Trailblazing MSP Integrasul Boosts Business Strategy with Bitwarden

Founded: 1999

Industry: IT security services

Location: Brazil

Based in Brazil, Integrasul is a managed service provider (MSP) offering information security services to clients. Originally a developer of unified threat management (UTM) and firewall security software, Integrasul transitioned to supporting customer IT security needs across diverse industries, including government, financial services, healthcare, and the automotive sector. Integrasul also offers red team/blue team cybersecurity services.

Integrasul chief technology innovation officer (CTIO) Dino Salvati found himself contending with a workforce that had been relying on insecure methods for password management, such as using easy-to-memorize passwords or utilizing the same password for many different sites. He set out to identify a password manager that could be deployed internally and also offered to his customer base, since Integrasul understood that protecting critical data was increasingly important for its clients. Wanting to ensure any password manager he selected was feature-rich and appropriate for his customers to self-manage, Salvati tested them for personal use first. 

Owing to a culture resistance against password managers in Brazil, Salvati was told by colleagues and family members that using a password manager would create inefficiencies and slow down workflow. Ultimately, he was able to convince them otherwise. “I was actually able to persuade my wife first,” said Salvati. “She came to realize that it's much easier and faster to use a password manager because you don’t have to think about passwords.”

Salvati evaluated three competing password management solutions before choosing Bitwarden for internal use and external sales. He noted that a key differentiator of Bitwarden was its free tier accessibility. The “free tier was very helpful in that it enabled testing without commitment,” said Salvati. “This is in contrast to other providers that require an upfront investment.” 

Integrasul ultimately selected Bitwarden because of its trusted open source architecture, excellent reputation within the market, emphasis on enabling customers to meet compliance requirements, and cross-platform support. “We use Linux inside our company so when we first started using the solution internally, we knew we needed a password manager that could support it,” said Salvati. “Given its device and platform versatility, offering it to customers was a no-brainer.”

The MSP partnership with Bitwarden has been highly successful, with Salvati touting the Bitwarden MSP portal functionality and ability to self-serve onboarding of clients. He also lauded the responsive and hands-on support from the Bitwarden channel management team.

The decision to offer Bitwarden to customers sets Integrasul apart from other MSPs, because of the generally skeptical attitude among Brazilians about password managers. “Password management solutions are not common in the Brazilian market,” said Tales Sausen, head of inside sales at Integrasul. “Integrasul is a trailblazer in this area. Because of this unique value proposition, we’ve found that selling Bitwarden is an entry point to selling a broader portfolio. Doing so is enabling us to break a cultural barrier and create market differentiation in the Brazilian cybersecurity landscape.”

When it comes to Bitwarden deployment and onboarding, Integrasul offers a self-managed model where customers control their own environments. In turn, Integrasul provides support and training. While smaller customers are focused on foundational password security needs, larger customers have technical requirements that include creating password policies and satisfying compliance regulations. According to Salvati, smaller customers find Bitwarden “very easy to use and manage,” while larger customers are pleased with its technical prowess. 

Overall customer satisfaction with Bitwarden is reflected in the high retention of the product among both smaller and larger organizations. With Bitwarden proving highly popular among customers, the Integrasul team believes Bitwarden is beneficial for its overarching business strategy. “Bitwarden has opened doors,” said Salvati. “We’ve found that it supports broader security culture development and is an important complement to core services our customers are already using.”

Interested in becoming a member of the Bitwarden partner program? Find out more here. You can also learn more about what Bitwarden can do for your business and sign up for a free 7-day trial!