Continuum Explains Why MSPs Should Sell Backup, Security Solutions

Continuum Explains Why MSPs Should Sell Backup, Security Solutions

By Paula Bernier

Matthew Waters was at MSP Expo last week explaining why MSPs should sell backup/disaster recovery services. But, these are just a couple of offerings from Continuum Managed Services. The IT management platform provider also outfits MSPs with help desk and mobile device management services. And later this year, the company will add a security offering to its lineup.

Waters is vice president of North American Sales at Continuum, which sells SMB-targeted solutions through MSPs. He was a panelist on today’s “Why Backup is an Easy Revenue Opportunity for MSPs” session. This panel also featured Rob Rae, vice president of business development at Datto.

As for security, Continuum believes that’s an opportunity on which MSPs need to move, Waters said. A lot of security solutions are enterprise-grade, and not friendly to the SMB community, he added. But Continuum Security was designed with small and medium businesses in mind, he indicated.

There are two layers of this solution, which is based on Continuum’s own technology. There’s a profile and protect option, which Waters said is like a smoke detector. It tracks vulnerability and assigns scores to vulnerabilities in real time. Then there’s a full-blown solution, for which Continuum can provide proactive remediation. Both solutions leverage a combination of software and people, and are white labeled for MSP use, he said.

In other recent news from Continuum, the company has expanded its Sales Academy. That’s an effort through which Continuum provides training to its MSP channel partners.

Waters said 70 MSPs last year flew to its headquarters in Pittsburgh for a workshop on sales. This workshop offered business leaders general guidance on how to overcome prospect objections, for example. The event was such as success, he said, that Continuum is doing it again this year. Plus, the company will be staging events for sales reps throughout the year at its office.




Edited by Mandi Nowitz
Get stories like this delivered straight to your inbox. [Free eNews Subscription]

Executive Editor, TMC

SHARE THIS ARTICLE
Related Articles

ServiceNow Transforms the Employee Experience with Additions to Now Platform

By: Greg Tavarez    5/20/2024

ServiceNow announced the addition of new automation solutions to the Now Platform to transform the employee experience and simplify work across the en…

Read More

ICYMI: News Around the MSP Industry

By: Greg Tavarez    5/17/2024

Here are a few articles compiled into one for readers interested in developments around the MSP space.

Read More

Wildix UK and Ireland Shake Up Leadership for Growth and Innovation

By: Greg Tavarez    5/16/2024

Wildix announced a strategic leadership transition designed to propel the company's market growth.

Read More

Are Resellers Leaving Money on the Table?

By: Special Guest    5/16/2024

The expert and correct installation of network infrastructure and other components is crucial to every IT project's success, adding tangible value by …

Read More

Bitwarden's New Standalone App Makes Two-Factor Authentication Simple

By: Greg Tavarez    5/15/2024

Bitwarden recently launched a standalone app for two-factor authentication to protect online services and applications from unauthorized access.

Read More