Category Archives for "Managed Services News"

Apr 06

New Cybereason MSSP Program Launches in North America

By | Managed Services News

Much of the structure, resources and pricing available in the program were built based on partner guidance.

The new Cybereason MSSP Program aims to enhance these partners’ revenue streams and make them more effective with detection and response services.

Cybereason works with MSSPs to end cyberattacks. It does so using an operation-centric approach that delivers immediate context into malicious operations across endpoints, users and the cloud.

As part of the North America MSSP program launch, Cybereason will give MSSPs specialized support from service creation, technical and operational onboarding, to revenue-and demand-generation support.

Cybereason recently expanded its North American channel team with several strategic hires. Stephan Tallent, vice president of MSSP for North America, is overseeing MSSP growth.

Cybereason's Stephan Tallent

Cybereason’s Stephan Tallent

“MSSPs are transforming their businesses to focus on detection and response services to supplement their security asset management heritage,” he said. “MSSPs have been a major component of Cybereason’s growth globally before the program was created, with some of the largest MSSPs in the world leading with us as their endpoint security vendor of choice.”

Cybereason developed advanced service delivery support for larger partners, Tallent said. It then recognized the need to extend this type of support to partners of all sizes.

Managed detection and response services are in demand across customer verticals and segments, he said. Thousands of partners are looking to secure their customers against nation-state attackers with boundless resources.


Partner guidance drove much of the structure, resources and pricing available in the program, Tallent said.

Cybereason built the MSSP program to support partners at every phase of their development into extended detection and response providers, Tallent said.

“This covers assistance onboarding Cybereason into service delivery systems and processes, helping partners convert from legacy AV management into detection and response service delivery,” he said.

The program helps partners optimize their detection and response capabilities, Tallent said.

Partners will get the direct support of the Cybereason MSSP team, he said. The team includes professionals with backgrounds in MSSP operations, service delivery, automation and training.

Cybereason’s technology improves mean time to respond to threats wherever they surface, Tallent said.

Justin Kallhoff is chief security officer at Ascend Technologies.

“Cybereason’s platform has helped us protect our clients and partners from advanced threats,” he said. “And it has simplified our security operations so we can focus our attention where it matters. Our partnership continues to be a critical part of our MSSP strategy and we look forward to Cybereason’s continued innovation.”

Apr 06

SASE Takes: Service Providers Mull SD-WAN Complexity as Comcast, Versa Enhance AI Capabilities

By | Managed Services News

The next generation of our SD-WAN roundup here to stay.

A report shows pain points around SD-WAN automation; plus, Comcast Business added machine learning capabilities to its software-defined networking platform.

Before the Channel Partners website fully integrated with Channel Futures, we ran a column called the SD-WAN roundup. The column tackled all things software-defined wide area networking (SD-WAN), voicing the perspectives of vendors, analysts and channel partners. However, many of us in the channel have come to the understanding that SD-WAN is not an end unto itself.

SD-WAN remains a useful tool to help businesses optimize and simplify their network connectivity, but it fits into a larger vision that Gartner calls the secure access service edge, more commonly referred to as SASE. SD-WAN functions as a component of SASE, which brings networking and security into the same conversation. Yes, customers want to talk about SD-WAN, but they also want to talk about how they can secure their network. Add to that a remote workforce that resides outside the typical branch office that SD-WAN traditionally supports, and you’re looking at a much more complicated conversation.

Thus, we’ll continue to discuss SD-WAN in this column while renaming it to reflect the pervasive trends of the last two years. We’ll pay more attention to the convergence of network and security as well as efforts to ensure secure connectivity for distributed workforces. Join us as we continue the conversation.

Service Providers Weigh In

For a service that prides itself on its ability to simplify the network, SD-WAN sure can be complicated. That sentiment stems from a report that Heavy Reading published. Accedian, Amdocs and VMware commissioned the study.

Heavy Reading surveyed 103 global service providers (44% of which held a U.S. headquarters) in order to ascertain the biggest struggles they face in delivering managed SD-WAN. Forty-four percent of the respondents worked for an operator that delivered both fixed and wireless assets.

A key issue is complexity. Although many of us tend to describe SD-WAN as a single service, in reality it compromises a great many pieces.

