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How To Future-Proof Your Business And Your Customers

Kaseya’s Matt Solomon tells CRN that ID Agent’s ‘secret sauce’ to being acquired had everything to do with their partner program. ‘Kaseya then saw that message and saw how strong of a community we were starting to build.’

Surviving long term in the modern era of emerging technologies, competition and ever-changing market forces requires IT leaders to focus on how to create lasting success.

At this year’s XChange March event, industry executives spoke about current trends impacting the channel, from M&A to security, to the importance of strategic partnerships.

Here’s what they had to say...

What’s The Secret Sauce?

In 2019, New York-based IT service management vendor Kaseya acquired cybersecurity startup ID Agent to add more end-user protection to its existing security management and infrastructure protection capabilities.

Matt Solomon, an experienced sales professional with more than 15 years in B2B, B2C and B2G environments, joined Kaseya via ID Agent and helped grow the business to more than 2,600 MSP partners worldwide.

Solomon told CRN that ID Agent’s “secret sauce” to being acquired had everything to do with the firm’s partner program.

“We became really valuable to our partners by making it much more than just, ‘Hey, you signed with us,’ we made it a true partnership and a lot of it revolved around sales enablement and marketing materials, and so it really empowered our MSPs. Kaseya then saw that message and saw how strong of a community we were starting to build,” said Solomon.

At the time, ID Agent became Kaseya’s fifth acquisition within 18 months.

Today, “We’re building a much larger community now,” Solomon added.

An Advanced Approach To Managed Security Services

MSP superstar Jason Wright, who recently took a job as director of technology and management consulting for RSM US, told CRN that when it comes to security, the “foremost focus” is on R&D.

“This is what we teach our customers. We have to take an even more advanced approach to security because, unlike a company who has to be worried about their employees, we monitor and manage the services for hundreds of thousands of companies,” said Wright. “So, we have to make sure R&D is a focus for us.”

The Importance Of Strategic Partnerships

John Burk of Hi-Fidelity has attended XChange since 2013 and attributes the company’s growth to the event’s networking opportunities.

“Dell’s been a really solid partner for us and then Intermedia has been a great partner for communications as a service, and call center as a service, and then BitDefender has been a great security partner,” said Burk. “These are all partners that we met at XChange in previous years, and so really helping us scale our business.”

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