Outlook (Hosted Exchange clients only). There are very simple ways to tell when a message is not from your bank or from UPS.

Establish a regularly scheduled backup system for all critical client PCs.

Layer your antivirus protection. No, one AV vendor is not enough and ExchangeDefender uses several commercial and dozens of proprietary data sources to detect and isolate dangerous content. No matter how much you love your single AV vendor and they claim they are the best – like everyone else they will have an infection evade their scan. If you only have one AV engine, consider adding something like ClamAV to your arsenal.

Establish a review of policies and security implementations. We often see that partners rarely configure ExchangeDefender or monitor it in a way that gives them actionable intelligence. The same can be said for client PCs: Are you monitoring your AV implementations? Are you checking that users aren’t turning off AV or firewalls? Are you looking at strange traffic patterns, use of private proxy or VPN networks to evade network security policies?

CryptoLocker and Locky are neither the first nor the most dangerous threats networks face. But with ExchangeDefender, education and layered security we can keep most online outbreaks from affecting business operations.

Our world tour kicked off in Chicago in January and I’m about to leave Australia for Dubai. It’s simply amazing to see how well our solutions are received worldwide and how the migration product message resonates with solution providers worldwide.

Australia (Sydney & Melbourne) – February 3-8

Dubai – February 9 – 11

UK (London & nearby) – February 12-16

USA – All day every day Smile

While we are primarily promoting our migrations service, the second most discussed solution concerns Compliance Archiving and helping companies deal with compliance and locating what is becoming a growing problem in businesses small and big: information overflow. I’ve been sitting down with partners and discussing common challenges they face in helping small businesses not only operate better but also manage the mountain of information they have built up. As one partner noted: “Years ago they had one filing cabinet for the whole company and a single person could locate any contract or agreement. Now each employee has dozens of cabinets of their own and discovering who said what and when is turning into a logistical nightmare”; I can personally relate to this a lot and I’m very happy to go over how we can help businesses manage this better and have a private Google of their own for the business intelligence they have collected.

The 365 Elephants In The Room

Technologically, I have nothing against Office 365. Exchange is Exchange no matter where it is. Even business-wise, I think their plan selection effectively separates big business from consumer levels.

My main message to partners and my biggest point of differentiation is that our solution is built for a business. From the ground up everything is designed, supported and documented in a way to facilitate business critical operations where one minor issue immediately becomes an emergency as the whole business runs on it. This is where our differentiation and our people and our process and our LiveArchive make an enormous difference and where we ultimately build our solution.

Unfortunately, many discover this differentiation once the consumer solution fails them. When they have to spend time on the phone waiting for support, or a random outage takes hours or days to resolve. At that point they realized they are running business critical systems on a consumer platform with the customer service and support that explains the low end pricing. Everything is great until you need something and then realize that what you have doesn’t fit your needs.

That said, the entry level Exchange and low pricing is not a compromise we will be pursuing. In all of my discussions with service providers these cloud services are already included in the managed services cost. How do more sophisticated partners handle inquiries about Office 365 or Google Apps?

We have a solution that uses exactly the same technology on the backend but it’s build for business by the partners that we have worked for years and we trust. In addition to what you see with Office 365 you also get 1 year of business continuity so when there is a service interruption you can continue to send and receive email. There is also encryption in the product as well as advanced junk mail management so you never miss important messages. And we should also discuss compliance.

Need a desktop version of Office? We can either get you a subscription for $99/year or buy one outright that you own.

It’s that simple.

Migrations = Revenues

It’s a thrill to hear how my message in the presentations across the globe resonates with partners. Everyone sees a different value in ExchangeDefender handling the mail moving portion of the job. Some see additional revenues. Some see decreased costs. Some see more customers faster.

Everyone sees the opportunity to grow. Which is why we chose to dedicate so much of our effort to it.

As I like to mention in my presentations, the secret to success and profits is two fold: “Either find a way to make your revenues by doing less, or find a way to sell more at a higher cost.” With pricing being the eternal argument, the only way we can make our partners grow consistently and quickly is by helping do more of your work. Migrations are just the start and we are doing remarkably well with it worldwide. With each project we get better and learn to manage expectations better and improve our process – something that our partners hopefully never have to go through again. With us handling Outlook/Exchange and partners managed offerings taking care of the user/desktop, the ability to move to the cloud quickly and grow your client base as fast as you can reach/sell them is simply a recipe to follow in 2014.

We are simply making it impossible for you to turn this down in 2014.

I’m happy to say that I’m hearing that loud and clear on two continents so far Smile Now off to Dubai and Europe.