Stewart, Jay_Accedian

Accedian’s Jay Stewart

“A lot of people are taking their different services and rolling it up into SD-WAN. Sometimes that might be MPLS. That might be internet. The speed of SD-WAN came on, and they were trying to figure out how to best package this. And even if you have an end-to-end SD-WAN service, there could be multiple services that it rides over the top of,” said Jay Stewart, Accedian’s North American director of solutions engineering.

Thus, SD-WAN’s multifaceted nature can make SLAs difficult to articulate.

“It’s not as simple as, ‘What is my latency?’ You could do that for the transport layer, but if you want to get more into the SD-WAN service and create differentiators, SLA verification can be a big issue,” Stewart said.

Potential Sprawl

Keep in mind that many service providers partner with multiple pure-play SD-WAN vendors. For example, AT&T uses VMware and most recently Cisco for its SD-WAN services.

In addition, service providers are using multiple tools. Indeed, two-thirds of the of the respondents (65%) said they use three or more tools to manage their SD-WAN services. Sixteen percent of service providers use five or more. That could include …

Apr 06

T-Mobile Acquisition Fallout: Shentel Wireless Job Cuts Create ‘Disruption and Uncertainty’

By | Managed Services News

T-Mobile is acquiring the Shentel assets for nearly $2 billion in cash.

Shenandoah Telecommunications (Shentel) is cutting about 340 workers, or 30% of its workforce, as it prepares to sell Shentel Wireless to T-Mobile.

In February, Shentel said it will sell its wireless assets to T-Mobile. The sale is part of T-Mobile‘s purchase of Sprint last year. T-Mobile is acquiring the Shentel assets for nearly $2 billion in cash.

Shentel will use the proceeds to pay down some debt and issue a cash dividend to its shareholders.

T-Mobile completed its $26 billion acquisition of Sprint in April 2020. Last August, T-Mobile notified Shentel that it’s exercising its option to buy its wireless operations.

Shentel has been a Sprint exclusive personal communications service (PCS) affiliate. It covers large portions of central and western Virginia, south-central Pennsylvania, West Virginia, and portions of Maryland, Kentucky and Ohio.

Multistate Layoffs

The job cuts are across Shentel’s six-state mid-Atlantic service area. About 90% of the reductions are employees who support wireless operations; they are those who don’t automatically transfer to T-Mobile as part of the transaction.

Christopher French is Shentel‘s president and CEO.

You can keep up with the Channel Partners telecom and IT layoff tracker to see which companies are cutting jobs and how it impacts the channel.
Shentel's Christopher French

Shentel’s Christopher French

“We announced to our employees today the necessary plans to begin to reduce the size of our workforce for the anticipated divestiture of our wireless assets and operations,” he said. “Although this change was anticipated, its impact will cause disruption and uncertainty for the affected employees and their families. We are coordinating with T-Mobile to assist in transitioning as many of the affected employees as possible to T-Mobile following closing of the transaction.”

Most of the impacted workers will exit the company following the closing of the Shentel Wireless sale and any required transition services. The closing should occur early in the third quarter. It’s subject to customary closing conditions and required regulatory approvals.

Shentel will have about 860 employees following the restructuring to support its broadband and tower segments.

“We are proactively providing career transition services to all impacted employees, regardless of whether they are hired by T-Mobile, to help them during this time,” French said.

Apr 06

Marketing Agency Marketopia Continues European Expansion with New UK Facilities

By | Managed Services News

This is the first of many steps in Marketopia’s expansion plan to serve Europe.

Marketopia, the full-service marketing agency for MSPs and IT companies, continues its European expansion with the the opening of its London-based office.

This is the first of many steps in Marketopia’s expansion plan to service Europe. The agency provides lead generation through marketing services, sales training, consulting and appointment setting.

Several strategic initiatives are underway to expand and accelerate Marketopia‘s international business. Those include enhancements to its service product offerings and the expansion of its international sales force. It’s led by Scott Tyson, director of international sales.

The agency, which has already hired numerous people abroad, can start providing value to internationally focused companies with a local presence.

More Expansion to Come

Terry Hedden is Marketopia‘s CEO.

Marketopia's Terry Hedden

Marketopia’s Terry Hedden

“The initial phase of expansion we are announcing today includes two offices,” he said. “First, our European headquarters is located in central London, and second, our United Kingdom call center in Milton Keynes, England. Both will combine to provide services to Europe leveraging in-country talent plus our talented team of over 135 people in Florida.”

