Mark Crall is SuperOps.ai’s vice president of sales.
ChannelPro: What does this news mean for MSPs?
Crall: Kaseya has had a great opportunity to introduce their other products into their customer base, and focus more on account management and account growth than acquisition. They’re a mature product. They don’t need to educate the industry on who they are, and adding the Datto customers into that fold allows them to redouble those efforts. So I think for the majority of the MSP customers, it’s a good thing. If they continue to maintain a culture of innovation, if they continue to work to integrate the products they have and integrate with the rest of the products in the industry, and don’t become a closed community, and at the same time nurture the accounts they have, I think with that large of a customer base, organic growth has huge monetary value to them. The margins will be in growing existing customers, versus the burden of onboarding and acquiring new customers, which is expensive.
ChannelPro: Where does the organic growth come from given that there’s a lot of product overlap?
Crall: You can call it overlap. You can call it choice. Some people like different flavors of ice cream ... So if they want to choose between something that works this way or something that works that way, it gives them the options. They don’t have to stay within their ecosystem. They can go to products outside, or they can work with a couple of different choices inside it. It might create some conflict internally with their sales team. That’s the only negative I would see there.
ChannelPro: What does this mean for SuperOps?
Crall: The action itself is expected, although the players weren’t for most of us. The outcry that was heard as an opportunity for those that had legitimate frustrations to voice their opinion, it gave them an opportunity to do so. It gave them a reason to shout out, ‘hey, we’re not loving the consolidation. We’re not loving some legacy integrations. We’re missing integrations.’
And if you look at how SuperOps got started, the premise was the industry is ready for a refresh. They’re ready for a unified platform versus an integrated platform. Something with less complexity. Something more modern, less kludgy, somebody with an untarnished reputation. And so it really validates the premise of why we started SuperOps, because a lot of the industry, either through prior experience, perception, or reality, is not satisfied with a legacy PSA or legacy RMM and they’re looking for a fresh choice, and we want to be that choice.
