KASEYA CONNECT IT GLOBAL — Day two of Kaseya’s Connect IT Global event in Las Vegas began with another rousing keynote from CEO Fred Voccola. Voccola covered a range of topical topics, from accelerated digital transformation, changing technology and SMB predictions to how integration is the biggest lie told by MSPs. Fightin’ words, eh?

Kaseya CEO Fred Voccola on stage at Kaseya Connect IT Global 2021

Voccola also delved further into the trends and challenges that the pandemic accelerated.

“Everything keeping things running during the height of the pandemic — that was IT,” said Voccola. Everything that functioned and was kept functioning was IT.”

True Digital Transformation

COVID-19 especially accelerated the digital transformation for SMBs. This sector is fast becoming tech-first as SMBs continue to grow. They are spending more and more of their revenue on technology; their “next dollar” is largely going to technology investments. This is really good news for MSPs. 

The challenges are still there, of course — no revolution is easy. There are very real risks and challenges, stressed Voccola. The sheer amount of new and changing technology, software kits, vendor relationships and overall workloads that a technician must manage continues to increase.

This next year will be an interesting one, to be sure. 

The Evolution of Cybersecurity Attacks

Channel Futures sat down with Blackpoint Cyber’s CEO and founder, Jon Murchison. Murchison is a former U.S. Department of Defense and Intelligence cyber security expert, and Blackpoint works with some of the world’s top MSPs. Former NSA deputy director Chris Inglis actually served as a board member before joining the Biden administration as National Cyber Director. 

Murchison outlined the information asymmetry that is plaguing the cyber world. He also dove into the evolution of cybersecurity attacks on MSPs and where he sees threats emerging. To threat actors, MSPs are the perfect channel to a wealth of networks in a variety of industries. Instead of targeting a single network or device, they can target many through a MSP. 

MSP ransomware attacks and other cybersecurity attacks are becoming an almost daily occurrence. Just last week, the White House showed how seriously it takes these threats by sharing the U.S.’s domestic and global cybersecurity position pegged to Cybersecurity Awareness Month in October.

Murchison also covered IT best practices that MSPs can establish for baseline cybersecurity protection, what “next gen” cybersecurity strategies look like and true compliance.

“Too much of compliance is just ‘check the box,’ said Murchison. “There needs to be a lot more granular feedback. Cybersecurity is only about the details; MSPs need pragmatic, actual security. It forces people to plan ahead.”

Murchison also warned against the silicon snakeoil approach to cybersecurity,

“Everyone seems to have slapped the MDR label on their old school stuff,” he said. “It’s a veil — very few companies actually do it well. Companies need an actual response plan.” 

How to Build a Sales Culture and Why You Should Care

Zomentum channel chief Ted Roller’s session explored why building sales teams, sales process and sales culture matter. The steps to take to get there can often be a head scratcher, but Roller sought to make it simple.

Zomentum’s Ted Roller on stage at Kaseya Connect IT Global 2021

The main theme? You need to earn the trust of the people you sell to.

“Sales and marketing conversations don’t have to be pushy and manipulative,” said Roller. “Selling is service, and is the ultimate act of kindness (quoting small business author Mike Michalowicz). The selling process doesn’t have to be painful; just keep in mind that your services add value. You are actually doing a disservice to your customers if you are not telling them about what you do.”

Another key takeaway was the reverse-friend conversation. 

“Don’t fall into the trap of trying to be a friend to your customers,” said Roller. “We owe it to them to be objective, not to be a friend.”

Stay tuned for updates and key takeaways from the third and final day of Connect IT Global 2021 If you missed the M&A insights from day one, click here.