Making Money With Kaseya

Transcription

1 Making Money With Kaseya How to offer your own Identity-as-a-Service (IDaaS) Model Julian Scott VP Sales, Identity Services Garrett Graney - President, IS Solutions Consulting, Inc. 1

2 Sound Familiar? 2

3 What is Identity & Access Management (IAM)? IAM is the security discipline that enables the right individuals to access the right resources at the right times for the right reasons. It reduces the mission-critical need to ensure appropriate access to resources across increasingly heterogeneous technology environments and to meet increasingly rigorous compliance requirements. - Gartner 3

4 What is IDaaS? Identity as a Service (IDaaS), also called IAMaas, refers to software as a service forms of IAM that require minimal or no enterprise on-premises presence of hardware or software. - Gartner 4

5 IDaaS Market Landscape Gartner estimates that over the next 5 years the average annual growth rate in the IDaaS market will be 37%. Estimated total spend on IDaaS was $300M in 2014 and it is expected to exceed $1B by

6 The Customer Landscape 60 % the number of small businesses that fail within six months of a cyber-attack. Source: Protecting Small Businesses Against Emerging and Complex Cyber-Attacks opening statement

7 The Customer Landscape 77 % percent of small firms who believe their company is safe from a cyber-attack, even though they do not have effective access control. Source: Protecting Small Businesses Against Emerging and Complex Cyber-Attacks opening statement

8 The Customer Landscape 87 % percentage of small businesses that do not have a written security policy Source: Protecting Small Businesses Against Emerging and Complex Cyber-Attacks opening statement

9 Why IDaaS Should Matter To You Customers need help.now! Looking for thought leadership from their MSP s Your competition isn t doing it.yet! You could already have a compliance obligation impacting your business: HIPAA Business Associate Agreement Your value proposition isn t resonating and you find yourself competing primarily on price. You are looking for a new revenue stream to drive growth. The market need is expanding rapidly. 9

10 How Much Can You Make? MSP Example: 10 internal users of AuthAnvil Customer A = 75 users Customer B = 125 users Customer C = 225 users Total = 435 users Subscription fee is based on 435 users and the volume pricing at that level = $2.50/user per month. MSP invoices at $20/user per month for their IDaaS solution. Monthly revenue = $7, (425 client $17.50 margin) 10

11 Why IDaaS Matters to Your Customers Unless their passwords look like 0x25CVi5(i7{9qk the passwords they are using internally are probably not as secure as they need to be. Their employees are reusing the same passwords across multiple business-critical resources. Employees write their passwords down. Enforcing password policies is a nightmare. Proliferation of BYOD Sharing passwords with co-workers Employees practicing bad password security puts the company at risk of falling out of compliance with regulations. 11

12 What Employees Hear 12

13 What To Look For At A Client Evidence that passwords are being stored insecurely: Spreadsheets Word docs In another software solution that is not secured with 2FA 13

14 Look Familiar? 14

15 What to Look For At A Client No documented or enforced password policies. Customers that are impacted by an industry or government mandated compliance requirement: PCI DSS: Retail and Hospitality HIPAA: Healthcare CJIS: Law Enforcement Sarbanes Oxley (SOX) Gramm Leach Bliley (GLB) Immediate or expected need to meet an auditing requirement. User logs: Who accessed what and when Password management policies: Actions taken to frequently change passwords or what action was taken when they have employee turnover 15

16 Have A Plan of Action Don t wait for the audit request to happen. Be proactive and help your customers ensure the policies, procedures and action plan are in place before they suffer a potential business disruption. 16

17 Helpful Resources

18 You Have An IDaaS Opportunity Now What? Top 5 Questions To Ask 1. How many passwords does the client currently manage and where are they stored? 2. Do they have staff members that remotely access company resources? 3. Is there a documented process for managing and auditing passwords? 4. Do they have applications or websites that staff have to consistently access to perform their work duties? (E.g. Office 365, Google Apps, Salesforce, Bank, HR Payroll Provider) 5. What is the process for changing passwords when an employee leaves the organization? 18

19 Kaseya IAM Partner Advantages Ability to accelerate seat growth and receive significant subscription discounts for all users. Volume discounts on software tokens, including free tokens for larger opportunities. Minimum 20% discount on hardware tokens and professional services. Flexible deployment options Complimentary access to the AuthAnvil multitenancy package Allows Partners to securely host customers on their own instance of AuthAnvil Ability to link on-prem customers to you as the Partner of Record. 19

20 Kaseya IAM Partner Advantages Access to prebuilt sales and marketing collateral to help drive new sales opportunities: HIPAA Security Checklist White Papers ebooks Product Guides Videos Full control over the client relationship via your partner portal account: Purchasing Token management Customer invoicing Kaseya has no billing relationship with your clients 20

21 Partner Requirements An existing Kaseya IAM customer. Minimum of 5 internal users. Have all 3 products in the AuthAnvil suite deployed internally. Minimum of 30 days experience with AuthAnvil. Passed the Partner exam in the AuthAnvil Academy. 21

22 IDaaS Market Landscape By the end of 2015, Identity and Access as a Service (IDaaS) will account for 25% of all new identity and access management sales, compared with 5% in 2012, according to recent Gartner research 22

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24 Join the IT Management Cloud Revolution Take the complexity out of IT management & security with Kaseya 24