MSP Heroes & Kaseya 365 Announcements

[00:00:01] Welcome to the Powered Services Podcast, your go-to source for all things MSP. Each episode,

[00:00:11] we're diving deep into the world of MSPs, exploring cutting-edge solutions, strategies,

[00:00:17] and insights that empower you to supercharge your services. Join us as we connect with industry

[00:00:24] experts, thought leaders, and tech visionaries who are reshaping the managed services landscape.

[00:00:31] Plug in, power up, and prepare to elevate your MSP game to the next level. Now, here's your host,

[00:00:40] Dan Tomaszewski.

[00:00:45] Greetings, everybody. Welcome to another episode of the Powered Services Podcast. Super excited to

[00:00:50] have you guys all with us today as we've got a special episode. And I am honored to have back

[00:00:57] with me, returning. It's about a good third time, I think, right? Third or fourth?

[00:01:02] I think so. It's been a few, man. Good to see you, Danny.

[00:01:04] Yeah, nice to see you. And yeah, we have Fred Vecola on with us today. I wanted to bring Fred

[00:01:09] on because, look, DattoCon just happened last week. All kinds of announcements and things took place.

[00:01:16] And I want to make sure that we can dive into a few of them and really have a good conversation. So

[00:01:22] thanks for being on, Fred, and willing to take on some of these questions with me.

[00:01:25] Dan, thanks for having me, man. I love what you're doing with this podcast. I remember when you first

[00:01:30] started it. And you got like 7,000, 8,000 people now downloading it and watching it. It's insane.

[00:01:35] So congratulations. It's super cool to see.

[00:01:38] Yeah, well, we're getting there. We're getting there. We're going to keep growing it. So let's

[00:01:43] have some fun today and talk about it. One of the messages I wanted to get in with you about right

[00:01:47] out of the gate is, you know, you talked about, you know, how MSPs are undervalued. Can you talk

[00:01:53] about that? Because I really think I heard so many people talking about that at DattoCon.

[00:01:59] And I think it's a great message to kind of bring to the audience.

[00:02:03] Yeah, I'll run through it, Dan. And if I start getting boring or if your audience starts hating

[00:02:07] this, you can just give me a heads up to go along. But that's something I feel really passionate about.

[00:02:11] And it's the reason why I chose to do Kasei or take over Kasei a decade ago. So we've been on DattoCon

[00:02:21] this year and Connect a couple months prior has really been the culmination of like 10 years of

[00:02:27] work, effort, thought, engineering, all kinds of stuff. Here is the view of the world to say,

[00:02:35] Dan, that really summarizes what we're talking about. Small to midsize businesses, the customers

[00:02:44] of MSPs, companies of maybe 2,000 employees or less, really the majority of SMBs are 25 to 500

[00:02:51] employees. They're making up the majority of economic growth in the Western world, the growth.

[00:02:59] They're making up the majority of new job expansion. And the reason for it's very simple.

[00:03:06] The technology, the business and the industrial systems that run small to midsize businesses,

[00:03:14] it's gotten very advanced. They've gotten the capabilities that the enterprise used to have,

[00:03:19] and they've come downstream to small to midsize businesses. So if you go back to like the 90s and

[00:03:24] 2000s, the productivity gain that fortune companies experienced, particularly American and Western

[00:03:33] European fortune companies was staggering. It really created another revolution of successful

[00:03:42] enterprise companies. It was for a while, the Japanese companies and other parts of the world

[00:03:47] overtook the US and Western European companies in terms of efficiency and productivity. Well,

[00:03:53] the technology revolution or the digital transformation of the 90s and 2000s changed that.

[00:03:58] And the productivity measures were unbelievable. And the more productive workers are, the better off

[00:04:05] an economy is, right? Simplistic way of thinking about it, but it's true. Well, those applications,

[00:04:10] whether they're business applications or industrial applications, they have now been,

[00:04:16] they've come downstream so SMBs can use and they can leverage them. So SMBs, small to midsize

[00:04:22] businesses can now compete globally with big brands and fortune companies. So that's what's

[00:04:29] driving the second phase of economic growth that we've seen in the last 25 years, it's SMBs because

[00:04:37] they're able to leverage the power of those apps. Now, because those applications are so damn

[00:04:42] important, those applications need to be always available and always secure, right? And these small

[00:04:53] to midsize businesses don't have giant IT departments like the enterprise does. They have MSPs, right? So MSPs

[00:05:01] are literally the most important factor at keeping the economic engine that North America, Latin America,

[00:05:12] Western Europe, and even parts of APAC have been driving with. That's the SMB growth engine. And it's

[00:05:19] all the MSPs are the heroes. Here's the problem, Dan, or the challenge that we have as an industry.

