LogonBox hopes to entice partners with the latest version of its flagship SaaS password and identity self-service platform, designed to reduce time to market for partners and increase business.
Previously Nervepoint Technologies, LogonBox is a small UK-based vendor that sells a password reset self-service and single sign-on product throughout the United States. It wants to make some inroads into the channel.
Available to VARs, MSPs and ISVs globally, LogonBox’s platform helps protect businesses from data breaches and cybersecurity threats. The company recently partnered with U.S.-based Newscycle, a media-focused MSP with more than 10,000 clients. Newscycle offers LogonBox’s SaaS to its clients.
In a Q&A with Channel Partners, Majid Latif, LogonBox’s director of product management, talks about how his company works with partners and the advantages it has over its competitors.
Channel Partners: Tell us what customers love about your product or service. What’s the secret selling sauce?
Majid Latif: The LogonBox secret sauce is twofold. First and foremost, it is the plethora of functionality. Partners gain in so many ways, from providing a self-service, password reset (SSPR) help-desk portal to reduce IT tickets, to offering a single sign-on (SSO) portal and password management. This range of features is something only LogonBox offers and it is all part of the platform; no additional cost opens more avenues to partners, more ways to offer value to clients and opens more opportunities to expand into other markets.
|“7 Minutes” is a feature where we ask channel executives from startups – or companies that may be new to the Channel Partners audience – a series of quick questions about their businesses and channel programs.**|
Secondly, it is our support team. Being a technically minded business, we pride ourselves in the technical assistance we offer our customers. With a [customer satisfaction] score in the top echelons, we take every customer request seriously and endeavor to offer the best we can to assist their needs.
CP: Describe your channel program — metal levels, heavy on certifications, open or selective, unique features? Do you work with masters and/or distributors?
ML: LogonBox’s partner program is not about restricting feature sets to different types of partners. As a partner, you get the whole platform. Using role-based access, you are in control of what features to enable for each customer and you can up-sell other features when each client is ready. The program provides partners the support they need, from offering leads evaluations to pre- and post-sales technical support. We want things to run smoothly from start to finish and so our partner program reflects that.
The program is open to VARs, distributors, SIs and service providers that want to benefit from reduced help-desk tickets by offering customers their own password management portal … that want to go beyond and help increase productivity for customers through single sign-on and provisioning. We’re looking for partners that want to help their customers to increase profitability by streamlining the IT department.
CP: Quick-hit answers: Percentage of sales through the channel, number of partners, average margin. Go.
ML: We are in the early days with our channel outreach with around 20 percent of sales coming from the channel. Partner-driven sales form an important part of our business. We have around 20-plus partners, [and] with our new program we are focused on increasing this significantly. Our channel margins have been designed to be competitive and benefit our partners. We want partners to focus on …