Eltjo Hofstee - Unraveling the MSP to MIP journey

Episode notes

In this episode of Partnerships Unraveled , we sit down with Eltjo Hofstee, Global Sales Director at EasyDMARC. Eltjo joined nearly four years ago with a clear brief: build a scalable sales organization around a product with strong market fit. That journey has taken him deep into how MSPs grow, sell, and redefine the value they bring to end customers. Eltjo opens with a concept reshaping how EasyDMARC thinks about its partner program: the shift from managed service provider to managed intelligence provider. The idea, which Eltjo credits to Pax8, moves MSPs away from SLA-driven metrics toward a more proactive, data-informed advisory role. MSPs already sit on a significant amount of customer data, and using that data to get ahead of issues is what separates a vendor from a genuine partner. EasyDMARC's own program reflects this: the company now helps MSPs not just deploy DMARC, but find new customers and sell adjacent services. DMARC generates an XML report for every email sent from a protected domain, and those reports tend to reveal more than end users expect.

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