[00:05:24] This is what Kasay is trying to solve. Here's a stat for you, which is just unbelievable. I know you

[00:05:30] know it because we've talked about it before, right? But so your listeners to hear, the average MSP,

[00:05:34] average MSP in the Western world has a 10% profit margin. Some have 30, some have zero, but the average is 10.

[00:05:42] And when you think about who are the business service providers that the MSP's customers,

[00:05:52] those SMBs use, they use an MSP. They also use law firms and they also use accounting firms, right?

[00:05:59] The profit margin, the average profit margin of a law firm is 40%, 4-0. The average profit margin of an

[00:06:07] accounting firm is in the mid-30s. So here's the reality. The MSP, which undoubtedly is the most

[00:06:17] important and critical service provider, not only for the small to mid-sized businesses, but for our

[00:06:23] economy, they're running at 10% profit margin or a third to a fourth of what the law firms and the

[00:06:30] accounting firms that serve the same damn customers. And that's bad. That's risky because a 10% profit

[00:06:37] margin business doesn't have a lot of room to invest. They don't have a lot of room to make errors.

[00:06:43] You know, they're one or two or three customer churns away from maybe going out of business or,

[00:06:48] you know, and the technicians, the engineers are overworked because when you're running a 10%

[00:06:53] margin, you can't afford to do anything. What we're trying to do at Kaseya and what our Kaseya

[00:07:00] 365 platform is about is changing the unit economics of the MSP industry. So MSPs look more like a law firm

[00:07:12] financial, right? We need to get the MSP profit margin to 35, 40% in aggregate as an industry.

[00:07:20] So the people doing 20 are doing 60 and the people doing zero are doing 40. We have to do that.

[00:07:26] And if we do that, the first off the MSPs benefit financially, like there's no tomorrow. Their assets

[00:07:35] are worth four times as much. The engineers, the technicians that work at MSPs, they're not going

[00:07:41] to be overworked anymore. I can't tell you how many engineers and technicians at MSPs I talk to.

[00:07:46] And these guys are like, I'm doing 15, 16 hour days, five, six days a week. And there's no reprieve

[00:07:52] from it because the, what MSPs do keeps getting harder and harder and the unit economics are broken.

[00:08:00] So we're fixing that. And that's what we're about. And that's what Datacom was about. So it's,

[00:08:03] you know, that, that's our mission as a company, Dan. And, you know, we're doing that with our,

[00:08:08] with our K365 platform. Yeah. Everybody. I mean, even the week before in, in peer,

[00:08:14] we were talking about this with some of our members, but that message really hit home with

[00:08:19] a lot of people. When they, when you talk about the law firm, the law firm making 40% profits and

[00:08:25] the accounting firms making 40%. Let's say, let's say we have Dan and Fred's MSP, right? And let's

[00:08:30] say we're serving the architecture firm of, of Detroit, right? Your hometown. And they got 45 employees.

[00:08:36] What happens if their lawyer takes a month off? Nothing. They're probably happy. If we,

[00:08:43] their MSP decide not to do anything for a month, they're done. Yeah. Their business is done yet.

[00:08:49] That lawyer's making four times the profit margin for every minute they spend there. It's bullshit.

[00:08:54] It's not, it's, it's, it's not intentional. It's not that anyone's trying to slight the MSP.

[00:08:59] It's just that the industry's foundations are not the broken. Here's why the broken day.

