What is a Managed Security Services Distributor (MSSD)?

In recent months, Infinigate has forged strategic partnerships to bolster its Managed Security Service Distributor (MSSD) proposition. In conversation with Denis Ferrand-Ajchenbaum, Chief Growth Officer, we explore this innovative model and understand how it empowers our channel partners’ growth. Denis explains the role of a Managed Security Service Distributor, the benefits to partners, and what makes this a game-changer in the market.

Interviewer: Denis, thank you for joining us today. Infinigate has always championed the growth of its partners. Can you tell us a bit about your role as Chief Growth Officer and how it aligns with that mission?

Denis Ferrand-Ajchenbaum: Absolutely! At Infinigate, our success is entirely linked to the success of our partners. When we say we’re here to “Spark your growth,” we mean it. My role as Chief Growth Officer is all about developing services and solutions that directly contribute to our partners achieving above-market growth and long-term, sustainable, customer relevance.

Interviewer: Recently, we’ve seen a big focus at Infinigate around Managed Security Services, why do you believe they are such a significant opportunity for our partners?

Ferrand-Ajchenbaum: The potential is enormous. Today, of all the MSPs worldwide, only about 10% are focused on managed security services. But the landscape is changing fast. We’re seeing increasing cyber threats, exponential adoption of cloud and cloud services, a shortage of cyber talent, and more stringent regulatory requirements. This all points to one thing: there’s a huge opportunity for our partners to offer managed security services to their clients and stay ahead of their competitors.

Interviewer: Many IT providers service the SMB market. Is there really demand for managed security services among smaller businesses?

Ferrand-Ajchenbaum: The demand is there. SMBs are just as much at risk of threats as larger enterprises. They need and want advanced security solutions that can protect them around the clock. The challenge for SMBs has been that these services are often prohibitively expensive. What they want are subscription and consumption-based models that make them accessible regardless of the size of the company.

Interviewer: So why aren’t more IT providers meeting this demand?

Ferrand-Ajchenbaum: Investment has been the biggest challenge. For IT providers to develop these capabilities in-house they need expertise, infrastructure, the right portfolio, and the resources for 24/7 monitoring and management. Very few mid-market providers can afford this investment. That’s exactly why we’ve developed our MSSD model.

Interviewer: I see. Can you explain what exactly makes Infinigate’s MSSD model unique?

Ferrand-Ajchenbaum: What sets us apart is that we’re the only MSSD actively helping our partners move into managed security services. Our model simplifies everything. It’s designed to remove the barriers to entry that many IT providers face.

We have a state-of-the art procurement and provisioning platform with 500 CSPs and 6,000 MSPs connected (US$200M ARR FY24), strong relationships with leading cybersecurity vendors, and the infrastructure in place to onboard MSSP programmes quickly.

What this means for our partners is simple: they can access managed security services with all the necessary support, expertise, and infrastructure provided by us. They don’t need to bear the financial burden or the time investment that would normally come with building this capability from scratch.

Interviewer: Can you elaborate on some of the specific benefits that this model provides to our channel partners?

Ferrand-Ajchenbaum: Certainly. First, we offer a comprehensive portfolio of security solutions, ensuring they meet the specific needs of our partners’ clients. This means our partners can confidently go to market with proven solutions that are suitable and affordable for SMBs.

Second, we manage both the hardware and software infrastructure. The Infinigate Cloud procurement and provisioning platform handles the physical infrastructure needed to protect customers, as well as the cloud and subscription-based services needed for management and monitoring. This significantly reduces the complexity for our partners.

Then there’s consolidated billing and automated provisioning of services, which is a big time-saver and reduces administrative overhead.

We also offer flexible financial and consumption models. This enhances our partners’ competitiveness by giving them more ways to win deals and onboard new customers. By offering clients greater choice and freedom in how they consume these services, our partners can cater to a broader range of needs and budgets.

Interviewer: It sounds like it really does simplify operations. But does that mean end users have to use Infinigate’s technology platform? How can partners maintain their brand identity when leveraging these services?

Ferrand-Ajchenbaum: That’s a great question. We know how important this is to our partners, especially when they’re expanding their service offerings. That’s why we provide white-labelled storefronts. This allows our partners to offer these services under their own brand, keeping their name and reputation at the forefront of client relationship.

Interviewer: Marketing and client acquisition are critical for growth, but it can be difficult for IT providers to go to market with a new service. How does Infinigate support its partners in these areas?

Ferrand-Ajchenbaum: Existing Infinigate partners will be familiar with our marketing and sales enablement engine. Through this programme we provide ready-to-go vertical and solution-focused marketing campaigns and sales tools tailored to managed security services for SMBs. On top of that, our strong relationships with leading cybersecurity vendors allow us to offer access to Marketing Development Funds (MDF). This means our partners can get vendor-backed marketing materials and financial incentives to help them take their solutions to market quickly and effectively.

Interviewer: It’s clear that Infinigate is deeply committed to its partners’ success. How do you see the future of the MSSD model evolving?

Ferrand-Ajchenbaum: We’re just getting started! Our MSSD model is all about giving our partners a competitive edge in a rapidly growing market. As the cybersecurity landscape evolves, so will our offerings. We’re continually developing and adding new managed security services to our portfolio, ensuring our partners always have access to the latest and most in-demand solutions.

Interviewer: Thank you, Denis, for sharing your insights. It’s clear that MSSD is a powerful solution for any IT provider looking to expand into managed security services. We look forward to seeing how this initiative continues to empower our partners and drive growth.

Spark your growth with infinigate Managed Security Services

At Infinigate, we believe in being more than just a distributor—we’re a partner in our clients’ success. We’re here to spark your growth, remove barriers, and provide the tools and support our partners need to thrive.

If you’re ready to explore how managed security services can accelerate your growth and future-proof your business, please visit https://www.infinigate.com/services/managed-security-services/ to take the next step in your journey to becoming a trusted security advisor.

Denis Ferrand-Ajchenbaum is Chief Growth Officer at Infinigate