technologyreseller.co.uk 33 MSP SOFTWARE that deliver both an economic benefit – savings of 60-70%, which is what we did with our first launch – and efficiency and standardisation. Ultimately, it’s about driving profitability for MSPs, and the profitability comes in two forms, a direct economic benefit from purchasing a Kaseya 365 licence and an indirect benefit, the efficiency that we deliver with an integrated platform. TR: You said the take up of K365 has exceeded your expectations. Do you think that platform approach is gaining ascendancy over picking and choosing best-of-breed products? RJ: I believe so – if my 500-plus customer conversations over the past 18 months are anything to go by. Some customers are early adopters because they see the economic benefit of profitability right away, they see the benefits of automation right away. We’ve gone through Profit Fuel exercises with hundreds of customers who TR: The Kaseya 365 subscription encompasses different endpoint management and security products within IT Complete. What are your other priorities on the product development side? I understand that you’re planning to release three more incarnations of K365 in the coming months. RJ: Yes, that’s going to keep us busy for the next seven or eight months. Essentially, we want to sell a platform and a platform licence to our customers. This has numerous benefits. One, you’re not thinking about buying seven endpoint products. You’re consuming one licence, so customers’ business with Kaseya gets much simpler. Instead of having a code with lots of lines, an invoice with lots of lines, it’s very simple. Likewise, selling to end customers gets simpler because MSPs can standardise on one licence. We are following a similar strategy with the Kaseya 365 family. We will take parts of our platform, create software licences or at least aspiring to, is how I would put it, because you can acquire as many companies as you want, but until you deliver the three key requirements of a platform, you’re effectively just a shop selling different products. What are those three things? Number one, a platform must be complete, and what I mean by that is that you must provide all the functionality an MSP needs, not just certain parts. You must provide remote management and monitoring, a comprehensive backup suite, a comprehensive security suite; you must enable audit and compliance, enable MSP and IT operations and sales and marketing; and you must provide MDF and other programs that go with that. That’s what IT Complete does. The second defining element of a platform is an integrated and automated experience. You can have many products from acquisitions, but if they don’t look and feel the same, you aren’t necessarily delivering efficiency. If they’re not integrated, you’re not optimising the workflow and might as well have purchased those products from seven different vendors. The key is to have a unified portal that delivers a true, unified experience. The third part is why purchase a platform if it doesn’t deliver economic benefits compared to purchasing the piece parts. Complete, automated and priced right are the three key elements of a platform and they involve a lot of hard work. Kaseya has been on a 10-year journey building IT Complete with both organic and inorganic growth. We spend over 35% of our R&D resources making the applications look and feel the same, which is not easy when you are acquiring companies that all use different pieces of technology. We incentivise every product group that wants to build the best product to build the best platform instead. And, to be able to lower prices while maintaining the returns that investors expect – we are a private equity-owned company, as are some of our competitors – we have had to be innovative in driving down internal costs so that we can pass savings on to MSPs. That also requires time and effort and ingenuity. Other companies looking to follow a similar path, whether by building a platform from scratch, which can take years, or via an acquisition strategy, still have to do all three of these things. continued... KASEYA 2024 CYBERSECURITY SURVEY REPORT NAVIGATING THE NEW FRONTIER OF CYBER CHALLENGES Hot off the press AI is a big area of focus for Kaseya, but how might it affect cybersecurity? Findings published in the Cybersecurity Survey Report 2024: Navigating the New Frontier of Cyber Challenges suggest that IT professionals are still undecided. Most recognise that bad actors will use AI to automate cyberattacks, personalise attacks and make them harder to detect and respond to. Even so, 53% think AI will help them be more secure, with just 13% saying it won’t. One third (34%) remain undecided. To find out more about this and other cybersecurity trends, download the report from https://www.idagent.com/resources/kaseya-cybersecurity-survey-report-2024.
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