ControlCase

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Alright, Rich Freeman on the show floor here at IT Nation

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Connect 2024.

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I’m speaking with Josh Hoffman of ControlCase.

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Hi Rich. Um,

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and Josh, we’re gonna talk a little bit about

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what Control Case does,

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but this feels like a timely conversation

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because the CMMC rule pretty much just got

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finalized. Right? There

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Is so much going on with CFMC right now.

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I think it’s 479 pages, uh, of, uh, an incredible amount

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of detail that’s gonna take roughly 76,000 companies on a

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journey that could last years for them

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to become fully compliant with us.

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It’s going to be, uh, an amazing amount

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of enjoyable, I hope, chaos.

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So CMMC is only one of the frameworks of the regulations

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that Control Case helps with.

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Yes. Talk a little bit about, um, control case,

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what you guys do and how you help MSPs

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with challenges like CMMC. Oh,

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Sure. So, uh, this

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is exciting to me.

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Control Case has been in business for about 20 years,

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primarily over that time we’ve been Direct Control Case is

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a, uh, at its core, an audit and compliance company.

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We do readiness, we do assessment.

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We’re a full certifying body

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for over 60 different areas of compliance.

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We iso uh, CMMC, hipaa, hitrust, FedRAMP, PCI,

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uh, F-F-I-E-C for banking Swift.

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There’s an enormous body

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of different pieces of work that we do.

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And on top of that, we have a professional services

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and cybersecurity services team that’s able

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to guide clients through the process.

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Now, the reason that I’m so excited

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to be a control case is we have an opportunity in the MSP

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community to do something different.

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We have a chance to help MSPs monetize the activity related

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to this compliance journey

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that their clients are surely going on.

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And having landed MSP

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before, I know what the pain is like

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to actually see your customer that you know is going

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through this journey, but

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they’re not going through it with you.

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You don’t have the expertise.

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Maybe you might not have the desire,

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you might not have the staffing,

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you might not even be certified yourself

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and the customers, they find a way

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to get this done sometimes

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through another compliance partner.

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And as an MSP, first of all, you wanna make sure

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that you own that client relationship.

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You are the heartbeat of their technological existence.

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And if you’re not guiding them

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through such an important process,

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you’re missing out on something.

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You’re also the expert.

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You have all the information, you have the ability

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to make the journey faster, easier, less expensive.

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But if that client is going through another partner,

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you’re missing out on what may be one

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of the most profitable things that you can do as an MSP,

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the remediation activity that comes with it.

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And so it can control case launching our MSP services,

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we’re able to adjust customer data, tell you

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what compliance journeys your clients are going on already.

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We’re able to help develop a value proposition co-market

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with you, co-sell with you if you need to.

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We’ll sell with you not to you.

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We’re never taking any money from MSPs.

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We’ll help you get that customer through the journey.

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And our commitment is the remediation activity

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that goes to the MSP.

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And that means that you’re protecting the house.

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You’re helping to be that credible resource

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for your customers control case.

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We’re gonna make a difference in this market with MSPs.

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I’ve spent 15 years helping MSPs monetize different types

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of product and services.

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This is gonna be a big deal.

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So in addition to the remediation work,

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and that’s good solid moneymaking work right there.

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It is their money coming in

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through the partnership with control case.

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Yeah, well there can be.

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So it depends on the type of certification.

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If you’re talking about CMMC, it’s not legal for us

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to actually have dollars.

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Other types of work, we’re able

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to do things like revenue share.

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We’re able to do things like discount it down

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and they can install it into the statement of work

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that they’re doing and they can earn dollars off of that.

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We want the MSPs to make money in this.

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We are a monetization n engine.

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And so the only money

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that they’ll ever see is gonna come from us

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or their clients throughout the journey.

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And of course the remediation does matter.

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If they have a bar business, then there’s a possibility of

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that, especially in the form of cybersecurity,

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SOC two certifications, things like that,

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that can bring up other things.

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And we’ll work with the other partners in their community

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to make sure network stays with them.

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You know, um, you, you were talking

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and no MSP wants some other provider in the account working

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with them on compliance or, or or whatever.

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It has to be along those lines.

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But the reason they let that happen quite often is

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’cause they are so intimidated by

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compliance and, and frameworks.

