KASEYA - EXAM STUDY GUIDE
LATEST STUDY QUESTIONS AND
ANSWERS
IPP - ANSWER-Initial Product Pod
What's the Next 5? - ANSWER-Next 5 biggest deals to close
TPP - ANSWER-Touch Point Process
What is a rainmaker? - ANSWER-A sales initiative
What is the managed SOC - ANSWER-Rocketcyber
Security Solutions discussed? - ANSWER-Graphus or Saas Defense, Bullphish,
ID agent, Darkweb, Passly, Rocketcyber, Datto EDR, Volscan
When you have an escalation with a customer, who is the first point of
contract? - ANSWER-Manager
What does TRC stand for? - ANSWER-Territory report card
Where do I find the majority of opportunities? (hint) What kind of call? -
ANSWER-Business Review, Account review & PAR (Partner alignment Review)
CSE stands for? - ANSWER-Customer Success Engineer
CSE meeting is called a? - ANSWER-Customer success engagement
What is the rap? - ANSWER-CSE for free pro serve for fee
IAM Stands for? - ANSWER-Identity and Access Management (Passly)
2FA - ANSWER-2 factor authentication
TAM - ANSWER-total addressable market
3 Pillars of IT Complete - ANSWER-Complete, Affordable, Integrated
Kaseya's Mission - ANSWER-Eliminate Inefficiencies for the multifunctional IT
Professional by providing the best in breed technologies under a single pane
of glass.
Documentation? - ANSWER-IT Glue
Whats MRR - ANSWER-monthly recurring revenue
What does an MSP rely on? - ANSWER-RMM
, MSP biggest cost? - ANSWER-RMM
3 Types of MSP buyer? - ANSWER-1) Strategic buyer 2) Private Equity Buyer
3) Search Fund Buyer
Determining value of an MSP? - ANSWER-EBITDA
EBITDA? - ANSWER-Earnings before interest, taxes, depreciation, and
amortization
Whats CRR? - ANSWER-Customer Retention Rate
Whats an LOI? - ANSWER-Letter of Intent
IPP - ANSWER-Initial Product Pod
ARR - ANSWER-Annual Recurring Revenue
CCO - ANSWER-Chief Customer Officer - CJ Wimbley
Module Telemetry - ANSWER-Changes in Product Usage
CFO - ANSWER-Kathy Wagner
On-prem - ANSWER-On premises, in person, physically there
VSA - ANSWER-Virtual Systems Administrator (Kaseya RMM)
Datto's Rmm? - ANSWER-DattoRMM
TCV - ANSWER-Total Contract Value (ARR x length of contract +NRR)
OTE - ANSWER-on target earnings
TPP - ANSWER-Touch Point Process
Departments assisting Account Managers (Customer facing) - ANSWER-1)
New customer acquisitions 2) Sales Engineers 3) Solutions Specialists 4)
Professional Services 5) CSE's 6) Renewals 7) Support
Departments assisting Account Managers (Employee facing) - ANSWER-1)
Sales Enablement 2) Sales strategy/ops 3) Recruiting 4) IT
5) HR 6) Admin Assistants
AM KPI's? - ANSWER-1) Dials 2) Talk Time 3) ARR 4) NRR 5) Find and manage
ops, build pipeline 6) Close deals and crush quota
Sales motions - ANSWER-Cross sell, upsell, Renewals
LATEST STUDY QUESTIONS AND
ANSWERS
IPP - ANSWER-Initial Product Pod
What's the Next 5? - ANSWER-Next 5 biggest deals to close
TPP - ANSWER-Touch Point Process
What is a rainmaker? - ANSWER-A sales initiative
What is the managed SOC - ANSWER-Rocketcyber
Security Solutions discussed? - ANSWER-Graphus or Saas Defense, Bullphish,
ID agent, Darkweb, Passly, Rocketcyber, Datto EDR, Volscan
When you have an escalation with a customer, who is the first point of
contract? - ANSWER-Manager
What does TRC stand for? - ANSWER-Territory report card
Where do I find the majority of opportunities? (hint) What kind of call? -
ANSWER-Business Review, Account review & PAR (Partner alignment Review)
CSE stands for? - ANSWER-Customer Success Engineer
CSE meeting is called a? - ANSWER-Customer success engagement
What is the rap? - ANSWER-CSE for free pro serve for fee
IAM Stands for? - ANSWER-Identity and Access Management (Passly)
2FA - ANSWER-2 factor authentication
TAM - ANSWER-total addressable market
3 Pillars of IT Complete - ANSWER-Complete, Affordable, Integrated
Kaseya's Mission - ANSWER-Eliminate Inefficiencies for the multifunctional IT
Professional by providing the best in breed technologies under a single pane
of glass.
Documentation? - ANSWER-IT Glue
Whats MRR - ANSWER-monthly recurring revenue
What does an MSP rely on? - ANSWER-RMM
, MSP biggest cost? - ANSWER-RMM
3 Types of MSP buyer? - ANSWER-1) Strategic buyer 2) Private Equity Buyer
3) Search Fund Buyer
Determining value of an MSP? - ANSWER-EBITDA
EBITDA? - ANSWER-Earnings before interest, taxes, depreciation, and
amortization
Whats CRR? - ANSWER-Customer Retention Rate
Whats an LOI? - ANSWER-Letter of Intent
IPP - ANSWER-Initial Product Pod
ARR - ANSWER-Annual Recurring Revenue
CCO - ANSWER-Chief Customer Officer - CJ Wimbley
Module Telemetry - ANSWER-Changes in Product Usage
CFO - ANSWER-Kathy Wagner
On-prem - ANSWER-On premises, in person, physically there
VSA - ANSWER-Virtual Systems Administrator (Kaseya RMM)
Datto's Rmm? - ANSWER-DattoRMM
TCV - ANSWER-Total Contract Value (ARR x length of contract +NRR)
OTE - ANSWER-on target earnings
TPP - ANSWER-Touch Point Process
Departments assisting Account Managers (Customer facing) - ANSWER-1)
New customer acquisitions 2) Sales Engineers 3) Solutions Specialists 4)
Professional Services 5) CSE's 6) Renewals 7) Support
Departments assisting Account Managers (Employee facing) - ANSWER-1)
Sales Enablement 2) Sales strategy/ops 3) Recruiting 4) IT
5) HR 6) Admin Assistants
AM KPI's? - ANSWER-1) Dials 2) Talk Time 3) ARR 4) NRR 5) Find and manage
ops, build pipeline 6) Close deals and crush quota
Sales motions - ANSWER-Cross sell, upsell, Renewals
