Tom Turner of Coro

[00:00:02] Hello ladies and gentlemen, welcome to a April 30th edition of the MSP Initiative MSP talk. That's right. It is the end of the month

[00:00:11] Hopefully everybody got everything in and close another last minute deals and

[00:00:17] Here we are going into almost summertime

[00:00:20] You know, once you may is like that slippery slope into vacation time

[00:00:24] June July August so buckle up guys

[00:00:28] We are right into thick of the year. So mspinitiative.com

[00:00:32] This is where everything that we do should be listed online. You'll definitely see

[00:00:37] This session which is being recorded posted to our podcatchers our youtube page

[00:00:42] And the sessions tab on mspinitiative.com

[00:00:45] So however you want to, you know, download that feel free make sure to like subscribe share all that good stuff

[00:00:51] We keep doing this so that you can keep up with things that are in the sandbox

[00:00:56] We completed our very first MSP community minds of the year in Nashville

[00:01:00] We post I'm sure we'll be posting pictures if we haven't and this was really great content guys

[00:01:05] You had a bunch of MSPs on panels

[00:01:07] We had like four or five really solid MSP panels just hearing from the people that are in the trench like you

[00:01:13] We had some workshops as well where we had

[00:01:16] You know experts from around the industry run to at least two hour workshops

[00:01:20] Where they like got into more than death by power point

[00:01:22] We wanted you to get past the concept of something and into the actual application of it

[00:01:27] So this was so well received if you go online and check out how the Nashville one was constructed

[00:01:32] We are moving forward with the next one. Well, which will be in Denver at the end of September

[00:01:38] We're gonna change the dates. There was originally supposed to be in July

[00:01:41] Pushing it out September to kind of line things up a little bit better

[00:01:44] But we are excited to get the second one off this year totally educational event

[00:01:48] Thank you for everyone who came out

[00:01:50] Get a really great audience and for you know the co-sponsoring vendors that helped put this together

[00:01:54] And make this happen. Thank you. Thank you. Thank you for making it happen

[00:01:57] A little bit of a different format than a traditional MSP, you know kind of trade show style event

[00:02:03] And that's what we

[00:02:05] That's what we were after so

[00:02:07] Moving on

[00:02:08] And probably what everybody knows is better for is the MSP community block parties and after parties

[00:02:14] We have two not one but two coming up

[00:02:18] Next month in June

[00:02:20] Happen to be the same week just on different parts of the you know different sides of the ocean

[00:02:24] Well, we'll be doing a block party with the Pax Apeon conference in Denver

[00:02:28] The week of I believe that will be on June 10th

[00:02:32] So that's the second night of the conference and we'll be

[00:02:36] We'll be you know whipping something together here

[00:02:38] We're in the final stages of actually announcing that and then we'll also be going back to Datto Kaseyakan

[00:02:44] In Dublin we were there last year coming back again this year

[00:02:48] And and doing a repeat of our block party there and that'll be later on that week

[00:02:52] For everybody on the european side so

[00:02:55] Definitely hit these two landing pages up free register

[00:02:59] If you've been to a block party, you know if you're already registered ahead of time

[00:03:02] That just gets you into the door faster and you know get you enjoying the event better

[00:03:06] Again, these are absolutely free for you to attend as an MSP

[00:03:10] Yeah, drinks are on all of the vendors that are kind of throwing in to make this happen

[00:03:13] So please join us and we also have some community offers on here

[00:03:18] These are just vendors from around the space that threw some deals up

[00:03:20] And then we have our industry calendar which should go to them to the year to give you an idea of what's going on every single week

[00:03:27] Of the year so you can figure out what's happening out in the space and whether you want to join or not

[00:03:31] So that is everything you'll find at mspinitiative.com

[00:03:35] Dot com and that is all of our housekeeping and now we'll get to our guest for today on the podcast

[00:03:42] Tom from oro. How you doing today tom? Doing fantastic. Thanks for having me

[00:03:47] Yeah, you said you're out of chicago so I see the backdrop there

[00:03:51] So

[00:03:52] Hopefully the weather's getting a little bit better for you out there

[00:03:54] Yeah, it was nice this weekend and like you said we're heading into that summertime where chicago is a great fun city

[00:04:01] 100% especially when you get out in the water a little bit

[00:04:04] Yeah, did you see the new bear stadium rendering that I saw they put up last week?

[00:04:09] Yeah, it looks pretty cool. You know, and I think it'd be better for chicago if they kept that downtown

[00:04:15] But you know, there'll be a lot of

[00:04:17] Fighting over that for tax money and stuff like that out there. So but it looks fantastic

[00:04:22] Wow, looks like I made it froze. I'm gonna keep going. Um

[00:04:26] Yeah, so, you know, obviously, you know, we were hearing that they were going to move that bear stadium out to the suburb

[00:04:30] So, you know, if they're gonna keep it on the waterfront, I think that's good for everyone

[00:04:35] Agreed 100% so every time I have somebody new on the on the show

[00:04:40] We kind of love to hear everybody's like personal journey into technology space

[00:04:45] So that I learned like where you came from and how you got to where you are now and gives us a little bit better idea

[00:04:50] How you know what your what your path was?

[00:04:53] Well, I've been in the channel space. That's gonna age me, you know over 30 years

[00:04:58] You know, I started back in the days when it was just long distance for nationwide carriers running channel teams

[00:05:04] You know, the channel is my passion

[00:05:06] From there I got into um after um after that I got into working for some celax

[00:05:13] A global comm that became first comm started the channel program from scratch

[00:05:17] And you know did the development of you know from pri's to data into

[00:05:22] You know, um, you know

[00:05:24] The ucast and all that stuff and then I went to another celac called access one

[00:05:29] I ran their channel and um, you know really kicked off turning them from a you know, just a

[00:05:35] C-leck into a full bludge msp

[00:05:38] And also we got a a meta switch and became a um hosted company

[00:05:43] And um, you know, I've been with the same cro jim tarantino

[00:05:47] This is going to be our fourth company together. We've known each other for 22 years

[00:05:51] So he called me up three years ago and says, you know, I got this great opportunity

[00:05:56] It's um, you know a cyber security company one of the most exciting ones out there

[00:06:00] And there is no channel. So um kind of my expertise is I like to go out and build channel programs from scratch

[00:06:06] We've been extremely successful here. That's why I'm talking to you

[00:06:10] I really launched the channel here a little over um two and a half years ago and um,

[00:06:15] we're just doing great and

[00:06:17] You know, we're a large part of

[00:06:20] of the

[00:06:22] Um revenue here at coral

[00:06:25] One one second

[00:06:40] Tom can you hear me? I can

[00:06:42] Awesome. Oh cool. So you've been around. Yeah, you've been around the sandbox for some time

[00:06:47] um

[00:06:48] What makes a successful channel program in your in your opinion, right? Like obviously you've done this several times

[00:06:55] What works what doesn't you know, you tell us what you've seen

[00:06:58] You know are the winning points here

[00:07:01] I think one of the biggest things is you got to be easy to work with, you know

[00:07:05] Knock down those barriers be a true partner. And that's what we really focus here on coral

[00:07:10] Um, and I'll get into that a little bit later

[00:07:12] But you know, give them all the resources they need be there to do it, you know, when you

[00:07:17] You got a couple different, you know, you know channels out there

[00:07:20] You know, you got of course the the msp's out there

[00:07:24] You know that you guys deal with mainly and you know, we do resell for them

[00:07:27] But with with the amount of funding our company's had

[00:07:31] We can give you a ton of assets so really be easy to work with

[00:07:35] You know make it a simple product that they can understand and give them all the resources to do it

[00:07:39] And that really creates a true partnership

[00:07:42] And the other thing is when I deal with an msp

[00:07:45] I'm not just here for you guys to use our product, which we think is great, but i'm more here

[00:07:51] To help you build your business, you know have that business discussion

[00:07:54] And how can we help you build your business get more customers make more money?