Future phases will include additional call centers based on the needs of Marketopia’s clients, Hedden said.

“To ensure we meet the diverse language requirements of the European market, we are currently considering centers in the Benelux region, Lisbon, Portugal and Casablanca, Morocco,” he said. “Marketopia will indeed expand globally to meet the needs of our clients.”

Marketopia is planning its Asia Pacific expansion with a likely headquarters in Sydney or Melbourne, Hedden said.

The most common challenges MSPs and IT service providers face worldwide center around lead generation and sales, Hedden said.

“Technology vendors often share the same challenges due to an intense focus on making the very best technology products and services,” he said. “Marketopia is designed to be a solve for both. We do this by complementing successful marketing and lead-generation activities with our specialized teams to produce the solve sales organizations seek.”

Andra Hedden is Marketopia’s chief marketing officer.

“As a leader for technology firms seeking to grow through robust digital marketing and demand-generation solutions, Marketopia is now positioned to be the go-to global partner for deep competencies in proven technology marketing techniques.”

Apr 06

Cisco Survey Reveals the Biggest Challenges for Global IT Teams

By | Managed Services News

It’s no understatement that the work-from-home phenomenon has been a challenge like no other for IT professionals.

The past year has been difficult on everyone. But it’s no understatement that the work-from-home phenomenon has been a challenge like no other for IT professionals.

Cisco recently revealed its “Accelerating Digital Agility” report, which polled both chief information officers and other IT decision makers (ITDMs). The research found a few keys to IT success, which include delivering the best end-user experience; focusing on security and collaboration for a hybrid workforce; using technology to invest in employees and to tackle societal issues; and driving innovation and security in a cloud-first world.

It turns out these ITDMs are putting their money where their mouths are. According to the survey, which queried 23,000 IT professionals around the world, more than one-half (56%) are investing in cloud applications. That same number are pouring money into network security, and 51% are spending more on cloud security. Furthermore, nearly half (45%) are breaking out the checkbooks for multicloud infrastructure this year and next.

IT leaders that Cisco surveyed are, for the most part, focused on setting up their organizations for success in 2021 and beyond. They have evolved their priorities and strategies to focus on the core issues mentioned above.

Our slideshow above dives into the specifics how these IT professionals are getting that done.


Apr 06

Oracle Gives Cloud Migration a ‘Lift’; Plus, Update Carbon Black Now

By | Managed Services News

This roundup also includes a look at Microsoft Azure news and the cloud professional services market.

Cloud, cloud, cloud. Two days in to the week, partners already have a lot of cloud news flying at them. We’ve compiled those announcements into a short roundup.

Need a preview?

Well, first, if you work with Oracle Cloud Infrastructure and feel like you need a “lift,” there’s a new opportunity for migration help.

Next, if you or any customers run the VMware Carbon Black appliance, you need to update to the new version right now. Find out why.

After that, Microsoft has a small announcement regarding its Azure Cloud Services deployment model.

And, finally, channel partners thinking about delivering cloud professional services might want to get going on that. A new report predicts a sizable jump in revenue for the market. Considering the vendors and distributors that now have professional service offerings, even smaller partners can reap the benefits. Read on to get the scoop.

Need a ‘Lift’ With Cloud Migration? Oracle Steps In

Managed service providers and system integrators moving customers to Oracle Cloud Infrastructure have a new option for assistance. Last week, the provider debuted its Cloud Lift Services.

Ladder going into a cloud

Oracle provides help with cloud migrations via Cloud Lift services.

Oracle Cloud Lift delivers technical and engineering resources throughout a migration at no extra cost, and through just one point of contact. Customers can take advantage of performance analysis, application architecture, hands-on migrations and go-live support. Oracle bills the initiative as a way to work alongside customers until cloud deployments go live as production workloads. The company even offers training for end-user employees.

Most channel partners involved in cloud migrations already have the tools and expertise to handle the job. But if they want more help, they can call on Cloud Lift Services.

“Oracle has streamlined partner incentive programs … that include incentives for migrations,” a spokesperson told Channel Futures. “Oracle Cloud Lift Services is available to our customers even when they are engaged through our partners. This program will augment partner competency where appropriate to allow customers migrate their … applications seamlessly on to Oracle Cloud.”