Sincerely,

Vlad Mazek

It’s important for our partners to understand what we are doing, how and why. We put more priority than most other companies mostly because we are small and the only way we succeed is if our partners do as well. With the MSP and IT marketplace wondering which vendors are going to make it through the year all you have to ask yourself is if you will – because if you do so will we. Everything we are doing at ExchangeDefender (and Shockey Monkey) is about helping our partners grow faster. To hear about it in detail please download the webinar we recorded yesterday:

ExchangeDefender 2014 Strategy Webinar

http://www.ExchangeDefender.com/media/XD2014Strategy.wmv

Growth

Every partner I talk to is focused on growing their revenues. Unfortunately growth, as predicted years ago, is coming at a more expensive rate than it did years ago. Not only is there a smaller pool of customers to pick from but the talent is scarce as well – so you will spend more on marketing and more on staffing.

By taking care of migrations, customer service, billing and even marketing assistance ExchangeDefender can help partners acquire more business and deliver more solutions faster. While that sounds like middle management lingo the truth is that you can grow faster if you can deliver more because you aren’t doing all the work yourself.

This is why we are doing what we are doing – our partners look to us to take care of the time consuming, schedule inconvenient, error prone and delicate parts of managing email and cloud solutions. They look to ExchangeDefender to create accounts, move email, configure Outlook clients – all simple and trivial activities that are remarkably time consuming and take lucrative projects into barely breakeven business. If ExchangeDefender can do it for you for free, why would you want to do it yourself?

Limited Time Opportunity

SBS is dead. Microsoft has priced out the rest of it’s solution stack way out of the typical IT budget of a small or medium sized business and when you layer on the cost of management and the cost of IT talent you see why the change is so significant. Even sophisticated IT providers are looking at the onsite infrastructure as a pain point because talent to manage those devices and servers is so expensive and so difficult to replace, combined with the incessant marketing for the cloud it is a losing proposition on multiple levels.

Don’t misunderstand what we are saying – the “move to the cloud” is not something that will go on for years. Last massively deployed SBS version launched in 2008 and those servers are well out of warranty by now. Over the next 2-3 years most of those customers will make it to the cloud and past that point the “move” will no longer have a significant amount of clients to make it worth while holding 6 figure Exchange and SharePoint specialists on staff.

This is why we are doing what we are doing – providing migration and support assistance to help you get your clients to the cloud is our embrace of the marketing and the pressing need in the marketplace. At the time that everyone is demanding it. If you aren’t talking to your clients about the cloud someone else is and the time to move them is now – but should you hire people just for a short term project to get this done? We feel like we can help there as well.

Success Beyond Traditional IT

I am always asked by partners and IT folks what I would do if I were in their shoes right now. What would I focus on?

I, Vlad Mazek, would focus on building up a larger revenue stream. The more money you have coming in and the more profitable you become the more bets you can make. I don’t sit in your shoes and I don’t know which specific terrific opportunities you may have in your local region – but I know that the only way you can take advantage of them is if you have the funds to market yourself and the time (read: employees) to convert the opportunity into cash.

This is why we are doing what we are doing – our smartest and biggest partners realize that the bottom of the traditional IT is going to fall out from the profitability chain and will no longer drive value. However, if you hold on to your clients and help them with the mobile, cloud, devices and so on there is a way to sustain margins and move on up.

Tune in, join up

Download the webinar and hear us out – it’s remarkably easy to get into the cloud with ExchangeDefender and so many people are already marketing the solution to your customers that the sales and value proposition is already clear to them: They just need to know how you’re going to help them do it.

We are at the greatest point of SMB IT – you’ve never been able to build a more sophisticated IT environment for less – and many small businesses are jumping on the opportunity. This is your chance to be a part of it without having to do a lot of work, without having to hire a ton of people, without having to work weekends and most importantly: Without having to lose your clients to a third party or pricing power.

We believe that the opportunity in SMB IT has never been bigger than it is now: It should be evident by the fact that we are providing these services without any additional costs. We are literally putting our money where our mouth is: We want to reward our partners for years of loyalty and give you an advantage in the marketplace. Eventually we will start charging for the migration services as bigger and bigger projects show up but right now you have nothing to lose and lots of new business to gain. Call us and let’s get this started.

Sincerely,
Vlad Mazek
CEO, ExchangeDefender

Since we’ve announced the launch of our new managed migrations we’ve been getting a lot of great feedback, many of you are ready to jump on board and get the ball rolling! ExchangeDefender is proud to be the only company on the market with this type of offering. We are here to help you understand how to successfully position the service and increase your profit margins to a number you’ve never seen before! Last week I gave you a general overview of the migrations , this week I will discuss the first step in the process, the sale.

