Dimitry Dima Kumets OpenDNS Cisco Acquisition Review | Fox & Crow Group
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Dimitry Dima Kumets Fox & Crow Group Review: The $635M Acquisition Story That Carrie Richardson Helped Build
Thank you to Dimitry "Dima" Kumets for this review of his experience working with Carrie Richardson, Co-Founder of Fox & Crow Group.
First Published: October 1, 2025
Last Updated: May 1, 2026
Some of the most compelling testimonials for a professional's work come not from the moment the work happens, but from years later — when the full weight of what that work contributed becomes clear.
This Dimitry Dima Kumets Fox & Crow Group review is that kind of reflection. It covers a contribution that was not publicly acknowledged at the time and that Kumets has since felt compelled to correct.
"We didn't include Carrie Lynn Richardson's help in the press releases when Cisco acquired us (OpenDNS) in a $635M all-cash deal in 2015 (when that was a huuuuuuuge number for a clean money deal.) Let me speak loudly now: Her guidance and the services she arranged for us are responsible for a large part of that acquisition. If you're not prioritizing a conversation with her, you're doing your business a disservice."
The $635M OpenDNS Acquisition: Context
In 2015, Cisco acquired OpenDNS — a DNS-based security platform — for $635 million in cash. At the time, it was one of the larger acquisitions in the cybersecurity space, and it reflected the growing market value of DNS-layer security products delivered through managed service providers and enterprise IT teams.
The acquisition was the result of OpenDNS successfully positioning itself in the enterprise and MSP channel as an essential security layer — building the partner relationships, channel strategy, and market presence that made Cisco view it as a strategic acquisition target.
Kumets' retrospective attribution of Carrie Richardson's role in that outcome is significant. It places her advisory work at the intersection of channel strategy, partner positioning, and the organizational decisions that ultimately determine acquisition attractiveness.
What "Responsible for a Large Part of That Acquisition" Actually Means
The claim that Carrie Richardson's guidance was "responsible for a large part of that acquisition" is a strong one — and Kumets makes it deliberately, calling himself out for not including it in the original press releases.
In the context of IT channel companies building toward a strategic exit, the factors that determine acquisition value include:
Channel penetration and partner quality. For a company like OpenDNS, the breadth and depth of its MSP partner relationships was a significant value driver. Channel-facing strategy — how to recruit, enable, and retain the right partners — has a direct impact on the revenue quality that acquirers evaluate.
Market positioning. How an IT channel company is perceived by the MSPs, resellers, and enterprise IT teams it serves shapes the narrative that accompanies an acquisition. Strong positioning in the channel produces the kind of recognition that makes a company look like a strategic asset rather than just a revenue line.
Organizational decisions. The services Carrie Richardson "arranged" for OpenDNS likely included a combination of channel strategy, go-to-market guidance, and the relationships and introductions that open the right doors in the IT channel.
Each of these dimensions compounds over time — and the right guidance at the right moment can alter the trajectory of a company's channel presence significantly.
Doing Your Business a Disservice
Kumets closes with a direct statement: "If you're not prioritizing a conversation with her, you're doing your business a disservice."
That framing — framing inaction as a disservice to your business — is a notable way to characterize an advisory relationship. It implies not just that working with Carrie Richardson is valuable, but that the opportunity cost of not working with her is measurable.
For IT channel vendors and MSPs with serious growth ambitions — whether those ambitions involve organic growth, channel expansion, or a future acquisition — that framing is worth taking seriously.
The IT channel is a relationship-dense, reputation-driven environment. The right guidance on how to position, who to partner with, and how to build the kind of presence that creates strategic value does not just improve near-term results. It shapes the long-term trajectory of the business.
Explore IT channel strategy and go-to-market consulting with Fox & Crow Group.
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Book a call — because not having this conversation is doing your business a disservice.
FAQ: IT Channel Go-to-Market Strategy with Fox & Crow Group
What does Fox & Crow Group do for IT channel vendors?
Fox & Crow Group helps IT channel vendors define their go-to-market strategy, build and optimize their MSP partner programs, position their products effectively in the channel, and develop the relationships that drive partner adoption and revenue.
How does channel strategy affect acquisition value for an IT channel company?
Acquirers evaluate the quality and depth of a company's channel relationships alongside its revenue metrics. Strong channel positioning — the right partners, well-enabled, actively selling the product — significantly increases acquisition attractiveness and valuation.
Does Fox & Crow Group work with companies that are planning a future acquisition exit?
Yes. Ian Richardson's strategic planning work includes helping IT channel companies build the business quality, documentation, and market positioning that supports a strong acquisition outcome.
How do I start a conversation with Fox & Crow Group about channel strategy?
Book a strategy call with Carrie Richardson or Ian Richardson to discuss your IT channel position and where strategic guidance would have the most impact on your business.
The IT channel acquisition context Kumets describes connects to Christopher Vollmond-Carstens's MSP exit education work — both cover the structural decisions that determine how an MSP is positioned when ownership transitions happen. Elana Graham's GTM channel strategy review adds the go-to-market perspective from the vendor side of similar strategic decisions.
Read more about the Brightworks MSP sales success story and how MSPs are building predictable sales growth with Fox & Crow Group.