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Global pricing survey and results. How does your MSP pricing model compare with your peers around the world? Presented with SPC International FKA MSP University. Dec 2013.
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Erick SimpsonVice President & CIO, SPC International
Mr. Simpson is a recognized IT and Managed Services Author, Speaker and Trainer, and contributor to numerous industry publications and events. Author of "The Guide to a Successful Managed Services Practice", the definitive book on Managed Services, and the follow-ups in MSP University’s Managed Services Series “The Best I.T. Sales & Marketing BOOK EVER!” and “The Best I.T. Service Delivery BOOK EVER!”, as well as his newest book “The Best NOC and Service Desk Operations BOOK EVER!”, Erick has also co-authored the HTG publication “Peer Power – Powerful Ideas for Partners from Peers”. Erick's prior experience includes overseeing the design, development and implementation of Enterprise-level Help Desks and Call Centers for Fortune 1000 organizations.
Erick
Simpson
Vice President & CIO
SPC International
www.spc-intl.com
• Over 20 years experience in the IT industry
• Microsoft MCP, SBSC
• Author, Speaker and Trainer
• Built Call Centers and Service Desks for
Fortune 1000 Organizations
Speaker Spotlight
David CastroDirector, Marketing | Partners & Service Providers at
Kaseya
David
Castro
Director of Marketing
Kaseya
www.Kaseya.com
• Over 15 Years Software/Hardware Services
Experience
• Recognized Speaker and Industry Expert on IT
Business Improvement Best Practices
• Professional Market Researcher and Demand
Generation Expert
Mr. Castro drives the Kaseya partner and service provider go-to-
market strategy and leads all marketing functions, including
market analysis, marketing communications, demand generation
and management, and partner enablement and relationship
management. He has more than 15 years of software, hardware,
and services management experience in various commercial
markets, including finance, healthcare, education, and
government. He has presented on a wide variety of channel best
practice topics to VARs, SIs, and MSPs at numerous partner
events, including sessions at CompTIA, SPC International, Ingram
Micro, Marketo, Kaseya, HTG and Autotask.
Agenda
• Introduction to Kaseya
• Presentation of Kaseya’s 2013 MSP Pricing
Survey Results
• Analysis of Data and Conclusions
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
The IT Marketplace Is Changing
Source: Gartner (2013), IDC (2012), Forrester (2013), Kaseya (2013), Dell (2013)
How
are you
responding?
10 Core Observations in 2013 for MSP Pricing
The Survey & Methodology
• Annual survey of worldwide user base (Q3 2013)
• Sample size 1000+
• Responses from 20+ countries
• Prices converted to $USD at FX rates as of 11/1/13
• MSP users with 90 to 45,000 devices under management
• MSP users/demographics include
– Break-fix, monitoring only, pure-play MSP, cloud SP, and power-user MSP
– Owners, principals, directors, managers, administrators, technicians
• Simple statistical analysis (median and 1s)
Observation 1:
CIOs still need MSPs to help with big IT management issues
Source: Survey of 911 Kaseya Customers
Observation 2:
MSPs have evolved beyond break-fix, yet many offer similar core services
Source: Survey of 391 Kaseya Customers
Observation 3:
The main MSP pricing model is “tiered” – followed closely by “per-user”
Source: Survey of 611 Kaseya Customers
Observation 4:
The average monthly contract is $3,400
Source: Survey of 391 Kaseya Customers
Observation 5:
The average monthly billing fee per user is $122
Source: Survey of 491 Kaseya Customers
Observation 6:
Specialty services are offered – and delivered – by “world-class” MSPs
Source: Survey of 299 Kaseya Customers
Observation 7:
“World-class” MSPs deliver cloud email and cloud backup services
Source: Survey of 402 Kaseya Customers
Observation 8:
“World-class” MSPs deliver cloud monitoring services
Source: Survey of 194 Kaseya Customers
Observation 9:
“World-class” MSPs deliver MDM and BYOD services
Source: Survey of 233 Kaseya Customers
Observation 10:
3 out of 4 MSPs are raising – or holding firm on – prices for 2014
Source: Survey of 654 Kaseya Customers
“World-class” MSPs are significantly
more valuable than their peers
Source: Survey of 401 Kaseya Customers
Get Started with Kaseya