Channel-Only SASE Vendor Leadership: Pinar Ormeci on Why SASE Is No Longer Optional for MSPs
Pinar Ormeci, CEO of Timus Networks, brings an uncommon depth of experience to the cybersecurity world. Raised by a math teacher mother and physics teacher father, her love for technology and problem-solving was practically encoded from birth. She ranked in the top 10 out of over a million students on Turkey’s university entrance exam before earning a master’s degree in electrical engineering in the U.S. Though she began her career in R&D at Qualcomm, her curiosity and drive led her to shift to the business side—where she’s thrived ever since.
At Pax8 Beyond 2025, she won’t just be representing a vendor—she’ll be leading a vital conversation every MSP needs to hear about staying competitive in a rapidly evolving digital environment.
“SASE is not a nice-to-have anymore. It's a must-have,” Ormeci stated during a recent interview. “It's really part of the modern security stack for the security-first MSP.”
The Evolution of Network Security: From Firewalls to SASE
Over the past decade, the way businesses operate has undergone a seismic shift. Remote work, cloud adoption, and mobile-first workflows have introduced unprecedented flexibility—and with them, heightened risk. Traditional perimeter-based models, centered around firewalls and VPNs, were never built to handle a world where the perimeter is everywhere.
“If I’m playing golf and someone sends me a file, and I open it on my Gmail, I’m screwed if I don’t have a VPN,” said Ormeci. “We give back control of the network to the MSP. No blind spots, deep visibility—securing anything, anywhere.”
SASE, or secure access service edge, meets these modern demands head-on. It consolidates multiple security functions—like secure web gateways, cloud access security brokers, and Zero Trust network access—into a single, cloud-native solution. For MSPs, SASE isn’t just a technical upgrade. It’s a strategic imperative.
“All the VPNs gotta go,” she added. “In two years, everything will move to SASE.”
Timus Networks at Pax8 Beyond 2025: More Than Just a Stop, It’s a Strategy
Attending Pax8 Beyond? SASE should be on your radar. Timus Networks isn’t just showing up—they’re executing a comprehensive and highly strategic approach to their sponsorship that blends style, planning, and purpose.
“We are going to so many events this year, and Pax8 is one of the most important. That’s why we’re coming in full force,” Ormeci noted.
As a Gold Sponsor and a 100% channel-only SASE vendor, Timus has leveraged every opportunity to boost visibility. Their booth features a striking backlit banner designed to attract attention from across the floor. The entire team—including Pinar, the CTO, and COO—is present for live demos and strategic conversations. But what really sets them apart is their deliberate visual branding. The team is suited up in attention-grabbing space-themed apparel designed to mirror the event’s futuristic energy.
“Just look for the spacesuits,” Ormeci joked. “We wanted to do something that would be fun and on-brand without falling into gimmicks.”
Their prep started months in advance with social media campaigns, nurture emails, and logistical checklists. that included everything from printed materials to giveaways. Yet they were intentional about what not to do as well.
“We’ve learned from previous events that flashy without substance doesn’t work,” she said. “So this time, we decided to skip over-the-top booth builds and focus on meaningful partner engagement instead.”
The result? A sponsorship strategy that’s cohesive, compelling, and totally tuned into the needs and behaviors of MSP buyers.
“Fun is always nice, but I hope MSPs come to our booth to learn why we exist, what the use cases are, and how they can make money with this,” she emphasized. “This is a low-hanging fruit right now.”
Listen to Pinar Ormeci and Carrie Richardson on the WIN Podcast here:
Why SASE Belongs in Every MSP Sales Strategy
SASE is more than a buzzword. For MSPs looking to scale profitably, it’s a golden opportunity. As compliance requirements get stricter and clients demand more robust protections, SASE offers a differentiated, profitable solution MSPs can easily bundle into their core offering.
“We have MSP partners that are making a lot of money selling SASE,” Ormeci shared. “Especially in finance, healthcare, manufacturing, legal, and education. These sectors need it now.”
She cautions against leaving security decisions in the hands of end users:
“It should not be up to the end users to do the right thing 24/7 to secure their companies. They will fail. Even I would fail,” she said. “MSPs need to take control.”
