There was one other event this week, Kaseya DattoCon Europe. A three-day event in Dublin, Ireland, the company focused on Kaseya 365 and new capabilities such as Partner First Pledge, Cyber Insurance Fast Track, and TruPeer expansion. Kaseya’s Cooper Cares initiative is partnering with Irish Guide Dogs for the Blind to raise funds.
Two details from the event, both from Channel Futures. Kaseya’s new subscription program, Kaseya 365, has exceeded expectations, with over 3,000 MSPs signing up and over 3 million endpoints on the platform. Kaseya believes its low prices have put competitors on alert, and the CEO aims to increase MSP profit margins with the integrated software.
Second, VP of Business Development Greg Jones said Kaseya plans to overhaul its global partner program, focusing on empowering partners in sales and marketing growth. The details of the new program have not yet been disclosed, but Kaseya has introduced the Partner First Pledge, which aims to share both the success and risk with partners. The company also highlighted flexible contract options, catastrophic loss prevention, and extended cyber insurance coverage.
I will combine this story with another and tell you why in a moment. SPECTRA announces new Certification and Cyber Resilience Warranties in collaboration with Ingram Micro, allowing channel partners to differentiate their managed services and provide up to one million dollars in coverage per customer. This partnership aims to establish better cyber insurance solutions and enhance cyber resilience in the digital economy. SPECTRA’s business development team will attend the Ingram Micro SMB Unplugged event to celebrate the collaboration. The relationship between SPECTRA and Ingram Micro will expand in 2025 to include channel partners worldwide.
Why do we care?
At first glance, I didn’t think Kaseya announced anything. Kaseya’s loyal customers moved over. Assuming 25,000 customers, 12% have adopted their low-cost offering. Note something – the company didn’t say “new signups”, just “signups”.
But what intrigued me was the possibility – not the promise. Jones’s comment about redoing a partner program alone is a standard future promise, as every channel company redoes its program every so often. But let’s consider a move they might make that Ingram took a step towards – assumed responsibility.
Kaseya’s current offerings around loss prevention are non-zero and not particularly aggressive. The company is willing to differentiate in terms of finances. What if they were willing to differentiate on risk assumption – their breach shows their response plans are solid, and they understand the actual costs of recovery… and thus could move into real recovery protection for partners.
Is the new frontier for MSP platforms around assuming some of the risk? Now, that’s something worth switching to. Kaseya, or any of the platforms, has an opportunity to differentiate itself by assuming more financial responsibility for breaches and recovery. This could be a game-changer in the MSP market, where trust and security are paramount.
Because remember, CISA’s Secure by Design moves and the Biden Executive Orders are aiming to have software vendors already assume more responsibility. Thus, take a mandate and make it into a feature, offering a compelling reason for partners to switch or remain loyal. Hey vendors, that advice is free. MSPs, if I’m right… share this episode. Just sayin’.