· Be Prepared– One of the most important aspects of selling, or anything for that matter is being prepared. The end user does not have the vast knowledge of the cloud like you do; it’s your job to help educate them so they can see the value. Not only will they need to understand the cloud, they will need to understand the offerings being presented to them. When selling ExchangeDefender’s Hosted Exchange the client will need to comprehend there is a difference in the services they will receive from ExchangeDefender vs. the competition. As I discussed last week, ExchangeDefender is specifically designed to be a business enterprise solution, this is immensely different from the barebones, minimum cheap-o solution. To guarantee you are prepared, we offer FREE customized collateral for your business! Our collateral makes it simple to understand the product and its features; your clients will know exactly what they’re getting.

· Time and Cost– As you’ve probably experienced time and time again, the two most frequently asked questions and deciding factors for business owners are- how much will this cost and how long will this take/will I be down? Always come prepared with pricing and the scope of the project! E-mail is the primary form of communication and life blood of their business, so it makes sense they do not want to experience any downtime or difficulties that might arise from a migration. Migrations take time and time is money, but with our managed migrations you won’t have to worry about spending hours of your time or the client’s time ever again. We have developed a migration process that will allow us to seamlessly migrate their mail and this can all be done during off-peak hours. By the time they come in Monday morning, all of their mail will have been migrated to ExchangeDefender’s platform. We see the process through end to end. Price is also an important factor for business owners. As I discussed, your client will need to understand that what you’re offering with ExchangeDefender may be a few bucks more each month, but we are offering a true business enterprise solution, unlike the competition. Since we are doing the migration for you and that is pure profit, you have a little more flexibility on the quote for the migration piece. This will help offset some of the other cost and the client will be more willing to work with you. Most of our partners make their money off the migrations, not the monthly fees they collect from Hosted Exchange. We are giving you the opportunity to pocket every penny of the migration fee.

· Contract and Payment-The last and final step is documentation and setting up a payment agreement. Going back to being prepared, make sure you always have the contract on hand! Also, make sure to always have the payment details in writing and have them sign that agreement.

If you have any questions, please feel free to contact me directly at : Anastasia@ownwebnow.com or 877-546-0316 x 739.

One of the best things about working at ExchangeDefender is helping partners realize that they can make great, predictable, recurring income from cloud services. It’s no secret that MSP’s and IT solution providers have been slow to adopt “The Cloud,” but things are changing.

By now you should have heard about the Migration Service that ExchangeDefender has been blogging and talking about through social media, our website, as well as webinars. This new service provides a value added solution to our partners, that no other cloud provider is offering as an included part of their Hosted Exchange platform.

What this means for you, is that the service you have been charged for by others, is now a definitive way to earn additional revenues. Let’s deep dive into exactly how you can price this solution to your customers.

Pricing

There are many ways to price an add-on service such as the ExchangeDefender migration solution. The most common pricing models are, “including the pricing in the recurring monthly fee,” “charging an upfront flat project fee,” or “charging customers hourly.”

Hourly Fee Option:

With the migration solution, adding on an hourly fee for the migration may not be the best option. Since there will be very little, if any onsite tech time, an hourly fee may be harder to justify and may create unwanted questioning by the customer after the job is complete. For this reason, we would advise against this pricing model.

Upfront Project Fee Option:

An upfront project fee has been a very common way of infusing cash into an IT business. Since the migration is included with the hosted exchange platform, there is no cost for the MSP. This means that any upfront fees for the migration are 100% revenues for the business. Many MSP’s and IT providers that currently provide Exchange migrations are just continuing with their normal fee structure. If you currently do not have a fee structure, we outline some ideas and options in the next section.

Recurring Monthly Fee Option:

Many MSP’s are beginning to offer easy payment options built into their managed or cloud services. This option allows customer to signup for services and get the work done, without having to come out of pocket for an initial project cost. The advantage for many is an easier sale to customers, and the advantage of a continuous recurring revenue stream, which continues to grow over time. In this scenario there is no real end game for the customer. Most will continue to pay the monthly fee until they no longer need the service, “and who doesn’t need email?”

Pricing is straightforward. Determine what you would normally charge for this service as a project. We generally see prices from our partners, which range from $200 to $2000+, depending on the size of the user base. ($100 per user is a good start if you are unsure of what to charge.)

Once you have determined this price, it is a matter of dividing that price over the amount of months you have signed an agreement with your customer for. For instance, if you were to charge a $1000 project fee, and the agreement length is 36 months, divide $1000 by 36 to get an add-on of $27.00mo. You can break this down even further by then dividing that number by the total users. If you have 10 users just divide $27 by 10, this means you will add an additional $2.70 to each hosted exchange mailbox for the life of the contract and beyond.

