LogicMonitor Crowns Former BMC Exec As New Channel Chief

IT veteran Sanjay Gupta is taking the reins of LogicMonitor's channel as the company embraces partners building businesses around software as a service.

LogicMonitor, the SaaS-based IT Infrastructure Monitoring Platform company, has brought on channel veteran Sanjay Gupta as its global vice president of channel and alliances.

Gupta has joined LogicMonitor after serving as vice president of BCM Software for the past four years. He left the company in April.

LogicMonitor made a pivot in 2019 and started to really embrace the partner ecosystem to drive new growth both globally and regionally, a move that drew Gupta to the company, he told CRN.

"One of the attractions to moving to LogicMonitor was the agility of deploying a SaaS-based solution and ability for our partners to deliver value to their customers quickly," Gupta said.

[Related: LogicMonitor Launches First-Ever Partner Program For Hybrid IT Monitoring]

LogicMonitor in February launched its first-ever partner program -- the LogicMonitor Partner Network, a new worldwide partner program that includes dedicated partner managers, sales and marketing collaboration, training, certification programs and an automated deal registration process. The three tiers to the program -- Bronze, Silver and Gold – are based around revenue thresholds.

The Santa Barbara, Calif.-based company does just under 50 percent of its business through the channel today, a piece of the pie that Gupta hopes to grow under his leadership.

"A lot of what we've done is sold directly to the SMB and small enterprise space, and now we tapped a nerve and are getting a lot of traction with MSPs who are using LogicMonitor for internal monitoring, but also provisioning the service to their customers as they look to provide more value-add to their own customers," he said.

Gupta and his team are not only planning to grow the LogicMonitor channel in North America, but also globally in Europe, the Asia-Pacific market, and in Latin America.

The company is also planning on launching a marketplace in 2020 that partners can use to promote their own offerings, like connectors, to other organizations, Gupta said.

Gupta, for his part, is excited to help the VAR channel transition from selling legacy products to services and SaaS-based solutions to their enterprise customers.

"These offerings provide both the resell and services opportunity, and also customer stickiness with the customer because you're learning more about your customer's big problems and what they might need," he said. "[Partners] will have the opportunity to build a growth business around the LogicMonitor platform."

Channel veteran David Powell previously served as the company's channel chief in the role of general manager of LogicMonitor's service provider business since 2016 until he left in January. Gupta's role as global vice president of channel and alliances is a brand-new position for the company, LogicMonitor said.

Prior to his appointment with LogicMonitor and BMC Software, Gupta worked at IBM for six years in a channel growth capacity. Before that, he served as vice president of global channels and alliances for software firm TIBCO.