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NinjaRMM Reaches 1,200 MSPs; Hires CRO; Integrates Webroot DNS

John Reumann
John Reumann
Francois Daumard
Salvatore Sferlazza

Maybe it's time to stop calling NinjaRMM an upstart. While you're at it, don't call the company a startup. After all, the RMM (remote monitoring and management) software provider now supports 1,200 MSPs and expects to march toward 2,000 MSPs by year's end, according to company executives. Moreover, NinjaRMM has hired a chief revenue office (CRO) and continues to build third-party software integrations -- including a new connection with Webroot's DNS security software.

NinjaRMM launched in 2015. The company's founders -- including CEO Sal Sferlazza -- have previous experience building PacketTrap, a once-promising MSP platform that Quest Software acquired in 2009. But PacketTrap got lost in the shuffle (and ultimately died) after Dell acquired Quest in 2012.

All that seems like ancient history for NinjaRMM and its growing MSP base. During a ChannelE2E briefing at CompTIA ChannelCon earlier this month, NinjaRMM VP of Business Development John Reumann and Chief Revenue Officer (CRO) Francois Daumard estimated the company was serving about 1,000 MSPs. When asked for an updated figure today, Reumann pegged the number closer to 1,200 MSPs -- with a march toward 2,000 by year's end under way, he added.

NinjaRMM Hires CRO, Deepens Webroot Partnership

Daumard, onboard at NinjaRMM since June 2017, is a familiar name in the IT channel. He previously held channel-centric executive positions at eFolder, AVG Technologies, IBM and Apple.

Describing NinjaRMM's momentum, he pointed to the customer and partner experience. Much in the way that Virgin America has disrupted traditional airline travel, NinjaRMM's modern design doesn't suffer from legacy code or antiquated client-server thinking. Partners can be up and running quickly, he asserts.

Still, the company isn't resting on its laurels. Among the latest moves: A deeper partnership with Webroot. The two companies have worked together since 2016, mainly on endpoint security. Now, the relationship is extending to Webroot's SecureAnywhere DNS Protection. MSPs gain a single pane of glass for RMM, Webroot's SecureAnywhere Business Endpoint Protection, and now DNS Protection.

Webroot's Momentum

Meanwhile, Webroot's strategy is clear: Extend beyond endpoint protection to address areas like network, web and cloud security. Along the way, the company hopes to take some market share from Cisco Umbrella, which is the rebranded Cisco OpenDNS platform.

Webroot insiders suspect Cisco will take Umbrella upmarket and forget about SMB-sector MSPs. But Cisco claims otherwise, and will have strong SMB security messaging at Cisco Partner Summit 2017 in November, trusted voices say.

Either way, Webroot appears to have momentum. The company added 1,900 MSPs during the first six months of its fiscal year, compared to 2,000 for the entire previous fiscal year. Webroot now boasts more than 8,000 MSP customers worldwide. The company’s “high tech, high touch” approach has proven popular, as it closely integrates with several RMM and PSA offerings.

The latest dance involves the NinjaRMM-Webroot DNS connection. We'll be tracking MSP adoption of the duo's offerings.

Fierce Competition

We gotta admit. Continued momentum for both NinjaRMM and Webroot sometimes surprises ChannelE2E. After all, the RMM market is saturated with entrenched rivals (Autotask, ConnectWise, Continuum, Kaseya, SolarWinds MSP, etc.) and filled with hungry upstarts (i.e., Atera). The situation is similar in the cybersecurity market, where dozens of vendors are striving to help VARs become MSPs and now MSSPs.

Amid those competitive pressures, the "high tech, high touch" strategy has treated Webroot well. Similarly, NinjaRMM's commitment to simplicity seems to be catching on with MSPs.

Additional reporting and insights from Joe Panettieri.