The MSP that refused to settle for less - in security or partnership

This case study is published with fictional names at the customer's request. The contact person is Anders Andersson, IT Manager at A-com IT.

The MSP that refused to settle for less - in security or partnership

At A-com IT, they know what a security solution needs to deliver. Their clients are small and medium-sized businesses operating in environments where a security incident is not just a technical problem, but can have direct consequences for operations, customers and regulatory compliance. That sets high demands on the tools you choose, and the partners you choose to work with.

About the Partner

A-com IT is an IT partner with a clear focus on organizations with high demands on security and availability. Their vision is to be the leading IT partner for customers who need to navigate an increasingly complex threat landscape and meet today's regulatory requirements. It is a role that demands staying one step ahead at all times.

From a competitor to Acronis EDR

When A-com IT set out to review their cybersecurity offering, the starting point was straightforward: find a solution that delivers on its promises, at a price you can stand behind. The previous vendor had gradually pushed up their pricing without the delivery keeping pace, creating a gap that was hard to justify.

The entry point was Acronis EDR, but it did not stop there. Once the foundation was in place, it became clear that Acronis Cyber Protect Cloud had more to offer. What started as a vendor switch gradually evolved into a broader adoption of the platform, with additional capabilities being added as A-com IT's confidence in the solution grew.

We needed a solution that did what it promised, at a price we could actually defend to our clients. Acronis EDR met those requirements- and the more we worked with the platform, the more we found it could do.

What Anders is referring to is Acronis' regional presence, with knowledgeable and collaborative contacts who take a genuine interest in end customers' needs. It is a competitive advantage that rarely shows up in a product sheet, but makes a real difference in day-to-day operations when situations demand fast answers. For an MSP operating in environments where security and availability are non-negotiable, having a vendor that is genuinely reachable and engaged is not a nice-to-have. It is a requirement.

Gridheart as distributor

Gridheart was chosen as distributor for the same reason Acronis was chosen as a product: a strong willingness to collaborate and a shared interest in actually solving customer problems. But where many distributors stop at logistics and licensing, Gridheart's involvement went further.

From the first conversations about switching vendor, Gridheart took an active role in understanding A-com IT's setup, their clients' requirements and what the transition would actually look like in practice. The implementation was not handed over and left to run itself. Gridheart stayed close, with hands-on support and clear guidance at every step.

Gridheart was not just a distributor during the implementation. They were an active partner, there with support and guidance throughout the entire process

That kind of engagement matters in an industry where the gap between a vendor promise and real-world delivery can be significant. For A-com IT, knowing that Gridheart was reachable, knowledgeable and genuinely invested in the outcome made a tangible difference, both during the rollout and in the day-to-day work that followed.

A-com IT sees Gridheart as a natural first choice for Swedish MSP and MSSP operators who need a distributor with a broad portfolio and the right capability to support both business and technical needs. It is not just about having access to the right products - it is about having a partner who understands the MSP business model and can help navigate both the commercial and technical sides of a decision.

We strongly believe we can deepen the collaboration with Gridheart further, both on a personal and technical level. There is more to build together

Want to know more about how Gridheart and Acronis can strengthen your business? Reach out to us at sales@gridheart.com