Kaseya: We’ll Use the Cloud to Engage MSPs
When it comes to cloud computing, new Kaseya Chief Marketing Officer Robert Davis is trying to keep things in perspective. Instead of hyping cloud-based managed services tools to VARs and MSPs, Davis wants to focus on business-centric messaging. Davis covers that point, and more, in a TalkinCloud FastChat Video.
“All of our marketing will include the concepts of SaaS and cloud,” said Davis. “What customers, I believe, will be very interested in is the functionality and the value proposition to their business, and how our solution enables that. If we don’t have that message and they’re not clear, cloud doesn’t matter.”
Translation: Cloud is only one piece of a bigger message that Davis wants VARs, MSPs and corporate IT managers to hear. Generally speaking, Kaseya’s software allows MSPs to remotely manage customer networks. But Kaseya’s software has also caught on within corporate enterprises that want to proactively manage desktops, mobile devices and servers. Like a growing portion of the managed services software market, Kaseya’s offerings are available on premise or via SaaS.
Kaseya has a strong following among VARs and MSPs — but the MSP software market is undergoing multiple transformations. A growing number of software companies now offer on-premise and SaaS-based RMM (remote monitoring and management) software for VARs and MSPs. Plus, Microsoft is preparing Windows Intune, a cloud-based remote management tool for Windows systems. Plus, Kaseya’s old tiered licensing model for on-premise software looked a little outdated (at least in my mind…) as pay-as-you-go SaaS models emerged.
All that said, Kaseya apparently remains in growth mode. The company now has more than 400 employees. Davis re-joined Kaseya about two months ago. A decade ago, he was a Kaseya co-founder. He also has executive-level experience from his days at Novell and CA Technologies. The Novell experience could help Davis to more aggressively engage channel partners. And the CA experience, running a $500 million storage business, could help Davis to balance direct and indirect channels a bit more effectively. Kaseya has taken some lumps over the past two years or so from critics who allege the company competes with partners in the enterprise. CEO Gerald Blackie has publicly stated that Kaseya’s direct sales force only pursues businesses with 100 or more seats.
On the cloud front, Kaseya is working with a range of SaaS resellers and partners — including ASCII Group, Cloud Services Depot, Ingram Micro Australia, Jamcracker, Lenovo and Virtual Administrator. TalkinCloud is checking in with those partners to see how the SaaS relationship with Kaseya is shaping up for 2011.