This document discusses how Kaseya software can help managed service providers (MSPs) and value-added resellers (VARs) automate IT systems management tasks to save time and money. It outlines Kaseya's solutions for remote monitoring and management, security, backup and recovery, and other IT functions. The document explains that Kaseya allows one user to manage thousands of automated tasks compared to other techniques. It also discusses how Kaseya can help MSPs increase profits, enhance services offered, and grow their business through partnerships.

1. For SMBs using MSPs (&
VARs)
How to Save Money with Managed
IT Services
2014
www.kaseya.com

2. Agenda
• Who is Kaseya?
• State of IT Systems Management
• Why IT automation
• Why Kaseya
• Catching the next wave
• Why Kaseya via <PARTNER>
• Next Steps
2

3. Industry standard for
IT management cloud
services
Who are we?

4. Our solutions empower people to
proactively manage and control
IT assets remotely, easily and
efficiently from one integrated
Web-based platform
Who are we?

5. Kaseya Started in 2000
• 15,000+ Customers
• Enterprises and Service Providers
Washington
California
Virginia
Florida
Brazil
The Netherlands
UK
France
GermanyBritish Isles
South Africa
India
China
Singapore
Australia

6. MQforClient
Management
2013

7. • Over half of the top 100
• 4 of the top 5
• 6 of the top 10
• 50% of the top 25 revenue
• 75% of top 25 in growth
• 50% of top 25 in number of endpoints
Top Global
MSPs

8. Why Kaseya?
A single Kaseya user can proactively
manage 1,000s of automated IT
systems tasks in the same amount of
time required by a team of technicians
using other techniques.

9. www.kaseya.com

10. We’ve Been In the News Recently…a L-O-T

11. The future for
those who deliver
IT services…is
STILL good.
Aditya Kaul, ABI Research, 2013

12. IT management is hard
• Business challenges
– Little confidence in IT’s ability to deliver useful
solutions
– Limited visibility of progress, risks, and problems
– Don’t know how to measure the value of our
investments in IT
– Lots of unhappy users
• Technology challenges
– The business does not fund projects adequately
– They don’t know what they need
– They don’t know what is possible to develop
– They don’t know what it costs to operate and are
inefficient
12

13. Impact of Inefficient IT
Monitoring for new patch:
10min/d or 61hr/yr
61hr * $70/hr = $4.5K
Applying new patch:
10min or 0.16hr
0.16hr*500PC*$70/hr = $5.6K
per patch
MSFT patches/yr = 72 (3 yr avg)
Impact of managing 1
image/yr:
$4.5K+($5.6K*72) = $408K
13 Source: Microsoft, 2012

14. Financial Impact of Inefficient IT
Too many management tools
14

15. Outsource IT to Service Providers
• Control cost
• Reduce labor
• Gain certs & cred
• Increase
productivity
• Get new
technology
• Focus on core
• Reduce risk
• Stay competitive
• Ensure compliance
15

16. The IT Managed Services Opportunity
Managed Services
$70B WW
16% CAGR (2013)
Markets Are:
• Forcing economic
changes
• Shifting to new power
sources
• Seeing growth in data
and storage
• SaaS is real
Businesses Are:
• Managing expenses
CAPEX v OPEX
• Driving productivity
• Driving customer
satisfaction
• Balancing risk
Partners Need:
• New revenue,
differentiation
• New service delivery
models, profit
• Integrated on demand
services
• Faster ROI
Source: Gartner, 2013

17. Being a MSP is hard too
• Noisy networks
• Daily security
threats
• Changing needs of
backup, security
• How to remote and
when to remote
• Rework
• Collections
• Capital constraints
17

18. It’s hard to keep profits high
• Hardware upgrades
• Hidden network issues
• Need more technicians
• Need more training
18

19. Finding new contracts is hard
• Can’t manage SLAs
• Good Sales reps in short supply
• No time
• No money
• No additional services
19

20. Status quo isn’t exactly working
• Free products
• Custom sneakernet
• Point products
• Appliances
• Other types of solutions
• Lots of marketing hype around
MSP & RMM
20

21. What if IT management tools were integrated?

22. What if IT Systems Management was proactive
& automated?
• Reactive
• Manual
• High cost
• Proactive
• Automated
• Low cost

23. What if you found something to help you focus?
1. More services
2. Better services
3. Lower IT costs
4. Happier technicians

24. Kaseya Professional for Solution Providers

25. Unified IT Systems Management
with Kaseya Professional
Discover the state
of IT
• Systems & Assets
• Mobile Devices
• Network Devices
Manage the state
of IT
• Scheduling
• Scripts & Procedures
• API / Messaging
Automate the state
of IT
• Reporting
• Dashboards
• Interactive Data Views
IT Systems Management Cloud & Network Monitoring
Security Management
• Network Discovery
• Audit & Inventory
• Remote Control
• Directory Services
• Software Deployment &
Update
• Policy Management
• Scripting
• Ticketing
• Virtualization & Cloud
• Network Performance
• Server & Data Center
• Application Monitoring
• Business Service & SLA
Monitoring
• Desktop Monitoring
• Antimalware
• Antivirus
• Endpoint Security
• Patch Management
• 3rd Party Patching
25
Backup & Recovery
Systems Monitoring
• System Backup & Restore
• Data Backup
• BYOD
• Mobile Device Management

