Both companies spoke with ChannelPro at industry association CompTIA’s recently concluded ChannelCon conference in Las Vegas.
MSP360 is the new name of the former CloudBerry Lab. Founded in 2011 as a provider of utilities for Amazon’s S3 storage service, the company quickly added a standalone backup product followed by a multi-tenant BDR solution and remote control system for MSPs. Today it has roughly 7,000 to 8,000 resellers, some 70% of whom are in the U.S. Putting “MSP” right in its name, as it did last month, is designed to make the importance of those partners to its plans for the future loud and clear.
“We wanted to make sure that people knew that this is what we are going forward,” says Doug Hazelman, MSP360’s vice president of technical marketing. “We’re really shifting the bulk of the company focus to the managed services platform.”
It’s also nurturing plans to expand that platform well beyond backup and disaster recovery. “That’s kind of where the 360 comes in,” Hazelman notes, adding that deciding which additional product categories the company ultimately targets is still a work in progress.
“We’re talking to our MSPs to understand what more can we offer them in terms of the platform besides just backup or remote control,” says Hazelman, who expects the company to have more to say on the topic next year.
Leading MSP360’s re-invention process is its recently appointed CEO, Veeam and Netwrix veteran Brian Helwig. “He’s been working behind the scenes tirelessly in terms of shoring up our sales, marketing, and support,” says Hazelman. Now he’s drawing on his experience with MSPs to help formulate a vision for a more all-encompassing product portfolio. “I think it’s really going to help us take things to the next level,” Hazelman says.
MSP360’s move to satisfy a wider range of MSP needs comes as other players in the vendor community—including ConnectWise, Datto, Kaseya, and SolarWinds MSP—are drawing on large pools of private equity capital to construct increasingly comprehensive managed services software suites.
According to Hazelman, channel pros can expect whatever solutions ultimately join MSP360’s portfolio to share key characteristics with their predecessors, starting with flexibility. Rather than force partners to store backups in its own cloud repository, for example, MSP360 lets them pick from a long list of public cloud solutions instead. “It’s up to the MSPs to choose the storage that best fits their needs,” Hazelman says, noting that they pay for that storage separately as well.
“We don’t charge per terabyte or per gigabyte or anything like that,” he observes, which allows the company to offer “a really great price point.”
MSP360 has an enhanced partner program in the works to accompany its expanded product catalog. New features could include access to market development funds and a multi-tier membership structure.
“I can’t promise, but those are things that I think we’re going to have to look at on the horizon, because at the end of the day if our MSP customers are successful in selling their services, that makes us more successful as well,” Hazelman says.