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And so it sounds like what you’re doing is offering

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MSPs a way to own that part of the relationship

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with the end user without necessarily, um,

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making promises about capabilities you don’t

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have, et cetera. You’re

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Hitting the nail on the head.

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Well, in the case of compliance, the client always has

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to know that there’s somebody else

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because somebody has to sign that certification.

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And so shouldn’t it be somebody, the MSP trust,

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shouldn’t it be somebody that’s helping them monetize it?

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Shouldn’t it be somebody that’s going to market with them?

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Not to them, it, it should be somebody

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that’s a part of their team.

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And at Control case we have the ability to be a part

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of their team and to have that trusted relationship

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where the customer feels like we’re all one together.

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And it’s pretty powerful.

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It is very different than what the experience is today.

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And you know, again, having led an MSP, I know

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what it’s like to be on the losing end of that

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and say, oh my gosh, my customer’s been doing this.

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They’re doing it with somebody else.

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And now I’ve lost the relationship.

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I’m no longer at the center of

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that technological journey for them.

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Can’t have that happen. MSPs are

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too important for that to happen.

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Okay. Really interesting concept. Uh, interesting story.

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Great talking with you. Josh Hoffman from Control Case.

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Thank you so much, Richard. Sir,

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I really appreciate the time of here.

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It’s so kind.

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Alright, Rich Freeman on the show floor here at IT Nation

2
00:00:02.940 –> 00:00:04.100
Connect 2024.

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I’m speaking with Josh Hoffman of ControlCase.

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Hi Rich. Um,

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and Josh, we’re gonna talk a little bit about

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00:00:10.085 –> 00:00:11.125
what Control Case does,

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but this feels like a timely conversation

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because the CMMC rule pretty much just got

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finalized. Right? There

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Is so much going on with CFMC right now.

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I think it’s 479 pages, uh, of, uh, an incredible amount

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of detail that’s gonna take roughly 76,000 companies on a

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journey that could last years for them

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to become fully compliant with us.

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It’s going to be, uh, an amazing amount

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of enjoyable, I hope, chaos.

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So CMMC is only one of the frameworks of the regulations

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that Control Case helps with.

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Yes. Talk a little bit about, um, control case,

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what you guys do and how you help MSPs

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with challenges like CMMC. Oh,

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Sure. So, uh, this

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is exciting to me.

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Control Case has been in business for about 20 years,

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primarily over that time we’ve been Direct Control Case is

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a, uh, at its core, an audit and compliance company.

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We do readiness, we do assessment.

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We’re a full certifying body

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00:01:11.945 –> 00:01:14.205
for over 60 different areas of compliance.

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We iso uh, CMMC, hipaa, hitrust, FedRAMP, PCI,

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uh, F-F-I-E-C for banking Swift.

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There’s an enormous body

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of different pieces of work that we do.

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And on top of that, we have a professional services

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and cybersecurity services team that’s able

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to guide clients through the process.

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Now, the reason that I’m so excited

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to be a control case is we have an opportunity in the MSP

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00:01:38.325 –> 00:01:39.965
community to do something different.

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00:01:40.385 –> 00:01:44.725
We have a chance to help MSPs monetize the activity related

41
00:01:44.785 –> 00:01:46.005
to this compliance journey

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00:01:46.005 –> 00:01:47.845
that their clients are surely going on.

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And having landed MSP

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00:01:49.485 –> 00:01:52.085
before, I know what the pain is like

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to actually see your customer that you know is going

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through this journey, but

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they’re not going through it with you.

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You don’t have the expertise.

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Maybe you might not have the desire,

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you might not have the staffing,

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00:02:04.185 –> 00:02:06.125
you might not even be certified yourself

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and the customers, they find a way

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to get this done sometimes

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through another compliance partner.

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00:02:13.465 –> 00:02:16.565
And as an MSP, first of all, you wanna make sure

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00:02:16.565 –> 00:02:18.245
that you own that client relationship.

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00:02:18.545 –> 00:02:21.605
You are the heartbeat of their technological existence.

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00:02:21.865 –> 00:02:23.085
And if you’re not guiding them

59
00:02:23.085 –> 00:02:24.485
through such an important process,

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you’re missing out on something.

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You’re also the expert.

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00:02:27.625 –> 00:02:30.245
You have all the information, you have the ability

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00:02:30.245 –> 00:02:34.045
to make the journey faster, easier, less expensive.