Running VMware Carbon Black? Update to the New Version, Stat

Channel partners either running or managing the VMware Carbon Black Cloud Workload appliance need to upgrade to version 1.0.2.

That’s because a researcher found a serious vulnerability. If exploited, the flaw could let an attacker execute arbitrary code on a server.

As VMware itself notes in an advisory from last week, “A malicious actor with network access to the administrative interface of the VMware Carbon Black Cloud Workload appliance may be able to obtain a valid authentication token, granting access to the administration API of the appliance. Successful exploitation of this issue would result in the attacker being able to view and alter administrative configuration settings.”

Microsoft Azure Cloud Services Model

Microsoft has made its new Azure Cloud Services deployment model generally available.

Users – who can be Azure channel partners – now can increase regional resiliency. They also get capabilities including role-based access control, tags, policy, private links support and deployment templates.

The extended support version of Azure Cloud Services is a new Azure Resource Manager-based deployment model, Microsoft said. There’s also a classic version that remains usable for Azure Service Manager–based applications.

Cloud Professional Services = Money

Looks like channel partners doing the heavy lifting on cloud services have a wealth of opportunity in front of them.

Analyst firm MarketsandMarkets says the cloud professional services market will hit $37 billion by 2026, up from $14.2 billion last year. That represents a 17.2% compound annual growth rate.

Companies that represent this niche include Accenture, Rackspace, Capgemini, Atos, Wipro, Deloitte, Amazon Web Services, Google Cloud Platform, Microsoft Azure — and the managed service providers, system integrators, consultants and resellers that work with them.

In other words, partners helping customers design, implement, manage and maintain their cloud deployments look positioned to rake in the dough. The cloud ecosystem is growing in complexity. And cloud partners who do more than save organizations money will be the big winners, per MarketsandMarkets. The entities that create delivery solutions “that add … value to the clients across business and technical operations of the enterprise” will outpace their peers, the research firm said.

Last year, North America dominated the global cloud professional services market, MarketsandMarkets said. That is due to the large number of technology-savvy end users who also stand out as early adopters. The United States and Canada together claim 47% of the world’s cloud professional services market, MarketsandMarkets said. The dominance ties to the adoption of SaaS and digital business strategies in the two countries, as well as the presence of companies such as Accenture, IBM and Deloitte.

Smaller partners can take part in the cloud professional services trend, too — and without having to invest too much into their businesses. That’s why more distributors and vendors have ramped up focus on cloud professional services. Some recent examples? CloudBlue snapped up Harmony Business Systems, which develops professional services automation software. D&H debuted its professional services division and Infoblox rolled out a professional services program for partners.

Apr 06

AireSpring Partners Get Additional Support from Axis, Star2Star, TPx Vets

By | Managed Services News

AireSpring partners are getting more support via new regional channel managers from Axis Business Solutions, Star2Star and TPx.

AireSpring's Stephanie Thompson

AireSpring’s Stephanie Thompson

AireSpring is expanding and hiring to meet more demand for its managed services. It’s building its channel support team to ensure partners get focused attention and support for their customers’ needs.

New Regional Support

The new channel management team members are:

  • Stephanie Thompson will support AireSpring partners and their customers in New England. She has 10 years as director of carrier, cloud and network with Axis Business Solutions. There, she developed working relationships with large master agents. Prior to that, she was regional sales manager with Cloud5 and regional channel manager with One Communications.
  • Kent Krebs has taken on the Rocky Mountain region, including Colorado, Wyoming, Utah, Montana, Kansas, Nebraska and the Dakotas. He has 20 years of telecom experience and most recently was a regional account director at Star2Star. He previously held regional channel positions with Global Communications Group, Fusion Connect, Frontier Communications and more.
  • Terri O’Leary will support channel partners in the Ohio Valley, including Ohio, Indiana, Kentucky and western Pennsylvania. She brings 25 years of telecom experience and most recently was regional channel manager with TPx. Prior to that, she held roles with Vertical Communications, Parallel Technologies and Mitel.
AireSpring's Kent Krebs

AireSpring’s Kent Krebs

John Young is AireSpring‘s senior vice president of channel sales.

“We are excited to welcome these industry and channel veterans to Team AireSpring,” he said. “With many businesses considering their options and needs for the coming year, expanded support from these experienced individuals will help our channel partners guide customers to the right solutions for a changed business world, solutions from the range of managed services and product categories where AireSpring is known to excel.”