[00:07:59] And when you can get into those conversations you really create what I call a true partnership

[00:08:06] No, that's great. I mean so obviously you started your career path on the telco side

[00:08:11] You know, what have you seen are the major differences between how

[00:08:16] You know like the tell yeah, like the channel is a very big word, right?

[00:08:19] There's different channels different parts of the of the sandbox

[00:08:23] What's so different between telco and msp in your opinion?

[00:08:26] Really, I mean it's not a lot it depends when for an msp

[00:08:32] um, you know, you need to have a security stack and

[00:08:35] You know what security is and most people know what it is

[00:08:38] But on the telcom side you got all the tsbs out there which we work with all them too

[00:08:43] So not only do we have that agent referral we resell to the msp's

[00:08:47] And when you're getting into that, um, you know agent referral business, um, you know through the avants and

[00:08:54] Telares's and those sandler and those type of companies out there

[00:08:58] You know, they represent everything. They're a trusted advisor for their

[00:09:02] Customer so on the telcom they need people like us to help them make the sales

[00:09:07] They'll make the introductions, but we make the sales and you got to again be really easy to work with

[00:09:12] But you know, they're more doing a whole array of products from ucast to

[00:09:17] You know network and all that type of stuff. So they're not an expert at anything

[00:09:23] but they can

[00:09:24] Make those introductions where we come in and really do the selling for them and help them really

[00:09:30] Focus on the right customers

[00:09:32] So have you I mean this has been talked about for a long time

[00:09:37] Although I think it may have been exaggerated Tom

[00:09:39] Are you seeing that big of a crossover or meshing between both sides of those of those aisles or

[00:09:46] Are you still seeing a really definitive path between one versus the other? No, they're completely crossing over

[00:09:51] You know, let's let's go back in the history a little bit

[00:09:53] You know at the typical agent who's a referral agent who works for the tsp

[00:09:58] They might have started, you know with long distance then it went to

[00:10:02] You know network internet connections and then the big push for the last eight years has been ucast

[00:10:07] Well now all the tsbs are pushing security

[00:10:10] That is the next thing on the horizon because they want to keep being able to keep selling to their existing customer base

[00:10:16] So therefore they um on the you know, the agent side

[00:10:20] They're all getting into selling security. They want to learn it, you know, right now

[00:10:24] There's only about a 10 to 20 percent penetration

[00:10:27] The same thing on the msp side. I have a lot of companies. I work with who are selling

[00:10:32] You know ucasts to the msp's the msp's are getting into ucast

[00:10:37] They also want to get in and you know make money off that network and all that

[00:10:41] So a lot of msp's not only do they work with these master agents where they can make a commission

[00:10:45] Out there off of selling, you know an sd-wan network or or a ucast product

[00:10:52] So they are completely messed together

[00:10:55] And then the other thing that we're doing here is we're looking for carriers that we can integrate our product with

[00:11:01] You know, a lot of ucast carriers, you know, even if you look at the the big guys

[00:11:05] The at&t's they're all in the security the brisons the t mobiles. Everyone is getting into security

[00:11:11] So that's where I see these things messing together

[00:11:15] Interesting

[00:11:16] are you

[00:11:18] You know like security

[00:11:20] you know is viewed more of a

[00:11:23] Technology service than just electricity or plumbing right? So

[00:11:28] How are you, you know seeing, you know the positioning of this especially from uh,

[00:11:33] You know, you're an agent and you're in telco land you kind of just hand it off somebody else and they figure it out

[00:11:38] Whereas if you're an msp, you're really hands-on there's

[00:11:42] A two different lines of thinking there

[00:11:44] How is this different than when you're talking about security?

[00:11:49] Well, look, you know and right now if you're an msp

[00:11:52] And you know a lot of guys who are break fix now are getting into it if you don't have a cyber security stack

[00:11:59] You're really not an msp. So it's essential for your business to have a cyber security stack

[00:12:04] And really what we've seen the problem out there is almost everything that was built for

[00:12:11] Cyber security, you know for msp was made for enterprise

[00:12:15] Because you know, let's say three or four years ago

[00:12:17] We didn't think the s and b and middle market would be under attack

[00:12:21] Now they are and that's the customers of an msp

[00:12:24] You know, even though a lot of msp's might help out and enterprise and part of their stuff

[00:12:29] Typically, you know the typical msp they're the whole outsource it staff

[00:12:34] So that company is relying relying on their msp to surprise give them a security stack

[00:12:41] Then what happens is, you know, when you add those expensive tools up

[00:12:45] There's like four or five tools you'll need to manage the whole landscape

[00:12:49] It becomes very expensive. So when you go to a

[00:12:52] You know 100 or 75 user company and say you're going to charge $35 40 ahead for

[00:12:59] security, they might pass on it

[00:13:01] And then that puts the msp in a bad spot

[00:13:04] Because there was a survey done that even if you don't take their security stack and they get hacked

[00:13:11] They're going to sue their msp, you know

[00:13:13] So 70 of the people said i'm going to sue my msp and you're going to say hey

[00:13:17] I offered it to you didn't want it

[00:13:19] So really where I think the future is going out here, we can talk about this a little later is consolidation

[00:13:25] We need to have something for the s and b in middle market that they can afford

[00:13:30] And um an msp can deliver to them

[00:13:33] 100 so talk to us a little bit about coro what yeah from uh from an msp standpoint coro still

[00:13:42] pretty new

[00:13:43] Brand or company right to the sandbox

[00:13:46] So yeah

[00:13:48] Yeah, you're going to see that changing fast. Okay, you know a little bit about us

[00:13:52] You know, we are the probably the fastest growing cybersecurity company in the world over the last two years

[00:13:58] We've received $250 million in funding and it's because of our product

[00:14:02] Our product was made and these are some of the biggest vcs out there that took like dark trace public and people like that

[00:14:08] so

[00:14:11] Our product was made for the s and b in middle market and what we have is this module security product that um has

[00:14:19] over 14 modules in there from end point

[00:14:22] to email to sassy to zero trust

[00:14:26] to

[00:14:27] mobile device management everything in one simple platform and the unique thing why we're taking off is because

[00:14:33] This thing can be managed by a tier one tech

[00:14:35] So for an msp's perspective the reason they're coming on and you know, we've signed up a ton of msp's and you know

[00:14:41] You'll see us at the shows and you know, we're winning a lot of awards is because

[00:14:46] They can have one

[00:14:48] Dashboard and you know, it's more you know, not just the module. It's the platform one platform

[00:14:53] That's got everything they need to cover their clients for an easy to manage an affordable rate

[00:14:59] And then we have a us-based sock that can manage it for them

[00:15:03] So, you know, you can imagine if you're an msp out there and you know

[00:15:07] You got five or six really high paid guys who've got to manage

[00:15:10] You know your sentinel ones and your cloud strikes and all that stuff

[00:15:14] Can imagine if you could do that with one guy or two guys and let those guys do other stuff for you and at a much

[00:15:21] Better rate that your customers can afford so they think um recently golden sacks who

[00:15:28] Was looking at investing at us

[00:15:30] Gave us an a plus rating to dominate the s and b a middle market because that's where our product was made for

[00:15:36] You know, why does an msp exist because somebody has a lean it team?