[00:09:06] MSP is most typical, like P and L of an MSP, right? For every million dollars of revenue,

[00:09:13] they're spending maybe 60, 65% on labor, 20, 25% on the software and hardware kit to deliver their

[00:09:21] managed services. Those numbers are crazy. That only leaves 10% for profit. The reason

[00:09:27] that the reason that happens is the majority of software and hardware products that MSPs use to

[00:09:38] deliver their managed services and run their business are point solutions that were not designed

[00:09:43] for MSPs. They were not designed for the multifunctional technical workflows that MSPs do.

[00:09:52] They were designed for Citibank. They were designed for, you know, for General Motors,

[00:09:57] a town of yours down in Detroit, right? Yeah. That's their design. And they're designed in two ways.

[00:10:03] One is they cost enterprise prices. They, you know, Settle One is a great product, great product. It costs

[00:10:13] general, it costs what General Motors will pay as an example. The second thing, and this is probably

[00:10:18] more important than just the cost. Settle One's a great product. Settle One's market or CrowdStrike or,

[00:10:25] you know, or Avante or any of these enterprise facing products, they're made for the person

[00:10:33] in the IT department of the enterprise company that all they do all day long is that one function that

[00:10:42] their product solves. The CrowdStrike team is selling to the group at General Motors that does EDR.

[00:10:49] At most MSPs in North America, I hate to say all, but most, I don't think that there's a single

[00:10:57] person whose job is to just do EDR. Veeam, another example, great company, really nice product for

[00:11:03] virtualized backup. I don't know how many virtualized backup administrators exist in 25,

[00:11:10] 50, 100, 200, 500 person MSPs. I can tell you Citibank's got about a thousand of them.

[00:11:16] So what MSPs have had to do is they've had to build their own stack by piecing together

[00:11:26] point solutions that were made for the single solution user in the enterprise

[00:11:34] that don't have any integrations built with them, that don't work together, that don't allow the MSP

[00:11:40] to build automation. They just don't. And they also cost, they cost a lot, they cost a lot of money.

[00:11:48] Right.

[00:11:49] We're dealing with, say, 365, Dan, is we've changed that. We include everything that the MSP needs

[00:11:56] in this platform. We charge one third, one third as much as the MSPs are paying for the single point

[00:12:06] solutions that they use. And here's the magic of it. Because we own all the kit, right? Because we own

[00:12:13] it, we're able to build meaningful integrations at the application layer inside of our products.

[00:12:22] You can't integrate two products from two vendors in a meaningful way if you don't own the actual

[00:12:29] software, because you can't make changes that impact workflow. And then that integration allows AI to

[00:12:37] come and power those integrations to make them automations. And we were able to automate

[00:12:44] upwards of three quarters of what MSPs do. It's super cool. We launched, say, a 365 user.

[00:12:52] At Datto. Say a 365 user is the second iteration of 365. This includes everything needed to prevent,

[00:13:01] respond and recover to threats to users, to their identity and to their data. Right. Add that into

[00:13:10] Kaseya 365 endpoint, which we released in Las Vegas in May, which is everything that you need to manage,

[00:13:17] secure and back up an endpoint. That's the majority of what MSPs are doing.

[00:13:22] Yeah. And not only is it cheaper, it's fully automated. And I'm going to give you one example

[00:13:28] of automation, Dan, and for people to hear this, because this is super cool. In Kaseya 365 user,

[00:13:36] we have an automation that we call drop a fish. We're cheesy. We give names to our automation,

[00:13:42] right? Because we're, that's who we are. My dog is the AI engine that builds all the stuff. And my dog

[00:13:48] likes to name the, name the automation, right? Cooper, Cooper AI engine produces it. But this is

[00:13:53] super bad-ass. So like you think about security awareness training and you think about security

[00:14:01] simulations and how that works. Most MSPs hopefully are doing at least once a year, preferably once a

[00:14:10] quarter security awareness training for their customers, employees, right? And they're probably

[00:14:16] going to run a simulation after, you know, a couple hours or a couple of days or even weeks

[00:14:20] after the security awareness training to simulate a threat and make sure that people paid attention

[00:14:26] in the awareness training program, right? They also have hopefully deployed at their customer

[00:14:34] locations like anti-phishing or anti-ransomware kinds of technologies. Now, or end user security

[00:14:42] products has that for another way of saying, yeah. Now when you run a simulation, the MSP has to configure