SASE plays a critical role in modern MSP sales strategies. It offers predictable recurring revenue and high-value service differentiation in a market where cybersecurity threats are no longer hypothetical.
Tapping Into Pain Points: How Timus Trains Its Team
The Timus team understands that great tech is only half the battle. To effectively convey the value of SASE in a crowded expo hall, their sales reps are trained to speak to real-world frustrations.
“It starts with a simple question: ‘What do you do for network security today?’” said Ormeci. “And then: ‘Are you happy with your VPN?’ Almost always, the answer is no.”
Focusing on pain points instead of product features allows Timus to meet MSPs where they are. The message? Replace what doesn’t work. Offer your clients something that does.
“The buyers’ journey starts with pain. Then it becomes about solving problems. Not features, not benefits. Just pain points,” she emphasized.
A Must-Attend Moment for Growth-Minded MSPs
Ormeci is clear on the ROI they seek from events like Pax8 Beyond: lead generation, partner enablement, and relationship building. But she’s equally candid about the stakes.
“These events are expensive,” she admitted. “We need ROI. We need a reason to go back next year. That means we need new MSPs, new demos, and real connections.”
For growth-minded MSPs, this is an invitation. SASE is more than another line on your service menu. It’s the kind of transformational capability that lets you upsell intelligently, retain clients more effectively, and differentiate meaningfully.
“Every MSP today should be security-first. That’s where SASE fits in,” Ormeci concluded. “It’s the new baseline.”
Visit Fox & Crow at Booth 929 at Pax8 Beyond 2025
Looking to sharpen your MSP’s cybersecurity sales approach? Stop by Booth 929 to meet the Fox & Crow team. Our proven MSP Sales Process helps partners consistently secure 2–9 first-time appointments (FTAs) within the first 90 days of implementation, increase close rates by more than 50%, and generate new MRR with fresh logo acquisition.
Schedule a meeting with Carrie Richardson to learn how your MSP can drive smarter, faster growth in today’s cybersecurity-driven landscape.
FAQs: SASE, Sales, and Success for MSPs
What’s the difference between VPN and SASE?
The key difference between VPN and SASE is that while VPNs create encrypted tunnels between users and internal networks, SASE offers much broader protection. SASE includes secure web gateways, ZTNA, and advanced threat protection—all built into a cloud-native architecture that provides visibility and control VPNs lack.
Is SASE really necessary for SMB clients?
Yes, SASE is necessary for SMB clients because these businesses are frequently targeted by cybercriminals and often lack dedicated IT staff. SASE provides enterprise-grade security with simplified management, making it ideal for MSP-managed SMB environments.
How can MSPs sell cybersecurity without using fear-based tactics?
MSPs can sell cybersecurity without fear by focusing on common operational pain points. Instead of using scare tactics, emphasize how SASE reduces tickets, enhances uptime, simplifies compliance, and provides business continuity.
How quickly can an MSP deploy SASE for a client?
SASE deployment for MSP clients can be rapid—often within a few days. Timus, for example, offers a 30-day satisfaction guarantee and enables MSPs to fully roll out deployments quickly, even for clients with complex infrastructures.
How does SASE impact MSP lead generation?
SASE impacts MSP lead generation positively by providing a differentiated, security-first offer. Prospects increasingly seek MSPs that deliver end-to-end security as part of their standard offering—making SASE a compelling competitive edge.
Why choose a channel-only SASE vendor?
Choosing a channel-only SASE vendor is strategic for MSPs because it ensures dedicated partner support, no channel conflict, and exclusive pricing structures. Timus, for example, is 100% channel-focused—giving MSPs the tools and trust they need.
What verticals benefit most from SASE?
Verticals like healthcare, finance, legal, manufacturing, and education benefit most from SASE because of strict compliance standards and distributed workforces. SASE enables secure, remote, policy-driven access across these industries.
How can SASE strengthen an MSP's sales pitch?
SASE strengthens an MSP's sales pitch by allowing them to present a secure-by-default strategy. Instead of treating cybersecurity as an add-on, MSPs can frame it as a core component of their stack—building trust and closing more deals.