[00:15:41] That's what we're all about. So when you know, not only on the agent referral side

[00:15:46] You know, we're simple and easy to understand because you know security blows people's minds away

[00:15:51] So that's um, you know, we got the funding we're growing

[00:15:56] You know, we're focused on north america even though we're reaching in with the recent

[00:16:01] $100 million funding round we got about a month ago. We're going into europe pretty strong this year

[00:16:07] So we are worldwide

[00:16:09] Most of our technology comes out of israel. That's where our rnd is but we're us us based company

[00:16:15] We have a huge sales office in chicago where we took over the whole 13th floor right next to union station

[00:16:21] As i'm in chicago now

[00:16:23] So um, no it's I recommend people to come check us out go to our website coro.net

[00:16:29] You know reach out to myself or my team, you know, we have

[00:16:33] A full team of close to 20 channel managers out there, you know there to help you and

[00:16:40] Really, I would say the biggest thing I can bring to this thing like I mentioned earlier

[00:16:45] When you deal with coro, we have so many assets that we can help you grow your business, you know

[00:16:51] From our whole marketing team that will put a marketing plan together for you

[00:16:54] We'll have bdr's that will set appointments and do stuff for you. We have sales reps to help you sell

[00:16:59] Um, we have a dedicated, you know engineer to your account

[00:17:03] So because we have this funding we can offer resources that really are competition doesn't offer and it's all about not just

[00:17:11] Using my product which we think is great

[00:17:13] It's more about us coming up with a go-to-market plan to help you grow your business, you know

[00:17:19] I mean you got companies out there like a robin robins. I mean her whole company is based on helping msp's

[00:17:26] Grow their business. I mean you guys do a lot of that also at msp initiative, you know, you're out there

[00:17:31] Trying to help them grow

[00:17:33] We have the tools to give to you and we'll map out that plan, you know

[00:17:37] Whatever level you come on. We have different stuff we can give you but you won't get any of these assets from

[00:17:42] The competitors out there. No, I mean listen it definitely sounds interesting. I mean

[00:17:46] um

[00:17:47] so

[00:17:49] Let's talk about the program for a little bit because

[00:17:52] As you can imagine this topic goes far and wide around

[00:17:56] You know, especially venture back to a private equity back companies, right? Like seems to be a

[00:18:01] Blueprint that everybody follows, right? Hey, there's a minimum. There's a three-year contract

[00:18:07] You know, like there's all these kind of stipulations, right to how you do business with the partner

[00:18:12] So I love to understand like the plumbing of how the program works from your side

[00:18:17] Okay, so like I said, you know, we want to be really easy to do business with

[00:18:21] So, um, you know, we have a reseller agreement for the msp and we typically our lowest package

[00:18:27] We like to start with this a 75

[00:18:30] Package, you know that comes with a price and we have the the modules and the bundles and I'll get into that

[00:18:36] But they're very inexpensive, you know

[00:18:38] You're talking around starting about two dollars a module like for email endpoint and all that stuff

[00:18:43] So you can either, you know pick these individual 14 modules and plug and play where you want for every customer

[00:18:51] It's really easy or we have some preset bundles that are really attractive out there

[00:18:55] That can give you like email endpoint data governance and everything all in one bundle, you know, we're selling that for

[00:19:02] You know around 350 and then what happens is as soon as you, you know get the 75 on

[00:19:08] Or you want to start at 250 or 500 or 2500?

[00:19:13] We have different price points for you. The price keeps going down the more you do

[00:19:17] Um, you know, we even have a page to go for the people who just want to put their toe in the water and

[00:19:22] You know, it's month to month

[00:19:24] We really don't you know like that because we're not going to give you all these great assets

[00:19:28] We have we want you to at least start with a 75 pack

[00:19:31] We give everyone complete proof of concept

[00:19:34] We give every customer you put on you can put on for 30 days

[00:19:38] And then just take them off and then they don't pay so every customer gets 30 days free

[00:19:43] We give you 30 days free for everyone you put on

[00:19:46] So therefore if you want to charge them right away, that's up to you

[00:19:49] As msp and I said we have you know the channel managers who will sign you up and you know

[00:19:55] Put you through the demo and put you on trial. You can do your technical proof of concept

[00:20:00] Then after that

[00:20:02] Hopefully we come to an arrangement of where you want to start and you know

[00:20:06] Depending on the price level depending the size your msp

[00:20:09] And then after that we get your growth manager who's going to help you put users on maybe help sell stuff

[00:20:16] Then we give you over to our marketing department that'll put a go-to marketing plan for you

[00:20:20] I mean a lot of msp don't have a marketing team. We have a complete portal

[00:20:25] Through exemplify that has all the material in there with preset campaigns webinar in a box all that type of stuff

[00:20:33] But we also have what's called a parking

[00:20:35] Partner marketing manager who's going to sit with you and plan that and you know

[00:20:39] And these are just some of the assets we do in the program, but it is a tiered approach

[00:20:44] That you can start where you want

[00:20:46] And we're going to help you grow it and add more and more and that's kind of a quick overview for it

[00:20:52] Now we also do have a strategic team

[00:20:55] And we're look pretty much focused on msp's that are like seven million and above and we have some really

[00:21:03] um great plans for them with marketing funds

[00:21:06] Sales folks bdrs and all this stuff that you know, we we come to some type of a commitment with

[00:21:12] Which has been a big hit. We've been able to land some of the biggest msp's out there

[00:21:16] And it's been a really good thing for us to uh, you know increase our revenues fast

[00:21:22] Hmm. So when you say the packs right 75 500 2500

[00:21:27] Endpoints people seats, how do you define it? Um, it's really what I'm saying that it's one of those modules

[00:21:35] So you could just put an email you could put um, you know and then add the edr and then the mdr, you know

[00:21:43] You know or the bundles they come in like we have like four bundles

[00:21:47] So it's more in user because what we want, you know, the end user is going to need an endpoint

[00:21:53] Maybe they're under contract for their current endpoint. So maybe they just go with their email

[00:21:57] Maybe they just want to use our sassy product, you know and

[00:22:01] You know the dns filtering or the zero trust or the cloud based

[00:22:05] I was about to say you said there's 14 modules and you kind of been like trickling through them, right?