AireSpring's Terri O'Leary

AireSpring’s Terri O’Leary

AireSpring provides solutions to help partners and their customers navigate their changing needs for digital transformation. Those include global managed SD-WAN, UCaaS, SIP trunks and data, internet and voice services.

Apr 06

Viptela Co-Founders Launch Prosimo, Raise $25 Million

By | Managed Services News

Prosimo takes a decidedly different approach to the workforce than SD-WAN vendors.

The people who brought you SD-WAN pioneer Viptela are modernizing application delivery for the distributed workforce.

Prosimo emerged from stealth mode on Tuesday, announcing $25 million in seed and Series A funding from several investors. The application delivery startup improves application experience and multicloud adoption while enabling a work-from-anywhere workforce. The Santa Clara, California- based company provides an Application eXperience Infrastructure (AXI) platform, which vertically integrates the infrastructure stack. As a result, Prosimo enhances application delivery for a multicloud environment.

Prosimo’s Ramesh Prabagaran

Co-founder and CEO Ramesh Prabagaran most recently worked for Cisco, which acquired Viptela for $610 million in 2017. He and his team in 2012 founded Viptela, one of the first vendors to bill itself as an SD-WAN provider. Prabagaran later managed the product and engineering teams for Cisco SD-WAN.

Prabagaran said Prosimo’s offering can work as a complement to SD-WAN. That’s because a big difference exists between the two technologies.

Prabagaran observed that SD-WAN heavily emphasizes offices. It provides ways to connect campuses and branch offices to data centers and the public cloud. However, COVID-19 made us think about offices much differently. What do we do when the majority of workers are not operating from a branch office? What if, for example, they want to work from home or at a coffee shop? That’s when we need to think of employees as working out of a “branch of one.”

“If you want to leverage internet-like economics for that connectivity, SD-WAN is a great technology,” Prabagaran said. “There is a layer on top of SD-WAN that you can bring to improve on the application experience even further, and you use exactly that same technology as you expand from a branch of 500 into a branch of one.”

The Alternative

Prabaragan said we need to start with a focus on the application rather than a “network-centric” focus. Prosimo provides a “per-application SLA,” which recognizes the different requirement each application brings to the table.

“You can’t treat all applications as the same, because the application today is not actually one application but a sequence and combination of applications within,” Prabagaran said.

IDC’s Brad Casemore

Customers have reported up to 60% in savings on their cloud spending, up to 90% reduced deployment time and up to a 90% improvement in page loading due to application performance, according to Prabagaran.

Brad Casemore, IDC‘s research vice president of data center networks, said Prosimo aligns the infrastructure stack with “cloud-era applications.”

“As organizations have embraced clouds … applications are not only more cloud-native, changing how they are developed and managed, but they are also increasingly distributed. Employees and customers, who access and engage with those applications, are also highly distributed,” Casemore said. “IDC finds that the result is enormous pressure on infrastructure to adapt to cloud-centric application requirements and to materially support tangible business outcomes.”

Prosimo Partners

Prosimo works with resellers, systems integrators, managed service providers and referral partners — 12 in total. Ninety percent of the company’s sales come through the channel. Prabagaran describes the company’s training, managed services and professional services as 100% partner-led.

Channel partners often play one of two roles. In some cases, the partner is a cloud migration adviser and consults the business on their applications.

“They will go do an initial discovery of the customer’s set of applications and say, ‘Out of your few hundred applications, these are the ones you should migrate first,’” he said.

In other cases, the partners focus on …

Apr 06

Ensono Heralds ‘Turning Point’ with Acquisition of Cloud-Native Consultancy Amido

By | Managed Services News

Ensono is acquiring U.K.-based consultancy Amido to strengthen its cloud-native capabilities.

Ensono is boosting its cloud-native software engineering capabilities with the acquisition of UK consultancy Amido.

Ensono described the purchase as “a turning point” for the company, which enables it to create and support clients’ cloud-built applications. It said it would be “one of the few companies” that can manage customers’ IT estates across mainframe, private and public cloud.

