Five Things You’ll Learn at Kaseya® Connect

Kaseya Connect Banner

If you haven’t decided to attend Kaseya Connect this year, what are you waiting for? Here are five things you’ll learn at this year’s event:

  1. How the cloud is changing what businesses expect from IT

    Forrester Principal Analyst, Dave Bartoletti, will share the true state of cloud adoption, why companies choose cloud services and how, and what this means for IT professionals in MSP and IT organizations.

  2. The largest opportunities for MSPs to drive new, profitable growth for their businesses

    MSPAlliance CEO, Charles Weaver, will present his thoughts on the largest opportunities for MSPs to drive new, profitable growth for their businesses, this year and beyond.

  3. How to reduce risk in a time of increasing security threats

    Security breaches are continually in the news. Kaseya Connect will offer numerous sessions on how to mitigate risk and better protect information through solutions for Identity and Access Management (IAM), endpoint protection and more.

  4. How to deepen your Kaseya expertise and take your IT management skill set to the next level

    With detailed product breakout sessions during the conference and an offering of in-depth pre-conference training, Kaseya Connect offers a multitude of opportunities for deepening your Kaseya skill set.

  5. Why you should join the IT Management Cloud Revolution

    And finally, Kaseya President and CEO, Yogesh Gupta, will talk about the IT management cloud revolution and the great opportunity it presents for the MSPs and IT organizations who decide to join it.

These are just a few highlights from the Kaseya Connect agenda. Register for Kaseya Connect today.

MSP Pricing Survey – Service Offerings Expand

MSPs are adding new service capabilities

One of the strongest trends in the managed services market, highlighted by our most recent Pricing Survey, is the increase in the number of different services (or bundled service components) now offered by Kaseya MSP customers. Our 2014 survey asked MSPs to identify which of a series of 17 services they offered. These responses were then compared to those from our 2013 survey which requested input on 11 categories of service. The results are shown in the chart below. The overall response indicates that more MSPs are offering more services. In fact, a greater proportion of MSPs are now offering all of the services we asked about in 2013. In addition, a significant number are offering the newer service capabilities we added.

services-offered-by-survey-year

Of course, it’s possible that respondents to the survey offer more than 17 services. The services chosen were those in which Kaseya solutions contribute to service delivery in some way.

Of particular note are the following results:

  • Over 96% of respondents indicated offering both desktop and server support services in 2014, up from 80% in 2013
  • Nearly 40% are offering guaranteed IT service levels and hosting services, up from the 2% who reported offering business service or service level monitoring (16% of US MSPs) in 2013
  • Almost 30% are now offering cloud application management and cloud monitoring, which is up from 4% (19% of US MSPs) who reported offering cloud monitoring services in the earlier survey.

We believe these results represent a significant trend supporting the idea that SMBs are very interested in bundled services, see more value in them, and are more interested in MSPs that deliver a broader range of service capabilities.

Higher growth MSPs are more likely to offer advanced services

Of greater significance still is the difference between the service offerings of higher growth MSPs – those whose monthly recurring revenues (MRR) grew at greater than 10% – compared to those whose MRR growth was below 10%. While more of the higher growth group offered almost every service, the difference for more advanced or specialized services was particularly clear. Cloud application management, mobile device and BYOD services, guaranteed IT service levels, and audit and discovery services are services offered by a much higher proportion of MSPs with faster growing businesses – see chart below.

More-Higher-Growth-MSPs-Offer-Advance-Services

Perhaps of even more import to MSPs are the opportunities that these newer services represent to both generate revenues and increase service differentiation. For example:

  • Over 80% of SMBs are now using cloud services of one type or another but only 32% of MSPs offer cloud application management or cloud monitoring services
  • The Identity and Access Management (IAM) Market is estimated to be worth in excess of $18B this year and is growing at around 15% per annum but only 28% of MSPs offer IAM managed services
  • Mobile device growth is exploding and the trend towards Bringing Your Own Device (BYOD) to work is increasing steadily yet few MSPs offer comprehensive mobility management services.

