After eight years of struggling to make inroads with the channel, LogLogic may have finally found a successful formula that will both help the security vendor win partners and make its competitors green with envy. LogLogic, which specializes in log management and security event management technology, recently introduced a new deal registration system for its reseller partners. While many solution providers have become jaded to announcements of "new" deal registration programs, LogLogic's approach has earned praise from many of the vendors partners.
"The thing I learned is that partners look for consistency and predictability," said Michael Ross, vice president of North American channel sales and development. "So we decided to make our deal registration program as simple as possible."
Ross, an experienced channel veteran who held indirect sales positions at Nokia and RSA, joined LogLogic last spring and began working on ideas to stimulate LogLogic's partner sales. At the top of his list was a plan to overhaul the vendor's deal registration system by removing a lot of the complexities and inconsistencies that plagued it and similar deal registration programs. LogLogic's management teams supported the new plan, and after just a few months the vendor rolled out the improved deal registration system in August. The idea was simple: instead of offering partners fluctuating discount rates for registering potential deals, LogLogic would start to offer three flat rates – one for each partner level (silver, gold, and platinum) – that provide a 25 percent discount. In addition, the program has no minimum deal size, and the process to register a deal has been simplified to a one-page online form with just a few basic questions that Ross estimates takes no more than 10 minutes to complete.
Next: LogLogic, Partners Seeing Results