Supernova Award Category
Tech Optimization and Modernization
The Problem
Managed Service Providers have a problem - they cannot cost effectively serve their smallest customers. For us, Managed Service Providers (MSPs) are outsourced IT companies that manage small to medium size business’s IT infrastructure. The cost to hire an MSP to serve traditional systems makes the service impractical. This leaves small businesses, those with the weakest IT skills, unable to hire partners to help them improve. In aggregate, though, SMBs spent $134 B on IT in the US alone in 2016. Small CPA firms, community lawyers, dentists and other smaller medical practices fit into this category of business. How can MSPs access this market? Over time, solutions have allowed MSPs to tackle part of this market. Remote management software is a standard approach to this problem. This type of software allows the MSP to remotely access a user’s computer and fix software issues - but is the issue software? These solutions are not enough and do not adequately address the problem.
The Solution
To solve this problem, Datto developed a world-class Virtual Desktop Infrastructure (VDI), Datto Desktops. Unlike exisiting VDIs, Datto Desktops provides a complete solution. Existing solutions provide only software, or the option to run either in the cloud, or on premise. Datto Desktops’ flexibility allows for server deployment either locally or in the cloud. For customers who need performance, a local VDI server is used. For customers that don’t have or want physical infrastructure, the desktops can connect back to Datto’s cloud. Datto Desktops also offers the thin client hardware. Unlike other solutions that essentially require you to run a computer to connect to a computer, Datto Desktops thin client is an immutable and practically disposable piece of hardware. If there are issues with the thin client, simply unplug it and plug it back in, or throw it away and deploy a new one if there are hardware issues. Since all work is run in the cloud, nothing is lost.
The results
Datto’s 9 data centers are purpose built for storing production workloads during disaster recovery events. Datto Desktops changes the reliability requirements of the Datto Cloud from occasional outages to constant production for single customers. Datto Desktops disrupt the industry as a complete integrated solution of thin client hardware, software, and backend servers that can run locally, or in the Datto Cloud. No other industry solution is as complete or flexible. Datto can fine-tune every aspect of remote desktop experiences and create less work for MSPs. VDI offerings often result in poor end user experience when they include solutions from multiple vendors. Datto offers a complete solution with single-vendor accountability. By controlling thin client hardware, backend servers, and software that runs on both, Datto creates an amazing desktop experience, replacing someone’s actual desktop without them even knowing. This requires USB integration and the ability to play full-screen video with the look and feel of a standard Windows desktop. Without this natural experience, Datto Desktops is not a success. Another valuable part of Datto Desktops is the MSP’s management console, which allows the management of multiple desktop instances across different clients from a single dashboard. The multi-tenant dashboard, and ability to directly access a client’s desktop, makes Datto Desktop management a breeze, saving both time and money for the MSP.
Metrics
Datto Desktops, unveiled at DattoCon 2017, received great praise from our MSP partners. A survey, taken by approximately 300 participants, showed the following:
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60% of attendants said they would be interested in offering Datto Desktops to their clients
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While 52% of respondents indicated they already offer a VDI solution, 71% said they would consider replacing their current solution with Datto Desktops.
The market for VDI solutions in the US for SMBs is approximately $200 Million in 2017. Today that market is largely untapped, as the spend is allocated to laptops or desktops in most cases. With Datto, we cover about 6000 MSPs in the US, or roughly 12% of the market, meaning we could conceivably attack $24M in the US alone, with more than double that potential around the world. Just attacking the market with our products also opens up a significant market opportunity for our channel partners, who can now serve customers that were previously inaccessible.
The Technology
To enable Datto Desktops, we leveraged the following technologies:
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Ubuntu Linux
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FreeRDP with updated software to enable full-screen video playback
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Windows Server 2016 with Remote Desktop Server
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Intel GVT-g (Graphics Virtualization Technology)
Disruptive Factor
Datto is a disruptive company, and the Datto Desktops product is no different from our previous disruptive products. Datto brought to market the first BDR solution that could virtualize a backed up machine in six seconds. Datto Desktops brings a complete BDR solution to market, with an integrated management dashboard specifically tailored to the multi-tenant MSP. This complete offering raises the bar for VDI solutions, and puts our competitors in our rearview mirror.
Shining Moment
Datto Desktops was initially launched at DattoCon in June of 2017. Internally, Datto did not expect Datto Desktops to receive as much attention as it did. However, the buzz was overwhelming. ChannelPro Network called it, “The surprise hit of DattoCon 2017.”[1] One of our existing partners even said, “I thought it was the greatest thing in the world.”[1]
1 - http://www.channelpronetwork.com/news/surprise-hit-dattocon-2017-product-doesn-t-even-exist