So heterogeneity complexity is the only reason why you don't want go after large enterprises?
Gupta: It is one of the reasons. Besides, most of these companies already have a bunch management tools. It is difficult to convince them to replace all of that for a whole new holistic management suite. It's possible to integrate our product with other management products. But they don't really talk to each other well. Each company has its own release and competing offerings. So, integrating non-competing technologies is easy. However, a mid-market company that grows out and become large is a great customer for us, because they are already on the holistic management path. The large enterprises on the other hand struggle with this.
From a RMM company, Kaseya now transformed itself into an automation company. Why such a change?
Gupta: RMM will continue to be important, but that is not enough. Business users are not really concerned about what in IT is working and what is not working. They want to improve productivity. This means that the problem of IT management is a holistic automation problem. It's not just about silos of devices, servers, or network. And this was a transition that was ignited by the founding team.The new team was able to successfully take it forward.
Kaseya's growth had slowed down after 2010. Were you able to re-accelerate the growth after challenging couple of years?
Gupta: The scenario now is good. We had two good quarters. I know it's not good enough, because I am looking at a long term plan. In 5-10 years, we want to be USD 1 billion enterprise Software Company. As I said, we added more than 500 new customers in the second half of the fiscal. Our subscription bookings were up more than 50 percent. The cloud model and agile development methods allow us to be much more relevant in the market place. That's the key foundation of our growth. We now have a very focused sales effort. Besides, we are focused on growing our cloud subscription business. That's is our long term vision for the company. The world is or at least our market is going to move to the cloud. We are also trying to improve upon our marketing efforts. I think our marketing was not as good as it could have been.
How are you planning to improve your mindshare among the end-user community, considering you mostly sold to MSPs in the past?
Gupta: MSPs are still very important to us and we want them to understand that they can start offering higher levels of services to customers. We also are trying to reach out directly to customers. Our marketing program now focuses on CIOs and IT directors. We are also improving our focus on channels in markets like India, to reach out to customers.
Sign up for Computerworld eNewsletters.