What all of this means for your business is you will make “loads of cash,” and unlike comparative solutions like Office 365 or other competitors, you are not required to handle the migration yourself, or outsource to expensive solution companies that provide services to these vendors. This gives you a major advantage over your competitors, and allows you to build and grow your business even further.

Recently, ExchangeDefender announced its new Migration and Support for Service Providers offering. The very thought of migrating a company’s business messaging solution to another platform (i.e. a different vendor or to the cloud) can send a client over the edge—if not properly informed about process and set at ease by you, the partner. After deciding that your client’s business messaging solution isn’t up to par, it’s your duty as their technology expert to seek out a well established alternative that offers all the features that are required for a secured and compliant messaging solution—namely, ExchangeDefender! But what happens after you found ExchangeDefender and you need to migrate their existing email platform over to ExchangeDefender’s Hosted Exchange 2013 platform? That is where our new Migration and Support Services comes in!

What’s Included in the Migration and Support Service?

By developing the Migrations and Support solutions, we have essentially removed yet another large thorn from our partners’ side. Now you can offer your potential (and existing) client base a hosted exchange solution powered by ExchangeDefender with migration support as well. ExchangeDefender staff will plan and execute the migration of your client’s data and configuration on behalf of your company. This includes:

Pre-migration consulting & assessment;

Configuration check, migration scope;

Schedule migration;

Provisioning new mailboxes;

Adding existing forwarders, aliases, and distribution groups;

Provide migration collateral to end users;

Execute migration;

Provide migration support for 1 week;

Full transparency on everything we do

In essence, all you need to do from a partner standpoint is let your clients know that your Migration and Support Team will be in contact with them to start the migration process as soon as they are ready to cut over services. ExchangeDefender will take it from there!

Interacting with Your Clients

As previously mentioned, ExchangeDefender will take the lead on the migration process as a representative and extension of your company. Your clients will never know the difference. After you submit a request for migration to us, we get the ball rolling for contacting your client directly and starting the migration process. Pre-assignments will be performed and configurations checked. Our Migration and Support Team will then schedule the migration process with your client and provide them with a list of items that will be performed. The goal is to make your clients feel at ease with the entire process and ensure a safe and expedient transfer of all records, emails, contacts, calendar, etc. Again, everything we do will be transparent!

Tell Me More About The Support Service.

With the Migration and Support service, our ExchangeDefender staff will provide ongoing technical and customer service support to your clients on behalf of your company. Operating 24/7/365 and under your brand, our staff will answer any technical or customer service calls dealing with email issues or questions pertaining to their email. If we receive a call that is not related to email, we will log the call into your existing PSA/CRM infrastructure. Don’t have an existing PSA/CRM platform? Check out Shockey Monkey—it’s FREE as well!

detoursMigrations are for the most part painful, tedious, and time consuming. The aforementioned reasons to the left are why nobody likes to do them. But migrations are necessary, be it because of the software enhancements or hardware replacements. Generally, IT Departments have to “sell” migrations to business owners because they’ve made their money not spending it but saving it meticulously. However, they don’t understand that you’re seeing signs of their 5 year old server starting to die and THAT will cost them more.

The most important aspect of migrations becomes communication and to extend beyond that, the communication of expectations. Because if you don’t establish any or incorrect ones, as the service provider, you’ve now effectively under delivered, regardless of what you did. And what’s worse, that under-delivery may cost you a client. The biggest mistake people make during a migration is based around timing. In order to win a bid you claim to be able to do it faster, which you may be able to do, but at that point you’ve likely cut your error window.

By personal policy, I always err on the side of caution; I make sure my migrations take as long as needed to be as smooth as possible. And even then, they’re never smooth. You can come up with the world’s longest checklist and something unexpected will happen. But that in itself is the reason to still come up with that long list, because it’ll still limit the unexpected events.

Now that we have covered the aspect of planning for the unexpected, how do you handle the unexpected when it does happen? The first thing you do is a best effort quantification of its effect of your timelines. Regardless of the outcome of that you let your customers know what happened, what you’re doing, and most importantly what it means to them/their data/their email and how it affects their timeline if any.

The hardest decision to make during a project is when to cancel and regroup. This is tough because of two aspects, you’ll be doubling your work cost and primarily because it’s not really your call as much as you’d like it to be. Our rule of thumb is, if the alternate is NOT guaranteed to be successful we don’t do it. If it causes an outage during primetime for that company, we won’t do it. But ultimately, you must involve the business owner if think you’re going to cut it close and come up with a plan. Luckily on our platform, we have business continuity embedded into all of email solutions so any migration involving our email service will always come with a built in plan B.

Carlos Lascano

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