An Interview with Derik Belair and Gavin Garbutt 
Derik Belair and Gavin Garbutt are the co-founders of Augmentt, a SaaS security management and software solution. They decided to build a technology platform dedicated to helping MSPs create SaaS management and Microsoft service revenues when they noticed a shift towards cloud-based applications.
Why MSPs Need to Understand the Threat of Shadow IT
Shadow IT has been around for longer than you might think. In the past, it related to people bringing in their own devices from home and hooking them up to a network connected by a firewall.
“With the move towards SaaS and cloud, anybody with a browser could log in to any application, sign up for anything, and start moving corporate data around. So, as we started looking at the security opportunity that SaaS presented, it became apparent that MSPs’ clients didn’t know what devices had access to their networks.
“It’s no longer a case of scanning the networks to find out what’s physically connected. People have massive teams, so it’s a real security vulnerability. Therefore, from our perspective, shadow IT is about understanding that things have changed. People are using all manner of SaaS applications in their businesses, and it’s getting harder to track. So it’s vital to get on top of it.”
Using Augmentt for Cybersecurity and SaaS Management
It’s a priority for Augmentt that their users’ applications and service delivery models are secure. It’s imprudent for MSPs to use tools that haven’t been ISO or SOC2 certified, because they’re not independently verified.
Gavin adds that everything they do is security focused. “We help our MSP partners deliver advanced security services to their customers. And we know that everyone has a love-hate relationship with MFA, so we work to make it as painless as possible for MSPs to support their clients with it.
“It’s intrusive; we get that. But we hear about execs asking the IT provider to turn MFA off for them. So we help the MSPs to address that by explaining how a tool like Augmentt can keep them safe, and to implement policies that fit the client’s needs.”
The Augmentt SaaS Application Discover Feature
Derik explains that the Augment Discover tool gives an organisation a very quick overview of every application being used by their employees, whether they’re cloud-based or installed on the desktop.
“I love asking MSPs how many apps they think they use, and they always say between 40 and 60. And when you do the discovery, the reaction is always the same: ‘It can’t be that much!’ Second, they say ‘We stopped using it! Who’s still using that app?!’
“It really highlights that SaaS applications are a shortcut for a lot of people. They’re not using it in a bad way; they’re just trying to make their jobs easier. But how are businesses approaching SaaS management, when they don’t even know what’s being used? That’s why the Discover feature is so powerful.”
How MSPs can Sell Augmentt for SaaS Management and Data Back up
Selling the backup of SaaS applications is the easiest money a MSP can make, says Derik. “There’s a misconception that the minute you move to SaaS, the company you get it from (such as Microsoft) takes on the data backup and SaaS management.
“If anything goes wrong you can just get in touch and they’ll fix it. But that’s not the case at all. They make your data available to you, but they don’t guarantee they can roll it back for you. You’re on your own with that.
So as an MSP, they easiest thing you can do is sell backup for those services. Microsoft is an obvious one, as are file-sharing sites like Dropbox. But don’t forget about Salesforce or anything else holding huge amounts of data. And that’s where the Discover data can help.”
The Biggest Industry Change in the Last 20 Years
Gavin explains that the catalyst for N-Able was realising there was a huge need for remote monitoring. “It took a while to catch on, but IT business owners started to see the benefits of offering RMM (remote monitoring and management) as a managed service.
“And we’re going through the same catalyst now. An MSP’s clients have their data in the cloud, and SaaS application usage has grown hugely. So now they’ve secured networks, how do they secure the cloud?
“The expansion of the traditional managed and security service model to include cloud services is the next big thing. It’ll start with Microsoft management, so we’re working hard to help the channel to do that. And it’ll evolve from there.”
Derik and Gavin’s Biggest Lesson From the MSP Space
Derik shared one of his biggest lessons from 20 years in the IT industry. “I get asked a lot for advice from entrepreneurs about how to build products for the MSP space. And I tell them all the same thing every time: MSPs don’t need more products. Most of them are small businesses with a small team.
“The last thing they want is to bring on a new product and train their techs and change the way they do business. The only thing a product needs to do is either help them make money or save money. If you can’t articulate how your new tool does that, then they won’t be interested.”
How to Connect With Gavin and Derik
- Augmentt
- Follow Augmentt on Twitter
- Like Augmentt on Facebook
- Follow Augmentt on LinkedIn
- Email Gavin
- Email Derik
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Mentioned in This Episode
- Augmentt Product Demo: Video
- Augmentt Discover
- Dropbox
- Adobe
- N-Able
- Salesforce
- Cloud storage and management: Box
- Book: Gino Wickman: Rocket Fuel: The One Essential Combination That Will Get You More of What You Want from Your Business
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Richard Tubb is one of the best-known experts within the global IT Managed Service Provider (MSP) community. He launched and sold his own MSP business before creating a leading MSP media and consultancy practice. Richard helps IT business owner’s take back control by freeing up their time and building a business that can run without them. He’s the author of the book “The IT Business Owner’s Survival Guide” and writer of the award-winning blog www.tubblog.co.uk
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