Highest growth MSPs go further

The above trends are even more pronouced for MSPs who exhibited the highest rates of growth. MSPs growing in our fastest MRR growth category of greater than 20% per annum offer almost every service, indicating that they are indeed able to maximize revenues derived from existing customers.

Highest-Growth-MSPs-Offer-More

The overall implication here is that SMBs who outsource IT services to MSPs are strongly interested in emerging and specialized capabilities where in-house skills are inadequate.

Pricing MSP services for growth and profitability

These topics and much more are discussed in detail in our webinar Pricing MSP Services for Growth and Profitability. The webinar highlights the results of the Kaseya 2014 MSP Pricing Survey which was completed in September 2014.

Author: Ray Wright

MSP Pricing Survey – Increased Hourly Rates

Worldwide Average Standard Hourly Rates Increased from 2013

The overall average standard hourly rates MSPs charge for their engineers and technicians went up by about $10 per hour between 2013 and 2014 according to the results of the last two Kaseya MSP Pricing Surveys. In our 2014 survey we asked about pricing for three tiers of technician support – level 1, level 2, and level 3 – whereas the previous survey simply asked about “average” hourly rates. However, despite various differences in the number and size of respondents between this survey and the previous one, the results were generally consistent. Rates in the United States and Australia were the highest followed by rates in Europe, Canada, New Zealand and South Africa. Hourly rates were lowest in India – see the table later in the post that highlights the differences on a regional basis.

WW-Avg-Standard-Hourly

The general increase in average rates also corresponds well with the move to value-based pricing and bundled services. We asked survey respondents if they include a number of onsite hours with their managed services packages. The results show that while about half do not, there is a significant increase in those who are bundling more than 8 hours of onsite service. By including onsite hours as part of contracted managed services the demand for adhoc support services is likely reduced, taking the pressure off of pricing and allowing rates to rise somewhat.

Survey-comparison

The table below shows that US MSPs are charging an average of $109 per hour compared to an average rate of about $97 to $98 in the rest of the world. The range of rates between different levels of technical staff is much larger in AsiaPac than in the US or EMEA. As previously indicated, this is largely because of significant differences between the rates charged in Australia and India, the two major countries in the AsiaPac region. The average hourly rates for level 1, 2 and 3 technicians in India reported in the survey are $27, $55, and $75, respectively. For Australia the equivalent rates are $80, $99 and $145. While average US level 1 and level 2 technician rates are higher on than those in Australia at $95 and $108, respectively, rates for level 3 technicians are higher in Australia. The average level 3 rate charged in the US is $122.

Avg-Hourly-by-Region

High growth MSPs obtain consistently higher rates

As we have described in previous blog posts, faster growing MSPs are achieving consistently higher rates. The chart below depicts the average technician rate differences between MSP survey respondents whose monthly recurring revenues (MRRs) grew at greater than 10% per annum over the past three years and those whose MRRs grew at less than 10% per annum. It shows that those in the higher growth segment received an average of $6 per hour more for level 1 technicians, $12 per hour more for level 2 technicians and $9 per hour more for their level 3 technicians. It is possible that there were differences in skill levels between the technicians of each growth segment but the more likely explanation is that the tiered service pricing strategies of higher growth companies supported higher technician pricing for additional service support, whereas the a-la-carte and cost-based pricing of lower growth MSPs experienced greater price pressure.

Avg-Hourly-by-MSP

Although average managed services and technician rates do vary significantly from country to country around the globe, managed services market trends remain remarkably consistent. In almost every circumstance documented within the Kaseya MSP Pricing Survey Report higher growth MSPs were able to achieve higher prices, adopted a value-based pricing strategy and supported the growing demand from their customers for bundled service solutions.

Pricing MSP services for growth and profitability

These topics and much more are discussed in detail in our webinar Pricing MSP Services for Growth and Profitability. The webinar highlights the results of the Kaseya 2014 MSP Pricing Survey which was completed in September 2014.