[00:14:52] not just a security awareness training product, make sure it's talking to the end user security

[00:14:57] product. So the security product doesn't flag the simulation as something bad, right? You don't want

[00:15:02] to do that because if they flag it as something bad, then you're kind of telling the user, Hey,

[00:15:09] like don't do this. You, you defeats the purpose of a simulation. That's like four hours of work. If

[00:15:13] you're using like a know before or another great product for security awareness training and a

[00:15:17] mind cast or proof point or something for, for, you know, anti-phishing or email security, it takes

[00:15:23] 30 minutes, an hour, two hours, four hours, a long time to do that. Not only that, then you got to

[00:15:30] remember to unconfigure it when you're done. A lot of people, what I've heard a lot of MSPs tell me is

[00:15:36] they just turn off their email security for the time of the simulation in its entirety.

[00:15:41] That's really risky. Yeah. So they work around that problem. Well, that's a problem because,

[00:15:47] you know, then you're opening a window where you have no security protection. So in our platform,

[00:15:53] it's one button and that process is done. Our email security product recognizes that it's a simulation

[00:16:01] that's coming and it will not flag the simulation because it's the same product.

[00:16:06] So that's an example of a workflow automation that we provide. And there's hundreds of them.

[00:16:11] And, you know, we, we think things like that combined with the price are allowing MSPs to

[00:16:15] operate at a much, much better level. Yeah. I mean, you talk about the drop of fish. I remember

[00:16:20] having at my MSP, how much time we spent on security awareness training. So that one hits home because

[00:16:25] we were spending hours in having to go through all the filters and whitelist and to hit one button,

[00:16:31] it would have been a dream. So, you know, another thing, you should go back to being MSP,

[00:16:37] man. You can take this off or run with it. I got the insider secrets. Now I think I could do it

[00:16:41] and I could do it a lot more profitable. You know, but looking at some of this stuff, I mean,

[00:16:46] there was a lot of buzz, you know, about the Kaseya 365 user. And just now, like you mentioned,

[00:16:52] there's the endpoint, there's user. It's all the things an MSP needs to be able to go out there and

[00:16:58] do, you know, do their work. But you also mentioned, or not mentioned, you announced at

[00:17:02] the show, the acquisition of SaaS Alerts is another big reveal. How does that play into,

[00:17:07] you know, the Kaseya 365, but just helping MSPs efficiency?

[00:17:11] Yeah. So SaaS Alerts, you know, Chip, the founder and Jimmy Lippey, good friend of mine as well.

[00:17:17] They've done just a great job with this business. So SaaS Alerts, as you know, and maybe your

[00:17:21] listeners know or don't know, it's a, it's a new category of technology, right? These Chip and

[00:17:26] Jimmy were really smart. They built something which is called cloud detection and response.

[00:17:31] And the easiest way for me to articulate that is to think about it's EDR is to an endpoint,

[00:17:38] what CDR is to a user, right? You know, users are accessing all kinds of SaaS applications,

[00:17:45] not just, you know, M365, but a myriad of SaaS apps. And CDR monitors their, all the patterns

[00:17:51] and what's happening and make sure that there's no threats attack. It's, it's, it's brilliant.

[00:17:57] And that business has exploded. I'm sure most of your listeners here in the channel, we've,

[00:18:01] you've seen them, heard them, whether you've adopted them yet, adopted it yet or not, you

[00:18:06] soon will. So we bought them because it's something that we believe is required.

[00:18:10] It's required for, for best practices in security management. And we include it for free and Kaseya 365

[00:18:16] user. The reason we did that is again, because MSP should be doing it.

[00:18:25] It's not cheap. Nothing's cheap, right? Maybe it runs like a dollar and a dollar a user out,

[00:18:30] I think is, or 80 cents a user, a dollar 20 user in that range, depending on volume.

[00:18:35] You know, there's, if you have 15 things at a dollar a user, you're paying $15 a user for your

[00:18:42] user-based security. Like it just, this, the shit just adds up and our job is to knock it out. So

[00:18:49] I'm super proud of the fact that we bought SAS alerts. And I think it's an amazing company with

[00:18:54] some amazing engineering and product work. And it's already integrated into Kaseya 365 user.

