By Ramdas S
Automated Managed Services (AMS) enabler, Kaseya has put in place an aggressive action plan to help its 100 plus partners net $50 million worth of service contracts by end of October 2010. It is also planning to set up a separate channel to address opportunities in the SOHO segment.
“In the first phase of our India strategy, we have successfully managed to convince mid-market resellers and system integrators about the advantages of the AMS model. Now we are in the process of ensuring that their investments start giving the promised returns. For this, we have put an action plan to help get our partners services contracts worth $50 million by end of October,” claimed Girish Krishnamurthy, Managing Director, Kaseya India.
To meet this aggressive goal, Kaseya has unveiled a series of partner-led marketing and pre-sales initiatives called Kaseya Smart Pilot. “In the past six months, our team, along with partners, has tried to generate interest among 7,000 SMB customers for AMS. Over the next quarter, we will go after these leads. We have set a modest 10 percent target in converting the leads into business. With an average 500 end-points per customer, this works out to roughly 3,50,000 end-points, which translates into services contract worth $50 million in aggregate,” he explained.
Kaseya has identified 25 of its core mid-market partners to achieve the set goal. “We will work closely with the select partners, ensuring that each inks service deals worth $2 million. Eventually this program will be extended to our 100 plus mid-market partners,” Krishnamurthy said.
Kaseya has set up an exclusive 9-member core sales team, whose job would be to help partners fine-tune their go-to-market strategy and assist with pre-sales consultancy. An additional 12-member field sales team has also been set up to help partners to close the deals. “In addition, our 22-member solutions team will work with partners’ technical team to help them deliver SLA-driven contracts,” he added.
To help partners convert business opportunities, Kaseya is helping them organize customer facing events, seminars, webinars and proof-of-concept demos.
Recently, Kaseya organized an event with Bengaluru-based Value Point Systems, where 100 customers participated.
Kaseya is also eyeing the SOHO and home market, and has started discussing strategies with top retailers and sub-distributors to address this market. The company is in discussions with leading telecom companies to address this opportunity. According to Krishnamurthy, the size of this market is more than 10 million installed PCs. “We have identified a top retailer in Delhi and will sign on a few more retailers to pilot a program. We will then fine-tune the business model to address this market. We are confident that by Q1 FY2010-11, we will be ready with a plan for the SOHO market,” said Krishnamurthy. |