MSP Best Practices Making Money in the Cloud | Is Your MSP Team Ready (Part 2 of 3)?

November 19, 2013

Agenda

• Introductions

• Recap of Part 1 – Understanding the market opportunity

• How to optimize marketing mix to reach new Cloud buyers

• How to transition your sales team to be Cloud-ready

• How to understand the operational impact of Cloud – and how it can improve your margins

• How to package and bundle Cloud services to maximize revenue and profits

• Q&A

2

Stay with us until the end and you

may win!

www.kaseya.com

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

4

www.kaseya.com

Kaseya: The IT Management Solution for MSPs and Mid-Market Enterprises

5 5

Why MSPs Choose Kaseya Essentials

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 single-server-single-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

About ClikCloud

• Pay-as-you-go Digital Marketing Firm

– Custom Tailored Website

– Bi-Monthly Blog Content

– Monthly Newsletter

– Pay-per-click Ad Management

– Hosting & Web Analytics Included

• Kaseya Industry Expert since 2012

7

Recap of Part 1 http://goo.gl/785uGb

• Making Money in the Cloud & Understanding the Market Opportunity

– Market Drivers

– Service Opportunities

– Cloud Security Concerns

– Pitfalls to Avoid

8

000000_9

Making Money in the Cloud | Is Your MSP Team Ready?

Agenda

• Channel Models for Cloud

• Aligning Sales & Marketing

• Service & Support Models

• Operational Metrics

• Pitfalls to Avoid

Impact of Cloud on Channel Growth ITChannelFirmsSeePosi veRevenue

ImpactfromCloudOfferings

Cloudvs.EstablishedProducts/ServicesRevenueGrowth

22%26%

50%

Establishedgrowingfaster

Growingatsamerate

Cloudgrowingfaster

Source:CompTIA’s4thAnnualTrendsinCloudCompu ngBase:400channelfirmswithcloudofferings

Cloudvs.EstablishedProducts/ServicesProfitMargins

30%

21%

49%

Establishedhigher

Roughlythesame

Cloudhigher

Cloud Business Model Comparison

• Migration

• Design

• Integrate

Cloud Designer/ Builder

• Broker/Agent

• Manage

• Support

Cloud Reseller

• SaaS Publisher

• IaaS Owner

• Operator

Cloud Service Provider

Cloud Business Model Adoption

CloudBusinessModelAc vity/Importance

ValueofBusinessModelAc vi estoChannelFirms

StrategicOpport-unis c

Build 46% 37%

Provide/Provision 49% 38%

Enable/Integrate 53% 33%

Manage/Support 58% 32%

Source:CompTIA’s4thAnnualTrendsinCloudCompu ngBase:400U.S.ITchannelfirmswithcloudofferings

48% 49% 51%61%

32% 34% 35%27%

Build Provide/Provision

Manage/Support

CloudBusinessModelInvolvementamongChannelPartners

Enable/Integrate

Currentlyprovide

Plantoprovide

Cloud Business Model Adoption

Offir

m

s providing... 1st 2nd 3rd 4th

Build 71% 15% 5% 9%

Provide/Provision 30% 35% 29% 7%

Enable/Integrate 32% 32% 25% 10%

ManageSupport 29% 34% 17% 20%

RankOrderinWhichChannelFirmsAdoptedOneorMoreoftheVariousCloudBusinessModels

Source:CompTIA’s4thAnnualTrendsinCloudCompu ngBase:400U.S.ITchannelfirmswithcloudofferings

Amongthosechannelfirmsprovidingservicesinallfourcloudareastoday,64%startedtheircloudprac ceinaBuildmode.ButwhileBuildisthemostcommonstar ngpointforcloudadop on,theManage/Supportbucketisthemostprevalentamongfirmstoday.

The Cloud Sales & Marketing Team

Cloud Economics

Cloud Premise

Sales Approach

High-Volume

Short Sales Cycle

High-Touch

Account Management

Marketing Approach

Leads

Consults

Evals

Trials

• Cloud Readiness Assessment

• Compliance Review

• White Paper(s)

• YouTube Video

• Free Trial:

– Monitoring

– Backup Trial

– Virtual Desktop

Digital Marketing Tools are Critical

Content

Blog

Email

Social Networks

Web

Application Micro Small Medium Large

Business productivity 19% 43% 60% 52%

Email 23% 48% 52% 48%

Web presence 23% 50% 48% 44%

Virtual desktop 15% 44% 54% 44%

Collaboration 6% 34% 52% 53%

Analytics 8% 33% 36% 35%

CRM 2% 28% 36% 43%

HR management 8% 29% 32% 34%

Expense management 8% 22% 28% 41%

Help desk 2% 27% 31% 32%

Invoicing 4% 23% 25% 21%

ERP 4% 15% 24% 28%

Payroll 8% 26% 22% 18%

Call center 4% 14% 22% 24%

Source: CompTIA’s 2nd Annual Trends in Cloud Computing study Base: 373 U.S. businesses (aka end users) currently using cloud solutions

Popular Plays

• Virtual Desktop – Upgraded applications on

Antiquated Desktops

• Business Continuity & Disaster Recovery – Cloud Backup – Failover Services

• Application Bundling – Email bundled with

eDiscovery & Backup

• Compliance – Cloud Monitoring – SLA Compliance

Additional Considerations

Industry Vertical

• Legal

• HealthCare

• Retail

• Manufacturing

Application Focus

• Email

• Security

• Cloud Backup

• Monitoring

Service Opportunities

Cloud Service Opportunities

Implementation Integration

Training

Support

Monitor Manage

Cloud Service Model

Faster Deployments

Lower Upfront Investment

Cloud Service Considerations

• Pre Packaged Training

• Turnkey Integration

• Bundled Service Offerings

• Remote Support

• Recurring Services

• Packaging for LOB of Industry Vertical

Cloud Operations

Cloud Operating Model

• 2:1 Deals required vs. Premise Solutions

• Lead to Sales Conversions

• Margins Come in Over Time

• Sales Compensation: Transaction vs. Annuity

• Lifetime Contract Value vs. Deal

• Capitated Margins vs. Billable Hours

Cloud Metrics

• Marketing Mix and Lead Flow

• Pipeline Analysis

• Sales Compensation

• Operating Model

• Renewal Rates

• Forecast & Budget Assumptions

#Don’t

Do’s & Don’t

• Do Sell Solutions • Don’t “Sell Cloud” • Update Compensation

Plans • Don’t Neglect your

Website • Extend your Brand • Update your Message • Bundle Services • Get Help When/Where

You Need It

31

Wrap Up Pay-as-you-go Digital Marketing Service

• Custom Tailored Website • Syndicated Blog Content • Monthly Newsletter • Social Media Integration • Hosting & Web Analytics Included

Attendee Offer: Free 30 Min. Marketing Consultation Email: info@ ClikCloud.com Subject: “Consultation”

“As an MSP, it is awesome to have an expert in the field looking at our pay-per-click conversions, SEO and all aspects of this key marketing component." Fernando Eizaguirre Seattle

For More Info visit: ClikCloud.com/Kaseya

Next Steps

• More on Clikcloud www.clikcloud.com/kaseya

• Learn more about Kaseya for MSPs www.kaseya.com/msp

• For a free live product demo www.kaseya.com/mspdemo

• For a free trial www.kaseya.com/trynow

• To speak with us www.kaseya.com/contactme

33 @kaseyacorp /company/kaseya /KaseyaFan community.kaseya.com

Kaseya Industry Expert Webinars www.kaseya.com/resources/webinars