[00:22:11] Could you just spell them out? What are the 14 things to choose from? Okay? I might miss a one or two

[00:22:19] But we we have email

[00:22:22] endpoint edr

[00:22:25] Data governance

[00:22:27] endpoint data governance

[00:22:30] The cloud based firewall the zero trust network

[00:22:34] the mobile device management

[00:22:36] um, and

[00:22:38] There's another sassy product in there

[00:22:41] and um

[00:22:42] So I don't have all 14 up top. My head was pretty close

[00:22:47] So so let me so let me zoom back and just try and

[00:22:51] Make sense of this

[00:22:53] Is the position of coro? Hey

[00:22:56] We know you need security, you know, you need security, you know, you know the the landscape. It's only going to get worse

[00:23:02] You could either play the game of find different vendor and every every placeholder and try and manage it

[00:23:08] Which is difficult, right your point lean, right? Yeah, not talent or you're like hey listen. I have all of the products and you know

[00:23:19] Theoretically you'll add more over time. I have all of the categories covered under one company under one vendor

[00:23:25] Yes

[00:23:26] And so you have two options you can pick and choose what you need

[00:23:29] And you just only turn that on you only pay for that or

[00:23:33] Hey, if you're in a position where you can adopt the whole stack and have it all in one place do that

[00:23:37] Yep

[00:23:38] And so we're about to launch the pricing where you can have all 14 for a price

[00:23:43] We're about to launch that we haven't done it yet

[00:23:45] Because right now you can buy the bundles and the way I look at the way we're set up is it's like

[00:23:50] You know, you could go to the buffet and we got 14 things in the buffet and pick and choose what you want

[00:23:55] Or we have what's ordering off the menu as we have four preset bundles once a sassy bundle

[00:24:01] Once an endpoint bundle once called core essentials got a little bit of everything in there

[00:24:06] And then once an email bundle so we have those four bundles pre-made and when you go into the platform

[00:24:11] I mean, you'll see it all in there. It's really easy now

[00:24:14] We're different than other companies. These aren't other people's products. This is all homegrown by us

[00:24:19] Okay, and that is unique

[00:24:22] The only thing that we have in there is we put a little bit or an endpoint of

[00:24:26] A bit defenders gravity engine and because it's just the ai in there

[00:24:31] But it is still our endpoint, you know, and it's our edr and all that stuff and then every one of those those

[00:24:38] Modules of things can be managed. So you just click a button manage it

[00:24:42] And we manage it for you and that's an additional cost, of course

[00:24:45] but not like we're doing a dollar per

[00:24:49] Module and I think it's two

[00:24:52] 50 per bundle

[00:24:53] so the management fee is pretty good and then you can and that's on a month a month

[00:24:57] You can add it in take it off. Maybe at the beginning you want us to manage it until you get to learn it

[00:25:03] But it is very simple out there

[00:25:05] interesting all right, so

[00:25:07] Almost all your stuff, right minus a couple pieces cool

[00:25:11] And 14 modules you can pick and choose that our bundles got it

[00:25:15] How does the and you said you can manage it? So like you have your own sock team

[00:25:21] behind the scenes that can effectively monitor for events and

[00:25:25] Figure out what needs to be done in the moment and then do you

[00:25:29] Take point on anything that comes through and then the msp just you'll tell them afterwards or how

[00:25:34] Integrated are they in that?

[00:25:36] Yeah, that conversation well

[00:25:37] We like to work and notify the msp

[00:25:40] So we can kind of be like the behind the wall sock

[00:25:43] But if they want us to interact with their customers we can do that as well

[00:25:47] But you know it just depends on what the msp wants msp might want to look like they are you know

[00:25:53] Big they got their own sock and we'll be that and let's be clear

[00:25:56] We're the sock for our product only we're not doing all the other stuff out there. So

[00:26:02] And that's important, you know for them to you know get new customers

[00:26:05] So just how they want to explain it to their customers we can work either way

[00:26:09] We're very flexible. That's one of the things that we were with our program were flexible

[00:26:14] You know we got you know good pricing and if we got to win a deal we'll um work around to get that done

[00:26:21] Got it. So what do you I mean sounds like you have a like

[00:26:25] From a positioning standpoint sounds great

[00:26:28] but

[00:26:29] What happens when you're you know and it sounds like you'll be there, but let me give you the scenario msp is going into an opportunity

[00:26:36] Let's say it's a slightly larger account. Let's say they have crowd strike

[00:26:40] Crowd strikes a household name right like it's a big name in the space

[00:26:44] How do you compete against those brands right coros? Well, you know relatively newer, right?

[00:26:49] So, how does that conversation go? Well, if you ask my ceo, he thinks we're gonna outsell

[00:26:55] Sentinel one and cloud strike this year now

[00:26:57] That's on my head to do and that's a really aggressive target

[00:27:01] But we're we're exploding out there, you know as far as our branding, you know, we're going to be a household name

[00:27:06] I tell a lot of msp's if you're not with us now

[00:27:09] You will be with the amount of funding and I mean they announced our funding on the nasdaq board

[00:27:15] Um, you know, we're in with Gardner. We're building some different categories over there

[00:27:19] And you know, if anyone's at the channel partner show, we had like a million dollar booth, you know

[00:27:24] my one of my um

[00:27:26] It's very interesting our cmo. He's one of the founders, you know

[00:27:30] Sentinel one always had a really cool big tree booth, you know, they used to have so

[00:27:35] He went found their company and said I want to build a better booth and we did it

[00:27:39] We're going to be a black hat. I'm in a great position this year

[00:27:43] I'll be out there and you're going to see coro everywhere

[00:27:46] We're doing a lot of digital ads out there and you know when

[00:27:50] We get prospects and stuff like that and you know, even for some of the msp customers

[00:27:54] We could you know digitally, you know

[00:27:57] Do that type of stuff in nursing campaigns

[00:27:59] So the word spreading and from where we've been to where we are now

[00:28:04] And with all the funding, um, you know, we're going to be a household name. So

[00:28:09] Okay, let me go the other way on you. Okay

[00:28:11] So

[00:28:12] It wasn't too long ago. Microsoft themselves got jammed, right? Like their executive emails got hit

[00:28:19] Yeah, the argument is

[00:28:20] Is there too many eggs in one basket problem here? Right like

[00:28:24] Microsoft has all these security products you can get from them, right? Sentinel

[00:28:27] You know not to confuse your sentinel one, but they have something called Microsoft sentinel all this

[00:28:32] EDR technology all this security, right that they try and sell you as part of the 365 stack

[00:28:37] Didn't really help them for some reason because they got caught with their pants down

[00:28:41] How do you fight the well 14 modules a lot of stuff? Why would I want all of that in one place? Okay, so, um, you know

[00:28:49] Before we went to the module approach. We had what was called an all one product where we just had five things

