Transcript
Since 2012, Enatech has been focused on delivering innovative cybersecurity solutions to safeguard their clients' data. But as the business grew, they hit vendor fatigue. There are so many different tool stacks. The sooner and the better that they talk to one another, the more time that you get back, and that time adds up. By streamlining their tech stack under one roof, Enatech unlocked enterprise grade security and scaled revenue to over $250,000 a month. Showing them that you're always looking and always watching, that makes the clients feel that I've partnered with the right MSP. This is how Enatech cracked the code on rapid, sustainable growth, turning platform efficiency into direct client impact. Talk to me about before the Kaseya platform, what was it, what were you feeling, vendor fatigue, just what was it like? So for us, we had so many different vendors, so many different tools. And one of the challenges was getting a tool that not only I could buy into, but my team could also buy into. And one of the, you know, things that we did is we switched PSAs and we switched RMMs because, you know, we were chasing the price point and not really understanding that it's not always about the price, it's about the gains that you can get as a company from the time you save. And I think that that was when we started to transition to really put value behind our time and how that time is a lever that can help you grow and grow impactfully. So how did you get into the Kaseya platform? It's interesting because the first Kaseya, official Kaseya product that I had was IT Glue. And that was kind of what really kind of catapulted me into the ecosystem. And I remember at the time before the Datto acquisition, you know, a lot of our stuff was in the Datto ecosystem. And then once that acquisition occurred, you know, we became even, you know, a stronger and better, you know, Kaseya partner. I think for me, what really helped us continue to stay a part of that was good account management. So the account manager I had at the time, she was, she was awesome. And she really pushed me into looking at the different tools in the portfolio and really dove in on how I could help my business grow. So when you're evaluating a vendor, how important is it for you to have a great platform that all the tools talk together? Yeah. So the power of integration is key, right? Because one of the things that we have to do is have efficiency in what we do. You know, in our industry, there are so many different tool stacks and the sooner and the better that they talk to one another, the more time that you get back in that time adds up quite a bit. So how would you say that Kaseya platform has leveled you up as a business? So I think for us, it gives us the ability to compete, right? So, you know, in our industry, there are various sizes of MSPs, right? And I think with us, it has allowed for us to be able to offer enterprise class solutions at an affordable price point for our clients. And it gives us the ability to grow at scale. So how would you say the Kaseya platform has directly impacted your clients? So I think it's given the clients the ability to grow at scale. I think for them, it makes that customer experience a little bit sweeter. You know, when you have so many disjointed tools, it's really hard for a client to be able to get efficient data, right? Or efficient reporting. So when we're able to do our QBRs and everything's in the same stack, it allows for us to be a little bit more prepared when we're providing that information for clients. Is there a tool set that comes to mind where you say, hey, this client, I was able to deliver X. It's been part of our journey trying to figure out, right, how can we grow and how can we mature at scale? So I think that there's a point where every MSP kind of gets stuck and we went through that period for three years. And the thing that actually got us over the hump was we adopted EOS internally and we actually joined TruePeer. And that was really helpful on two fronts, right? Because EOS allowed for me to keep my team accountable, but TruePeer allowed for others to hold me accountable. And I think that's one of the things that, you know, us leaders will forget is that we all are trying to develop and grow. So for us, you had to establish some type of framework of operational maturity. So tell me about MSP success. I want to hear that snapshot before and after. It's crazy because when I first started in the industry, one of the first things I ever did before I even got my first customer was I attended an event, right? Because I felt like there wasn't a lot of education on how to be an efficient and effective MSP. Well, fast forward 13 years later, because of programs like MSP success, there is an opportunity for MSPs starting out of the, you know, out of the races to really grow and scale quickly and efficiently. So for me, it was great because not only did I have a lot of resources, I had support with those resources, the power of peer, even from the marketing aspects of it, giving those insights that can help us get 1% better. And I think that that's the key