[00:19:00] And we include it for free. It's something everyone should do.

[00:19:03] That's awesome. You know, but another big announcement that you talked about some exciting

[00:19:07] news around backup at the show. And I think for a lot of folks, I mean, you always hear about how

[00:19:13] can we be better at selling backup? How do we get better profit margins around it? And just really

[00:19:17] having that it's complex, but we're, we're tackling that in a different way. Can you kind of talk us

[00:19:23] through what we talked about at DattoCon around that?

[00:19:25] Yeah. So we have, we have something called the partner first pledge and we announced the partner

[00:19:30] first pledge at our, at our Kaseya connect conference, connect global in Las Vegas.

[00:19:35] Same time we announced Kaseya 365 endpoint. The idea around the partner first pledge is to cut

[00:19:42] through kind of the BS and marketing stuff is we are a company that is all about MSPs and them being

[00:19:51] successful. Now, like any company, we've made mistakes and we do things sometimes for good

[00:20:01] intentions, but they ended up not happening the way that we want. So we wanted to be very clear

[00:20:07] and listen to the feedback that our partners have been giving us about a couple of key things. And

[00:20:13] that's where we came up with like a price lock guarantee. I think we're the only company in the

[00:20:17] channel that commits to keeping their prices low. Like it's pretty cool. A catastrophic loss where,

[00:20:23] you know, if an MSP loses a customer that makes up a big portion, you know, their business,

[00:20:29] we, you know, we work with them not to hold them accountable to their financial obligations and

[00:20:34] just things that are common sense things to try to be a good partner. And we looked at our partner

[00:20:42] first pledge and a data con we kind of, we released another aspect of it, but this pledge isn't just

[00:20:50] about sharing in the risk of our partners, right? The partner first pledge started as how do we

[00:20:55] demonstrate to our partners that we are contractually willing to share in their risk in their business,

[00:21:02] right? Good. A good partnership is one where things are good. Everyone's happy, but when things

[00:21:06] get tough, people stick by you. So how do we, how do we show that we can do that in a commercially

[00:21:10] responsible way? And we've done some of that. Now we said, well, how do we help an MSP grow? You know,

[00:21:19] part of our pledge to our partners is not just sharing the risk, not just change the unit economics.

[00:21:23] So, you know, you guys can really rock it, but how do we help you grow? How do we help MSPs powered

[00:21:29] by Kaseya have 90% market share in the communities they serve? So we started looking at it and then

[00:21:36] we talked to a lot of MSPs and here's the feedback we got, Danny. The feedback was backup, by the way,

[00:21:42] we're the largest backup provider by far in the channel, by far, close to a billion of ARR and

[00:21:48] backup. So you'd look at our business. It's huge. So we know a lot. And what MSPs are telling us is

[00:21:54] backup is a big piece, the biggest piece in many cases of their financial contractual deals with

[00:22:03] their customers. And a lot of people said, I think the data came back, one third of MSPs said they don't

[00:22:10] feel that they are good enough or they have enough knowledge to convince their customers about proper

[00:22:18] BCDR implementation, what they should be doing. That's a problem, right? Because as we all know,

[00:22:22] a lot of SMBs, you know, they're not always the most technically astute folks and they don't always

[00:22:28] want to do what the MSP tells them. And as much as we love our MSPs, their technicians are not,

[00:22:33] they're not sales folks, right? The second thing we heard from two thirds of our MSPs is that backup,

[00:22:42] they don't know if backup is profitable for them. They don't know if they have the right backup

[00:22:48] architecture, if they're charging the right way, if they're deploying it, they weren't sure.

[00:22:54] Now we heard that and we're like, well, how can we help? And so we decided to take,

[00:23:01] to build upon the powered services that you and some of the folks built over the last six years,

[00:23:07] seven years, actually longer than that data. You probably started doing that a long time ago,

[00:23:10] but build upon the powered service idea and create something called a backup concierge.

[00:23:16] And then we started really looking at what that could be and talking to a bunch of our council

[00:23:21] advisors and MSPs. And this sounded like a really good idea. So here's what we're doing.

