technologyreseller.co.uk 31 MSPS He suggests that the divergence between what the customer wants to pay and the real cost of ensuring something is ‘always secure’ and ‘always available’ is only going to increase as security threats grow, forcing MSPs to do more with less. “About 22% of MSPs’ revenue is allocated to software costs. Most MSPs are not delivering every type of service they want to for their client, because they can't afford to,” he said. “We charge a lot less. So even if a client won't pay you extra to put EDR on an endpoint our intention is to charge such a low amount for our EDR that if, for whatever reason, that customer won't pay for it, you can still put it on the endpoint because it's the right thing to do and because if you don't and that endpoint gets breached, even though it was the customer’s fault, you'll get the blame. We also have something called the Cyber Insurance Fast Track programme, which will be available here in the UK by the end of March. What that means is that if you're using the Kaseya security stack, you automatically qualify for, I believe, £1.5 million of cyber protection at about 50% below market rate. The only requirement is Kaseya’s newly released 2024 MSP Benchmark Report highlights the importance of cybersecurity as an engine of growth Mixed blessings Almost three quarters (73%) of MSPs in the Americas, EMEA and APAC describe cybersecurity as a top revenue driver for their business, with 78% regarding cybersecurity as a top IT challenge faced by their customers, up from 67% last year. Almost half (46%) of MSPs report that most of their clients now turn to them for advice on cybersecurity plans and best practices. Although cybersecurity is seen as a key focus for clients, the top challenge facing MSPs this year is expected to be customer acquisition, cited by 36%, up from 24% in 2023. In second and third place are dealing with advanced security threats (19%, unchanged from 2023) and hiring (12%, down from 14% last year). The survey findings validate the underlying rationale for Kaseya’s IT Complete platform, with 85% describing automation as a musthave and 67% of MSP leaders stating that integration between core MSP applications is very important for their work. Three quarters of participants (75%) agreed that integration between applications is a timesaving measure, with 70% stating that it boosts the productivity of technicians. More than half of MSP executives (as opposed to technicians) said it saved them money (55%) and enabled them to take on more clients (54%). AI also has potential to help in this area, with 33% of MSPs hoping to use it to eliminate tedious tasks and 15% to improve security vs. 20% who believe AI will increase security risks. More than one third of MSPs (37%) cited implementing AI and machine learning as a top IT challenge for their clients this year. https://www.kaseya.com/resource/ 2024-msp-benchmark-survey-report/ that you are protecting the customer with Kaseya Security.” New branding You can expect to hear a lot more about the benefits of IT Complete in the coming months as Kaseya rolls out additional features and new ‘Powered by Kaseya’ branding to reinforce the benefits of using the platform. “With Powered by Kaseya, we're building a brand like Intel Inside back in the ‘90s. We want the world to realise that an MSP that's Powered by Kaseya is powered by the best. And that means that MSP is the best. With the announcement we're making (at Kaseya Connect Global, Las Vegas, April 29-May 2), I think the industry will see that if you are an IT MSP and you are Powered by Kaseya, the technical capabilities you have, the financial capabilities you have will allow you to thrive in the new era of MSPs. We think this will be the foundation of a golden age of MSPs. The opportunities that MSPs have are just tremendous, and I think MSPs Powered by Kaseya will be the ones that are able to fully deliver for their customers and for themselves.” Voccola adds that this campaign is targeted not only at MSPs but also at their customers. “If I'm a construction company or a solicitor, any kind of business, and my IT and security are not powered by Kaseya, I'm going to question it. The brand Kaseya is being built worldwide. We have the naming rights for a very popular sports arena in the US (the Kaseya Center in Miami, Florida), and there will be things like that coming in Europe and other places, as well as some very big announcements in April. We believe demand will not be for IT and security services, but for Kaseya-powered IT and security services. That'll be a massive advantage to MSPs Powered by Kaseya.” MSPs can find out more about Kaseya’s plans by attending Kaseya DattoCON Europe in Dublin on June 11-13 2024. Kaseya is expecting 1,500 MSPs from across Europe at the event and is advising those interested to buy tickets early, on the basis that Kaseya Connect Global in Las Vegas sold out 60 days before its start date of April 29. Find out more at https://www.dattocon.com/europe/ 2024 MSP BENCHMARK SURVEY REPORT
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