News in the Channel - issue #34

KASEYA

Changing market Giving MSPs the tools to grow is important as there is a wealth of opportunities in the market currently, Greg adds. “The market is very positive now,” he says. “We're seeing SMB tech spend outperform

a different expectation of technology,” he says. “They're digital natives and an instant gratification generation that want things now. Whereas we would wait for technology back in the day, to them, it's unacceptable. We've seen that with other verticals and industries. Think of Amazon: Amazon was great when it launched as you’d get delivery within a week. Then it evolved and you have Amazon Prime where you get next day delivery. However, we've moved on again; there's Amazon Prime Now, which is delivery within one hour. It just shows how markets are changing and expectations with it.” Evolution Kaseya too is evolving. “Rania Succar, our new CEO, is laser-focused on the evolution of Kaseya and its products and services, and we have more audacious roadmaps, certainly around AI,” says Greg. “In Dublin in June, we announced an additional £100 million in investment, an additional 200 heads into engineering to keep ahead of the curve.” Greg says Kaseya is building a platform for all its products and services. “That's the world we're moving to, but they're best in breed at the right price point. Again, we are all about making MSPs more efficient and profitable. When we bring something to market like our Kaseya365 offering, we undercut the market. That wasn't so that MSPs could discount their price and go out and dominate the market. That was to give MSPs the opportunity of being more profitable.” Greg adds that there is more to come from TruPeer in EMEA. “We are the largest peer group and it will evolve more to provide enablement, training, education and development to help partners grow and scale their business,” he says. “Ultimately, we're in this together with MSPs and they are everything to us as they are our go-to-market strategy. Without them, we're nothing as an organisation.” n

Rania Succar CEO

kaseya.com

enterprise spend for the first time, which is colossal. That's a huge opportunity for MSPs to capitalise on.” But Greg warns that MSPs need to adapt and pivot their offerings to the market. “The number one reason that we're seeing an SMB leave an MSP is not because of poor service, it's because the MSP does not provide the tools, technology or service that that business requires to function or to get to their goals,” he says. “MSPs need to make sure that they're at the forefront of this technology revolution to make sure they stay relevant for their customers.” Greg adds that MSPs also need to appreciate that buyers are changing too. “We're seeing a huge shift in terms of the younger generation coming into C-level positions, and they have

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We are the largest peer group and it will evolve more to provide enablement, training, education and development to help partners grow and scale their business.

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