26. Flexible deployment and licensing
options
26
All under your brand (or ours)

27. Why MSPs Choose Kaseya
A single Kaseya user can proactively manage 1,000s of automated
IT systems and network tasks in the same amount of time
required by a team of technicians using other techniques
It’s the industry’s only patented server-agent architecture; MSPs
get enterprise-class capability that is easy to use and easy to
afford
With 60+% of top MSPs worldwide using Kaseya, they get access
to the most robust community available
And with so many ISVs plugging in to Kaseya via a seamless
integration process, they get an easy way to leverage their
existing strategic technology partnerships

28. Our Business Partners (10K+)
28
Managed Service Providers,VARs, SIs, and Distributors

29. Evolving beyond “remote monitoring”
and way beyond “break fix”
29

30. Mobile
Catching the next wave
Cloud
Major changes in how to deliver reliable,
available and secure IT services
Information
30

31. Top Managed Services Offered by
Kaseya MSPs
Physical
• Managed security services
• Managed backup & recovery services
• Mobile device management services
• BYOD management services
• Remote monitoring services
Virtual
• Cloud email services (Exchange, other)
• Cloud storage services
• Cloud backup services
• Cloud Sharepoint services
• Private cloud services
• Cloud monitoring services
31

32. MSP profitability gains using Kaseya - On Prem
25%
Break-fix
margin
72%
MSP margin w Kaseya

33. MSP pricing power using Kaseya
= $ 90,000 contractX $7,500
MSP BC/DR Fee
Number of
months
Monthly BC/DR
fee
X12
Still 44% savings to client
An ecommerce-centric company that does $41M in revenue a year = ~$160K/weekday. 100 managed machines.
X $2,500
MSP Backup Fee
Number of
months
Monthly backup
fee
X12
Standard, cost-plus MSP contract (managed backup)
= $ 30,000 contract
BC/DR service (backup and restore plus imaging) achieves RTO of 2 hours instead of 10 hours compared to traditional backup plan.
Value-based MSP contract using Kaseya (managed business continuity services)
$20,000
Client: Potential Cost of Lost Revenue
Hours of
downtime
prevented
Lost
revenue per
hour
X X
Number of
web stores
8.0 1

34. MSP profitability gains using Kaseya - Cloud
Monthly Cloud
Backup
Monthly On
Prem Disk
Backup 36 One time cost
Cost per month
(3 yr prorate)
Total Cost 10
users
Cost per GB GB max per user Cost per user Users Total cost Tape drive 15000 417 42
0.25 50 12.5 10 125 Tape media 100 3 0
Server fail over cluster 15000 417 42
Monthly Storage SAN array 25000 694 69
Cost per GB GB max per user Storage cost Software license 75
0.1 50 5 10 50 Power 500 50
Salary
Technician to review policy and verify SLA deliverables 50 Server Admin 2080 75000 36 18
Software license fee 75 SAN Admin 2080 75000 36 18
Backup Admin 2080 75000 36 18
Network Admin 2080 75000 36 18
Cloud Backup & Storage Monthly Cost 300 Disk Backup & Storage Monthly Cost 350
Cloud Backup & Storage Monthly Fee 400 Disk Backup & Storage Monthly Fee 400
Margin 33% Margin 14%
Cloud backup is 136% more profitable than on-premise disk backup

35. Common IT Tasks Automated by
Kaseya MSPs
1. Patching
2. User and Group Maintenance
3. Security Sweeps
4. Disk Usage Scans
5. Performance Monitoring
6. File Transfers
7. Advanced Scripting
8. High-Level Administration
9. Reboots
10. Malware Scans
35

36. Benefits of automation – with Kaseya
=

37. Summary benefits FROM third parties - Intel
Activity
WithOUT
Kaseya and
Intel
With Kaseya
and Intel
Percent
Improvement
Strategic ISV Partners

38. Using the Kaseya Partner Program to Grow
Notes: Kaseya Partner Program, 2013
Target
Find the right
partners in the
right markets
Recruit &
Orient
Authorize
partners and
assign
supporting
resources
Enable
Facilitate partner
comprehension
through Boot
Camp and
enablement
methodology
Engage &
Grow
Communicate
program updates
and product
enhancements
and utilize
demand
generation tools
Review
Measure
progress toward
goal and make
adjustments, as
needed (and
repeat)

39. Using the Kaseya Partner Portal
Easy navigation: Pricing, Pipeline, Library, Contacts
Hot links: Library,
Leads, Deals, and
Pipeline Report
Get Started: Using
the portal, Kaseya
Success Path, top
content & tools,
demoNew Content: New
additions to the content
library
Kaseya News and More
Links: News and links
to other Kaseya assets
(support, KB, learning
center, etc)
Account Manager:
Full contact
information

40. Kaseya & <PARTNER>
• Clear rules of engagement
• SKU and pricing parity
• Deal registration
• Free trials/evals & POC assistance
• Closing assistance
• Renewal leads
• All other <PARTNER> benefits apply
40

41. 41
Kaseya Positioning
Low Price
Scope of
Product/Service

42. 42
Typical Vendor Cheat Sheet

43. Next Steps
• Get Kaseya authorized
www.kaseya.com/VAR
• See it and/or try it
www.kaseya.com/freetrial
www.kaseya.com/mspdemo
• Create portal account
https://kaseya.channeltivity.com
• Create opps w <PARTNER> reps
• Qualify & close deals w Kaseya assist
• Use Kaseya programs to scale
• Renew with <PARTNER>
43 @kaseyacorp/company/kaseya/KaseyaFan community.kaseya.com help.kaseya.comkaseya.channeltivity.com

44. Thank you!
Alex Brandt
VP Sales, Americas
alex.brandt@kaseya.com
/in/darrinalexbrandt
David Castro
Director, Channel Marketing
david.castro@kaseya.com
/in/davidcastroflorida