technologyreseller.co.uk 19 “We’ve now got over 200 TruPeer members in EMEA on a framework that will help them achieve a much higher seat price, more profitability, more productivity within their business, and the ability to grow and scale faster.” ww.kaseya.com billion dollars in revenue back into savings for MSPs because tools that cost around £3 with Kaseya365 might cost £17 if they were to go out to market to buy them. And it saves time for the MSP, because everything’s in one place and they don’t have to keep logging in and logging out.” Kaseya’s MSP report highlights continued pressure on pricing, sometimes from clients who demand discounts because of the savings AI is creating in MSPs’ own operations. Greg says MSPs can resist lowering their prices by building more profitable elements into their services and by highlighting the value of their activities to customers – a key element of Kaseya’s TruPeer programme, which aims to provide MSPs with a framework for success and a community of peers to promote best practice. “One thing we say in the TruPeer community is success doesn’t come from reducing your pricing but from how you position the value of something, because if you position its value, you won’t necessarily need to lower its price. In some cases you will, but our advice is, don’t just keep lowering your prices. If you do, it’s a race to the bottom. Some MSPs are operating in extremely stressful environments; they’re operating with 10% profit margins, sleepless nights, not making any money, some are even bankrolling their business. That’s not sustainable. some ways a necessary evil – ‘I need to provide a service, but I don’t have the skill set in house. I either can’t afford to bring it in or I can’t find the resource, so my only option is to outsource that piece of work, whether that be compliance, security, AI or something else’. You can no longer say, I don’t do that piece. That’s unacceptable.” Greg adds that the Kaseya platform and its Kaseya365 subscription, which combines multiple solutions in one subscription, can help in this regard by reducing the overhead MSPs face in delivering multiple services, making it easier for them to meet changing customer requirements around automation and AI and helping them to maintain profitability as prices come under increasing pressure. “If we go back three years, the number one concern was vendor fatigue. MSPs were struggling to deal with an average of 17 to 25 vendors. That becomes unmanageable – 17 account managers, 17 bills, 17 headaches. Our platform allows you, in a safe and secure manner, to consolidate all of that into one portal and one platform. And it allows much faster adoption of AI across the platform; because we own the technology, the tools, we have control and flexibility. “The purpose of the Kaseya365 subscription is not to enable MSPs to lower their prices but to give them more profit in the deal. It’s already put over a MSPs UK MSPs eye sustained revenue growth from hybrid IT UK MSPs are targeting strong commercial returns from cloud, security and data as hybrid IT becomes the default enterprise operating model, reveals new research from Westcon-Comstor. The distributor’s global survey of 500 senior decision-makers and technical leaders at MSPs and specialist partners reveals the extent to which MSPs are adapting their services to support customers running complex, distributed IT landscapes across a combination of onpremises infrastructure and public cloud and private cloud environments. Indeed, one third (33%) of UK-based respondents said acting as a trusted advisor for hybrid technology strategy was their most critical function, with 29% citing end-toend management of hybrid systems as their most important role. Cloud migration and ongoing cloud management emerged as the single biggest revenue opportunity arising from hybrid, cited by 25% of UK-based partners, followed by security and threat management to protect data and workloads across mixed estates (20%). The research also shows growing demand for data analytics, governance-led services and automation, as organisations look to improve control and operational efficiency across hybrid environments. Hybrid’s technical complexity, which is driving the commercial opportunity for MSPs, also presents significant challenges, such as ensuring seamless data flow between platforms (cited as their biggest challenge by 34% of UK MSPs), maintaining consistent security across environments (cited by 31%) and governance and compliance (19%). Westcon-Comstor says that leading partners are addressing these challenges by packaging integration, identity and policy enforcement capabilities into repeatable managed services that enable them to protect margins and build recurring revenue. More than half (58%) are extending their capabilities and ability to scale hybrid services by partnering with other MSPs or specialist providers. Commenting on the findings, Patrick Aronson, Chief Marketing Officer at Westcon-Comstor, said: “Our research clearly shows that the opportunity for MSPs lies in cloud management, security and data governance, with most of the growth still there for the taking. The partners who capture it will be the ones who own the glue layer spanning automation, security and integration, doing the work that turns hybrid complexity into something a customer can rely on month after month.” www.westconcomstor.com
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