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Opportunity for VARs and MSPs to help SMBs manage services and save IT management costs. Content includes the following: About Kaseya; Why sell/resell Kaseya; Prospecting; Creating opportunities and registering deals; And how to engage. Presented by Kaseya. March 2014
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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 SaaSand 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 & money10
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
415.694.5700
Channel Sales – Roger Hodskins
415.694.5700 x 1309
Pre-Sales Support – Andy McGovern
415.694.5700 x 1938
Marketing – David Castro
415.694.5700 x 1374
Washington
Oregon
California
Nevada
Idaho
Montana
Wyoming
ColoradoUtah
New MexicoArizona
Texas
Oklahoma
Kansas
Nebraska
South Dakota
North DakotaMinnesota
Wisconsin
Illinois
Iowa
Missouri
Arkansas
Louisiana
Alabama
Tennessee
Michigan
Pennsylvania
New York
Vermont
Georgia
Florida
Mississippi
Kentucky
South Carolina
North Carolina
MarylandOhioDelaware
IndianaWest
Virginia
New Jersey
Connecticut
Massachusettts
Maine
Rhode Island
Virginia
New HampshireMichigan
(upper penisula)
Alaska
Hawaii
Where to go for more info
• Kaseya.com
• Community.kaseya.com
• Help.kaseya.com
• Kaseya Partner Portal
https://kaseya.channeltivity.com
19 @kaseyacorp/company/kaseya/KaseyaFan community.kaseya.com help.kaseya.comkaseya.channeltivity.com
