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

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.

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.

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.”