Security Staff Acquisition & Development, Channel chiefs, Channel partner programs, Midmarket, Content

LogicMonitor Hires BMC, SAP Veteran As Channel Chief


LogicMonitor has hired BMC, TIBCO and SAP veteran Sanjay Gupta as global VP of channels and alliances. He joins the IT infrastructure monitoring company at a key time.

LogicMonitor CRO Mark Banfield
LinkedIn: Mark Banfield, CRO, LogicMonitor
LinkedIn: Sanjay Gupta, global, LogicMonitor

LogicMonitor, backed by private equity firm Vista Equity Partners, offers a SaaS-based IT infrastructure monitoring platform. The platform monitors major public cloud platforms (Amazon Web Services, Microsoft Azure and Google Cloud Platform), and more traditional IT infrastructure such as applications, containers, databases, networks, servers, storage and virtualization.

LogicMonitor formalized its partner network in February 2019 and now supports more than 500 MSP partners, the company says. Key partners include AHEAD, Datec Inc., EVOTEK, RoundTower and SHI International Corp., the company also notes.

LogicMonitor Chief Revenue Officer Mark Banfield has been instrumental in that partner program momentum. Throughout 2019, Banfield has checked in with ChannelE2E, describing incremental platform updates and partner program milestones. Banfield is a Datto veteran  -- another IT monitoring and business management software provider that Vista Equity Partners also owns.

LogicMonitor Hires Sanjay Gupta: Background

Now, Banfield and the LogicMonitor team gain the added talents of Sanjay Gupta -- who arrives as global VP of channels and alliances. Gupta most recently was VP of ecosystem sales at BMC. Earlier, he was VP of global channels and alliances for TIBCO Software, and senior VP of SAP’s global channels division.

Gupta's enterprise experience and LogicMonitor's initial partner ecosystem reinforce the company's market focus. Instead of moving down into the SMB managed IT services market, the company typically attracts MSPs that support midsize and large end-customers. Also, LogicMonitor is often consumed directly by end-customers -- similar to how SolarWinds and Kaseya each have a mix of IT professional and MSP customers.

The overall LogicMonitor platform typically sits in the midmarket and enterprise, and has differentiated itself from more traditional RMM (remote monitoring and management) software platforms that are popular within SMB settings. Instead, LogicMonitor typically competes with such platforms as Datadog, Dynatrace, SolarWinds Network Performance Monitor and PRTG Network Monitor, among others.

Still, some MSPs that grew up with LogicMonitor have also mentioned the SaaS platform typically has a price premium -- perhaps because it also serves enterprise customers.

LogicMonitor Next Moves: 2020 Conference Clues

How will Gupta influence LogicMonitor's partner program? Answers will likely surface during the LogicMonitor Level Up 2020 conference in May -- though we certainly expect ongoing updates ahead of that event.

Joe Panettieri

Joe Panettieri is co-founder & editorial director of MSSP Alert and ChannelE2E, the two leading news & analysis sites for managed service providers in the cybersecurity market.