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

For SMBs using MSPs (&

VARs)How to Save Money with Managed

IT Services

2014

www.kaseya.com

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

Industry standard forIT management cloudservices

Who are we?

Our solutions empower people toproactively manage and controlIT assets remotely, easily andefficiently from one integratedWeb-based platform

Who are we?

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

MQ for Client Management 2013

• 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

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.

www.kaseya.com

We’ve Been In the News Recently…a L-O-T

The future for

those who deliver

IT services…is

STILL good.

Aditya Kaul, ABI Research, 2013

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

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

Financial Impact of Inefficient ITToo many management tools

14

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

The IT Managed Services Opportunity

Managed Services

$70B WW16% 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

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

It’s hard to keep profits high

• Hardware upgrades

• Hidden network issues

• Need more technicians

• Need more training

18

Finding new contracts is hard

• Can’t manage SLAs

• Good Sales reps in short supply

• No time

• No money

• No additional services

19

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

What if IT management tools were integrated?

What if IT Systems Management was proactive

& automated?

• Reactive

• Manual

• High cost

• Proactive

• Automated

• Low cost

What if you found something to help you focus?

1. More services

2. Better services

3. Lower IT costs

4. Happier technicians

Kaseya Professional for Solution Providers

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

Flexible deployment and licensing

options

26

All under your brand (or ours)

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

Our Business Partners (10K+)

28

Managed Service Providers, VARs, SIs, and Distributors

Evolving beyond “remote monitoring”

and way beyond “break fix”

29

Mobile

Catching the next wave

Cloud

Major changes in how to deliver reliable,

available and secure IT services

Information

30

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

MSP profitability gains using Kaseya - On Prem

25%

Break-fix

margin

72%

MSP margin w Kaseya

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

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

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

Benefits of automation – with Kaseya

=

Summary benefits FROM third parties - Intel

Activity

WithOUT

Kaseya and

Intel

With Kaseya

and Intel

Percent

Improvement

Strategic ISV Partners

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)

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

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

Kaseya Positioning

Low Price

Scope of Product/Service

42

Typical Vendor Cheat Sheet

Next Steps

• Get Kaseya authorizedwww.kaseya.com/VAR

• See it and/or try itwww.kaseya.com/freetrial

www.kaseya.com/mspdemo

• Create portal accounthttps://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

Thank you!

Alex Brandt

VP Sales, Americas

alex.brandt@kaseya.com

/in/darrinalexbrandt

David Castro

Director, Channel Marketing

david.castro@kaseya.com

/in/davidcastroflorida