The erstwhile CTO of CA Technologies, Yogesh Gupta took over as the global CEO of Kaseya in June 2013. During his recent visit to India, he spoke to Ramdas S on his plans for Kaseya, and the emerging trends in the MSP market
CEO, Kaseya speaks about his plans for Kaseya, and the emerging trends in the MSP market
There has been an ownership and management change at Kaseya. What steps have you taken since coming on board?
Start of 2013, Gerald Blackie, Founder, Kaseya, and some senior members sold their stake in the company to a private equity firm, Insight Ventures.
I came on board to lead Kaseya in June, and since then we have made several changes in the management team and have been working towards building next-generation products that would help both MSPs and IT organizations reduce IT complexities while increasing productivity.
The technology landscape has changed rapidly over the past two years. With cloud and mobility gaining ground, the job of an IT manager has become even more difficult, and this gives ample scope for MSPs to be more relevant to their customers as there are more problems to be solved.
In the past few months, we have made two significant acquisitions—Zyrion and RoverApps—that lay the foundation for future technology innovations at Kaseya. Zyrion has best-of-breed tools for cloud and data center management, while RoverApps gives us the technology to address IT automation requirements for BYOD. Our immediate goal is to ensure that these new acquisitions are integrated into our product portfolio, so that we can address the evolving demands of the market.
Under your guidance, Kaseya has completely switched to a subscription model. What are the reasons behind this move?
Kaseya is committed to addressing requirements of MSPs and IT organizations especially in mid-market. With cloud computing taking center stage, increasingly customers are demanding pay-as-you-go model.
In India, Kaseya was very aggressive till about two years back, but since then they have become very low profile.
Two years back we were sprinting, but now we are running a marathon. The investments we made in
“Two years back we were sprinting, now we are running a marathon. The investment we made from 2008-2012 wasn’t commensurate with the maturity of the local MSP market”
India from 2008 to 2012 weren’t commensurate with the maturity of the MSP market in the country then. As a result the investments didn’t bring in the desired results. At that time, the India leadership was thinking and acting way ahead of time.
But over the past two years, we have consolidated our operations and GTM by working with key MSPs who have a clear roadmap for their managed services business.
With our key MSP partners doing well, we are seeing more partners wanting to get into the automated managed services (AMS) space. Also the customers of our key MSPs have seen the value AMS brings to their IT delivery, and hence more customers are now ready to leverage it. So in essence, we have made solid progress in the past two years, but without much fanfare.
The mid-market AMS software market is getting competitive with players like Zoho and Sapphire entering the fray, and enterprise players like HP, IBM and CA aggressively focusing on the mid-market. How does Kaseya plan to counter competition?
There is nothing wrong in having more competition. It will grow the market.
I am least threatened by competition from IBM and CA. At CA, I ran the Unicenter business for many years and let me tell you that their tools are too complex and expensive for smaller MSPs and customers to deploy. CA has also been trying to attract SMB customers with Nimsoft which is free for up to 30 users. However, that strategy hasn’t worked.
However, we take companies like Zoho more seriously—their products and strategy are designed specifically for smaller MSPs and mid-market customers, which is also our target audience. At Kaseya, our focus is crystal clear—we target customers that have anywhere between 250 to 5,000 endpoints to manage.
At one point, Kaseya had 80 MSP partners in India, but today there are less than 30. Many partners got disillusioned as their MSP business failed to take off. How do you plan to convince these partners to start afresh with Kaseya?
Today, a majority of successful MSPs in every region are Kaseya partners. It is important to understand how certain partners found success and others did not.
The key step to building a successful MSP model