Are the likes of Kaseya and Level Platforms going to become the new Distis?
I have been thinking about Remote Monitoring and Management (RMM) or what are also known as Managed Service Platform vendors quite a lot recently, players like Kaseya, Level Platforms, n-able etc. What I have been considering is not their technology which is fascinating or what it is being used for but the fundamental business model that they are driving. I have realized that it possibly pays to look at them as you would Google, where instead of seeing the leaders in search you find the most powerful force in advertising. When I look at these guys I now see the future of software and service distribution.
Beyond some of the basics very few of these vendors provide the wide array of point solutions required to manage a complete IT infrastructure, they rely on 3rd party vendors. Obviously the road previously trodden by the likes of Altiris or LANDesk who have opted to build or acquire these technologies and integrate them into their suites is available to them but they do not appear to be taking it. Instead they are providing a platform onto which vendors can integrate. They then develop a network of customers, the actual MSPs who service end customers. Once a third party solution is integrated the ability to deploy it to any of the end user organizations becomes fairly trivial just requiring a license.
The RMM vendors provide interfaces that let the MSP see what solutions could be sold to an individual end user, this is in effect a market place, and when pages become full of different vendors who address a particular problem there will become the need for a mechanism to control which ones float to the top of the list. The most obvious mechanism being I suspect that the ones who give the RMM vendor the biggest cut per seat will be at the top. The more they make and the better the integration with their platform the more they will help promote you.
15 years ago if you had a systems management product that you wanted to introduce to the market at some point you would seek out a distributor, someone with a network of resellers who could promote your product into their customer base. If I was bringing such a solution to market today I would head straight to the established RMM vendors and invest my disti margin with them.


I work for Kaseya and you have really hit the nail on the head.
I actually can’t even talk further about how right you are (NDAs).
Nice GT3. Got a modded M3 myself (bbk, coilovers). P-car is next.
I see you work for Symantec, too? Email me.