01732 759725 MSP 40 a combination of organic development and acquisitions – Voccola told Technology Reseller that Kaseya aims to stay six months to one-year ahead of customer demand in its choice of companies to acquire so that it has time to integrate them into its platform before launch. Singh added: “As part of our M&A exercise, our goal is on day zero to be fully integrated, commercially integrated and technically integrated. That's our goal, because that's where the value is. If you’re selling an independent tool, you're effectively competing with similar tools. The value to the customer is not only from the tool, but in the fact that it's integrated.” Kaseya DattoCon gave customers the opportunity to learn about the company’s latest acquisitions and enhancements, which are not all technology-related but also include products, services and offerings that can help MSPs manage their business, grow sales and develop stickier customer relationships. In this context, one of the big announcements was the offer of cyber insurance at a below market rate for MSPs and their customers that use all five products within the Kaseya security stack. “We're working with a cybersecurity insurance provider that has agreed to the underwriting guidelines that if a service provider or a company is being protected by the Kaseya security suite, they will provide them with $1.5 million of cover for about 40% below market rate,” Voccola explained to Technology Reseller. “We're not reselling it, we're not an insurance broker, but when a partner, an MSP, logs into Kaseya One and then goes into the cyber insurance piece, Fast Track, it tells them if they're eligible or not based on what modules they own. If they are eligible, they press a button, it submits that right away to the insurance provider and they come back with the policy. “The other part about this is that if you're an MSP and you're on the Kaseya security stack. First, you can get this insurance for your own business and second you can go to your customer, say Kate's architecture firm, and say ‘Kate, because I'm your MSP and I'm using the Kaseya security suite to protect your business, you can get your cyber insurance at 40% less’. That's huge for the MSP and by the way, if Kate's architecture firm decides I don't want to work with my MSP any more, they’re going to have to give up that cyber insurance. So it makes customers stickier.” This is one example of how the different elements of Kaseya’s ever growing offering – the technical products, the services, the sales enablement and business management tools for MSPs – intersect to strengthen MSPs’ business proposition and capabilities. Others include the acquisitions of: n Vonahi, which provides automated network penetration testing for 10% of the cost of specialist consultancies and in a fraction of the time. “The pricing model is such that you can run it every month, so we've democratised doing network penetration testing, and you get the report within 48 hours,” said Singh; and n audIT, a sales proposal and presentation tool developed by an MSP for MSPs, for which Kaseya is giving every MSP five free licences. Voccola told Technology Reseller that as well as enabling very professional customer engagements, audIT addresses a problem faced by many MSPs, what he calls the ‘information asymmetry’ between a technical person and a non-technical person, which he says is greater than that between a surgeon and a patient. On the positive side, this ‘asymmetry’ means that people unquestioningly do what IT/ security tell them to. On the downside, it can mean people are unaware of all the work an MSP does to keep a business secure. audIT uses a nine-box grid and traffic-light colour coding to show where an MSP is providing protection (green), where there are gaps (red) and where protection could be strengthened (orange). He suggests that as well as being a useful sales tool, this allows a non-technical person to really understand and appreciate the value of an MSP’s activities. Notable product announcements, in give up the tools they’ve been using and investing in for 10 or 15 years or who prefer not put all their eggs in one basket and run the risk of getting locked into one vendor that might be hard to break from if it changes terms or fails to deliver expected levels of service or support. To counter these objections, Kaseya keeps going back to the savings that customers can make by using ever more modules in the Complete IT platform. Ranjan Singh, Chief Product Officer at Kaseya, suggests these are particularly persuasive for some of the larger MSPs owned by private equity firms. “They have investors and for them it’s about profitability, so we go through an exercise with them called Profit Fuel. It takes about two to four weeks and mainly involves information gathering. We provide a spreadsheet pre-populated with different tool categories and competitive tools and ask the MSP to plug in what they're paying on a per seat, per month basis and compare that total spend to the cost of corresponding Kaseya tools. On average, customers can save 30% of their spend if they switch to the Kaseya toolset. If you want best of breed or don't want to put all your eggs in one basket, that’s OK but at the very least your investors should know you're giving up 30% in profit. People aren’t going to switch instantly, they have existing contracts etc., but it gives them a window into hard dollar savings, never mind the benefits of the commercial integration and the technical integration.” New features and capabilities To support this model, it is incumbent on Kaseya to keep up with MSPs’ changing needs and advances in technology through ...continued One of the big announcements was the offer of cyber insurance at a below market rate for MSPs and their customers that use all five products within the Kaseya security stack
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