How Carbonite takes advantage of Webroot’s well-established alliances with leading RMM and PSA software makers is also still to be determined. As Guadagno shared with ChannelPro last August, Carbonite is well aware that companies like Datto are assembling managed service software suites that couple BDR and security technologies with tools for managing those solutions, calling the long-term viability of stand-alone BDR providers into question. Webroot’s relationships with vendors like ConnectWise and Ninja MSP could provide the basis of a strategy for countering that threat.
“As we get to know the partners that Webroot has and the nature of their relationships, and we can talk to those partners about what they’re looking for in terms of adding data protection, backup, and recovery to the services they offer, I think there’s going to be a big opportunity for growth and a win-win there,” Guadagno says. “How we’re going to be able to extend and leverage and enhance those relationships, that’s an unknown at this point.”
Also unknown is how many of those relationships are headed for break-ups. Companies like Datto and Continuum with data protection portfolios may be less enthusiastic about partnering with Webroot now that it’s part of a data protection vendor itself. Without citing either of those companies by name, however, Tomeo predicts that only a handful of “born-in-the BDR” manufacturers are likely to consider severing ties. “I think it’s going to be a limited impact.”
Neither Tomeo nor Guadagno will address another important topic for the Carbonite and Webroot channels just yet—whether their currently separate partner programs are destined for a merger eventually. “It’s probably too early to tell,” Tomeo says.
Guadagno agrees, but adds that the wait for answers to that and a wide range of other questions may not be long.
“After we close the deal in 30 or 45 days, we can start to dig deeper into telling that integration story with the world,” he says.