[00:28:54] We had

[00:28:55] You know data governance

[00:28:57] endpoint email

[00:28:59] cloud apps and

[00:29:01] Wi-Fi, you know

[00:29:02] And when we had that theory because it's all based on ai learning

[00:29:06] So when you have different tools in there, so let's say you you have um

[00:29:10] And i'm not going to talk about the microsoft because there's this more siloed

[00:29:13] But the fact is, uh, you know all our things are talking to each other

[00:29:17] So if an email gets through it could be caught by the endpoint, you know

[00:29:21] So it's talking to each other and we're going to have more visibility

[00:29:26] Compared to managing five different tools that are just doing one task

[00:29:30] And then they're they can't catch on the other thing

[00:29:32] So with our platform is based on ai learning. So with all that in there

[00:29:37] You know, we can catch other stuff

[00:29:39] So you're almost better in one platform than bringing all over the place, you know

[00:29:43] One thing about office 365 and don't take i'm not an expert there

[00:29:47] But their products are very siloed, you know, so it takes a while

[00:29:51] To set it up. I mean the good thing about coral here is

[00:29:54] Um, I can get you launched in five minutes or less like we used to say, you know because we have

[00:30:01] um an api into um

[00:30:04] Um, microsoft and into google and then we also have one of our products

[00:30:09] I forget which is our gateway product

[00:30:11] Which allows us to do exchange and everything else for email

[00:30:15] And that type of stuff. So, you know, we can spend this up in a matter of minutes

[00:30:20] You know, and then the the end point is easy to deploy

[00:30:23] And that's the beauty of it just the ease and the fact that you could turn somebody on that fast

[00:30:29] And then what you'll find from your clients here, you know, it's a

[00:30:33] Land and expand. So let's say for example

[00:30:36] A lot of times

[00:30:38] The msp customer wants to be part of the platform. They want to have visibility into it, you know

[00:30:44] Well, they're going to see all these other modules in there and they're going to call you up and say

[00:30:47] Hey, well, I want this this this and this and so it's kind of a land and expand

[00:30:52] You start with coral and then you can expand and you know, you get that good experience

[00:30:57] Interesting. Is it really only five minutes? That's 14 different solutions in your style

[00:31:02] So to launch the basic thing like I can launch the email solution because of the api in there

[00:31:07] I could hit an end point out, but it really is just clicking a button and launching it in there

[00:31:11] So, um, you know to get an initial trial going like we'll probably put you on one of our bundles

[00:31:16] It has endpoint email and everything in it just so you can try it out and see how it works

[00:31:21] Launch that in five minutes. Maybe a couple minutes more to do the end point out

[00:31:25] But yes, it is that easy

[00:31:27] Wow, that's interesting. Um

[00:31:30] So obviously the champ the msp specific effort here is still really new er right to

[00:31:36] The company right because you guys are doing a lot of things all at once it sounds like

[00:31:40] um

[00:31:41] How far did you get into like integrations into the msp?

[00:31:46] Tools right? I know that's kind of a sticky topic that comes up often

[00:31:50] So right now with the psas we're integrated with connect wise

[00:31:53] We have that in there and we also have gradient who's integrated with a bunch of other people

[00:31:57] We're in the process of adding, you know auto task and the rest of them out there

[00:32:01] But you can't get there through gradient if you wanted to because they represent all of them

[00:32:06] But we do have connect wise done. I will be going down to um it nation

[00:32:11] Coming up here in in june. So we'll be there if anyone's

[00:32:15] Stopped by and see us. We'll be down there. Um, but so

[00:32:20] We do have that and we're going to have all the integrations. So we're working on that as we speak, but

[00:32:26] I'm done already

[00:32:27] So just to be clear, there's like 100 events underneath it nation

[00:32:31] You're talking about it nation secure which is coming up in june

[00:32:34] So guys are googling it it nation secure. I think they're still accepting people

[00:32:38] I think I just saw the other day that there's still you can still sign up if you want to go for your

[00:32:42] Interest of being on our land down june

[00:32:44] Um, check it out it nation secure just google it

[00:32:47] There is also it nation connect which is at the end of the year november, right? That's that's a bigger one too

[00:32:53] So I just want to make sure people you know are following the right path. Are you going to be at it nation secure?

[00:32:57] Which is great

[00:32:58] Uh, I've actually never been to an it nation secure for one reason or another but doesn't mean I won't make it there

[00:33:03] One day been to it nation connect. I guess since 2014. That's yeah, that's the one everybody usually

[00:33:09] Gathered around on but all good. Um

[00:33:11] And then one other thing is we do have a an api that we can connect into

[00:33:16] Almost anything so, you know, we've had some, you know tech partners put their product into ours

[00:33:22] You know a real good example of that is like this comply auto or

[00:33:26] They're out there dominating the um automotive space. That's really if you run into a coro's in the middle of that

[00:33:31] They put coral in there

[00:33:32] We integrated in with an api and you know, they're putting on hundreds of thousands of users in the automotive space

[00:33:39] So we can do that type of stuff out there as well. That's why we're looking to get into with carriers tech partners

[00:33:45] All kinds of angles out there. So wow, that's interesting

[00:33:50] um

[00:33:51] How many active msp's would you say you have on the program right now?

[00:33:57] 250 right around okay, and so you you got to 250 in what period of time?

[00:34:02] Um

[00:34:04] Well in about two years and I started with myself and a channel manager

[00:34:09] Now I have um three vps and 20 channel managers now

[00:34:14] Some of them are focused on the agent side and not the msp side. So we have two programs

[00:34:19] We're dealing with all the tsbs if everyone's familiar with those out there

[00:34:23] But really 70 percent of our revenues coming from

[00:34:27] Signing up msp's and we have channel managers who are you know signing up one to two a week

[00:34:32] That's cool. So you guys are definitely like head into it

[00:34:36] So but is there a direct sales force as part of coro's strategy?

[00:34:41] And and and if there is how does that in the channel program?

[00:34:44] Okay, so why it's interesting when I first got there

[00:34:48] We were going to be 20 of the revenue but due to the success in the channel which I'm a

[00:34:53] I'm a channel veteran who just loves the channel. I think it's the only way you should sell but so

[00:34:58] We're 85 of the revenue now. We do have two small sales teams

[00:35:05] They also help out with our larger

[00:35:07] Committed partners to help them sell into their base, but we do have two small sales teams

[00:35:13] We've had no conflicts so far

[00:35:15] We're very generous like if an agent has an opportunity and our direct us

[00:35:19] You know, we do a split there if we have an msp

[00:35:23] Um, it's funny. I ended up getting msp's from some of our direct deals because

[00:35:27] The customer says oh, I want to be with this blue equinox or someone like that. They're one of our partners

[00:35:32] We um, you know, we roll them over and work together. So it's

[00:35:37] We work more together than we do against each other and it's not this doggy dog cutthroat between direct and channel

[00:35:44] This company is a channel focused company and that's what we're going to be

[00:35:49] I wish everybody had that story tom. I unfortunately it doesn't always turn out to be the case

[00:35:53] But I love to hear that early in your journey

[00:35:55] The the revenue split shifted

[00:35:59] Well, I told him it would the ceo didn't believe me now he's a believer

[00:36:03] So we're doing great and you know, we like I said, we put a lot of resources behind it

[00:36:08] And we keep adding more resources every day

[00:36:11] And those are resources that you know all these msp partners are being fanaged up

[00:36:15] And that's one of the reasons why we're growing so fast. No, I mean listen enablements

[00:36:20] Award that's been thrown around for years, right? I mean, you're right sales and marketing for a lot of msp's is not great

[00:36:26] If anything they're outsourcing it and you know, maybe the content they get back from the other side isn't super

[00:36:32] um, the fact that you're building a marketing plan at the msp level

[00:36:37] Is definitely unique and if you're handling that mostly in-house. I mean, I would say most channel companies don't have

[00:36:44] Anything in place to handle that at scale, right? They'll talk about assets and you know things like that

[00:36:49] But like from uh, hey, let's meet with you your team. What do you need? What can we give you to get going?