differentiator for us is we're always looking for ways to grow, but to grow maturely, right? And to grow incrementally and to have bigger and greater impact in that growth. So how are you seeing operational efficiencies with the Kaseya stack? So what I've seen, at least from our side is to tickets per tech, right? We've seen that time get smaller and smaller and smaller. I think also with the technicians being able to have all these platforms cross-talk to one another, you're seeing less inefficiencies and more accurate reporting. You talked about data, let's pull that apart. How important is that to you in good data? So I think in this next iteration of where the industry is going, data is key and data is everything. And I think it's all about clean data, right? It's not garbage in and garbage out. And I think what platforms such as IT Glue and even a lot of the pieces in the Kaseya stack is allowing us to do is to hopefully eventually ascend to more of that agentic MSP. So let's talk about the big one, security. It's changing, it's changing, it's changing. How have you deployed the Kaseya platform on that? So, I mean, I don't know if you've heard of this thing called artificial intelligence, because I... Once or twice. Yeah. You know, so I think for us, you know, security was the conversation piece that allowed us to start to get the clients at the right seat and the right price. You know, when I first, you know, kind of started to grow, I didn't understand pricing and I didn't understand the best pricing structure or the way to have those tough conversations with clients. Security made that so much easier. And adopting tools like, you know, Rocket Cyber or SaaS Alerts, you know, those tools have allowed for us to continue to not only give our clients peace of mind, but to give ourselves peace of mind as well as we have, you know, as we bring in, you know, more mature customers. SaaS Alerts, Rocket Cyber. How have you seen those tools work together? And have you seen an impact at your clients? Oh man. Yeah. So one of my really good friends, he's a client of mine. He's actually, I mean, he was all the different companies and organizations he's been a part of, you know, he's always really worked at being an advocate for And the most rewarding thing was when he called me and said, Hey man, I forgot to tell your team that I'm on vacation. And they actually reached out to me because they saw I had logged into my email. And he's like, that's really cool stuff. Like that right there makes me feel like you guys are on top of it. And I think in our industry, you know, we all say we're proactive, but we really have a hard time displaying it. And, you know, some of us think being proactive is just showing a report, but when you actually reach out to a client in a moment, even though there was no incident, but showing them that you're always looking and always watching, that makes the clients feel that resignation of I've, I've partnered with the right MSP. I can tell you love the platform, but let's talk about your employees, your C levels, your, your help desk, you know, how are they using the Kaseya platform? One of the things that was really helpful for EOS was to get us all on the same page and rowing in the right direction. And when we started to really kind of look back at the tools and solutions, we learned that we were under utilizing most of our Kaseya stack. So now that I don't have to be the owner of all the different tools, our team has been able to really dive in and make some huge leaps and bounds. I think the one thing that really does stand out is, so I'm lucky enough to be able to work with my spouse. And, um, even Jessica has bought into the Kaseya stack. She doesn't just see it as something on the P and L. So that's been great. You heard it here, folks. Uh, if your wife buys in, you're in the right stack. Yeah. Okay. Um, let's get onto business continuity. Big, big phrase we hear out there all the time. How are you deploying the Kaseya platform in that, in that realm? So we start with the conversation, right? It's not just backup. It's business continuity. And I think that that's the number one thing that you have to get your clients to understand and resonate. Because let's be honest, backup is commoditized in so many ways, but business continuity is different, right? Because that is the spare tire that's going to get you through when you have that blowout right on the highway. And for us, what we've done is we've mandated it in the stack. Now, initially we would get pushback, but when you have the conversation around business impact and continuity, and how can I keep the business running? Even in a time of a disaster, every customer will buy it. How are you using it? How are you deploying it? Is it a compliance tool? Is it, you know, are you using it to make money? A little bit of both? What's, what's unpacked? Oh man, Vanahai. So, you know, it's, it's funny. Cause inside we have this like joke, I call it the ATM, the gift that keeps on giving. So one of the things that was great for me, that was really helpful for us was we had a lot of clients that were requiring some very