We had the pleasure of speaking with Rob Oud, Managing Director of Datasvar in Norway, about his journey to providing 90% of customers with Managed Security Services. The next milestone for Rob is to expand the use of MDR to almost all of his customers.

When we have more control over things, and it sounds a bit strange that we want to have that control, we do it because it allows us to move the infrastructures that are a problem. For us, it was all about making sure that the people with us who provide the technology and the service cover the issue as quickly as possible and lose less time.

Which solutions such as endpoint protection and firewall to start with? Which training courses for how many employees? Which customers to approach first? What are the most convincing arguments for SME customers? How do I recognize that I should not pursue the contact in terms of security now? When will "advanced solutions" such as XDR and MDR be added?

Jason Fry, who has already sold an IT company in the UK and has been successful in the UK market with his start-up adnitor since 2019, talks about the managed security aspects that are important to him. Jason says, among other things, "we understand that the traditional way of supporting and managing IT needs to change". And what are the most important security services for him and what makes them successful? What is the "customer experience level" that is important to him as a supplement to the technical SLA?