[00:36:54] You know, it's really canned rather than hey, let's build a program with you to make you successful

[00:36:58] So yeah, and we have both we have a nice portal out there

[00:37:02] That they can get all those marketing assets. They can do their campaigns from it

[00:37:06] They can do social media

[00:37:08] But then we also have a partnering marketing manager to guide them by putting a plan together

[00:37:13] We'll do some events, you know

[00:37:15] webinars all that type of stuff and the newest thing that's going to be rolling out here very soon is we're going to have

[00:37:20] Certifications for all of our partners. Um, which is really great. It's going to be, you know

[00:37:26] Look if you're just coming on as a small partner, you got to hit these three certifications

[00:37:30] If you're going to do a lot, we want to make sure you understand no coral all that type of stuff

[00:37:34] And you know, we're going to have it live and on demand all in our portal for people to access out there

[00:37:41] That's awesome. So you know, you mentioned one thing that I'm going to kind of roll into the concept of

[00:37:45] You know, you said events marketing and all this whatever

[00:37:48] So how do you is it defined right now with 250 partners? Is there a definitive mdf program where you have to

[00:37:56] Qualify in order to get to those resources or how does it work?

[00:38:00] Okay, like we'll give you some of the resources, you know, like just to help you outcome of the marketing plan

[00:38:05] You're technically enabled. So right when you sign up, you get what's called a PIM

[00:38:09] A partner enablement manager and they hook you up with our assets. Okay. Um, do you need some help?

[00:38:15] Sales help, you know, let us explain the product. Um, we we get you technically enabled

[00:38:19] So your team knows how to put people on even though it's easy and stuff like that

[00:38:23] We want to make sure they know how to do it and then we have the marketing the introduction

[00:38:27] Some people want to some people don't but then as you go up levels from 250 to 500, you know, we run about

[00:38:33] On a 10 mdf so we can do that and you can earn it as you move up the ladder and

[00:38:40] You know, you can pick what you want to do. We'll help host it or create the invites and all that type of stuff

[00:38:46] So yes, we do have an mdf defined program

[00:38:49] And then we really even increased that with some of our larger committed partners

[00:38:54] Who really come all in on us? These are like the large msp's that

[00:38:58] Can see through the um, you know see through the trees to the forest and they want to jump all in with us

[00:39:03] Which we've had some success with that

[00:39:06] so

[00:39:08] Not to get too tangled into the terminology but

[00:39:12] Are you targeting mssp's managed service security providers separately?

[00:39:18] Are they would they be considered more of your strategic targets than the standard msp or it service provider?

[00:39:24] Do you delineate between the two?

[00:39:26] Yeah, I do so

[00:39:27] I have one team

[00:39:28] Which is my strategic team that's focused on we do it to make it easy on our thing

[00:39:32] We do it revenue wise. So like seven million and above we're going to have that conversation

[00:39:37] But if they just want to start down, you know with a smaller pack to try us out, that's fine

[00:39:42] You know, but we put our team after that everything else is done with our standard channel team

[00:39:47] And um, and so that's how we kind of divide it right now

[00:39:51] Um as far as you know, I got some veterans who've been in the industry who know that you know know it really well

[00:39:57] And then all my msp sales people have come from a cyber security or msp background

[00:40:02] So they understand what's out there. You know how to how to talk and help people out and come up with the right plan

[00:40:09] interesting, um

[00:40:12] And so just want to recap to like the beginning part of this call

[00:40:15] There is a month-to-month option. So if you don't want to get into a long-term thing, you don't have to

[00:40:20] But it sounds like there are options for term things if you wanted to go into and I'm sure the pricing then changes, right?

[00:40:26] Yeah, it goes up. So like, you know, and really

[00:40:29] You know, I you know right now the the first level is just 75, you know

[00:40:33] And you're talking something that's you know at that 75 level it might be two dollars a unit

[00:40:38] It's not a big financial commitment

[00:40:40] You know, hopefully what you've done is you came on you tested the product you put a customer on you already got that

[00:40:46] 75 on and you're good to go

[00:40:47] That's what we want to do and we want to have you get that 75 on in a 30-day period

[00:40:52] So we want you to you know find the customer and maybe you don't sign till you have a customer

[00:40:57] You know what I mean that wants to do it

[00:40:58] But you still have gone through the trial you've gotten the technology when your engineers like what we're doing

[00:41:04] And so, you know, that's how we kind of go through the sales process

[00:41:07] You know, we have a lot of bdrs who typically schedule an appointment for one of my channel managers

[00:41:12] They come on and do basic discovery

[00:41:14] You know, just so they understand your business and see if we're a fit or not

[00:41:18] And then if we are we typically um, you know set them up

[00:41:23] On a some type of trial that they can do internally or with a customer or whatever they want to do

[00:41:28] And it's a proof of concept

[00:41:30] We also offer

[00:41:32] Internal use licenses at a discounted price. I'll get into that and we also offer

[00:41:37] NFR licenses

[00:41:37] So we typically give you five licenses that you can play with do demos with do all that type of stuff

[00:41:43] That's for free

[00:41:44] But if you want to somehow protect your own your own msp with us

[00:41:48] You know, we would give you like an internal use license for like a dollar for all your employees

[00:41:52] So we have programs like that out there because we like

[00:41:55] You know, you want people if they're going to be selling it know it

[00:41:58] They should be using it themselves or at least have that demo account to know so they you know, feel good about it

[00:42:05] Okay, so that's interesting. I I usually don't run into hey

[00:42:09] We have NFR and then we also have internal use at a discount right?

[00:42:12] So like usually it's one of the other you so you basically you're like, hey, we'll give you five right like that's like

[00:42:18] Yeah, that's for demos and stuff like that. Yeah, so okay, and then the internal use license

[00:42:22] You know and some people like say hey, I want to put my whole company on for a couple months

[00:42:26] All right, you know, well the first 30 days is free

[00:42:29] Um and so for everybody but if they want to keep it on, you know

[00:42:33] We could do something like on month-to-month and that internal use until they want to use it

[00:42:38] You know, we find out people want both, you know, especially the smaller msp's. They go. Hey

[00:42:42] I want it for all my people and I found out that

[00:42:46] Just for legal reasons if you're going to use it to protect your msp

[00:42:50] We need to charge you for it because if something does happen

[00:42:54] You know, no no tools perfect out there then, you know

[00:42:59] Everyone's covered legally and stuff because of dude. You're oh, I just signed up for a free license

[00:43:04] You know, I protected my whole company with a free license give me back Cora, you know

[00:43:08] So we don't want that. No, I mean listen you're proud of some truth to that

[00:43:12] Have you I know this is becoming kind of a newer trend

[00:43:17] That some of these cyber security platforms are going directly to the insurance companies that are doing the cyber policies

[00:43:24] And getting on their like

[00:43:26] Approved list is that in the works?