Author: Ray Wright

MSP Pricing Survey – Growth Leaders Sell Value

Strong value pricing trend

The fourth annual Kaseya MSP Customer Pricing Survey was conducted in September and October last year and it attracted almost 700 responses from MSPs around the world. One of the strongest results to come out of the survey is the significant movement towards value-based managed services pricing and away from cost-based or market-based pricing. The chart below contrasts the differences between the 2013 MSP pricing survey results and the more recent responses. the trend towards value-based pricing is clear. The results support the notion that managed services customers are increasingly interested in business value and linking their purchases to key performance indicators (KPIs), such as system availability, or performance levels, or business outcomes.

MSP Pricing by Year

High growth MSPs favor value-based pricing

The survey results also show that higher growth MSPs, i.e. those growing at double digit annual growth rates, predominantly adopt value-based pricing strategies. In contrast, MSPs experiencing lower rates of growth are much more likely to adopt cost-based or market-match pricing strategies.

MSP Pricing by Growth Rate

The plain fact is, while every purchaser wants to make sure they pay the lowest price for a commodity, most business decision makers elevate value over price when purchasing products or services for their (especially their own) business. In particular, small and medium businesses are much more concerned about buying from a trustworthy service provider with skills and expertise beyond what they have in house. Training and skills development budgets have been slashed in recent years while at the same time information technology has become both more important and more complex. This has made it more difficult for them to maintain and optimize their IT environments. Only when they perceive services as commodities do they attach low values and become more concerned about price. Consequently it’s important for MSP to position their unique value proposition towards outcomes and business value.

Value-based pricing allows MSPs to compete on the basis of their skills and approach to managed services delivery and service levels e.g. the ability to describe how contracted SLAs and other outcomes will be delivered. Consider the pricing of a remote monitoring service. A cost-based pricing approach might result in a per-device price of $X, where X is some multiple of the cost of providing the service. Without any additional information, a client will likely see no difference between MSP A’s managed monitoring service and MSP B’s service. Both MSPs will talk about the number of prestigious clients they have and the number of devices they monitor successfully, but otherwise there’s no real differentiation. The likely outcome is that the client will chose the cheapest option.

A value-based pricing approach is designed to provide higher gross margins and prices that are reflective of the value that clients obtain from using a service. In the case of a remote monitoring service, what does the client hope to achieve by outsourcing monitoring? Certainly being able to free-up internal resources and minimize downtime; maybe to gain 24 x 7 coverage without having to resort to shift work or overtime pay; most likely to benefit from fewer employee disruptions and help desk requests created when users download untested patches or inadvertently introduce malware. Their productivity savings (both employee and technician) can be huge, and the positive financial and business impact even greater. Showing clients how a managed service will reduce disruptions and how they can be reliably delivered enables MSPs to position the price of the monitoring service against the business cost of doing nothing or of using in-house staff. Correctly done, the value provided will be an order of magnitude more than the price of the service and have a significant ROI.

Describing the processes you use, the details of your prior experience, and how your unique approach will ensure that benefits are achieved, generates trust, demonstrates differentiation and provides value even during the sales process. Seeing that value, clients are more likely to compare your capabilities and service attributes to those of your competitors than to directly compare prices. If you compare favorably they will happily pay a higher price for the additional value delivered.

Pricing MSP services for growth and profitability

These topics and much more are discussed in detail in our webinar Pricing MSP Services for Growth and Profitability. The webinar highlights the results of the Kaseya 2014 MSP Pricing Survey which was completed in September 2014.

Author: Ray Wright

MSP Pricing Survey – Sticky Bundles, Higher Fees

Bundling strategy increases value and stickiness

The message is clear, small and medium businesses are very interested in bundled services. A recent newsletter from AMI-Partners, I-Signal*, which reports findings from their research programs, indicates that SMBs are 3 to 4 times more interested in bundled services than in single services. They gain more value from bundled services and are loath to switch service providers unless they can do so without disrupting their existing business. The strong interest in bundled services supports the notion that SMBs are indeed more interested in value than price, despite their insistence to the contrary.

