LogLogic targets VARs with partner scheme

Data management vendor LogLogic has launched its first formal partner programme in the UK, after admitting its resource-intensive sales model was not sustainable.

The vendor, which makes log data management and intelligence (LMI) appliances, had traditionally engaged directly with end-users before passing opportunities back to its resellers.

However, the partner programme, which includes technical training, is designed to allow VARs to generate revenue under their own steam.

Louise Cooke, who left Blue Coat in November to join LogLogic as channel director for northern EMEA, said: “Our previous model wasn’t sustainable. The plan now is to take the channel partners we have and give them the resources and information they need to grow business for us. This is a lot more scaleable because resellers have relationships with end-users that we could never hope to have.”

Graham Jones, chief operating officer at Integralis, one of five UK VARs for LogLogic, said: “Rather than blasting everyone, LogLogic has targeted a handful of VARs with minimum overlap. LogLogic has been bringing deals to us, which is the best way to get a big VAR on board. Now LogLogic has seeded the market and got our confidence, it is down to us to go to our customer base.”

Steve England, managing director at VAR Zepko, said: “LogLogic’s speed of deployment, mixed with its ability to link into larger security event and information management solutions, make it an attractive proposition.”

Cooke said LogLogic would now concentrate on ensuring current partners were focused and trained from a technical and sales perspective.

“We don’t want to take a wide approach as we recognise that resellers need focus from a vendor,” she said. “If we have 10 channel partners that will be enough.” 

LogLogic targets VARs with partner scheme