[00:43:29] Yeah, we've already um, we're working with a couple firms now. Um

[00:43:33] that

[00:43:35] Are hooked up with um, they're our clients and they're hooked up with insurance companies and

[00:43:40] You know, we've been approved by that to be put on we'll work with any insurance company to get that approval

[00:43:45] We have several msp's who brought us into that

[00:43:48] Um

[00:43:49] And so a lot of insurance companies out there now if the if the msp's and get in there

[00:43:54] They'll pay you to to protect them, you know, so I've seen some insurance companies that are working with partners

[00:44:01] and um, you know, they um

[00:44:04] Pay them to do some some like pen testing and stuff like that or whatever

[00:44:08] So they make sure that you know what they're ensuring is insured. I mean, yeah

[00:44:13] Speaking of insurance, it's a big topic out there. You know, I would say, you know

[00:44:17] A lot of msp's are are selling cyber insurance and right now what's happening out there in the industry

[00:44:24] um only um, I think it's um

[00:44:26] They don't pay on close to 30 of the claims and this is the insurance companies

[00:44:31] And the reason they do that is because some guy might just check a box and say, oh, yeah

[00:44:36] We have all the stuff and then when you get hacked they go in to make sure that stuff was all there and turned on

[00:44:41] Right and so they you know insurance companies you think they're there to pay you

[00:44:45] They don't know they're they're not to pay you, you know, if they can't because that's in the policy

[00:44:50] So you find out that um, you know, and a lot of people rely on their msp like hey

[00:44:56] Here's my insurance document, you know, and so what we'll do here

[00:45:00] At coro if they msp sends it to me. I'll say okay. We can handle these six

[00:45:05] You got to go handle the other ones to make sure you complete that checklist

[00:45:09] Because you know, you don't want to be if if they have cyber security and you're there msp

[00:45:14] And then the insurance company says you didn't check all the boxes

[00:45:18] Uh, that can be trouble

[00:45:19] Yeah, definitely. What isn't a good fit for you?

[00:45:24] Well, I mean some of the things we're not doing right now. We're not doing awareness

[00:45:28] Um, you know, um, we don't do any pen testing and that type of stuff

[00:45:32] You know, we are a cloud based platform even though we do have the email for exchange and stuff

[00:45:38] It's mainly, you know all cloud based and stuff. So, um, you know, we're not doing some of that stuff

[00:45:43] We're not doing any on-prem anything like that. Um, it's all cloud based

[00:45:49] You know a cyber security stack, which I talked about

[00:45:53] But the other stuff that we do not do at this moment, but we're always looking

[00:45:58] For people who fit are what we call kind of our company

[00:46:04] Um

[00:46:05] Plan as you know, it's got to be simple and affordable and easy for the smb and middle market, you know

[00:46:12] If it's not that, you know, look threat lockers are a great company, but it's not easy

[00:46:16] You know what I mean and stuff like that. So, you know, even though

[00:46:20] You know, we have all these modules in there. They're very easy and that's where our our, um, you know, brand is we want to be

[00:46:28] easy

[00:46:29] To work with, you know a product that's easy that's can handle by tier one tech, you know

[00:46:35] And really I look at the whole industry out there. Um, and this is what's happening. It's consolidation

[00:46:41] I mean right now you see I've had a slide in one of my presentations

[00:46:45] Well, there's like 500 cyber security companies out there and it blows people's mind. What do they do?

[00:46:51] So that's why they come to this, you know, the msp like help me out

[00:46:54] You know, you're you're my I don't know this stuff. That's what that's what keeps the msp and business and job security

[00:47:01] Is cyber security? I mean, you know, it's really helped because you know, they can't do it on their own

[00:47:05] I got companies that uh, I've seen that have 500 or 1000 employees and I got like four it guys

[00:47:11] I mean and they're just they're drowning. So

[00:47:14] Well, I mean to some degree right I some msp is trying to oversubscribe their people too, right

[00:47:20] They try and hope automation saves them but

[00:47:23] On a bad day, right? If all their customers got hit at once, you know, what I'm hitting wood here

[00:47:28] It's a bad day for them too. But I get what you're saying

[00:47:31] um, any plans at distribution relationships is that in the works? Oh 100 we planted in this year

[00:47:39] We're already talking to uh several of them right now

[00:47:43] And um, you know, we are ready for that right now to get into distribution

[00:47:48] We will be doing that and um the 100 so yes, all right, so we'll stay tuned on that

[00:47:53] And then you know, we already know you're gonna be at it nation secure anything else in your kind of msp event schedule for the year

[00:48:01] Yeah, um, I don't have top of my head. We were just at your um show uh last week so

[00:48:07] Thanks, marvin

[00:48:08] Um, and we plan on going to the um the packs aid show. We're gonna go to the the other channel partner show

[00:48:16] Um and hit the ones in the fall. I just have it locked in on those but we should be hitting most of the shows

[00:48:23] Um, we're at casay right now in vegas. I got three people out there

[00:48:27] So, you know the name corals

[00:48:30] I was getting text messages about all the big announcements from casay the ones that were so big

[00:48:35] They're gonna make the data acquisition be ginorm. Yeah, no are walking the park this in

[00:48:40] So we um, you know, we're always looking for to add to this platform, you know something

[00:48:46] You know like an awareness or something like that, but we got to find the right partner

[00:48:49] And we're you know looking to continue to build it out

[00:48:53] Um, and you know, you'll see us at as many shows as you can

[00:48:56] We're one of the big things we want to do is get that brand name out there this year

[00:49:01] So, you know, it is wouldn't I hear about us? It is the

[00:49:06] The uh, you know coro

[00:49:09] People have seen us. They know us and then we've gotten a ton of rewards from g2

[00:49:14] And we'll work with the gardener to get you know into the right spot there

[00:49:18] But um, you know the awards that we got in g2 comes from customers using it or msp is using it, you know

[00:49:25] And so um that shows you that it's a good product. It works makes people simple and it kind of

[00:49:31] Makes cyber security a little simple. Look, I come from a telecom background and look at you quiz me about

[00:49:37] Cyber security, you know, I think I did all right

[00:49:40] No, you didn't. I mean

[00:49:41] You definitely tom came like like I said, I tell everybody comes on to these shows

[00:49:46] I'm not gonna have you prepare for one thing because if you don't already know it, you're in trouble

[00:49:49] So you came you came with everything in here, which is great

[00:49:53] I think a lot of msp's

[00:49:55] You know and again you got to 250 so that's awesome in the two years, which is pretty good actually