baseline, very basic pen testing. So we were able to take those into projects and eventually turn that into a recurring revenue stream. So with the model of how Vanahai does the pen testing, we were able to get multiple clients on these quarterly pen tests, you know, scans, and that added not only value, but it made those relationships so much more sticky. For some of our clients, what we did was we would qualify them based on what their monthly spend was. And for a certain threshold, you would just get this as an added service, even though the other customers were already kind of, you know, covering the cost of that. And those clients not only appreciate it, they look at us differently because that is a disruptor, right? Because we're able to provide that type of deliverable at a very valuable price point. Are you using the Casaya platform to help your customers get compliant X, Y, Z? We work a lot in the health tech space and especially in the startup world where a lot of these companies are in their infancy, but they've raised a lot of capital. And what they're trying to do, right. Is to become SOC 2 or to approach high trust. And these tools have really helped us be more of those trusted advisors that we all seek to be. Especially when you're able to call, you know, someone from Casaya who may be a subject matter expert and have those, you know, unique conversations with your clients. We got the before let's talk after, where are you going? Well, hopefully to the moon. Cause you know, there's no other place to go, but for us, I think what we're trying to do is now understand and adopt AI into the different solutions. Casaya intelligence, huge announcement. And I think what that's going to do is that's going to move the needle even further for the outcomes that we can provide for clients. I think for us, you're going to see the shift from, it's no longer about tickets. It's about outcomes, right? You're no longer that trusted advisor. You're that almost like that business consultant. You're going to see this change for MSPs where they're going to have to really put that consultancy hat on and not only talk about the technology, but the impact of the technology and how it drives the business outcome for your clients. So how would you say you're going to deploy the Casaya platform moving forward? I think through mass adoption, right? So like we've been really lucky because, you know, in our industry, you don't see a ton of people, like people are still struggling even with getting their clients to adopt the security stack. And, and a lot of us do it because we're afraid we are, we're afraid to have those tough conversations. You know, what the Casaya stack has allowed me to do is to make those conversations easier because now it's under one roof, right? Now it's a consolidated platform. It's not me adopting a platform and having to eat the costs and then hoping at the renewal, I can catch it. It's me being able to have accurate and predictable pricing. And also for us, we use a transparent billing model and that has made those conversations so much more frictionless than they've ever been before. So going to the moon, going to the future, what are you going to look for in your vendors if you're going to bring them in? For us, it's going to be operational maturity. I think that they also have to have their own security and governance because that is so important because every vendor has experienced a supply chain attack at some level. And I think that it's not about whether or not you've experienced a supply chain attack, it's about how you respond to that attack. Do you have the playbook? I'm looking for a long-time partner. I'm not looking for a vendor. I'm looking for someone that's not only going to help my business thrive and grow, but we have a mutual investment in each other. And I think that that comes from the power of people. So talk to me about your business growth. Yeah. So when we started and it was just me, you know, the first client I signed, they paid us a thousand bucks a month. So 12 grand a year, not a lot of money to live off of. Luckily, my wife was really great at putting me on her back. I think what I really, where I was really lucky was I got, I was surrounded around good people, people that believed in me, they believed in my mission, my vision, and I think that that was the key piece to helping us grow. Now, fast forward today, we're over 250K a month in revenue. And it's a whole different, you know, lens and perspective, but similar challenges and problems as any MSP would have, you know, starting out. And I think for us, you know, what has really helped that number grow and improve has been good partnerships like Kaseya. And it's not just about the tool stack because tools are so commoditized, but it's about the value behind it and also thinking about the value and being able to, you know, show clients the value. And I think that those things have really helped us propel and grow. It has been an absolute pleasure. I cannot wait to see you go to the moon. Thank you for your time today. Incredible insights. I hope we do it again. Thank you. You're welcome.
