thebiginterview
HELPING MSPS NAVIGATE RAPID INDUSTRY EVOLUTION
The landscape for Managed Service Providers (MSPs) has been evolving quickly due to various factors, including the impact of Covid-19 on technology adoption, cybersecurity challenges, and talent retention issues. Greg Jones, Kaseya’s senior vice president of MSP enablement for EMEA, discusses the strategic relationship between MSPs and small to medium-sized businesses (SMBs), as well as the trend toward consolidation and specialisation in the sector.
What is your overall MSP strategy? MSPs are crucial for the success of SMB customers, providing essential services and operational support that help these businesses thrive. Our primary goal is to assist MSPs in achieving high operational maturity and growth levels. We facilitate this through comprehensive programs and incubator spaces that offer the necessary support, ensuring MSPs do not face growth challenges alone. I lead teams supporting MSPs in their business growth and
operational maturity. Kaseya offers various programs designed to foster this growth within an incubator-like environment. As part of our global partner program, I manage a substantial budget aimed at helping MSPs with marketing and business events, ensuring they have the resources for success. Tere is a dynamic correlation between market success and the success of our MSPs. Our go-to-market strategy heavily relies on MSP prosperity. Terefore, we invest significantly in supporting their needs through specialised programs, marketing funds, or other resources. Each year, we conduct extensive surveys among our partner
base across various geographic locations to understand their evolving needs. Sales and marketing have consistently emerged
12 | January/February 2025
as top priorities that keep MSPs awake at night. Our MSP reports reflect this, highlighting key areas where support and development are essential.
What are the primary needs of MSPs? We conduct an MSP report each year that surveys our partner base worldwide to capture valuable insights. One major challenge for MSPs is attracting and retaining qualified tech talent. Te demand for cybersecurity professionals has driven salaries to unsustainable levels, with some roles paying two to three times more than the standard. While this may temporarily solve staffing shortages, it creates long- term financial strains. Additionally, investing in training employees only to see them leave for higher-paying opportunities adds to this frustration. Tis issue varies by region and company culture and remains a critical concern. Despite these challenges, the market is still optimistic and buoyant.
We see a 7.5% increase in global technology spending, reaching £5.2 trillion. SMBs and SMEs actively invest in technology, even as other economic sectors are experiencing pullbacks due to fluctuating interest rates and inflation. Businesses increasingly focus on doing more with less, leveraging automation, AI, and machine learning, not just as buzzwords but as actionable strategies to enhance efficiency.
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