3am Labs
Tom Weaver, president and CEO of Teknowvation, a 3am Labs partner in Des Moines, Iowa, said the vendor’s technology helps him offer his clients—many of them regional banks—the promise of remote management with appropriate levels of security. Weaver said LogMeIn IT Reach is the best option he has found so far. ’Remote control, especially without anyone having to mess with configurations, is huge,’ he said. ’The problem always is getting the expertise in front of the client.’
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• 100% growth expected in channels sales over next year \ • CEO: Michael Simon \ • EPIPHANY: ’This is an ASP model. The trick to making this work is you have to run something that acts as a virtual network for all of these computers. When you look at channels and ASP models, it’s been tricky.’ \ • STRATEGY: Encourage more solution providers to wrap 3am Labs’ services into their existing offerings through the company’s private-label program. | ||||||
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This upstart wants to help solution providers keep their customers’ networks running 24x7 without, in fact, requiring them to stay up all night themselves. An emerging provider of remote administration offered as a service over the Web, 3am Labs’ portfolio includes two main offerings today: LogMeIn IT Reach, which lets VARs perform systems administration, performance monitoring and other diagnostic tasks; and LogMeIn Rescue, which allows users to consult a help desk or request support on a more ad hoc basis. Both products are intended for individual users, small-business owners or midmarket companies that might support numerous home workers. ’In broad strokes, we are trying to address the issue of maintenance, support and access for computers that are off traditional networks,’ said 3am Labs CEO Michael Simon. The company’s executives understand scale. Simon founded Uproar, an entertainment-focused dot-com sold to Vivendi, and 3am Labs CTO Marton Anka created RemotelyAnywhere. Founded in 2003, the Woburn, Mass.-based company set out to recruit 50 partners last quarter, said Alan Pietro, 3am Labs’ director of sales. It wound up with far more and today pegs its channel ranks at about 400, including 75 solution providers that have integrated their own front-end portals to 3am Labs’ core services. Today, about two-thirds of its revenue is generated via channel activities, and Simon sees no reason why 3am Labs can’t expect to have 1,000 partners by late next summer. ’From a channels perspective, you get recurring revenue,’ he said. ’Instead of being a one-off sale, it really is an ongoing predictable revenue stream for the partner. The nature of these products really helps fuel the ’value’ in the value-added channel.’
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