How Kaseya ’ s Backup Concierge Reduces Risk and Boosts Revenue
Time to Talk Recovery
While MSPs sell backup solutions , what your customers are really buying is recovery , DeBenedetto says . “ What they ’ re really looking for is the ability to restore back to a point in time like an incident never happened , so you want to instill 100 % confidence in your ability to recover their data .”
When you ’ re selling backup solutions , the challenge is getting customers to understand the value rather than focus on price , he notes . To do so , you need to discuss their recovery time and recovery point objectives ( RTO / RPO ).
Simply put , their RTO is the maximum length of time that the system could be down following a failure . RPO is the maximum amount of data they could lose that ’ s acceptable . “ Those answers drive the cost of the solution ,” DeBenedetto says .
Ryan Rolfsmeier , CEO of Simplified IT Solutions , an MSP in Lafayette , Colorado , says customers that must meet regulatory requirements like CMMC or FTC have stringent recovery objectives . For his customers that require less than four hours of downtime , Datto SIRIS for BDR is his go-to . “ They have to invest in an appliance where you can failover to the appliance and run the network on the appliance . There ’ s not a lot of vendors that do that well . If I need that failover capability I ’ m going to choose Datto every time .”
How Many Backup Solutions Do You Need ?
Today , a typical MSP is working with three or more backup vendors to provide protection everywhere customers need it . With Kaseya ’ s IT Complete Unified Backup Solutions , you can safeguard your customers ’ business-critical data against ransomware , data loss , and downtime — no matter where the data lives .
Rolfsmeier is a good example of that . He also uses Datto SaaS Protection , which is included with his Kaseya 365 User license , and Datto Endpoint Backup , which is included in his Kaseya 365 Endpoint license . As a result , the cost of providing those services is greatly reduced , and his margin has gone up .
And because customers ’ backup needs can change , Kaseya ’ s FLEXSpend program lets MSPs switch their spend between Kaseya ’ s suite of backup solutions . For example , DeBenedetto says , “[ i ] f you have on-prem backup and you still have a year-and-a-half left on that appliance and you want to move them to Azure , you ’ re not stuck with that appliance . You can shift that spend over to our Azure backup .”
He adds , “ We ’ re here to be the easiest backup vendor that you could work with on the planet .”
Opportunity Awaits
With nearly three-quarters of survey respondents likely to switch backup providers , the time to act is now . MSPs who win these deals will be those who can recover their clients ’ data no matter where it lives .
How Kaseya ’ s Backup Concierge Reduces Risk and Boosts Revenue
Backup can be risky business for MSPs . On the technical side , if you put an inadequate solution in place , you risk disaster for your customers . On the sales side , if you don ’ t package and price your offering properly , you risk financial disaster for your MSP .
“ We find that only about two-thirds of MSPs sell proper backup solutions ,” says DeBenedetto . Worse , only 5 % of MSPs are maximizing the profitably of their services , according to Kaseya research , and most MSPs are juggling three or four different backup vendors .
Kaseya ’ s Backup Concierge program , launched in November 2024 , helps MSPs mitigate these risks . This purpose-built program taps the expertise of Datto staff to help MSPs optimize profitability while supporting their clients ’ data protection needs . Now , in addition to an account manager , MSPs get access to a dedicated backup solution architect who is trained to help MSPs close more deals , plus marketing assistance with pricing , packaging , and quoting .
Kaseya is rolling out the program throughout 2025 . “ Eventually , every single partner of Kaseya ’ s will have a Datto backup concierge assigned to them ,” DeBenedetto says .
Explore Kaseya ' s Unified Backup Solutions here : kaseya . com / solutions / unified-backup / or scan the QR code .
Colleen Frye is Executive Editor of MSP Success . A veteran of the B2B publishing industry , she has been covering the channel for the last 18 years , most recently as managing editor of ChannelPro . Her work has been published in a variety of media , including TechTarget sites , InfoSecurity Professional magazine , and Application Development Trends .
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