Kaseya is rolling out a long-awaited demonstration programme, giving partners extended access to test new products before making licensing commitments. The move, confirmed during the company’s flagship DattoCon Europe event in Dublin this week, marks a notable shift in its go-to-market approach and responds to demands from its managed service provider (MSP) community to improve transparency, onboarding, and customer support.
Historically, Kaseya partners were often required to license new tools without meaningful trial opportunities—an approach that some in the channel say has stifled confidence and adoption. “It was something that came up in discussion with Rania [Succar],” said one UK-based partner at the event. “It was made clear that this would be extended to more products during the year —and it’s long overdue.”
Speaking to IT Europa in Dublin, Kaseya CPO Jim Lippie confirmed the new initiative is being driven in direct response to partner feedback. “It’s a big piece of it,” he said. “People need the opportunity to properly evaluate these products. When they feel good about them, they will sign up.”
Lippie—who co-founded SaaS Alerts before joining Kaseya—argued that rushed commitments often led to dissatisfaction: “If they buy it when they haven't fully evaluated it, and they sign a one or three year term, all they're going to be is upset. And that just creates negative feelings. It’s bad all the way around.”
He added that while some products already support limited trials, the new approach will expand coverage over time. “We’ve got 42 products… so you just can't wave a wand and change everything at once. But one thing you can do is be more flexible—and more partner-centric. That’s the overarching philosophy here now.”
When asked about the structure of the new programme, Lippie acknowledged that it remains ad hoc for some product lines. “You will have to talk to a salesperson in some cases, and we can set up a free trial… I would categorise that piece of it as ad hoc, because it's not formalised. But again, all things we're going to be working towards.”
He confirmed that around five or six products are already included in the scheme, covering security, management, and reporting tools. While not yet extending to storage offerings—“to test storage, you have to put stuff in”—he said the roadmap includes bringing even the more complex VSA and backup products into trial mode. “We’re working on making trials more accessible,” he said.
The programme was one of several new initiatives designed to boost partner success under the leadership of CEO Rania Succar, who took on the role just weeks before the Dublin event.
In her keynote, Succar acknowledged the need to address concerns around support and product maturity: “Many of you have shared with me that you'd like to see us increase our investment in product, improving product quality and improving the integration benefits of the platform.”
She added: “You've shared that you'd like to see us become more customer-centric. That's exactly what you'll see in the next chapter of Kaseya.”
Succar outlined four new corporate values—prioritising customer outcomes, delivering meaningful innovation, enhancing the end-to-end experience, and building stronger community collaboration. “We'll measure our success based on your success—revenue growth, profitability improvement, the impact you're able to deliver to your end customers. Those will be our North Stars.”
The trial programme follows a broader uptick in engagement, according to multiple partners. “There has been an improvement, but it's still sluggish,” one said. “We’ve been told that these delays are something they want to address.”
Succar appeared to acknowledge the issue directly: “When we commit to doing something, we're going to deliver it on time,” she said. “We’re going to raise the bar in every experience you have with us—from billing to support to onboarding to product reliability.”
Kaseya also pledged to ramp up its European presence, which Succar described as its fastest-growing region. “We’re increasing our investment across Europe by hundreds of millions of dollars over the coming years,” she said. “We’re going to invest in engineers locally. We’re going to invest in local data centres and partner enablement.”
With DattoCon Europe 2025 hosting over 1,500 MSPs and technology vendors, Kaseya used the event to showcase new features across its unified platform—including AI-driven automation tools designed to simplify repetitive tasks and strengthen integration across its portfolio.
Succar concluded with a promise to maintain focus on delivery and accountability: “We're going to continue working to earn your trust every day by driving meaningful innovation, exceptional customer experiences, and working to deliver outcomes for you and your end customers.”