The 2014 Kaseya MSP Pricing Survey results clearly show that faster growing MSPs are both bundling their services and limiting their bundles to a small number of tiers. The ideal scenario is to interest prospects to a basic level of service and then quickly upsell them to a comprehensive service bundle. The rationale is simple. To be most effective MSPs need to be able to monitor and manage as many aspects of a customer’s IT infrastructure as possible. When there are large gaps in coverage or when there are several service providers involved, finger pointing becomes inevitable and diagnosing who did what when becomes a major portion of the support work. When an MSP can take primary responsibility for the production infrastructure and is able to monitor it from a single IT management solution, cause and effect are much easier to identify, and process improvements can more easily be put in place to reduce the volume of disruptions and the subsequent unplanned remediation work. The chart below compares higher and lower growth companies. From the survey results less than 15% of higher-growth MSPs now offer a la cart pricing, most succeeding by offering a small number of bundled services.

MSP Pricing Survey: number-of-service-tiers

By offering a comprehensive service bundle and discussing the value of having a single service provider, the MSP also avoids the challenge of being “nickeled and dimed” by customers trying to get a better deal. That is by picking apart the bundle and trying to get a lower price for several bundle components. Higher growth MSPs will even turn prospects away if they are not willing to buy a complete service or if they are not willing to accept the MSPs standardized approaches. The cost of supporting one-offs is simply too high.

High growth MSPs achieve higher fees

The chart below shows the prices that MSPs are achieving for their most frequently sold service offering and indicates that by bundling service capabilities together a greater portion of higher growth companies are obtaining higher fees than those growing at less than 10%.

MSP Pricing Survey: most-frequently-sold-sales-service-offering

Profitable growth means gaining more customers and upselling existing ones. MSPs that focus primarily on selling to smaller firms (and thus obtaining lower monthly fees) often have a hard time growing their businesses quickly and meeting profitability goals. By carefully standardizing offerings and pricing inexpensively, but profitably, to attract smaller businesses it is, of course, possible to maintain a viable business. But with smaller deals the cost of customer acquisition can be more than the revenue to be earned in a single year and small customers are less able to afford, and have less need for, additional services. Plus smaller businesses have limited budgets. This means their primary focus when procuring products or services is price. Because of this they are also harder to retain as customers over time.

Customer retention generally improves as the number of services provided increases due to the “stickiness” of bundled services and the increasing level of interaction between client and service provider. When only a single commodity service is provided there is little to prevent clients from shopping for cheaper alternatives during their budget cycles. In consequence, it’s beneficial for MSPs to increase the average size of their customers together with their average deal size over time, consistently improving both their technical and sales and marketing efficiencies as they grow.

Another mistake that smaller MSPs often make when bidding for larger contracts is to underprice. Their justification is that the larger number of devices to be managed creates an expectation that the unit price should be lower. In reality, the larger the infrastructure, the more challenging it is to manage. So rather than charging a lower price, MSPs should recognize the greater value they can deliver and actually determine their pricing based on the increased complexity they will be handling; the more complex the infrastructure the greater value in having a managed service provider take responsibility.

The 2014 Kaseya MSP Pricing Survey results clearly indicate that faster growing MSPs are able to achieve higher prices. They also offer more services via comprehensive service bundling and focus their sales efforts on attractively sized deals.

Pricing MSP services for growth and profitability

These topics and much more are discussed in detail in our webinar Pricing MSP Services for Growth and Profitability. The webinar highlights the results of the Kaseya 2014 MSP Pricing Survey which was completed in September 2014.

Reference:
* AMI-Partners I-Signal

Author: Ray Wright

Kaseya Connect: Come for the Conversations!

Register for Kaseya Connect!

