Remote monitoring and management (RMM) firm LabTech Software
unveiled a new channel partner program that it hopes will allow existing
service provider partners to introduce the platform to customers who may also
need to add on-premise monitoring to their mix of solutions.
LabTech says the new program will give service providers the opportunity
to expand market penetration and create new revenue streams by marketing,
selling and supporting accounts where customers require on-premise monitoring and
management solutions.
LabTech Software said the new initiative will allow existing partners to introduce
LabTech to customers with the opportunity to expand market penetration and
profit from additional revenue streams at a faster rate of return than
traditional hardware and software offerings.
"Our channel program is one that will reward partners
who use LabTech themselves and are interested in implementing LabTech solutions
to their own customer base," said Matt Nachtrab, CEO of LabTech
Software. "Our partners are adept
at using LabTech solution to run their business on a daily basis. As a result, (they’re) ideal candidates to
become channel partners and introduce LabTech to their customers and to
prospects who have a need for on-premise solutions for their internal IT
departments to leverage."
LabTech vows to avoid channel conflict, avoiding direct
sales itself in favor of a strategy that will have it offer reseller partners a
LabTech go-to-market team to support them in their sales efforts. The new
program will also allow active partners to protect their current managed
service customers through a customer registration program and call dibs on
prospects through a new opportunity registration program that will offer
upfront discounts and back-end rebates upon approval of the registration and
closing of the deal.
In addition, LabTech says that next year it will support
these efforts with the launch of a formal training and certification program
designed to give partners the know-how to sell and service accounts through the
channel program. It will also provide partners with sales demo tools including
trial software and NFR licenses for demonstration and lab use.