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Reselling Kaseya
How to Make Money Reselling the
#1 IT Management Solution for SMB
2014
Agenda
• About Kaseya
• Why sell Kaseya
• Prospecting
• Creating opportunities and registering
deals
• Need more information? Who are your
contacts?
• Next steps
2
About Kaseya
• Founded in 2000
• Over 10,000 customers and a presence in over 20 countries
• Award-winning IT systems management software offered as SaaS
and on-premise
• Serving customers across industries including government,
military, retail, healthcare, education, financial, and more
• Serving both Managed Service Providers and IT departments
• Gartner Magic Quadrant 2013 – Visionary: Client Management
Tools
• New management team and backing from Insight Venture
Partners in 2013
• New acquisitions:
– Rover Apps for BYOD
– Zyrion Traverse for Cloud & Network Monitoring
– 365 Command for Office 365 administration
3
Key Technology Trends
Major changes in how we deliver reliable,
secure, and readily available IT services
4
Challenges
• Scale
– Number of devices and apps
– On-premise and cloud infrastructure
• Complexity
– Myriad types of devices
– Hybrid environments
• Management
– New tools for new challenges
– Integration with existing tools
– Skills to implement and manage
5
The Solution
• Integrated IT management for the new world
– Cloud, on premise, hybrid, virtualized and
distributed environments
– Applications and infrastructure
– Monitor and manage business services
– Enable and embrace mobility
– Deliver via the Cloud
– Centralized management of new and existing
technologies
– Centralized information for proactive
management
6
Kaseya Empowers IT Users & Leaders
IT Audit & Assessment
Discover, document, and assess
existing IT infrastructure
IT Remediation
Correct problems with
existing IT infrastructure –
on site, remotely, or
automatically
IT Performance
Monitoring
Monitor and report on the
performance of the existing
IT infrastructure
IT Operations
Management
Secure, operate, backup and
maintain IT infrastructure
Discover
Assets
Manage
Networks
Automate
Tasks &
Services
Validate Performance
& Compliance
IT Support
Resources to respond to IT
incidents – automatically
Kaseya Professional – All in One
Kaseya Essentials
• Agent Monitoring
• Agent Procedures
• Audit and Inventory
• Backup
• Info Center &
Reporting
• Live Connect
• Mobile Management
• Network Discovery
• Network Monitor
• Patch Management
• Policy Management
• PSA Integration
• Remote Control
• Ticketing
• Time Tracking
• Service Billing
8
VSA
Kaseya Add Ons
Directory Services, Desktop Policy Management,
Desktop Migration, Service Desk, Data Backup,
Antivirus, Antimalware, Imaging and Deployment,
Software Deployment & Update, Endpoint Security
IT Systems & Network Management Cloud Monitoring & Management
Kaseya Traverse
• Virtualization & Cloud Monitoring
• Network Performance Monitoring
• Network Configuration Management
• Business Service Management
• Service Level Management
• Data Center Monitoring
• Application Monitoring
• Topology Discovery & Mapping
BYOD Management
Kaseya BYOD
• Secure Browser
• Secure Apps & Files
• Secure Email
• Secure Documents
Starting at
$4.75/mo MSRP
Starting at
$980/mo (100
minimum) MSRP
Starting at
$600/mo MSRP
Partner Validation
Some of our 10,000+ VARs, Managed Service Providers, SIs, and Distributors
Why Resell Kaseya
• You can make a LOT of money
• Its unique
– Low end tools only address parts of the IT
problem
– High end solutions are very expensive to
buy and maintain
• It benefits SMB by solving big IT
management problems
• It saves your end users time & money
10
VAR returns in Year 1 – EXAMPLE SCENARIO
Deal Size < $10K
$10K to
$20K
> $20K
Initial Deal
Margin 20% 20% 20%
For eligible Resellers
Positioning
Price
of offering
Completeness
of solution
What are the benefits
• For End Users
– Lower IT management costs
– Fewer network outages and security impacts
– Rapid payback
– Higher productivity and higher end-user IT satisfaction
scores
• For VARs and SPs
– Higher margins
– More spifs
– Proven source for easier renewals
– Enhanced End User loyalty
13
End user returns
Substantial
financial
return
Significant
productivity
improvement
Where to start? Need Network
Management?