64
00:02:34.785 –> 00:02:37.685
But if that client is going through another partner,

65
00:02:38.065 –> 00:02:40.085
you’re missing out on what may be one

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00:02:40.085 –> 00:02:42.765
of the most profitable things that you can do as an MSP,

67
00:02:42.945 –> 00:02:44.925
the remediation activity that comes with it.

68
00:02:45.385 –> 00:02:48.645
And so it can control case launching our MSP services,

69
00:02:49.175 –> 00:02:51.725
we’re able to adjust customer data, tell you

70
00:02:51.725 –> 00:02:54.325
what compliance journeys your clients are going on already.

71
00:02:54.895 –> 00:02:58.325
We’re able to help develop a value proposition co-market

72
00:02:58.325 –> 00:03:00.445
with you, co-sell with you if you need to.

73
00:03:00.495 –> 00:03:02.165
We’ll sell with you not to you.

74
00:03:02.495 –> 00:03:04.725
We’re never taking any money from MSPs.

75
00:03:05.215 –> 00:03:07.365
We’ll help you get that customer through the journey.

76
00:03:07.825 –> 00:03:10.165
And our commitment is the remediation activity

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00:03:10.395 –> 00:03:11.645
that goes to the MSP.

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00:03:11.985 –> 00:03:13.805
And that means that you’re protecting the house.

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You’re helping to be that credible resource

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for your customers control case.

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We’re gonna make a difference in this market with MSPs.

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I’ve spent 15 years helping MSPs monetize different types

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of product and services.

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This is gonna be a big deal.

85
00:03:28.785 –> 00:03:31.045
So in addition to the remediation work,

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00:03:31.065 –> 00:03:33.445
and that’s good solid moneymaking work right there.

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It is their money coming in

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through the partnership with control case.

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Yeah, well there can be.

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So it depends on the type of certification.

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If you’re talking about CMMC, it’s not legal for us

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to actually have dollars.

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00:03:45.735 –> 00:03:47.645
Other types of work, we’re able

94
00:03:47.645 –> 00:03:49.285
to do things like revenue share.

95
00:03:49.295 –> 00:03:51.965
We’re able to do things like discount it down

96
00:03:51.985 –> 00:03:53.965
and they can install it into the statement of work

97
00:03:53.965 –> 00:03:56.925
that they’re doing and they can earn dollars off of that.

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00:03:57.225 –> 00:03:59.325
We want the MSPs to make money in this.

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We are a monetization n engine.

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00:04:01.865 –> 00:04:02.965
And so the only money

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that they’ll ever see is gonna come from us

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or their clients throughout the journey.

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And of course the remediation does matter.

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If they have a bar business, then there’s a possibility of

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that, especially in the form of cybersecurity,

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SOC two certifications, things like that,

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that can bring up other things.

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And we’ll work with the other partners in their community

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to make sure network stays with them.

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You know, um, you, you were talking

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and no MSP wants some other provider in the account working

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with them on compliance or, or or whatever.

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It has to be along those lines.

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But the reason they let that happen quite often is

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’cause they are so intimidated by

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compliance and, and frameworks.

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And so it sounds like what you’re doing is offering

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MSPs a way to own that part of the relationship

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with the end user without necessarily, um,

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making promises about capabilities you don’t

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have, et cetera. You’re

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Hitting the nail on the head.

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Well, in the case of compliance, the client always has

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to know that there’s somebody else

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because somebody has to sign that certification.

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And so shouldn’t it be somebody, the MSP trust,

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shouldn’t it be somebody that’s helping them monetize it?

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Shouldn’t it be somebody that’s going to market with them?

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Not to them, it, it should be somebody

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that’s a part of their team.

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And at Control case we have the ability to be a part

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of their team and to have that trusted relationship

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where the customer feels like we’re all one together.

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And it’s pretty powerful.

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It is very different than what the experience is today.

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And you know, again, having led an MSP, I know

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what it’s like to be on the losing end of that

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and say, oh my gosh, my customer’s been doing this.

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They’re doing it with somebody else.

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And now I’ve lost the relationship.

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I’m no longer at the center of

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that technological journey for them.

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Can’t have that happen. MSPs are

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too important for that to happen.

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Okay. Really interesting concept. Uh, interesting story.

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Great talking with you. Josh Hoffman from Control Case.

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Thank you so much, Richard. Sir,

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I really appreciate the time of here.

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It’s so kind.