Bill Falk, Kaseya

Channel Chief Name	Bill Falk
Channel Chief Title	VP, Sales
Company and Division	Kaseya
Markets Served:	MSP
Company's overall 2007 revenue:	200%+ growth
Percentage of revenue from solution providers:	80%
Number of years with the company:	4
Number of years involved with indirect sales:	20+
Number of employees in channel organization:	50+
To whom do you report in your organization?	Gerald Blackie, Kaseya CEO
Does that individual report to your CEO/president?	n/a
Describe your channel organization's major accomplishments over the past year:	Hosted our first user conference in Las Vegas. An over-capacity crowd filled the Four Seasons conference center in Las Vegas and listened to Guy Kawasaki deliver the opening keynote and throughout the conference had opportunities for education and networking with peers. • Launched Kaseya End Point Security (KES) providing world-class security for endpoints managed with Kaseya's IT framework. • Acquired the technology assets of Versora, a privately held desktop migration software provider, in order to bolster Kaseya's MSA software to include the capability to transfer user preferences, profiles, data and settings to new computers with the same or different operating systems. • Launched our Technology Alliance Program to provide improved customer service and support and improve software integration through collaboration with IT service companies. The first three companies to join the alliance were Autotask, Catbird and Tigerpaw. • Introduced our revolutionary emPower program, a comprehensive set of service offerings and support resources designed to 'empower' its customers to exceed the expectations of the consumers of IT services through proactive IT management and automation. • Announced plans to expand its network of partners, resellers and customers into the Middle East IT market. • Our managed service automation platform was named to CRN's Emerging Technology list. • Named XChange XCellence award winner for 'Best Software' at 2007 XChange Latin America Event • Recipient of CRN 'Editor's Choice Award' in the Netherlands
List up to 10 of your top products sold through the channel:	Kaseya IT Automation Framework (Managed Service Edition) • Kaseya End-Point Security module • Kaseya Back-Up and Recovery module
Describe how your partner community has grown over the past year:	We have had sustained growth of over 200% over the past year fueled primarily by our ITMSP program. • Continued Kaseya's global expansion to the Middle East IT market.
Name the one individual who has had the most profound impact on your life:	My grandmother has been incredibly influential in my life. She sold bread door to door in New York during the depression and taught me the value of hard, honest work.
Please name the single most innovative initiative for which you were responsible for the past year?	The launch of the Kaseya emPower Program was particularly significant as it builds on our effective IT automation software and provides our partners with everything they need to succeed. The program is composed of three distinct elements, each one delivering a unique set of services and support ensuring improved services are delivered and best practices are applied: • Kaseya emPower Education -- offers onsite and online programs around Product Education and Business Transformation. The Product Education helps customers get the most out of their Kaseya investment and realize the scale and growth their company can have with Kaseya software. Business Transformation Education helps MSPs ensure a successful foray into the Managed Services market. Whether a VAR making the shift in business model or a new venture MSP, Kaseya Business Transformation can help them succeed. • Kaseya emPower Out-Tasking -- provides assistance to MSPs to ensure uninterrupted service 24 hours a day, 7 days a week. • Kaseya emPower Toolkit - provides access to technical information, sales and marketing tools and industry knowledge resources that were developed through collaboration with successful MSP peers and industry analysts -- all experienced in implementing and delivering successful IT automation services.
What were the key channel partner investments you made in the past year?	• Kaseya emPower Education • Technology Alliance Program • Kaseya User Conference • Middle East IT Market expansion • Continued our 'Roadmap to Success' seminar series
How are you attracting the next generation of solution providers?	• Continued innovation in regard to our software and additional modules • Constantly reaffirming our commitment to our customers through the addition of new services and programs • Through our Roadmap Seminars, we continue to raise awareness of the benefits of the managed services IT model, and educate professionals regarding how to execute and capitalize on their work with Kaseya.
What is the greatest challenge you overcame in the past year?	Our greatest challenge has always been the general lack of understanding about the managed services model and its benefits to the channel. This year, the continuation of our educational Roadmap to Success seminars and other efforts to build awareness of the space, as well as excellent word-of-mouth on the part of our existing partners, paid off. People are now more familiar with the model and its advantages, and therefore it's no longer a question of whether transitioning to managed services is a good idea, we are able to concentrate on educating them about how Kaseya can help them to succeed in managed services. We can also look to addressing new challenges such as educating end users about managed services and how the midmarket space can benefit from this model.

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