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What has been the impact of Covid-19? Although Covid-19 is now viewed as a past challenge, it has permanently changed the business landscape. Many SMBs and SMEs, previously hesitant to fully embrace technology, were forced to pivot overnight during the pandemic. Tis rapid shiſt increased profitability and productivity as businesses realised the benefits of reduced office overhead. In retrospect, the forced adoption of technology proved to be a


positive change for many, making them leaner and more efficient. Interestingly, enterprises, which typically lead in adopting trends, found themselves looking up to SMBs and SMEs during the pandemic. Tese smaller businesses, oſten with the help of MSPs, demonstrated remarkable agility and operational efficiency. MSPs played a crucial role in enabling these businesses to quickly adapt to the new normal, effectively sustaining various industries and ensuring continuity. As a result, enterprises have begun to recognise the value of


MSPs in their digital transformation efforts, leading to significant opportunities for co-managed IT solutions, where MSPs collaborate with enterprises on specialised projects to enhance agility and drive digital transformation. Moreover, the pandemic has highlighted the importance of


compliance and governance. As businesses adjusted to new ways of working, the need for robust compliance frameworks and governance structures became evident. Governments are likely to introduce more legislation to address these requirements and mitigate risks to the global economy.


What are the key legislation and compliance challenges? Customers increasingly demand compliance and governance services from their Managed Service Providers (MSPs), recognising their critical role in maintaining business integrity and security. Non- compliance can lead to severe consequences, including exclusion from supply chains, significantly impacting the Small and Medium-sized Business (SMB) and Small and Medium Enterprises (SME) markets. As a result, SMBs and SMEs increasingly require their MSPs or


internal IT teams to manage compliance, making it an essential requirement rather than an optional service. Tis shiſt is due to the growing complexity of compliance and the need for accurate interpretation of regulations, a challenge many MSPs struggle to keep up with. Governments worldwide are introducing more legislation to mitigate risks to the global economy, further heightening compliance pressures. While discussions around cybersecurity and cybercrime have been


ongoing for years, compliance is quickly emerging as a significant concern. Current frameworks, such as GDPR, the NIST framework, and the DORA framework, are just the starting point. As enterprises enforce compliance, failing to adhere can result in exclusion from supply chains, potentially affecting many businesses. MSPs are gradually adapting to these changes; however, customers


are becoming increasingly intolerant of compliance delays. Compliance is now viewed as essential, akin to having cyber insurance – it’s a necessity rather than a luxury. As governments begin to regulate technology, we can expect more mandatory compliance frameworks similar to public liability and indemnity insurance. Tis transition is not without challenges. Each geographic location may interpret regulations differently, leading to significant disparities


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in compliance maturity. Some regions position themselves as secure business havens, while others lag behind. Despite these challenges, MSPs have considerable financial


opportunities in this environment. Compliance services are in high demand, and those who can navigate the complexities stand to benefit. However, determining which legislation applies to them and ensuring proper compliance can be daunting for SMBs and SMEs.


How is the threat landscape evolving? Te evolving threat landscape in cybersecurity has become increasingly complex, with cybercriminals targeting even seemingly innocuous devices. Lower-level vulnerabilities in everyday items, such as Wi-Fi kettles and digital thermometers, are being exploited to access larger systems. For example, a Wi-Fi kettle purchased from a retail store was used as a backdoor to infiltrate a large SMB customer, illustrating the unexpected entry points for cyber-attacks. In another instance, an internet- connected digital thermometer in a casino fish tank was exploited to access high-level databases, showcasing the creativity and audacity of today’s cybercriminals. Te complexity of cybercrime has grown exponentially, requiring


sophisticated attacks that demand extensive documentation and resources. Cybercrime organisations have become highly structured and corporate-like, with large marketing budgets and employees oſten unaware of their involvement in illegal activities. Internal documentation from these organisations reveals their advanced operations and divisions. Additionally, the rise of consumer electronics companies like LG


and Samsung, which embed chips into various household items, has significantly increased the potential attack surface. Tese chips connect everyday appliances to the internet, making everything from washing machines to refrigerators vulnerable to cyber-attacks and creating numerous points of exploitation for criminals. Te sophistication of these attacks extends further, with


unscrupulous individuals within organisations being targeted. For example, employees might be offered bribes to introduce malware into company systems, highlighting the growing challenge of maintaining cybersecurity.


How does Kaseya benefit MSPs? At Kaseya, our primary focus is helping MSPs succeed in the market. Tis commitment is evident in our recent initiatives, particularly with Kaseya 365. While it may seem like just another product or subscription service, this initiative aims to transform unit economics for MSPs, enabling them to compete more effectively in the marketplace and do more with less. We recognise that MSPs oſten do not receive the recognition


or profit margins they deserve, especially compared to legal and healthcare sectors, which enjoy 25% to 40%. In comparison, MSPs typically achieve around 10%. Our goal is to empower our partners by investing in them, knowing that their success will, in turn, drive our own success. Tis ecosystem approach of giving back is a key differentiator for Kaseya. Our leadership team continually emphasises the value we provide


to MSPs. We are committed to driving change and empowerment for our partners and constantly seek ways to enhance this support.


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