Partner-first strategy
LastPass scales up its partner-first strategy with PartnerTap
As the leading password manager for individuals, families, and businesses of all sizes, LastPass makes it easy for their customers to manage and secure their digital lives. As LastPass moves closer to becoming a standalone company, the channel teams are focused on scaling up partnerships with top national resellers while helping direct sellers engage with partners to accelerate growth.
Natalie Visconti-Clendenin, Senior Strategic Partner Manager for national partners, is building a unified and scalable partner program for their top national resellers: CDW, Insight, Connections, and Softchoice. Natalie learned about PartnerTap from her counterpart at SHI, quickly got up to speed on the product, and was mapping data with her first national partner in just minutes.
Thinking big
Using PartnerTap, Natalie identified 2,900% more new logo opportunities with her first national partner, then used that data to win buy-in and budget for a BDR team focused exclusively on those accounts.
PartnerTap impact at LastPass
4x revenue growth.
Through CDW in the first 12 months.
Mapped in seconds.
Instantly mapped data shared by a national partner against all their data in Salesforce CRM.
15,000 net new logos.
Identified from the first national partner in the first few weeks.
A new BDR team.
Used PartnerTap data to justify and win approval for a team focused exclusively on national partner accounts.
New logo targets.
Shared with new BDRs, connecting each of them to the account owner at every national partner.
Expanding the motion.
Rolling the same process out across all top national partners.
We’re using PartnerTap to operationalize our partner-first motion. PartnerTap’s ecosystem reports instantly identify net new logos each partner can help us sell to.”
Natalie Visconti-Clendenin
Senior Strategic Partner Manager, National Partners
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