ScienceLogic launched a channel program Tuesday to enable VARs, a new class of partner for the hybrid cloud management vendor, to resell its platform directly to customers.
To broaden its channel beyond the MSPs who use ScienceLogic's platform to manage customer clouds, the Reston, Va., vendor introduced a program called ChannelLogic, Steve Kazan, ScienceLogic's senior director of channel development, told CRN.
"What we've discovered is that some of those managed services partners have been asked by their customers to buy ScienceLogic for them to set up on-premises or in their data centers," Kazan told CRN. "We are creating a channel program to give customers the ability to buy ScienceLogic either way."
The program aims to empower both types of partners with the right tools, products and messaging to tap a $25 billion hybrid IT market, he said.
ScienceLogic launched ChannelLogic with 10 inaugural VARs -- four of them existing MSPs and six new partners, Kazan said. He's looking at 30 others, and the goal is to sign 50 across North America by the end of the year.
"We're not shot-gunning this out," Kazan told CRN. "We're being pretty careful about who we're signing up and who will commit."
Previously, ScienceLogic only sold its platform direct to customers.
But Kazan, when he joined the company in November, saw a large degree of crossover between the managed services and resale sides of the channel.
"We've had a lot of success on the managed services side, but a whole section of the market was still open," Kazan said. "This is part of the growth strategy of the company."
Some of the new partners are joint-selling ScienceLogic's product with cloud orchestration solutions or other cloud services.