LogMeIn is on a mission to help employees work from anywhere. As a leading provider of web conferencing, IT access and support solutions, LogMeIn’s portfolio of products includes GoToMeeting, LastPass, and GoToAssist, which are trusted by IT teams and business users all over the world.
Randy Fahrbach, Director of North American Channel at LogMeIn, has been leading technology partnership strategies for most of his career. Manual account mapping with partners, collecting business cards at partner events, and then manually introducing partners to sales reps one by one is how things had always been done. Sound familiar? But Randy knew there must be a better way and went on a quest for a better partner ecosystem solution that led him to PartnerTap.
LogMeIn’s channel team is using PartnerTap to account match with twelve partners initially, including some of their largest resellers. Randy’s team simply uploads their partner spreadsheets into PartnerTap and identifies the new accounts for LogMeIn’s sales team to target. After a quick introduction, the sales rep and partner work together to determine the best LogMeIn product to sell first based on what the partner already knows about the account. Once in the door, LogMeIn’s sales reps then expand their footprint by cross-selling the rest of the portfolio.
LogMeIn has seen the following results in the first quarter using the PartnerTap partner engagement solution:
- Channel Managers reps upload partner spreadsheets into PartnerTap every week
- LogMeIn connected PartnerTap directly to their Salesforce CRM so each list of partner accounts uploaded are automatically mapped against LogMeIn’s existing customers and prospects
- Channel team uses PartnerTap to identify net new accounts that LogMeIn should go sell to and connects their sales rep with the best partner to help them get in the door
- Channel team can quickly identify the best partner to work with on each account
- Generated 5x more pipeline from partner spreadsheets in the first quarter
- Makes channel operations team more efficient, saving significant time and money each month
Natalie Visconti-Clendenin,
Strategic Partner Manager, Last Pass