Kaseya Expands Global Partner Program, Increases Resources by 300%

Kaseya is expanding the Kaseya + Datto global partner program by increasing investment in channel partners. It’s doubling marketing development funds (MDF) and creating a larger team.

Additionally, the global partner program is a tiered system with partners moving up depending on their annual spend. Now, customers can combine their Datto and Kaseya spend, as many of them will qualify at higher levels. Depending on their level, customers get services such as enablement team support, live technical webinars, 24/7/365 customer support, free passes to industry events and more.

Kaseya’s Fred Voccola

Fred Voccola is Kaseya’s CEO.

“Since the Datto acquisition, we’ve been building on their highly successful global partner program to extend its benefits across all of Kaseya,” said Kaseya CEO Fred Voccola. “Today we’re excited to take the program to a whole new level with enhanced benefits across all tiers, a significant increase in our company’s investment in the program, and by growing the team that directly supports our customers to 60 world-class channel professionals.”

A Sizable Increase in MDF

The over 300% increase in the program resources allows for more assistance in event planning and execution. Kaseya is also giving twice the amount of MDF to directly help partners in the acceleration of their business. Moreover, those in the partner program will get to work directly with Kaseya’s MSP enablement team to make their events and webinars more strategic to yield the desired results, the company said.

Dan Tomaszewski is EVP of the channel at Kaseya.

Kaseya’s Dan Tomaszewski

“We have grown our partner program to new heights, but we aren’t stopping here,” Tomaszewski said. “We’re going to continue innovating the program, bringing our partners things they’ve asked for, including a new tier. I’m a former MSP myself. I’ve been in [partners’] shoes and I’m going to make sure this program has everything MSPs need to grow a successful business.”

The MSP enablement has grown from a three-person team under Datto to a 60-person team at Kaseya. It is a mix of Kaseya and Datto leadership, including Matt Scully, channel veteran and former Datto employee. Scully has returned to the organization as a senior channel development manager. The company has also promoted three vice presidents of business development for three different regions: Michael DePalma (North America), Greg Jones (Europe) and Shaun Witherden (APAC).

“We’ve really built this team around folks that have been in the shoes of our MSPs,” Tomaszewski told Channel Futures. “We know that 60 people seems like a big jump, but when you look at how big we are as a company, we wanted to make sure we were resourced and staffed.”

Also, partners at all levels will get access to Powered Services Jumpstart and its marketing automation tool that allows MSPs to customize sales sheets to their business, the company said. This platform will also include exclusive content to assist MSPs through M&A deals.

Additionally, the company is now offering virtual MSP partner days. These one-day events will feature different learning tracks so MSPs can invest their time in what will help their business the most, officials said. The days also include keynote presentations and cash prizes.

Partner Reaction

What do partners want out of a Kaseya global partner program?

Simplex-IT’s Bob Coppedge

Bob Coppedge, owner of Ohio-based Simplex-IT, said: “In our space, partner programs need to do two things better. First, they need to help us better communicate the benefit of their services to our clients. There’s too much ‘you’ll make a ton of money’ messaging. Second, they need to build on the co-managed models of their products.”

For Larry Schwartz, president and CEO of Pennsylvania-based Midnight Blue Technology Services, he said his business would be helped by greater integration.

Midnight Blue’s Larry Schwartz

“We currently use several of the products from the Kaseya portfolio in our MSP stack,” Schwartz said. “The biggest improvement for us would be for these products to have more integration with each other and to truly have one person we can go to as an account manager or resource for all of these products. Currently, there is some integration, but there are a lot of standalone products and multiple people we have to keep track of in order to get support.”