Monday Morning Impact – May 13

Published On: May 12, 2024Categories: Buzz

ESET Adds New Rebates and Benefits to Partner Program

ESET, a Slovak security company, has updated its partner program with new benefits for MSPs, VARs, NSPs and distributor partners. 

The company has created an annual rebate to incentivize renewals. For gold and silver partners who maintain an 80% renewal rate, they can earn up to 5% back. This program works jointly with ESET’s renewal-as-a-service (RaaS) program for channel partners with limited resources. 

“We’re proud to continue expanding ESET’s partner program, which offers rich margins, day-to-day marketing enablement, technical support and a next-gen portfolio of endpoint, threat intelligence and MDR services,” said Ryan Grant, Vice President of Sales at ESET North America. “We worked closely with individual partners, our partner council, and third-party advisors to gather unfiltered feedback throughout the last year – ensuring we aligned channel priorities with our investment strategy for the 2024 program. This approach ensures strong, long-term relationships, a growth mindset and commitment to mutual success.”

Program components include a 90-day onboarding and training program that includes in-depth product training and sales certifications for new partners, as well as a two-hour installation appointment with ESET technical experts to ensure proper configuration within the MSP’s environment. The company is also re-launching its North America partner locator tool as a premium resource for gold partners. 

“By aligning our updates with ESET’s partner program pillars – offering profitability, predictability and incumbency protection – we feel confident that our partners are positioned to expand their businesses in a fiercely competitive cybersecurity marketplace,” added Hope McCluskey, Director of Channel Marketing for ESET North America.

Channel Impact®
Based on qualitative and quantitative feedback from partners, including third-party surveys, the program is intended to insure that channel partners are positioned for growth in 2024 and beyond.

Kaseya Introduces New Subscription Service for MSPs

Kaseya, a Miami-based provider of IT management and cybersecurity software, has rolled out “Kaseya 365,” a new subscription service providing MSPs with the ability to more efficiently manage, secure, back up, and automate client environments.

The Kaseya 365 subscription includes remote monitoring and management (RMM), antivirus protection, endpoint detection and response (EDR), managed detection and response (MDR), patch management, ransomware rollback and endpoint backup. The solution also includes 20 core automations to significantly enhance workflow efficiency and reduce errors.

“Kaseya 365 is a monumental game changer – one that is going to flip the industry on its head and power its future,” said Fred Voccola, CEO of Kaseya. “With Kaseya 365, MSPs powered by Kaseya have a tremendous financial and operational advantage over their peers. Not only are their profits 30-50% higher, but they no longer have to make hard decisions about what technology to include for their customers based on cost.”

In addition, the company also unveiled a series of initiatives intended to further increase partner efficiency and profitability. These include the availability of all of its solutions via one-year and three-year agreements; the ability for partners to switch between Kaseya solutions as a means of providing flexibility while minimizing risk; the ability to modify or amend their contracts to account for a significant client loss; limits to price increases; and the ability to go month-to-month on certain services.

Channel Impact®
The strategy is intended to change the economics for MSPs, leading to a significant increase in profitability.

D&H Distributing Increases Credit Limits for More than 600 SMB Channel Partners

D&H Distributing has rolled-out a new set of credit line increases for its channel partner customers across North America. More than 600 D&H partners in both the US and Canada have received extensions to their credit limits, boosting them by an average of 50 percent. These extensions are being offered mostly to VARs and MSPs specializing in the SMB marketplace, delivering a greater ability to accommodate larger projects, enter new markets, or otherwise drive their practices upstream toward the mid-market profile. The increased credit is available immediately.

These increases bring the total amount of credit granted during D&H Distributing’s Fiscal Year 2024 to-date (ending April 30) to $400 million—the largest annual credit extension in D&H’s history.

To provide additional financing support for these solution providers, D&H has partnered with DLL Financial Solutions to extend 60-day terms on orders through 2024. This would include sales through manufacturer-funded programs from Lenovo, Extreme Networks, Intel, Lexmark, and Eaton. Access to additional credit and financing options can help partners accelerate efforts in areas like AI-readiness, cloud services, security, and transformative modern solutions for the evolving hybrid workplace like collaboration and videoconferencing products.

“D&H is famous for ‘zigging when others zag,’ offering credit extensions and other means of boosting partner outcomes in moments when competitors typically tighten their belts,” said Peter DiMarco, senior vice president, commercial sales at D&H. “We want our partners to have conversations with their end-users about emerging catalysts like AI, a potential Windows 10 end-of-service refresh cycle, or public sector business through D&H’s new relationship with Omnia Partners.”

The company works to expand the competencies of its partners in areas such as cloud services, ProAV, collaboration, UCC, mobility, Esports, digital displays, smart home automation, video surveillance, digital imaging, and server networks across a range of markets.

Channel Impact®
The potential boost in business for VARs and MSPs resulting from these extensions can translate to increased activity in the channel and a proliferation of new technology solutions throughout the North American business community.

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