[00:50:00] um, a lot of msp's tend to like

[00:50:03] Sit back me let other people, you know kind of play play the first round of

[00:50:08] Interaction and then also

[00:50:10] Hey, you're gonna be around right a lot of companies come in and then they don't stay and then they go back

[00:50:15] Especially ones that come downstream from enterprise, you know, so

[00:50:19] You know, there's been a long history of just a little bit of a roller coaster through msp land

[00:50:24] um, the other thing is

[00:50:26] Does it work? Right? I think a lot of msp's necessarily depending on size, right mileage varies, but

[00:50:32] Do they have the time to adopt it on board new vendors as frequently as they enter the marketplace? Probably not

[00:50:38] Uh, so they kind of lean on other people in the sandbox to do some of the due diligence first and give it a go

[00:50:43] So that by the time they come to it

[00:50:46] I guess it's proven this idea

[00:50:48] um

[00:50:49] But I mean you guys are really new

[00:50:51] I'm just got to be honest like I get that a lot of the techs coming out of israel

[00:50:55] But like you have 14 categories of things

[00:50:59] for a newish company that's

[00:51:01] Well, we did we we bought a sassy company. So and that was a year ago. So

[00:51:06] We acquired a sassy company that was at homegrown sassy

[00:51:10] It's a the company that we acquired is very similar to like a total

[00:51:15] Uh, or a primer 81 very similar to that. So we acquired that and uh, it's funny like a you know two years ago

[00:51:23] Our ceo probably would say like hey, this is all in one. That's all we're gonna do

[00:51:28] But the all in one was great

[00:51:30] For a lot of people but some people like no, I really love my endpoint, you know, I want your other stuff

[00:51:35] So we we launched um, you know back in september the modular approach and that's when we put the sassy product in there

[00:51:42] And so

[00:51:43] And that's how we came up out with all the stuff because the other stuff we we'd had for years

[00:51:47] In our all-in-one, you know based on the ai learning and all that type of stuff. So

[00:51:52] So we just expanded on that again, you know because of

[00:51:56] Our growth we've had 300 growth year to year to year

[00:52:00] And that's why two things they look at in and you know these investors, you know

[00:52:06] A unique spot in the marketplace like I said everything was built for the enterprise

[00:52:12] We built it for and with hind, you know with vision out there for the um, s and b and middle market

[00:52:19] Which is what let me so let me ask that question. Let me just define that real quick

[00:52:23] Smallest end customer you can see on the platform and where do you think it tops out at?

[00:52:29] Like what's that right?

[00:52:30] I would say, you know, like we're not doing a lot of enterprise customers, you know

[00:52:35] We look at uh people who have two two thousand users and below is probably, you know where we are

[00:52:41] um, you know, I think our

[00:52:42] Our wheelhouse the most I see a lot of them coming on and I don't have the exact averages

[00:52:47] But you know anywhere from 50 to 75 to 200 to 250, you know those type of customers

[00:52:53] That's really what a lot of msp's are managing those type type customers out there

[00:52:58] And then we got some who have you know

[00:53:01] Have four users and they put them on, you know what I mean? So like, you know, it's it's all all of the board

[00:53:07] Well, I mean listen, that's why I asked that question right because like

[00:53:10] Every msp, you know, of course when they start right they'll take anything and then as they grow

[00:53:14] They decide what's a good customer or it's a bad customer, but you do have people that have

[00:53:18] Four five six ten person accounts and then all of a sudden there's a 200 person account by managed by the same msp, right?

[00:53:23] It's all over the board

[00:53:25] Um, but it's good that you can go all the way downstream

[00:53:28] I mean so that I guess the idea is that I should you know if I can keep all of my different size customers in one platform

[00:53:33] I don't have to diversify multiple vendors in the same space

[00:53:37] Yep, correct your percent. Okay. Very good

[00:53:40] Tom, where do people find out more information about the coro msp program?

[00:53:45] They want to talk to someone maybe see something. What's the best place?

[00:53:48] All right, I would say you know like

[00:53:50] Um our website you can go to our website, which is coral net. Okay, c o r o

[00:53:56] Dot net and there's a lot of information on there about our product and stuff and there's a page

[00:54:01] You can find to say request a demo and stuff like that

[00:54:04] um, you know people um can reach out um to

[00:54:08] Myself i'm tom dot turner at coro dot net and I will get you to the appropriate people

[00:54:14] um, so it's probably the two best ways to get a hold of us or you know

[00:54:17] As you go to the shows come by the coral booth, you know learn some more out there

[00:54:21] We're out there and you know and then if you get a phone call from coral pick it up because you know

[00:54:27] We're reaching out to all these, you know

[00:54:31] We have a large reach out there with our bdrs, you know calling up and you know booking a demo just check us out

[00:54:36] You'll love it. It's a whole new approach. It can save you

[00:54:40] Time and money and make sure all your customers are secure

[00:54:44] um

[00:54:44] You know like our ceo once said like you know with these 14 modules

[00:54:48] You can almost make yourself an instant mssp now. I'm not a complete

[00:54:51] You know that could be there's something like that

[00:54:54] But it does it's kind of kind of cool to have it all in place and um, you know

[00:54:59] I always tell people, you know if you're not with us now you're going to be against us so

[00:55:04] let's uh

[00:55:05] Let's go down that path. I love the confidence. I really do. That's awesome

[00:55:10] Hey, you know, we all learned something new about the company today. Tom. Thanks for coming on

[00:55:14] I'm definitely gonna pay a little bit closer attention. I want to go figure out what the additional parts of the 14 are

[00:55:20] But i'm sure they're on port on that. Yeah, um, just again

[00:55:23] I can't stress enough the fact that you have 14 different categories covered under one one stack is

[00:55:30] Pretty strong

[00:55:31] Yeah, we look at it. It's like it's now the the future is consolidation, but it's a platform

[00:55:36] You know, it just it doesn't work anymore to have five or six tools you got to manage out there

[00:55:41] You know, you got you pay your people too much. It's too confusing. They don't talk to each other

[00:55:47] Um, you know, we want to make it simple make cybersecurity simple

[00:55:51] Fair all right, Tom. Well, thanks for jumping on we recorded this session

[00:55:55] We're gonna send it out, you know on the speeds and feeds

[00:55:58] But everybody that was actually tuning in today

[00:56:01] This session will be on mspinitiative.com under sessions will be on all the pod catchers the youtube page

[00:56:06] We'll actually send it out later on this week to you know

[00:56:09] The normal newsletter that goes out with all these sessions tagged on it

[00:56:11] Check out core.net sounds like we're gonna see these guys on the road a lot

[00:56:15] You know, I know everybody's busy. What do you got to lose?

[00:56:18] Sounds like it's a whole different packaging and offering so if nothing other then

[00:56:22] Pay attention to what's happening out there right so you know what's coming down the pipe

[00:56:26] All right, thank you so much for your time today. Thanks for having me on

[00:56:29] I really appreciate it. Look forward to working with you guys in the pet in the future. You got it. Have a good one. Thanks everyone. See you