Identity and access management (IAM) vendor LogMote is launching its debut partner programme as it switches its focus from direct to indirect sales.
Speaking to CRN, the company’s UK director Craig Ive said the relative maturity of UK MSPs, resellers and end customers compared with the rest of Europe makes it an ideal place for LogMote to do business.
LogMote is a France-founded IAM vendor, which uses QR codes to help businesses control who accesses their applications. The vendor says such technology is in high demand due to the growing prevalence of the bring-your-own-device (BYOD) trend.
Ive said he is on the lookout for reseller and MSP partners that will automatically be put on the vendor's debut partner programme.
“We have six partners in the UK right now and four outside the UK. We will be recruiting partners, but we don’t have a number in mind," he said.
“This is the first programme for LogMote. We won't be including any tiers at this stage; everyone will be brought on with the same benefits, with significant margins, along with marketing sales and tech support."
LogMote was launched at the beginning of the year, and has since been selling largely direct to customers in markets such as telco and education. But Ive said the goal is to push the majority of business through the channel.
“From our perspective we are going to stop doing direct sales; we believe we have done enough direct sales," he said. "For the next 12 to 24 months our focus will be 100 per cent on channel. From a revenue standpoint, we hope to get it to a balance of 60/40 in favour of channel.”
LogMote – which pits itself against Octa and Centrify – leapt into the UK in May to take advantage of the mature market.
Ive commented: “When you look at the UK market, or the German market, they are much more mature concerning things such as managed services. We can see from where we are that a lot of retail organisations are headquartered here in the UK from a global perspective, a lot of financial organisations are here.
“So from our perspective it is about the maturity of the market; the MSPs and channel partners we want to bring on board are so much more mature than their competitors and compatriots in the rest of the European market,” he said.
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