Every year Kaseya holds its premier user conference, Kaseya Connect. If you are a Kaseya customer, you have probably seen the promotions, and are asking yourself, “Should I attend?” As you might expect, the Connect event features all of the right components:

  • A lineup of impressive speakers who will provide valuable information about Kaseya’s vision, strategy, and plans, plus expert insights on industry trends and direction:
    • Yogesh Gupta, CEO, Kaseya
    • Dave Bartoletti, Principal Analyst, Forrester Research
    • Prakash Khot, CTO, Kaseya
    • Steve Chazin, VP, Products and Online Marketing, Cisco
    • Don LeClair, EVP, Product Management, Kaseya
    • Charles Weaver, CEO and Co-Founder, MSPAlliance
  • Numerous technical sessions, demonstrations, tips and tricks from Kaseya technical experts
  • Business sessions on offering new services, differentiation, keys to success, and efficiency
  • Product demonstrations showing the latest product capabilities
  • Two days of certification training (optional)
  • And it is held at the beautiful Omni Orlando Resort at ChampionsGate, a Four Diamond resort surrounded by 36 holes of championship golf, pools, spas, restaurants, and an 850-foot lazy river!

These are all good reasons to attend, but having attended Kaseya Connect last year, I encourage you to come for the conversations! I am talking about conversations with like-minded individuals – MSP owners, technicians, administrators, IT Ops leaders – people who face the same challenges and opportunities as you. I had a chance to listen to 100s of these conversations last year, and I was impressed to hear the ideas, insights, and innovative solutions being shared.

One of my favorite examples of good conversations comes from Chris Anderson, Director of Managed Services for Infranet Solutions in Quincy, Massachusetts. During last year’s Kaseya Connect event, Chris made it a point to build out his community contacts to the point where he is now part of a formal group sharing automation scripts. Using existing scripts and creating new ones is the key to efficiently and effectively managing large numbers of endpoints. Chris tells me that the collaboration group’s sharing of ideas and actual scripts is substantially improving their speed-to-automation.

Of course, conversations with Kaseya leaders and very smart technical people are always valuable. The demonstration stations at Connect are always full and the interactions lively. Find Prakash Khot, Kaseya CTO, and he will regale you with insights on virtually any topic. Yogesh Gupta, Kaseya CEO, prides himself on talking to every single attendee. Arriving early for breakfast and the last person standing at the end of the evening, he claims to have achieved his 2014 goal!

So come to Kaseya Connect for the conversations: April 14-16, 2015 at the Omni Orlando Resort in Florida. I hope to see you there.

Author: Tom Hayes

MSP Pricing Survey – MSPs Grow but Size Matters

The Kaseya 2014 MSP Pricing Survey results clearly demonstrate that the managed services market is a significant growth opportunity. Almost 100% of the customer survey respondents had experienced positive monthly recurring revenue (MRR) growth over the past three years. We asked respondents to select from a range of MRR growth rates starting with less than 0% and ending in greater than 20% growth. The results were fairly evenly spread across all ranges – see chart below – except for a very small negative growth segment, suggesting that there could well be key differences in approach taken by faster growing MSPs. To examine these differences we split the responses into two, roughly equal groups, one for MSPs who had experienced MRR growth at greater than 10% per annum and one for MSPs whose MRR had grown at less than 10%.

msp-avg-growth-chart

MSPs with 10 or More Employees Grew Faster in 2014

One interesting survey result is the impact of organization size on MSP growth rates. MSPs in our higher growth segment (MRR >10% per annum) tended to fall into the larger employee size categories in comparison to their less rapidly growing counterparts – see chart below. Clearly MSPs with less than 10 employees found it much harder to grow faster than 10% per annum, despite the fact that they typically started with much smaller monthly revenues. Almost 50% of MSPs growing at less than 10% a year fell into the less than 10 employee category. In sharp contrast, the highest proportion of higher growth respondents fell into the 11 to 25 employee category, suggesting that once MSPs break through the 10 employee “barrier” they are able to generate higher MRR growth.

