The “Secret Sauce” That’s Powering Klik Solutions’ 40% YoY Growth

Arthur Olshansky and Neil Konstantoulas founded Klik Solutions in 2012. Serving the Mid-Atlantic region, Klik is headquartered in Baltimore, Maryland, with offices in Florida, Texas, and Ukraine. In this Q&A, CEO Olshansky reveals how compliance as a service is driving new, rapid growth, and how processes and analytics have built a solid foundation that scales.

MSP Success: What are the top three business indicators you use to measure your company, and why?

Arthur Olshansky: We have a monthly recurring revenue component of our business, and we are able to show continuous growth on MRR. Then we have the nonrecurring component of our business—projects that come out of quarterly business reviews and aligning solutions with customers’ compliance requirements. And obviously, cash flow and profits are important. We’re trying to add more and more segments to our business that increase all of those. We are a sales-driven organization.

MSP Success: Could you point to one key thing that has contributed to your success?

Olshansky: We have very mature, well-thought-out processes, from sales to post-sales to support. That’s a great recipe for success and what has gotten us to where we are today.

MSP Success: What was the biggest challenge you had to overcome in the past year?

Olshansky: We decided to do a major shift from our previous RMM platform to Kaseya. The challenge was to limit the impact on our clients and our business. While there were a lot of nerves and stress about this process, Kaseya was very fast to remedy any hiccups. We were fortunate to have Kaseya by our side to help us through. We had no impact on customers and minimal impact on our business. Overall, we felt we were making the right move—and it has paid off.

MSP Success: You also recently launched a compliance-as-a-service offering. How is that helping you grow business?

Olshansky: We feel that’s a big differentiator for us. A lot of MSPs are not able to have that conversation, [but] it’s in our wheelhouse having gone through our own SOC 2 compliance. We built our own baselines using SOC 2, NIST, and ISO frameworks. We had used different management products along the way, but being a fan of systems and automation, we needed to find a governance, risk, and compliance (GRC) system, and we wanted to offer compliance-as-a-service. After the Kaseya relationship began, we started using the Compliance Manager GRC platform and their Compliance Services Pro companion program.

One thing that’s driving this is we’re having a lot of clients coming to us, either prospects or existing clients, who have new requirements for cybersecurity insurance. That’s causing a lot of rapid growth for us—making sure that customers come up to that level by upgrading and implementing solutions that keep them within compliance, but then also providing ongoing management, maintenance, and support of those. So, we’re going to continue to see that [need] grow because those requirements are becoming more and more stringent.

And it’s not just HIPAA or CMMC. It’s basic cybersecurity insurance compliance. I would say 80% of prospects that come to us from other MSPs are out of compliance, so our number one goal is to get them, at a minimum, compliant with cybersecurity insurance requirements. The Kaseya compliance component has that built into the framework. Some of these clients are not managed service clients, but many times, we’ve been able to use a compliance component to then sell ongoing monthly recurring services.

MSP Success: Has there been any particular partner or tool that has been instrumental in getting you to where you are today?

Olshansky: It’s not a specific product, but we really have bought into data analytics and business intelligence to help absolutely fuel our business growth. Because we bought into making better decisions based on data, it improved our overall business operations.

MSP Success: Is there a business leader who has influenced you as a CEO?

Olshansky: Gary Vaynerchuk [businessman, author, and digital marketing and social media expert]. It’s not so much his leadership style; it’s the realness that he has about him. When I met him, I was just impressed. He was doing a presentation for Cisco, and CEOs were asking him more for advice on brand building, marketing, and promoting their business … he was so quick to answer with expertise. And his team members who work for him are like a family. I think we’ve been able to do a similar thing here. People feel like they belong to something bigger than just the 9-5 job.

MSP Success: What words of wisdom would you give other MSPs looking to grow their business?

Olshansky: Hard work pays off. I always lead by example. I felt like if I worked hard here in the business, then others would follow. And hold people accountable, including yourself. We’ve also developed a family-like atmosphere. Work-life balance is very, very important. And we have a very diverse workforce with people spread out geographically all over the world. But we make everyone feel important. And because of that, we have a lot of people who want to come work for us. The culture that we’ve developed is something I’m super proud of. 

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Author:

Colleen Frye

Colleen Frye is executive editor of MSP Success. A veteran of the B2B publishing industry, she has been covering the channel for the last 17 years.

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