Kaseya Exec: ‘MSPs Are The Heroes Of The Global Economy’

‘You guys are working incredibly hard,’ says Miles Walker, channel development manager at Kaseya. ‘But MSPs should be making more than 10 percent in profits. This is where innovation and strategic tools come in to help boost your bottom line.’

The No. 1 thing keeping MSPs up at night is no longer competition, but more so is finding new customers and growing revenue. That’s the message Kaseya’s Miles Walker told a room full of MSPs about the shift the vendor is “seeing across the board.”

Walker, channel development manager at Miami-based Kaseya, spoke to MSPs at CRN parent company The Channel Company’s XChange March event in Orlando, Fla., this week about the growing trends and challenges facing the MSP industry, outlining actionable insight for MSPs to boost business growth and profitability.

“You guys are working incredibly hard,” he said. “But MSPs should be making more than 10 percent in profits. This is where innovation and strategic tools come in to help boost your bottom line.”

He referenced a report that said those in the legal industry have a 40 percent profit margin, the financial industry is at 37 percent and the marketing industry’s margins are 25 percent. The MSP industry only sees a 10 percent profit margin.

To help with those challenges, Kaseya offers MSPs a variety of ways to succeed, such as MDF aimed at helping them through webinars and events.

“We have $3 million allocated for you to grow your business, whether it’s through in-person events or virtual webinars,” Walker said. “If you want to grow, come talk to us.”

Walker also touched on increasing concerns over cybersecurity risks , with 44 percent of MSPs polled said they have heightened worries about protecting customers from online threats.

“Small and medium-size businesses are finally realizing they need help with cybersecurity,” he said. “MSPs are the go-to solution for this.”

In addition, MSPs are moving toward vendor consolidation in response to customer demand for simpler, all-in-one solutions. Some 46 percent of MSPs are now prioritizing vendor consolidation to provide more comprehensive services, Walker said.

That’s where Kaseya 365, Kaseya’s latest product, comes in. Kaseya 365 was designed to help MSPs save up to $12 per endpoint, leading to potential savings of $1,200 a month for an MSP with 100 endpoints.

“We’ve put $800 million back into the pockets of MSPs through Kaseya 365. This is just the beginning,” Walker said.

He said by the end of 2025, there will be an estimated 50 billion devices connected to the internet, which is an opportunity for MSPs to find new and better ways to grow.

“MSPs are the heroes of the global economy,” he said. “You’re the ones businesses are turning to for protection. So let’s work together to ensure your profitability grows alongside the demand for your services.”

Walter Scott, director of solutions and services at Garden City, N.Y.-based Ark Technology Consultants, said the need for streamlining offerings is becoming more urgent, but the process of consolidation must be approached with careful consideration to ensure that security standards and customer satisfaction remain a top priority.

“It’s all about finding the right balance, doing more with less, without cutting corners,” he told CRN. “We’re starting to think more strategically about how we can shrink our footprint while still offering top-notch security services. How can we make margin and keep up with rising costs? Everybody’s trying to get their piece of the pie, but at the end of the day, we need to ask, ‘What are we losing by keeping all these different solutions? What does the customer gain? And what are we really achieving by doing things the way we’ve always done them?’"