• Target customers who buy & manage
– Servers, routers, PCs, tablets and smartphones
– Business critical apps, ERP, HR
• Ask pain point questions
– How distributed is your IT? Are your assets heterogeneous?
– Do you get real-time alerts when servers, apps, or routers fail
or get info on when to investigate potential SEV2 & SEV3
issues?
– Do you have a dashboard that gives you visibility to network
performance?
– Do you need a robust network management solution for an
SMB price?
15
Creating Opportunities – EXAMPLE WEB FEED
Kaseya skus are in
your catalog
Registering Deals – Kaseya Partner Portal
https://kaseya.channeltivity.com/Pipeline/Opportunities.aspx
We are here to support you
General Inquiries
ChannelSales@kaseya.com
415.694.5700
Channel Sales – Roger Hodskins
Roger.Hodskins@kaseya.com
415.694.5700 x 1309
Pre-Sales Support – Andy McGovern
Andrew.McGovern@kaseya.com
415.694.5700 x 1938
Marketing – David Castro
David.Castro@kaseya.com
415.694.5700 x 1374
Washington
Oregon
California
Nevada
Idaho
Montana
Wyoming
Colorado
Utah
New Mexico
Arizona
Texas
Oklahoma
Kansas
Nebraska
South Dakota
North Dakota
Minnesota
Wisconsin
Illinois
Iowa
Missouri
Arkansas
Louisiana
Alabama
Tennessee
Michigan
Pennsylvania
New York
Vermont
Georgia
Florida
Mississippi
Kentucky
South Carolina
North Carolina
MarylandOhio
Delaware
Indiana West
Virginia
New Jersey
Connecticut
Massachusettts
Maine
Rhode Island
Virginia
New Hampshire
Michigan
(upper penisula)
Alaska
Hawaii
Where to go for more info
• Kaseya.com
• Community.kaseya.com
• Help.kaseya.com
• channelsales@kaseya.com
• Kaseya Partner Portal
https://kaseya.channeltivity.com
19 @kaseyacorp/company/kaseya/KaseyaFan community.kaseya.com help.kaseya.comkaseya.channeltivity.com
For VARs and MSPs | Why Resell Kaseya

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For VARs and MSPs | Why Resell Kaseya

  • 1. Reselling Kaseya How to Make Money Reselling the #1 IT Management Solution for SMB 2014
  • 2. Agenda • About Kaseya • Why sell Kaseya • Prospecting • Creating opportunities and registering deals • Need more information? Who are your contacts? • Next steps 2
  • 3. About Kaseya • Founded in 2000 • Over 10,000 customers and a presence in over 20 countries • Award-winning IT systems management software offered as SaaS and on-premise • Serving customers across industries including government, military, retail, healthcare, education, financial, and more • Serving both Managed Service Providers and IT departments • Gartner Magic Quadrant 2013 – Visionary: Client Management Tools • New management team and backing from Insight Venture Partners in 2013 • New acquisitions: – Rover Apps for BYOD – Zyrion Traverse for Cloud & Network Monitoring – 365 Command for Office 365 administration 3
  • 4. Key Technology Trends Major changes in how we deliver reliable, secure, and readily available IT services 4
  • 5. Challenges • Scale – Number of devices and apps – On-premise and cloud infrastructure • Complexity – Myriad types of devices – Hybrid environments • Management – New tools for new challenges – Integration with existing tools – Skills to implement and manage 5
  • 6. The Solution • Integrated IT management for the new world – Cloud, on premise, hybrid, virtualized and distributed environments – Applications and infrastructure – Monitor and manage business services – Enable and embrace mobility – Deliver via the Cloud – Centralized management of new and existing technologies – Centralized information for proactive management 6
  • 7. Kaseya Empowers IT Users & Leaders IT Audit & Assessment Discover, document, and assess existing IT infrastructure IT Remediation Correct problems with existing IT infrastructure – on site, remotely, or automatically IT Performance Monitoring Monitor and report on the performance of the existing IT infrastructure IT Operations Management Secure, operate, backup and maintain IT infrastructure Discover Assets Manage Networks Automate Tasks & Services Validate Performance & Compliance IT Support Resources to respond to IT incidents – automatically
