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This MSP is helping other MSPs to reimagine QBRs and to create connected conversations.

getKambium

getKambium was developed by a team with more than 25 years’ of experience as an MSP; and in working within MSPs and consulting with MSPs. The challenges faced by MSPs as technology has changed and cloud migration has become a reality. With fewer items of technology to support, MSPs customers have failed to get the full value of their shift to the cloud, either through poor advice or a lack of strategic insight into the real business needs.

Challenge
MSPs need to talk BUSINESS to their clients, not technical. The challenge is to give them tools and frameworks to do so. To help evangelize to MSPs that getKambium is a solution that can both navigate those challenges and deliver a better result for their customers, it developed tools and processes to help clients add quality advisory services to their offering, creating an extensive and tested toolbox of services that solve customers’ problems and create new revenue.
Solution
getKambium joined the Invent Program to further its standing in the MSP community and move consideration in the marketplace. ConnectWise supports an open ecosystem of vendors that allows MSPs a multitude of choice to power their businesses. Through this promise, the ConnectWise INVENT program was established to certify vendors for the MSP marketplace. Avalara became an INVENT partner, by completing a program driven by milestones and rigorous security checks.
Results
getKambium attributes a lift in its broader awareness, particularly in the key North American market, market validation; and its ability to build a deeper sales pipeline to the partnership with ConnectWise.

“We receive constant support from the Invent team. We are treated like a true Partner – a two-way relationship; not just a vendor or supplier.”

“The ConnectWise Invent program shows MSPs that we [getKambium] are invested – not only in our relationship with ConnectWise, but also for the MSPs in the industry. We’ve gone through security, compliance, and privacy checks to deliver the market a trusted solution. Simply put, it shows partners that we mean business.”

Everyone loves a good story (especially this writer!). So, before we get too far on how they do what they do and why it matters, we had to ask - what’s the story behind the name, getKambium?  

“Well, we were operating a separate business called ‘Kambium’ – and that was named after the rings inside a tree. It symbolizes growth. When our growth really accelerated some of our ConnectWise Evolve members asked us to share the software with them. We saw an opportunity here to bring our solution to MSPs and created this startup called ‘getKambium’ as a way to serve the MSP community and help them achieve growth like we did.”

Ahh, yes! That’s a perfect name and absolutely befitting of their solution.

Andrew is a veteran, having dedicated 30 years working in the MSP space.  He shared his perspective around the foundation and creation of GetKambium.

“What I learned from doing QBRs [quarterly business review] is that we tried to do them religiously --- to talk about backups, tickets, firewalls, or licensing. But at some point, the client doesn’t want that; they get fatigued by the monotony. You end up sliding down the management stack to the lowest person who can tolerate the meeting.”

Time to change the narrative.

“The problem we were trying to solve was how do we create meaningful connections with heads of companies that we serve. And we came to the realization that [these ConnectWise MSPs] shared the same goals with us,” Hunt continues. “They all had revenue goals. They all had business goals. They all had revenue goals. And, they all had risks they wanted to mitigate; to automate processes, reduce costs, and expand their market.  All these things require technology.”

Therein lies the opportunity. With the right audience, the right cadence; and a reporting tool that can pull it all together with strategic insights – MSPs will benefit from a boost if business acumen.

Hunt says it best, “This is not just a tech dashboard. We are putting the ‘B’ back in ‘QBR’ by giving MSPs the tools they need to make impact; engage at a deeper level and demonstrate real business value to their clients.”

ConnectWise Partnership

getKambium sought out ConnectWise to amplify its MSP reach and align to a well-known, trusted Partner.

“Sure our product could stand alone. But it works better with ConnectWise! It can consume information and aggregate customer data to shape relevant conversations.”

So, how exactly does the solution work and what level of support can MSP expect from getKambium? Turns out – it’s a lot.

“Sales is a process. And a long one at that. Our solution helps guide that process. We set out to create something that not only enhances customer engagement but also turns it into a repeatable, scalable process. It’s also a part of our fabric to provide coaching along the way. We are here, as experienced MSPs owners to help other MSPs see technology as something other than just wires.”

That shift in mindset is critical. As experts in technology, the MSP focus may have been on business with respect to solutions software and perhaps they missed the bigger picture.

“Prior to this solution [getKambium], MSPs may have used Word and Excel documents. But,

with getKambium, now MSPs can you uncover the business problem, and get the customer to think differently. In turn, this positions them as a consultative partner – one that is super systemized, organized and digitized. Our solution can read tickets, identify sales opportunities and all of it can be pushed through ConnectWise products.”

ConnectWise Invent Vendor Program

“First and foremost, it’s a great program --- especially for MSPs, because you know you can’t be everything to everyone as a solution provider. So, what we deliver, on top of ConnectWise solutions, is extensibility.”

Vendors like getKambium are specialists, subject matter experts [SMEs] in fact, in certain areas. And these niche businesses are key for providing specific solutioning for Partners.

“The ConnectWise Invent program shows MSPs that we [getKambium] are invested – not only in our relationship with ConnectWise, but also for the MSPs in the industry. We’ve gone through security, compliance, and privacy checks to deliver the market a trusted solution. Simply put, it shows partners that we mean business.”

Invent Program Manager, Jess Taveras [ConnectWise], an industry veteran, understands --- and, more importantly, anticipates the needs of her Partners.

“We have a deep bench of dedicated resources that assist with marketing strategies (webinars, livestreams, and blogs) branded visibility (Marketplace banners and position), in-person events (sponsorship opportunities, ConnectWise user groups).” says Taveras.

The key to helping vendors realize success is the strength of the collective team [Louie, Davina, , Andrea and Sean].  Everyone plays a different role, but together, ConnectWise forms a powerful consultative partner to all Invent vendor partners.

The Invent vendor program provides more than just the tangible resources; it brings the intangible too.

“We receive constant support from the Invent team. We are treated like a true Partner – a two-way relationship; not just a vendor or supplier.”

And that relationship is thriving with ConnectWise partners too. Given that they are a certified vendor, getKambium is reaping the benefits. “We are getting a lift in visibility and consideration. We want to be serious players. Going through this rigor and investing in ConnectWise shows MSPs that we mean business!”

Smart stuff, Andrew!

Check out getKambium to elevate your business conversations here.