msp-growth-chart

Several factors contribute to the challenges facing smaller MSPs and their ability to get onto a higher growth track. In general, smaller businesses contract with smaller service providers and professional services firms; larger businesses like to do business with larger and more established organizations – see table below. This is because businesses judge other businesses based on their own level of maturity. Younger, smaller businesses having smaller budgets are, understandably, concerned more about price than reputation. As businesses grow, risk becomes an increasingly important purchase factor and firms look to suppliers and service providers who imply lower risk. Having more staff, a solid reputation, greater revenues, more clients, etc., are all indicators that a service provider might prove more reliable than a smaller competitor.

msp-size-chart

Fast Growing MSPs with Less Than 10 Employees – Keys to Success

Nevertheless, approximately 1/3 of the MSPs who fell into the less than 10 employee category were able to grow their MRRs at faster than 10% a year. The keys to higher growth include:

  • Value-based pricing – selling on value to the client not on cost plus or market match
  • Charging more to support larger clients who have more complex needs – not less because of higher volume.
  • Offering bundled services.
  • A clear path for existing customers to adopt additional service offerings.
  • Leveraging automation extensively to maximize the efficiency of their technician and engineering staff.
  • Focused managed services sales and/or marketing capabilities – less focused on resale.

Pricing MSP Services for Growth and Profitability

These topics and much more are discussed in detail in our webinar Pricing MSP Services for Growth and Profitability. The webinar highlights the results of the Kaseya 2014 MSP Pricing Survey which was completed in September 2014.

About the 2014 Kaseya MSP Pricing Survey

The MSP pricing survey was conducted in September and October. It’s the fourth annual Kaseya MSP customer survey and it attracted almost 700 responses from MSPs around the world. Respondents manage from less than 100 devices to more than 10,000 devices, operate from a range of different business models, and undertake a variety of different roles within their organizations from owners and principals to administrators and technicians. The survey included questions on a broad set of topics including demographics, growth rates, services offered, pricing strategies, the prices charged for a variety of services, and price revision plans for 2015.

Author: Ray Wright

The Managed Services Market is Evolving – Fast!

High growth forecast for key managed services

Many key elements of the global managed services market are forecast1 to grow at double-digit rates. For example, Mobile (MDM) and BYOD managed services are expected to grow at around 27% per year through 2016. Private cloud services – where a service provider offers managed co-location or dedicated instances – are expected to grow at 22%. Public cloud services, as a whole, seems to be growing at around 17 to 18%, but within that, SaaS is growing at 19.5%, managed security services at 22%, and systems infrastructure and IT Ops management at over 40%. One of the fastest growth areas is office suites in the cloud, which is approaching a growth rate of 50% per annum. All of these represent significant opportunities for MSPs to support their small and medium size business (SMB) clients’ cloud migration plans and their IT service deployment, management, mobile computing and security needs.

Good news for MSPs

In fact, increased managed services and cloud services spending by SMBs will fuel much of the demand for the wide variety of services MSPs provide. According to the latest research from Markets and Markets2, the annual growth of the SMB managed services market will exceed 20% over the next five years. Furthermore, AMI-Partners3 forecasts that SMBs will spend $140B on cloud services in 2014 growing to $285B by 2019, an average growth rate of over 15% a year. Therefore despite estimates that overall SMB IT spending will grow only in the low single digits, SMB spending on cloud and managed services will account for an increasing portion of SMB IT budgets and will grow at a much faster clip.

