My talk at Kaseya Connect last week was about the need to wake customers up about cybersecurity. There are far too many people who are still taking a head-in-the-sand approach about cybercrime: ignoring it and hoping it will go away. But in fact it is steadily getting worse, and end users need our help securing their networks. The top takeaways from my keynote are facts which are intended to get customers’ attention:
ESET Remote Administrator Plug-in for Kaseya Improves Security Management
ESET®, the global leader in proactive digital protection, announced today an enhanced version of ESET Remote Administrator (ERA) Plug-in for Kaseya® VSA at Kaseya Connect 2015. The re-designed Plug-in integrates with Kaseya VSA to provide central management of ESET Endpoint Solutions across distributed networks.
At times the IT department and the custodial department share a lot in common. Both spend hours cleaning and disinfecting. Both clean up after user misbehavior. Except custodians get the snappy jumpsuits.
For the IT department, though, its Christmas office party mop-up is the extensive malware infection. Reimaging and rebuilding a workstation after a malware infection is a long, repetitive process that takes a couple of hours.
Rats and worms are on the way… should you be afraid? Unfortunately, for many the answer is yes! The new breeds of malware are increasingly sophisticated and can have devastating effects on companies large and small. The second bit of gloom is that malware volumes are going up exponentially. The AV-TEST Institute is registering over 280,000 new malicious programs every day, so Remote Access Trojans (RATS) with worming functions are just one type of attack that can start to make your knees tremble. Just because we’ve seen APTs and other attacks devastate numerous large corporations this past year, including Sony, Target and Dairy Queen, don’t be fooled into thinking that the SMBs that most MSPs work with are immune. Seventy two percent of the breaches investigated, involve companies with less than 100 employees.
I’ve been working at a security vendor for the past 12 years and focusing on the service provider market for the last five, with a specific focus on small and medium business-focused MSPs. Over the years I’ve met with, worked with, collaborated with and, most importantly, learned from MSPs just like you. I’ve often day-dreamed about starting up my own MSP business, but have never pulled the trigger. What I have done, though, is imagine how I would do things from a security perspective, if I ever did decide to start my own MSP business. For my own future reference, and in the spirit of sharing my security-specific knowledge with you, I present to you my managed security blueprint.
Today’s threat landscape is exponentially more complex and sophisticated than it was even two years ago, as evidenced by the almost daily news of data breaches. So, relying on a single solution isn’t really practical–or the best option for your customers. Given that, I would make sure I built a comprehensive, multilayered solution offering to provide maximum protection (and to reduce any potential costs on my end for cleanups) for my customers.
Your clients face a barrage of security threats every day.
Unfortunately, many of them are probably using legacy, signature-based endpoint security systems. Those products struggle to keep up with the rapid evolution of malware and the increasingly ingenuity of attacks. They have become ineffective in today’s cybersecurity environment. Consider the following:
- Market research firm IDC reported in 2012 that “signature-based tools … are only effective against 30-50 percent of the current security threats.”
- Gartner weighed in on the topic, describing signature-based malware detection as “limping along on life support.”
- In a white paper, Symantec referred to signature-based approaches as “useless in encounters with new malware.”
- In a May 2013 CIO magazine article, Simon Hunt, CTO of endpoint solutions at McAfee, stated “We are seeing about 150,000 new pieces of malware every day… we’re purely on the defensive.”
“Simple can be harder than complex: You have to work hard to get your thinking clean to make it simple. But it’s worth it in the end because once you get there, you can move mountains” ~ Steve Jobs.
In this blog article, Don LeClair, Kaseya’s EVP for Product Management, expounded on the Product Design principles we follow here at Kaseya. In today’s post, I am going to discuss a specific design principle – Simplify Everything. I will explain how we used this guiding principle to design Kaseya’s Enterprise Mobility Management (EMM) solution with the sole focus of driving ease-of-use and thus greater value to our customers.
The fourth annual Kaseya MSP pricing survey attracted almost 700 responses from MSPs around the world. The 2014 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. We’ve described many of the findings in our series of MSP Pricing Survey blog posts over the past several weeks.
Based on the survey results, other market research, and conversations with leading MSP luminaries and advisors, here is a list of 10 tips for MSPs who would like to grow faster:
Position a small number of service bundles/tiers with increasing levels of capability. SMB customers want more comprehensive services and see strong value in attractively priced bundled managed services.
As an IT professional, you deal with the risk of threats every day – whether from lost cell phones, stolen laptops or weak passwords. That’s why Kaseya Connect, taking place April 14-16 at the beautiful Omni Orlando Resort, offers a host of sessions on mitigating risk and uncovering new business opportunities in a world filled with ever increasing security threats:
Making Money with Authentication-as-as-Service
How MSPs can generate new revenue streams, increase customer retention and neutralize their competition by offering their own Authentication-as-a-Service model.
First Determine Your Target
Before pricing any service it’s important to determine the needs of your target market. Smaller companies have lower revenues in general and are constrained in their ability to fund expensive services. They look for low priced offerings providing basic levels of support. Nevertheless, all businesses are interested in getting the best value for their investments (read largest ROI) and most will favor higher value, versus a lower price, if the value price fits within their budgetary constraints.
If every client wanted the same outcome you’d expect price ranges for more popular managed services to be fairly narrow, but in reality, they’re not. Consider the prices charged by respondents to the 2014 Kaseya MSP Pricing Survey for desktop support – see chart below. The chart shows the average desktop device support and maintenance charge per month achieved by the survey respondents. The results shown compare responses from MSPs who’s monthly recurring revenue (MRR) had grown at greater than 10% per annum to those who grew their MRRs at less than 10%. As you can see the range of prices is quite wide, reflecting the different value perceived by different customer segments in different locations.