Alert Logic, First SaaS-Enabled MDR Provider, Uses AWS Partner Network to Grow its Marketplace Metrics 100% Year over Year

Executive Summary

Alert Logic uses the AWS Partner Network to grow its co-sell, training, and AWS Marketplace metrics 100 percent year over year. The company provides a managed detection and response solution to protect its customers from cybersecurity threats.

Partner Success Story – Alert Logic

Alert Logic provides software-as-a-service (SaaS) IT compliance and security solutions. Founded in 2002, the company was the industry’s first SaaS-enabled managed detection and response (MDR) provider. Its cloud-native MDR platform built on Amazon Web Services (AWS) helps businesses identify, investigate, and eliminate active threats across networks, applications, and endpoint devices. “We provide customers with enterprise-grade security services so they don’t have to hire a team of 25–30 people. Our 24/7/365 security monitoring alerts customers when there is an issue they need to address, and then we work with them to fix it,” says Koby Thibault, Cloud Alliance Manager at Alert Logic. Early on, Alert Logic focused on protecting its customers’ on-premises environments. But as cloud computing gained popularity, the company shifted its services to focus on cloud, specifically AWS. As part of that effort, Alert Logic joined the AWS Partner Network (APN) in 2012.

Creating Co-Sell Success with AWS

Soon after joining the APN, Alert Logic began co-selling with AWS and building relationships with AWS account managers in both the US and EMEA. Those relationships have proven critical to the company’s success. “The account managers make sure Alert Logic is front and center within the AWS ecosystem, and we are always notified about new programs that make sense for us,” says Thibault.

The company is also involved in the AWS Independent Software Vendor (ISV) Accelerate Program, a co-sell program for AWS Partners who provide software solutions that run on or integrate with AWS. Thibault says, “We saw ISV Accelerate as a great way to reach even more AWS sales teams. It elevates us among the thousands of ISVs out there.”

Alert Logic currently shares 100 percent of its pipeline in the APN Customer Engagements (ACE) Program and is committed to AWS Marketplace seller private offers. Thibault explains, “These programs allow us to collaborate with AWS daily and build strong selling relationships between our organizations. If we weren't part of the APN, we wouldn't get that visibility.”

“These programs allow us to collaborate with AWS daily and build strong selling relationships between our organizations. If we weren't part of the APN, we wouldn't get that visibility.”

- Koby Thibault, Cloud Alliance Manager, Alert Logic

Leveraging a Strategic Relationship to Build Momentum

Thibault says that by early fall 2021, Alert Logic had already surpassed its final 2020 metrics for co-sell, training, and AWS Marketplace and was on track for 100 percent growth year over year.
 
As of the end of Q3 2021, the majority of Alert Logic’s AWS bookings were completed through the AWS Marketplace, with about a 50/50 split between Alert Logic and AWS-generated opportunities. The company is also experiencing a near 50 percent close rate on all AWS-referred opportunities. “This is a solid metric that proves our co-sell success with AWS sellers and shows that they understand the Alert Logic story and our value to their customers,” says Thibault.
 
To maintain its leadership position, Alert Logic recognized the need to provide continuous training to its cloud specialists and sales force. The company therefore set a goal to attain 80 AWS certifications in 2021, and it had already completed over 100 by early November. With the help of the AWS training team, it also incorporated AWS training as a core module in its new hire training.
 
Going forward, Alert Logic’s goal is to be in the top echelon of independent software vendors, and Thibault sees alignment with AWS as key to accomplishing that. “We are all-in,” he concludes. “The entire business understands the strategic relationship we have with AWS, and we are committed to continuing to improve that relationship any way we can.”

 “The account managers make sure Alert Logic is front and center within the AWS ecosystem, and we are always notified about new programs that make sense for us.”

- Koby Thibault, Cloud Alliance Manager, Alert Logic

Amdocs

About Alert Logic

Alert Logic is a managed detection and response provider that delivers comprehensive security coverage for public clouds, SaaS, on-premises, and hybrid environments. Headquartered in Houston, Texas, the company has business operations, team members, and channel partners worldwide.

APN Program Participation

Published February 2022