Adoption of cloud and managed services drive changes in customer requirementsM

The overall growth in the managed services market represents a significant opportunity for MSPs but it’s important to note that customer requirements are also evolving – and quite quickly. Customers of cloud services are benefiting from lower costs, greater agility, and better service availability. Recognizing these benefits, they have become more willing to accept standardized managed service approaches and to transfer more responsibility for elements of their infrastructure to their trusted MSP partners. Most have already migrated from limited break/fix-type contracts to more comprehensive offsite monitoring services. And while some would prefer the assurance of having service provider staff onsite, the savings realized by using offsite staff are quite significant. The high growth of both cloud and managed services indicates recognition that IT, in all its manifestations, is becoming more complex. There’s an increasing willingness to outsource more infrastructure management responsibilities; some to cloud providers who provide commoditized “whatever” as a service (XaaS), and some to hosters and MSPs who deliver customized or specialized service solutions geared towards meeting specific SLAs and customer key performance indicators (e.g. high availability with critical app response time guarantees).

customer-demand-chart

Changing customer attitudes foster acceptance of a broader set of services

MSPs are now able to successfully offer more comprehensive services without the traditional push-backs about outsourcing IT and loss of control. Pay-as-you-use pricing, standardized interfaces and features, lack of infrastructure to support, agility and rapid time-to-value, are together outweighing concerns about security and performance. Freeing up internal resources to work on innovation and development, while employing MSPs to maintain the IT infrastructure, is more often seen as a competitive advantage. The net result is that MSP customers want simpler IT solutions and are contracting with service providers to manage away the complexity.

Bundled services increasingly popular

Another important change is that SMBs are increasingly interested in bundled services. Many want to further reduce complexity by doing business with fewer suppliers and by minimizing payment and support management costs. In fact, bundled services are perceived as having a much higher value than discrete services – a preference for Plat du Jour versus Chinese menu pricing strategies – as it were.

plats-du-jour

This fact was highlighted recently by AMI-Partners. They asked SMB companies about interest in bundled and integrated cloud services. The results mirror the situation with consumers of telephone, Internet and cable TV services. SMBs prefer the idea of bundled services over single services by a significant margin, depending on the nature of the service. For SaaS services, the ratio is four to one in favor of bundled services. For Infrastructure as a Service, the ratio is over three to one.

Pricing MSP services for growth and profitability

These topics and much more are discussed in detail in our webinar Pricing MSP Services for Growth and Profitability. The webinar highlights the results of the Kaseya 2014 MSP Pricing Survey which was completed in September 2014.

References

  1. Forbes: Gartner Predicts Infrastructure Services Will Accelerate Cloud Computing Growth
  2. Market and Markets, Managed Services Market – Market Forecast and Analysis
  3. AMI-Partners I-Signal

Author: Ray Wright

Augmenting Active Directory to Manage Mobile Devices

Active Directory Blog Graphic

For more than two decades, IT admins have relied on Active Directory (AD) or LDAP to broker network access to users, to control user access privileges for various sensitive company assets, and to apply security policies across the organization. But with cloud-based business applications now an integral part of the enterprise IT application landscape, Active Directory (AD) integration becomes a stumbling block for many. But make no mistake, AD/LDAP is still widely regarded as the central source of enforcing security policies on users and entities within an organization. AD is not getting displaced to accommodate cloud applications, but there is a need to have better and transparent integration between them. This is achieved by single sign-on (SSO) through an Identity and Access Management (IAM) solution such as Kaseya AuthAnvil. However, IT applications are just one piece in the IT security puzzle.

IT admins have also relied on AD to enforce security policies on user endpoints such as desktops and laptops. These endpoints used to be predominantly Windows-based machines but the influx of mobile devices (smartphones, tablets, and phablets) has radically transformed the user endpoint landscape. This transformation is not just due to the form factor of the devices, but also due to the underlying architecture and operating systems, which limit and alter the way these devices can be managed. This introduces challenges for IT admins when it comes to managing mobile devices and has led to a surge of various point solutions providing mobile device management.

Why use AD Integration to import mobile users?

Continue Reading…

IAM Profitable: Get Your Piece of the IAM Market

IAM is Profitable

If you’re an MSP or an IT service provider, then you’re involved in a business model that’s always looking to improve its offerings and increase its bottom line. With the global IAM (Identity and Access Management) market increasing at an explosive rate, being able to offer authentication and password management isn’t just a smart move, it’s also a safe move!

How is offering IAM a safe move?