Amido provides cloud-native consultancy, strategy, design, architecture and engineering. Employing more than 130 people, the company specializes in using cloud-native, data and intelligent technologies. Notably, it delivers applications and services to help clients transition from legacy tech to a hybrid or tailored cloud-based system. This includes delivering insights from unstructured data using automation, AI, machine learning and predictive analytics.

Ensono's Jeff VonDeylen

Ensono’s Jeff VonDeylen

“It’s wonderful to welcome Amido to the Ensono family,” said Jeff VonDeylen, CEO of Ensono. “Amido’s expertise in cloud-native consultancy and intelligent technologies will allow us to be the trusted end-to-end advisers for our clients. Together … we can help businesses deliver on their technology vision, building the bridge to take them into the future.”

The firm cites figures from Gartner that predicts public cloud services spending will grow 18.4% to nearly $305 billion in 2021. This is up from $257.5 billion in 2020.

The Multicloud Angle

Through the deal, Ensono strengthens its multicloud capabilities across Azure, AWS, and Google. Both are Microsoft Gold Partners. Ensono is an AWS Advanced Consulting Partner, while Amido is a Google Cloud Partner.

Alan Walsh, CEO of Amido, described Ensono as “a leader within the digital transformation and hybrid IT space.” He believes the two firms can “create a broad and deep offering” to help clients with their transformation projects. He clarified: “whether they’re on prem or in the cloud.”

Larry Goldberg the senior vice president, global advisory and consulting services at Ensono. He said the strategy was to deliver “on all aspects of a client’s transformation journey.”

Ensono and Amido have previously partnered on digital transformation projects. Following the acquisition, Amido will be referred to as Amido, an Ensono company. Ensono didn’t say how much it is paying for Amido.

Apr 06

Frank Rauch: Check Point Partner Program Evolving Since 2020

By | Managed Services News

Working with Microsoft is giving Check Point and its partners a competitive advantage, says channel chief Frank Rauch.

Check Point Software Technologies partners have a lot to look forward to in the coming months, including an evolved Check Point partner program and tools to help them achieve their objective.

That’s according to Frank Rauch, Check Point’s head of worldwide channel. We normally catch up with him early in the year at Check Point’s annual CPX360 conference. But because of the pandemic, we connected virtually.

Check Point's Frank Rauch

Check Point’s Frank Rauch

“I know I’m dying to get back on the road,” he said.

Partners can expect to see better interaction with Check Point’s field teams as the pandemic subsides, Rauch said.

“Everybody has done a lot of virtual teaming together,” he said. “Now they’re ready to really be able to execute as we get out of the first quarter, as we go live and as we start to show up together. And I think it’s going to be a really great year.”

Last summer, Check Point unveiled a cloud distribution marketplace program with Arrow and Ingram Micro. The Check Point Distribution Marketplace Program helps partners reach new customers and sectors with Check Point’s cloud security services.

The program features enablement, marketing support, flexible financing and consumption models for partners. Furthermore, it builds on the Check Point Partner Growth Program launched in January 2020 to further accelerate and grow channel success.

In a Q&A with Channel Futures, Rauch talks about how the Check Point partner program has evolved during the pandemic. He also shares what’s ahead in 2021.

Channel Futures: What’s new for Check Point partners in 2021?

Frank Rauch: The way I look at it, we want to be able to evolve from 2020. And that might be the understatement of the year. But we introduced some fairly significant changes in 2020. What we try to do this year is evolve to be able to optimize around those changes. We are committed to giving partners better predictability, profitability, etc. And we’re able to do that. We were able to refine our deal registration program. We have terrific incentives — 25% for new customers, 15% for emerging technologies. All that stuff was great.

We needed to be able to make it more predictable, and we made some operational changes to do that. Our field is much better aligned to be able to work with partners on emerging tech and new customers. So I think that’s positive. We also told partners we were going to execute on some operational changes. We told them we’re going to do better on business planning. We’re going to do better on quarterly business reviews (QBRs) and we were going to be able to optimize some of the things we had in place, such as Engage, as well as developing a community … called CheckMates.

We were extremely successful on the end-user side and we wanted to bridge that over to the partner side. When we look at the results right now, we have probably about three times the number of users per month than we did when we were in New Orleans (in January 2020) on Engage. The business planning process has been implemented. The QBR tools are there and they’re meaningful. We’ve made the enhancements to Engage. We’ve added the collaborative dashboard. And we’ve added chat with an expert. We give them alerts, not just …