Kaseya moves to capture more IT organization business

IT system management and RMM tool vendor Kaseya is rolling out changes to its channel partner program aimed at increasing sales among IT organizations.

IT system management vendor Kaseya, well known within the channel as a supplier of remote monitoring and management (RMM) tools that managed services providers can use to run their businesses, today announced enhancements to its channel partner program designed to increase sales among IT organizations.

About 70% of Kaseya's revenue has traditionally come from its MSP customers, and about 30% has come from IT organizations, according to Taunia Kipp, senior product marketing manager for the company.

Kaseya is looking to increase the percentage of revenue from IT organizations as IT budgets shift from on-premises PCs and servers to cloud-based systems and mobile devices.

"Within our partner organization, our partners are probably more of a 60%-40% [mix] or even approaching 50%-50% in terms of the customers that they are bringing to us," said Roger Hodskins, vice president for global channels and alliances, who joined Kaseya in January. "It's dramatically shifting and I see it approaching 50-50 by the end of the year."

"We're not leaving [the MSP market behind] by any stretch … but we are also becoming more and more successful by choice by targeting midmarket organizations," Hodskins said. The company has made conscious efforts in marketing and around the product's roadmap to appeal more to IT shops, in addition to its existing MSP customer base, he said.

Hodskins said he was brought on board to standardize, formalize and simplify the company's channel program. "[Our previous] partner program … varied a bit by bit throughout the [global] territories. [It] sort of grew up in each territory worldwide depending upon individual needs," he said.

The program features new partner types, including referral partners, which introduce their customers to Kaseya products but don't resell them, as well as certified education partners, which deliver Kaseya education and content to customers. There's also a new implementation tier for partners. "The reason we're doing that is, to be very honest, we have a backlog of customer implementations. We do not have sufficient professional services resources to attack that backlog as quickly as we’d like. So we want to share that backlog with our partners," Hodskins said.

In addition, Kaseya is changing its stance toward working with companies that have products that integrate with the Kaseya platform. "We're really enhancing the APIs and integration capabilities with the Kaseya platform so we're moving from what I would call receptive to people who want to integrate with us to aggressively seeking new partners who want to add value to the platform."

The company said that it also recently introduced a partner portal that operates as the community home for Kaseya partners, training and marketing materials, and technical documentation. Kaseya also added tools for onboarding new customers, provisioning users, demos and proofs of concept, and pipeline management and forecasting.

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