  • 8. Kaseya Professional – All in One Kaseya Essentials • Agent Monitoring • Agent Procedures • Audit and Inventory • Backup • Info Center & Reporting • Live Connect • Mobile Management • Network Discovery • Network Monitor • Patch Management • Policy Management • PSA Integration • Remote Control • Ticketing • Time Tracking • Service Billing 8 VSA Kaseya Add Ons Directory Services, Desktop Policy Management, Desktop Migration, Service Desk, Data Backup, Antivirus, Antimalware, Imaging and Deployment, Software Deployment & Update, Endpoint Security IT Systems & Network Management Cloud Monitoring & Management Kaseya Traverse • Virtualization & Cloud Monitoring • Network Performance Monitoring • Network Configuration Management • Business Service Management • Service Level Management • Data Center Monitoring • Application Monitoring • Topology Discovery & Mapping BYOD Management Kaseya BYOD • Secure Browser • Secure Apps & Files • Secure Email • Secure Documents Starting at $4.75/mo MSRP Starting at $980/mo (100 minimum) MSRP Starting at $600/mo MSRP
  • 9. Partner Validation Some of our 10,000+ VARs, Managed Service Providers, SIs, and Distributors
  • 10. Why Resell Kaseya • You can make a LOT of money • Its unique – Low end tools only address parts of the IT problem – High end solutions are very expensive to buy and maintain • It benefits SMB by solving big IT management problems • It saves your end users time & money 10
  • 11. VAR returns in Year 1 – EXAMPLE SCENARIO Deal Size < $10K $10K to $20K > $20K Initial Deal Margin 20% 20% 20% For eligible Resellers
  • 13. What are the benefits • For End Users – Lower IT management costs – Fewer network outages and security impacts – Rapid payback – Higher productivity and higher end-user IT satisfaction scores • For VARs and SPs – Higher margins – More spifs – Proven source for easier renewals – Enhanced End User loyalty 13
  • 15. Where to start? Need Network Management? • Target customers who buy & manage – Servers, routers, PCs, tablets and smartphones – Business critical apps, ERP, HR • Ask pain point questions – How distributed is your IT? Are your assets heterogeneous? – Do you get real-time alerts when servers, apps, or routers fail or get info on when to investigate potential SEV2 & SEV3 issues? – Do you have a dashboard that gives you visibility to network performance? – Do you need a robust network management solution for an SMB price? 15
  • 16. Creating Opportunities – EXAMPLE WEB FEED Kaseya skus are in your catalog
  • 17. Registering Deals – Kaseya Partner Portal https://kaseya.channeltivity.com/Pipeline/Opportunities.aspx
  • 18. We are here to support you General Inquiries ChannelSales@kaseya.com 415.694.5700 Channel Sales – Roger Hodskins Roger.Hodskins@kaseya.com 415.694.5700 x 1309 Pre-Sales Support – Andy McGovern Andrew.McGovern@kaseya.com 415.694.5700 x 1938 Marketing – David Castro David.Castro@kaseya.com 415.694.5700 x 1374 Washington Oregon California Nevada Idaho Montana Wyoming Colorado Utah New Mexico Arizona Texas Oklahoma Kansas Nebraska South Dakota North Dakota Minnesota Wisconsin Illinois Iowa Missouri Arkansas Louisiana Alabama Tennessee Michigan Pennsylvania New York Vermont Georgia Florida Mississippi Kentucky South Carolina North Carolina MarylandOhio Delaware Indiana West Virginia New Jersey Connecticut Massachusettts Maine Rhode Island Virginia New Hampshire Michigan (upper penisula) Alaska Hawaii
  • 19. Where to go for more info • Kaseya.com • Community.kaseya.com • Help.kaseya.com • channelsales@kaseya.com • Kaseya Partner Portal https://kaseya.channeltivity.com 19 @kaseyacorp/company/kaseya/KaseyaFan community.kaseya.com help.kaseya.comkaseya.channeltivity.com