[00:23:25] This is no charge to the MSP. It will never charge an MSP for every MSP partner of Kaseya has a,

[00:23:34] will have by the end of February, North America, it'll be the end of this calendar year,

[00:23:41] 2024, in case someone's listening to this in 2025, a dedicated backup concierge to work with you,

[00:23:49] to help make sure to help you in your selling efforts, in your pricing, your configuration efforts,

[00:23:56] every one of your customers to make sure that you don't have customers or the MSP doesn't have

[00:24:02] customers that aren't properly backing up and protecting their environment and they're willing

[00:24:08] to pay for it. The second thing is to work with the MSP to make sure that they understand their

[00:24:14] internal financials, that the technical architectures are right, that they're charging the right amount,

[00:24:20] or that they're not over-servicing and under-charging or vice versa. Because backup can be

[00:24:25] complicated. It can be very complicated. So that's a big announcement. It's a big investment.

[00:24:32] We're looking at a couple of hundred dedicated backup concierges to be in the organization by the end of

[00:24:38] February. That's a, that's not cheap. And it's something that we think will obviously it'll pay

[00:24:43] dividends for Kaseya, but you know, to be very blunt, our business is so correlated to the success

[00:24:49] of our partners. It really is. I mean, it's, if you, if you're to look at when we do well,

[00:24:56] when we don't do well, it is so correlated with our partners. Anything that we invest to make our

[00:25:03] partners more successful, selfishly drives our financial benefit as well. So this is kind of a

[00:25:08] no brainer. You know, we talked to the board about it. They jumped on it. It's a great idea.

[00:25:12] So we're pretty pumped about this. And you know, this is going to be really interesting to see how

[00:25:17] much this helps our partners and how further this changes the financial landscape and the operational

[00:25:24] landscape of our partners. Again, when the MSP technicians and engineers are overworked,

[00:25:29] they quit, they, they don't want to be there. It's MSPs don't add new customers because their

[00:25:35] engineers are overworked. You know, it's something we're looking to fix.

[00:25:38] Yeah. And as we wrap this up, cause there's been a lot of stuff that's been great. I mean,

[00:25:42] the announcements and the buzz, I think there's two things that I kind of want to ask that you

[00:25:47] can maybe wrap us up on is, you know, look, we're coming to the end of the year, you know, 2025

[00:25:51] is coming up for us. What do you think's in store for MSPs in 2025? But I want to add a little

[00:25:57] bit of a spin to that. You know, what does that look like if you're an MSP powered by Kaseya?

[00:26:02] I've heard you say that a couple of times, but what does that mean if I'm an MSP that is

[00:26:07] powered by Kaseya and looking into 2025?

[00:26:10] Here's what you can expect in 2025. A couple more acquisitions, a couple of new capabilities

[00:26:19] into Kaseya 365 that will not be charged for. I think that MSPs powered by Kaseya can expect there

[00:26:28] are going to be two more big drops of announcements, one in the February timeframe and one at our

[00:26:33] conference in May. They're all, they will both be equally industry changing.

[00:26:40] Our mission's really simple, dude. We just want MSPs to get the respect they deserve,

[00:26:48] the recognition they deserve and the financial rewards, you know, that come along with that.

[00:26:54] We got to change this industry, not just because we're going to make money doing it, or we're going

[00:26:59] to help MSPs make money, or we're going to help MSP engineers, you know, have better lives.

[00:27:04] If the MSP community overall doesn't, if it fails, it, I mean, it hurts our nation. It hurts our,

[00:27:14] it hurts the whole Western world. And that's a pretty cool mission. I got to be honest,

[00:27:19] like it's a banging mission. It's cool to be a software guy that in addition to liking to build,

[00:27:25] like I'm a nerd. I like to build, we like to build cool stuff, but we're also like actually

[00:27:30] helping people, you know, it's, it's super cool. I think you're going to see a lot more of that.

[00:27:36] And MSPs powered by Kaseya by the end of 2025. If what we accomplish is,

[00:27:44] if we accomplish what we're trying to, to do, I think it's reasonable to say

[00:27:51] there will be a very visible demand from small to mid-sized businesses when they are selecting

[00:27:59] their service provider. They're going to inquire if that service provider is powered by Kaseya.