With stricter security compliance requirements being laid down by nearly every industry, country, and state, and with high-profile security breaches, like Home Depot, seeming to occur every month, businesses everywhere are finally opening their eyes to the risk their outdated password and security protocols pose.

This means that there is a definite need for these solutions, so the investment itself is safe. Also, having such a solution in-house is in itself a “safe” move. The market demand for IAM is due to the risk breaches pose. If you’re going to offer a way to mitigate that risk, why not take advantage of it yourself, and gain the same benefits you provide your clientele.

How is offering IAM a smart move?

If you can capitalize on potential customers’ need to update their security and authentication, then there is a lot of profit to be made. The key to doing so is differentiating yourself from your competition, and to accomplish this, you need to find an IAM solution.

What should you look for in an IAM solution?

There are innumerous small features which are nice to have, however, there are truly five key things you should look for first: comprehensiveness, cloud compatibility, multi-tenancy, vendor support, and the ability to integrate with your existing infrastructure.

Comprehensiveness

It’s not the number of tools you have that matters, it’s how effectively you’re able to use them. Many IAM products on the market these days focus only on a few aspects of the entire process. To find a winner, the IAM solution you decide upon should cover all the aspects your clients are facing, whether they require stronger authentication, password management, or even user auditing. As an added bonus, having fewer moving pieces (programs) decreases the chances of encountering a conflict when you’re setting up the solution, for yourself or your customers.

Cloud Compatibility

Systems that work in the cloud avoid one of the most difficult hurdles faced by service providers trying to provide IAM services: managing the internal servers. Moving to the cloud effectively puts those severs at an equidistant point from both the provider and the client. This makes the whole process that much simpler.

Multi-Tenancy

With multi-tenancy, you can easily separate the data of each client and yourself, while working within a single installation. This is absolutely critical for an MSP or IT professional providing password or security services to multiple clients. Multi-tenancy is designed for MSPs rather than end-users, eliminating the need for multiple installs and making the management process more efficient.

Vendor Support

When your client needs something quickly, you’re going to need some help unless you know everything about the solution you offer. While knowing more is always good, sometimes questions will elude you, and at that point you’ll be glad your vendor is available for some help, support, and insight.

Integration with Existing Systems

If you already have a number of systems in place that do various things, wouldn’t it be ideal if your new IAM solution integrated nicely with them? Whether it’s Kaseya on your network, or Office 365 on your clients, having an IAM solution that works with what you have is great, and if it’s designed to work with those products, then that’s even better.

If your clients (and potential clients) are looking for a solution to their security and authentication problems and you’ve gone with the wrong solution, your clients will be disappointed with the results. You will face an uphill battle of implementing new protocol and dealing with systems that just don’t make sense for you or your client. With the right solution you become the expert, an invaluable resource to your client. You become their solution, and then you’re able to easily resell the software because they will spread the word of how well it works for their needs.

High-profile security breach scandals are hitting the press with alarming frequency, and compliance standards are advancing at a pace that organizations simply can’t keep up with. Companies found in non-compliance could face fines or lose access to valuable industry resources. If your business is able to offer solutions to these problems, then clients will be handing you money to you in an attempt to make their problems go away. Your bottom line will move up just that much higher.

Now, before you go off full of hope for an increased in profit, looking for Identity and Access Management solutions for your business to offer, let me throw another factor into the mix. You’re reading this blog on the Kaseya website, then you’re likely a Kaseya customer. If you are, or you’re interested in becoming one, it is important to ensure that the solution you choose supports a Kaseya integration. Kaseya AuthAnvil is one such solution. Their suite fulfills the requirements set above, and offers single sign-on, password management, multi-factor authentication, and many other useful features. So, if you’re looking for a Kaseya-optimized IAM solution, there’s no better place to start.

For more information on offering IAM to your customers: Click Here
For more details on Kaseya AuthAnvil: Click Here

Author: Harrison Depner

Page 1 of 4612345»102030...Last »
-->