SaaS Security Firm Spin.AI Launches First Formal Partner Program

The company is offering ‘aggressive margins’ in its three-tier program for resellers as well as a program tailored to MSPs, according to Channel Chief Rocco Donnino.

Spin.AI on Wednesday unveiled its first formal channel program as the SaaS security vendor looks to significantly expand its work with reseller and MSP partners, according to Spin.AI Channel Chief Rocco Donnino.

Previously, the company “had a very simple program to meet partners that were coming to Spin,” Donnino told CRN.

But now, as Spin.AI aims to scale up its channel business and recruit more partners, the vendor is introducing a channel program featuring three tiers for resellers along with a tier for MSPs.

For resellers, Spin.AI will offer benefits including training and enablement, marketing assistance and “aggressive margins,” Donnino said. And for MSPs, the company is offering its cloud-based platform, SpinOne, which has been “built with managed service partners and other types of partners in mind,” he said.

The SpinOne platform offers capabilities including SaaS security posture management, data loss prevention (DLP) for SaaS applications, SaaS ransomware protection and backup for SaaS apps. The platform is focused on securing the use of Google Workspace, Microsoft 365, Salesforce and Slack.

Key differentiators include a promise to reduce downtime from cloud ransomware attacks to less than two hours, which Spin.AI touts as the “fastest” service-level agreement (SLA) on the market.

Partner Perspective

At one Spin.AI partner, Reston, Va.-based Dito, the vendor’s focus on protecting Google Workspace has proven to be a major advantage, executives said.

Dito is a “Google-centric” firm and its customers have appreciated the Spin.AI’s backup capabilities, which include providing a version history for Google Workspace apps, said David Cutter, director of sales at Dito.

Cutter applauded the new Spin.AI Partner Program, saying it’s an encouraging signal for partners such as Dito.

“It's really good to see them investing more in the channel and expanding their partner ecosystem,” he said. “As they look to scale their business, that's only going to be better for their product.”

Cutter said he appreciates the additional investment being made in co-marketing, sales enablement and support as part of the new Spin.AI program. In addition, “the MSP program is certainly appealing as we look to continue to expand our cybersecurity practice and managed service offerings,” he said.

Andrew Peskin, executive vice president of strategy and operations at Dito, said that Spin.AI undoubtedly brings a “partner-friendly” approach in the way it’s designed the new program.

The vendor has also stood out through the profitability opportunities it offers to partners, Peskin noted. “They've got a really solid margin model for their partners,” he said.

Partner Recruitment

Spin.AI currently works with 400 partners and plans to continue expanding its partner base with the debut of the new channel program, said Donnino, who joined the company as senior vice president of global strategic alliances and channels in January.

While Spin.AI is not disclosing what percentage of its revenue is currently derived through partners, the company expects to be generating 65 percent of revenue through the channel by the end of the year, which would represent a major increase, according to Donnino.

Founded in 2017, Spin.AI has announced just one major funding round to date, a $16 million Series A round in August 2022. The vendor employs 85 and reports having 1,500 customers.

While Spin.AI does serve large enterprise customers, the company’s focus is on the small to midsize enterprise segment — which is why MSPs are so crucial to the vendor’s strategy, Donnino said.

Partners that provide both resale and managed services can benefit from both the reseller and MSP programs, Donnino noted.

“The opportunity is, many resellers and VARs out there are also getting into managed services. So they can be part of two programs,” he said.