For SMBs using MSPs (and VARs) | How to Save Money with Managed IT Services

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SMB opportunity to use MSPs to save IT management costs. Content includes the following: Who is Kaseya?; the current state of IT Systems Management; a discussion of why IT automation is key to SMB success; why Kaseya is used by solution providers; how SMBs need to prepare for the next wave in IT, how to get started with a Kaseya solution provider. Presented by Kaseya. March 2014

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For SMBs using MSPs (and VARs) | How to Save Money with Managed IT Services

  1. 1. For SMBs using MSPs (& VARs) How to Save Money with Managed IT Services 2014 www.kaseya.com
  2. 2. Agenda • Who is Kaseya? • State of IT Systems Management • Why IT automation • Why Kaseya • Catching the next wave • Why Kaseya via <PARTNER> • Next Steps 2
  3. 3. Industry standard for IT management cloud services Who are we?
  4. 4. Our solutions empower people to proactively manage and control IT assets remotely, easily and efficiently from one integrated Web-based platform Who are we?
  5. 5. Kaseya Started in 2000 • 15,000+ Customers • Enterprises and Service Providers Washington California Virginia Florida Brazil The Netherlands UK France GermanyBritish Isles South Africa India China Singapore Australia
  6. 6. MQforClient Management 2013
  7. 7. • Over half of the top 100 • 4 of the top 5 • 6 of the top 10 • 50% of the top 25 revenue • 75% of top 25 in growth • 50% of top 25 in number of endpoints Top Global MSPs
  8. 8. Why Kaseya? A single Kaseya user can proactively manage 1,000s of automated IT systems tasks in the same amount of time required by a team of technicians using other techniques.
  9. 9. www.kaseya.com
  10. 10. We’ve Been In the News Recently…a L-O-T
  11. 11. The future for those who deliver IT services…is STILL good. Aditya Kaul, ABI Research, 2013
  12. 12. IT management is hard • Business challenges – Little confidence in IT’s ability to deliver useful solutions – Limited visibility of progress, risks, and problems – Don’t know how to measure the value of our investments in IT – Lots of unhappy users • Technology challenges – The business does not fund projects adequately – They don’t know what they need – They don’t know what is possible to develop – They don’t know what it costs to operate and are inefficient 12
  13. 13. Impact of Inefficient IT Monitoring for new patch: 10min/d or 61hr/yr 61hr * $70/hr = $4.5K Applying new patch: 10min or 0.16hr 0.16hr*500PC*$70/hr = $5.6K per patch MSFT patches/yr = 72 (3 yr avg) Impact of managing 1 image/yr: $4.5K+($5.6K*72) = $408K 13 Source: Microsoft, 2012
  14. 14. Financial Impact of Inefficient IT Too many management tools 14
  15. 15. Outsource IT to Service Providers • Control cost • Reduce labor • Gain certs & cred • Increase productivity • Get new technology • Focus on core • Reduce risk • Stay competitive • Ensure compliance 15
  16. 16. The IT Managed Services Opportunity Managed Services $70B WW 16% CAGR (2013) Markets Are: • Forcing economic changes • Shifting to new power sources • Seeing growth in data and storage • SaaS is real Businesses Are: • Managing expenses CAPEX v OPEX • Driving productivity • Driving customer satisfaction • Balancing risk Partners Need: • New revenue, differentiation • New service delivery models, profit • Integrated on demand services • Faster ROI Source: Gartner, 2013
  17. 17. Being a MSP is hard too • Noisy networks • Daily security threats • Changing needs of backup, security • How to remote and when to remote • Rework • Collections • Capital constraints 17
  18. 18. It’s hard to keep profits high • Hardware upgrades • Hidden network issues • Need more technicians • Need more training 18
  19. 19. Finding new contracts is hard • Can’t manage SLAs • Good Sales reps in short supply • No time • No money • No additional services 19
  20. 20. Status quo isn’t exactly working • Free products • Custom sneakernet • Point products • Appliances • Other types of solutions • Lots of marketing hype around MSP & RMM 20
  21. 21. What if IT management tools were integrated?
  22. 22. What if IT Systems Management was proactive & automated? • Reactive • Manual • High cost • Proactive • Automated • Low cost
  23. 23. What if you found something to help you focus? 1. More services 2. Better services 3. Lower IT costs 4. Happier technicians
  24. 24. Kaseya Professional for Solution Providers
  25. 25. Unified IT Systems Management with Kaseya Professional Discover the state of IT • Systems & Assets • Mobile Devices • Network Devices Manage the state of IT • Scheduling • Scripts & Procedures • API / Messaging Automate the state of IT • Reporting • Dashboards • Interactive Data Views IT Systems Management Cloud & Network Monitoring Security Management • Network Discovery • Audit & Inventory • Remote Control • Directory Services • Software Deployment & Update • Policy Management • Scripting • Ticketing • Virtualization & Cloud • Network Performance • Server & Data Center • Application Monitoring • Business Service & SLA Monitoring • Desktop Monitoring • Antimalware • Antivirus • Endpoint Security • Patch Management • 3rd Party Patching 25 Backup & Recovery Systems Monitoring • System Backup & Restore • Data Backup • BYOD • Mobile Device Management
  26. 26. Flexible deployment and licensing options 26 All under your brand (or ours)
