Kaseya has launched an initiative aimed at increasing awareness and adoption of the integrated IT Complete platform it’s built through vendor acquisitions in recent years.
Specific steps associated with that effort include a branding campaign designed to popularize IT Complete’s name and value proposition, the creation of new cross-platform partner enablement and business development groups, and some $14 million of spending on enhanced IT Complete integrations, according to Matt Solomon, Kaseya’s vice president of business development and IT Complete, in a conversation last week at ChannelPro’s SMB Forum event in Dallas.
A pioneer in RMM software, Kaseya acquired identity and access management vendor Scorpion Software in 2014, PSA vendor Vorex in 2016, and cloud management vendor Unigma in 2017 before initiating an acquisition tear in 2018 that included BDR vendor Unitrends, compliance and security vendor RapidFire Tools, cloud-to-cloud backup vendor Spanning, documentation vendor IT Glue, and dark web monitoring vendor ID Agent.
Though many of those companies continue to operate under their original name as Kaseya business units, their products are also components of IT Complete, Kaseya’s integrated suite of solutions for managed service providers. Solomon, who was previously vice president of business development for ID Agent, is now on point for building interest in the IT Complete brand and driving demand for IT Complete products. His presentation at ChannelPro’s conference last week was among the first of what will be many speaking appearances by him and others about IT Complete this year.
“It’s actually shocking to me how many MSPs still don’t know that IT Glue or ID Agent is part of the Kaseya family,” he says. “Part of my mission I’m being tasked with is getting the word out.”
According to Solomon, it’s no accident that Kaseya CEO Fred Voccola chose an ID Agent veteran for that assignment, or that fellow ID Agent alum Dan Tomaszewski has been named vice president in charge of Kaseya’s Powered Services partner enablement group. “One of the big reasons Kaseya acquired ID Agent, other than the fact that we really had an incredible trajectory over the [prior] two years, was our partner program,” he says. “Myself and Dan have really been tasked with bringing all of these different communities that each one of these business units had and really creating the IT Complete community.”
Expanding programs originally developed for ID Agent partners is a big component of Kaseya’s plan for realizing that goal. For example, extending Goal Assist, the “white glove” sales support offering ID Agent launched last January, to all Kaseya partners is among Solomon’s top priorities for 2020. MSPs who take advantage of that offer will receive about five hours a year of sales training and go-to-market planning advice from a dedicated expert.
“Think of it as everybody gets a channel success manager,” says Solomon, adding that Goal Assist consultants provide direct sales support as well. “We’re actually getting on phone calls to help close deals for partners,” he notes. “I personally closed a $15,000 enterprise deal for a partner, and he wasn’t even on the call.”