Kaseya expands its channel program

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Kaseya has expanded the Kaseya + Datto Global Partner Program while increasing investment in channel partners through doubled marketing development funds (MDF) and establishing a larger team dedicated to the channel.

Dan Tomaszewski, Executive Vice President Channel at Kaseya, explained the drivers behind these changes. He said it is all about wanting to see the customers grow and succeed. 

“With the executives running this program now, we bring the experience of having been MSPs,” he noted. “We’ve been there, we know what’s going on, and all my friends are still MSPs.” 

The channel unit has a strong focus on continuing to build this program around accelerating MSP growth. As the MSP landscape is changing constantly, so are their needs and what they require from vendors. Tomaszewski said the announced expansion is an effort to keep pace with the programs Kaseya offers to support MSP growth.

“This partner program is designed so that when MSPs succeed, we succeed,” he said. “Whether that growth is 500% or more, at the end of the day, it’s about having a program that is aligned with MSP needs.” 

This is part of an overall trend of vendors placing more emphasis on the channel overall and beefing up incentives. 

“Vendors are evolving their partner incentives for subscriptions and services, and these incentives will add to the existing arsenals that partners receive today, rather than replace them,” said Sharon Hui, an analyst at Canalys

Program Changes 

Kaseya recently acquired Datto, a provider of security and cloud-based software solutions purpose for MSPs. 

“Since the Datto acquisition, we’ve been building on their successful Global Partner Program to extend its benefits across all of Kaseya,” said Kaseya CEO Fred Voccola. 

The key details of the new Kaseya MSP program are as follows:

  • Enhanced Benefits Across All Tiers: The Global Partner Program is a tiered system with partners moving up depending on their annual spend: Silver ($1K), Gold ($25K), Platinum ($100K), and Blue Diamond ($250K). The new program enables MSPs to combine their Datto and Kaseya spend, meaning that many of them will qualify at higher levels. Depending on their level, they obtain free services such as enablement team support, live technical webinars, 24/7/365 customer support, and free passes to industry events.
  • Increased Program Resources: Kaseya has increased the resources working on the program, allowing for more assistance in event planning and execution, as well as twice the amount of MDF to directly assist partners in the acceleration of their business.

“By doubling MDF resources, we increase both the funds and the human capital assigned to the program,” said Tomaszewski. 

For example, if an MSP requests money for a lunch and learn, they’ll get the funds, and they’re going to have an MSP enablement team to support them and possibly even attend the events with them. 

“We help them plan and grow their organization,” said Tomaszewski. “If we can help more partners grow their business, it’s a win for us as well.”  

He noted that company research and collaboration with many MSPs indicates that many channel partners want to do marketing events. However, they often don’t have the time and bandwidth to be able to pull these events together. Accordingly, Kaseya is doubling the resources and money in that category to help MSP partners. 

“Since we do these events weekly, we can leverage that knowledge, and what works and doesn’t work to create a path to success for our MSP partners so they can experience that success faster,” said Tomaszewski.

Additionally, all levels will get access to Powered Services Jumpstart and its marketing automation tool that allows MSPs to customize sales sheets to their business. This platform will also include exclusive content to assist MSPs through mergers and acquisitions. And the company is offering Virtual MSP Partner Days so that MSP partners can continue learning about the evolving market and how to grow their business. These one-day events will feature different learning tracks so MSPs can invest their time in what will help their business the most as well as can’t-miss keynote presentations and cash prizes.

Building a Big MSP Team

Along with the fanfare that accompanies the press release, Kaseya has materially increased the number of actual people involved in MSP activities. The team has surged from 3 to 60 in a short time — highlighting the strategic importance the company places on the channel. 

The MSP Enablement has grown from a three-person team under Datto to a 60-person team at Kaseya. This team is a mix of Kaseya and Datto leadership, including Matt Scully, channel veteran and former Datto employee, who has returned to the organization as a senior channel development manager. We’re also promoted three vice presidents of business development for three different regions — Michael DePalma (North America), Greg Jones (Europe), and Shaun Witherden (APAC). This team is exclusively dedicated to helping Kaseya’s MSP partners succeed.

“With the addition of the Datto employees and other resources, we now have teams across channel development, peer, Powered Services, concierge and social media,” said Tomaszewski. “They are all committed to helping our MSP customers grow.” 

With those numbers to count on, Kaseya is boosting the volume of custom content it creates for MSPs, along with a great many coaching and training initiatives for its partners to help them grow successful businesses. 

“On the enablement team, there are graphic designers, copywriters, former MSP/CEOs and public speakers,” said Tomaszewski. “We wanted to make sure that we are staffed to ensure that when people are taking advantage of our program, there’s enough time, money, and resources available to support them.”  

MSPs, then, should expect other vendors to follow the example of vendors such as Kaseya in beefing up their channel resources and making it more possible for them to do business.