[00:28:07] If they are powered by Kaseya, they will start to see that the brand recognition of powered by Kaseya

[00:28:15] is going to drive more business to those MSPs. So not only will they be more profitable,

[00:28:24] have much more automation, but they're going to start to be asked by name. Very similar to

[00:28:31] when people were shopping for PCs in the nineties, they wanted it to be Intel inside.

[00:28:37] You know, you're starting to see that same kind of thing happening and that's a big part of what

[00:28:42] we're doing. And, uh, that we're trying to make this community better.

[00:28:45] Yeah, that's awesome. And like everything you're, everything you're talking about, I get to witness it

[00:28:50] firsthand, you know, running a peer group. Um, you know, one of the things we've seen MSPs come into

[00:28:56] the peer group that were five, six, 7% net profit and making their kit cost powered by Kaseya.

[00:29:03] This last quarterly meeting, I saw someone went from a five and a half percent to a 22.3%.

[00:29:08] That's awesome, dude. And like a half percent margin business, man, that's, that's so they lose one

[00:29:13] customer. They might go into business. Exactly. And they did all of that by just changing their kit.

[00:29:17] They didn't add a single customer in that. Like, so that's really powerful what it's doing to the

[00:29:23] unit economics for an MSP. And just the stories I heard, even at DattoCon, I heard an MSP say they

[00:29:28] moved over to Kaseya 365 and they were able, they're getting this bigger office. They got more staff.

[00:29:34] They're going in the savings that they're doing is paying for their facilities. Like, it's just

[00:29:39] really awesome to hear the impact that it's having in so many different areas. So.

[00:29:44] Yeah. And I think we're just scratching the surface of that because as people adopt Kaseya 365,

[00:29:49] there's a huge financial savings where the larger financial and operational benefit comes

[00:29:56] is from all of the automation that the AI engine builds into this kit. So, you know, you're seeing

[00:30:03] things like MSP saying, wow, for the, my engineers can work a four day week. Yeah.

[00:30:09] I had an MSP tell me that at DattoCon. I was like, I don't know. I'm sure there's more to it than just

[00:30:14] K365. Like I can give, I can give my engineers a four day work week and I can split my ships.

[00:30:21] And what that's allowed me to do is retain my people. I mean, there's so many ways this benefits the whole

[00:30:26] freaking industry. You know? And like I said, in the beginning, Dan, I'm sure we'll make a hundred

[00:30:30] mistakes along the way. You know, I mean, I'm hopefully nothing is nothing majorly material,

[00:30:36] but we'll make mistakes, but we are a 5,400 person organization. We're investing over a billion

[00:30:43] dollars a year, a year into this industry. And I think that kind of scale, I think we're going to

[00:30:50] leave it a lot better than we got it. And MSP is powered by Kaseya. Hopefully it'll be running the

[00:30:55] world. That's awesome. Well, thank you for coming on and sharing with me. Sounds like I'm going to have

[00:31:00] to have you back around the February timeframe to share some more intel and insights. And we'll share

[00:31:05] some stories too, about what's happening with Kaseya 365 and some more of the changes we're

[00:31:09] seeing. And, but always, I appreciate you coming on and spending time with all of us.

[00:31:13] Dan, thank you. And thanks for what you guys are doing for the community. Obviously, I know you're

[00:31:17] a part of Kaseya, but you guys kind of run independently and what you're doing is amazing.

[00:31:22] Appreciate it.

[00:31:23] Here at Powered Services, awesome. So super cool. Look forward to be back.

[00:31:26] All right. Thank you. All right, everybody. That's it for this episode of the Powered Services

[00:31:29] podcast. Until next time, everybody have a great day.

[00:31:34] And that's a wrap for today's episode of the Powered Services podcast with Dan Tomaszewski.

[00:31:40] We hope you're leaving with your mind buzzing with new ideas and strategies to revolutionize

[00:31:46] your MSP offerings. Don't forget to subscribe for more insights and join us next time as we continue

[00:31:53] to decode the complexities of managed services. Until then, keep powering through. And remember,

[00:32:01] the future of MSP is bright and fully charged. Thank you for listening and stay connected.