Mark Banfield (LogicMonitor)
US-based software-as-a-service (SaaS) provider LogicMonitor is on the hunt for Australian channel partners as it opens its first local base in Sydney.
The opening coincides with the launch of the California-headquartered vendor’s first global partner program, unifying its existing informal network of resellers, systems integrators (SIs) and managed services providers (MSPs).
The Sydney-located office will be led by Harry Guy as head of Asia Pacific. He joined the performance-monitoring platform from Oracle in London last November.
LogicMonitor already has more than 90 Australian customers, including Deloitte, Atlassian and the University of Western Australia from direct sales. It also counts Malaysian airline AirAsia in its wider regional customer base.
The company has now entered talks with distributors Aquion and Nextgen in the hopes of increasing its local channel footprint.
“We will definitely pursue a channel focus here,” chief revenue officer Mark Banfield told ARN. “The channel gives us intimacy in the market. We’re new on the ground here. Why reinvent the wheel when you can use the relationships? And there is a big channel culture here.”
Globally LogicMonitor handles a third of its sales via the channel.
As part of the formalised program, partners will gain training and certification programs, dedicated partner managers, plus marketing collaboration. Margins will range from between 10-15 per cent for referrals to 35 per cent for large business deals.
“Our partners have been critical to our success in the US and abroad, so we’re excited to provide a formal partner program to help them take advantage of the US$47 billion market of IT infrastructure products for the cloud,” Banfield added.
The global expansion follows LogicMonitor’s acquisition by private equity firm Vista Equity Partners in April 2018.