  27. 27. Why MSPs Choose Kaseya A single Kaseya user can proactively manage 1,000s of automated IT systems and network tasks in the same amount of time required by a team of technicians using other techniques It’s the industry’s only patented server-agent architecture; MSPs get enterprise-class capability that is easy to use and easy to afford With 60+% of top MSPs worldwide using Kaseya, they get access to the most robust community available And with so many ISVs plugging in to Kaseya via a seamless integration process, they get an easy way to leverage their existing strategic technology partnerships
  28. 28. Our Business Partners (10K+) 28 Managed Service Providers,VARs, SIs, and Distributors
  29. 29. Evolving beyond “remote monitoring” and way beyond “break fix” 29
  30. 30. Mobile Catching the next wave Cloud Major changes in how to deliver reliable, available and secure IT services Information 30
  31. 31. Top Managed Services Offered by Kaseya MSPs Physical • Managed security services • Managed backup & recovery services • Mobile device management services • BYOD management services • Remote monitoring services Virtual • Cloud email services (Exchange, other) • Cloud storage services • Cloud backup services • Cloud Sharepoint services • Private cloud services • Cloud monitoring services 31
  32. 32. MSP profitability gains using Kaseya - On Prem 25% Break-fix margin 72% MSP margin w Kaseya
  33. 33. MSP pricing power using Kaseya = $ 90,000 contractX $7,500 MSP BC/DR Fee Number of months Monthly BC/DR fee X12 Still 44% savings to client An ecommerce-centric company that does $41M in revenue a year = ~$160K/weekday. 100 managed machines. X $2,500 MSP Backup Fee Number of months Monthly backup fee X12 Standard, cost-plus MSP contract (managed backup) = $ 30,000 contract BC/DR service (backup and restore plus imaging) achieves RTO of 2 hours instead of 10 hours compared to traditional backup plan. Value-based MSP contract using Kaseya (managed business continuity services) $20,000 Client: Potential Cost of Lost Revenue Hours of downtime prevented Lost revenue per hour X X Number of web stores 8.0 1
  34. 34. MSP profitability gains using Kaseya - Cloud Monthly Cloud Backup Monthly On Prem Disk Backup 36 One time cost Cost per month (3 yr prorate) Total Cost 10 users Cost per GB GB max per user Cost per user Users Total cost Tape drive 15000 417 42 0.25 50 12.5 10 125 Tape media 100 3 0 Server fail over cluster 15000 417 42 Monthly Storage SAN array 25000 694 69 Cost per GB GB max per user Storage cost Software license 75 0.1 50 5 10 50 Power 500 50 Salary Technician to review policy and verify SLA deliverables 50 Server Admin 2080 75000 36 18 Software license fee 75 SAN Admin 2080 75000 36 18 Backup Admin 2080 75000 36 18 Network Admin 2080 75000 36 18 Cloud Backup & Storage Monthly Cost 300 Disk Backup & Storage Monthly Cost 350 Cloud Backup & Storage Monthly Fee 400 Disk Backup & Storage Monthly Fee 400 Margin 33% Margin 14% Cloud backup is 136% more profitable than on-premise disk backup
  35. 35. Common IT Tasks Automated by Kaseya MSPs 1. Patching 2. User and Group Maintenance 3. Security Sweeps 4. Disk Usage Scans 5. Performance Monitoring 6. File Transfers 7. Advanced Scripting 8. High-Level Administration 9. Reboots 10. Malware Scans 35
  36. 36. Benefits of automation – with Kaseya =
  37. 37. Summary benefits FROM third parties - Intel Activity WithOUT Kaseya and Intel With Kaseya and Intel Percent Improvement Strategic ISV Partners
  38. 38. Using the Kaseya Partner Program to Grow Notes: Kaseya Partner Program, 2013 Target Find the right partners in the right markets Recruit & Orient Authorize partners and assign supporting resources Enable Facilitate partner comprehension through Boot Camp and enablement methodology Engage & Grow Communicate program updates and product enhancements and utilize demand generation tools Review Measure progress toward goal and make adjustments, as needed (and repeat)
  39. 39. Using the Kaseya Partner Portal Easy navigation: Pricing, Pipeline, Library, Contacts Hot links: Library, Leads, Deals, and Pipeline Report Get Started: Using the portal, Kaseya Success Path, top content & tools, demoNew Content: New additions to the content library Kaseya News and More Links: News and links to other Kaseya assets (support, KB, learning center, etc) Account Manager: Full contact information
  40. 40. Kaseya & <PARTNER> • Clear rules of engagement • SKU and pricing parity • Deal registration • Free trials/evals & POC assistance • Closing assistance • Renewal leads • All other <PARTNER> benefits apply 40
  41. 41. 41 Kaseya Positioning Low Price Scope of Product/Service
  42. 42. 42 Typical Vendor Cheat Sheet
  43. 43. Next Steps • Get Kaseya authorized www.kaseya.com/VAR • See it and/or try it www.kaseya.com/freetrial www.kaseya.com/mspdemo • Create portal account https://kaseya.channeltivity.com • Create opps w <PARTNER> reps • Qualify & close deals w Kaseya assist • Use Kaseya programs to scale • Renew with <PARTNER> 43 @kaseyacorp/company/kaseya/KaseyaFan community.kaseya.com help.kaseya.comkaseya.channeltivity.com
  44. 44. Thank you! Alex Brandt VP Sales, Americas alex.brandt@kaseya.com /in/darrinalexbrandt David Castro Director, Channel Marketing david.castro@kaseya.com /in/davidcastroflorida

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