GoTo made a focused play for IT resellers and managed service providers with the launch of a new LogMeIn Partner Network.
The company aims to improve partner economics and give resellers and MSPs more room to grow service revenue. To that end, the new program is designed for partners selling LogMeIn solutions, separate from the company’s broader partner motion, which has historically centered on unified communications and collaboration. The latter typically runs through an agency model.
The distinction is important. According to GoTo, a single program wasn’t effectively serving both UC&C and IT partners, prompting a more tailored approach.
“The new LogMeIn Partner Network was created specifically for partners of LogMeIn, part of the GoTo family of products, to maximize success and support resellers, managed service providers and global system integrators at every stage of their journey,” Steve Shattuck, VP of global partner ecosystems at GoTo, told Channel Dive. “[W]e designed the new LogMeIn Partner Network to not just meet the day-to-day needs of our IT partners, but help to accelerate their growth and win in an increasingly competitive market.”
That meant addressing margin structure, deal registration protection and service-attach opportunities. GoTo further is providing:
- Exclusive access to partner managers, solutions consultants, partner success teams and marketing resources;
- Onboarding, certifications and sales training
- Joint campaigns, marketing funds and pipeline-generation programs
- Tiered incentives and recognition programs
“[W]e feel we are going to market with a very competitive proposition,” said Shattuck, who joined GoTo last August from Hewlett Packard Enterprise.
Indeed, that emphasis on business mechanics, and not just enablement language, indicates where GoTo intends to compete: by supporting partners’ profitability via expanding recurring revenue streams.
Building stickier services revenue
For IT partners, GoTo’s pitch centers on consolidation and efficiency.
The company is positioning the LogMeIn portfolio, which includes Resolve and Rescue, as a unified platform spanning RMM, MDM, remote support, and automation and asset management. GoTo said it wants to help partners reduce reliance on multiple point solutions and offer more services without adding overhead.
“When coupled together, we assist our managed service partners in finding efficiencies and additional revenue streams, all while keeping client security top of mind,” Shattuck said. “This enables our partners to often see reduced overhead costs while expanding their client base and revenue streams.”
In a crowded market where MSPs must balance margins with increasing customer expectations, that efficiency angle could prove critical.
So, too, could GoTo’s emphasis on AI in LogMe In’s Resolve and Rescue products — endpoint management and remote access, respectively. The product goes beyond “table stakes reactive tooling,” Shattuck said.
“Features like AI-powered predictive remediation, assisted scripting and intelligent session summarization allow partners to take on more customers and showcase their ROI impact without needing to hire additional staff or invest in multiple new tools.”
In other words, GoTo is framing AI as a way for partners to expand capacity without increasing headcount, something channel partners are actively seeking.
“Joining GoTo’s LogMeIn Partner Network has been a strategic decision for our business,” said Marc Allen, the ITAM/ITSM solution specialist at infrastructure and services provider Softcat. “What sets GoTo apart is not just the strength of their technology, but the quality of their partner offerings. The enablement resources, marketing support, and responsive channel team make it easy to build a pipeline and close business with confidence. We feel supported, not just supplied.”
Phased rollout in progress
GoTo is positioning the initial rollout for IT resellers.
It will add program updates for MSPs and GSIs later this year. Rather than filling gaps, Shattuck said, those future phases are intended to further specialize the program for various channel experts.
“We understand how different sets of partners focus in different areas and want to work to support them in the most effective way and didn't want to create a ‘one shoe fits all’ program,” Shattuck said. “We are addressing each area at a time to create programs for each group that actually make a difference.”
