How Logz.io Leveraged Labra.io to Advance Its AWS Partnership and Drive Marketplace Success

About Logz.io

Logz.io is a Gartner leader and a prominent player in the observability space, providing solutions that help organizations monitor and analyze their cloud environments. Their Open 360 Observability Platform is built on open source standards is simple and fast, and is supported with an AI assistant.

The company’s products are designed to give IT and DevOps teams the necessary visibility to maintain performance and security. Founded nearly a decade ago, Logz.io has grown to serve over 1,400 customers worldwide, ranging from companies with 50 to 200 employees.

Logz.io’s Partnership with AWS

Logz.io is an AWS Advanced Technology Partner with AWS Competency Designations

for Security, DevOps, Data & Analytics, and SMB. With integrations to every relevant AWS service, Logz.io offers the most easy-to-use, cost-effective observability platform, purpose-built for monitoring microservices running in the cloud.

Logz.io is recommended in the AWS Well-Architected Management & Governance Lens, offering the best management and governance practices across AWS environments.

Logz.io has been in partnership with AWS for over 7 years, significantly strengthening their collaboration in the past 3 years by adopting Labra.io’s solutions and shifting to a marketplace-first approach. This success highlights the powerful impact of combining Cloud Marketplace and Co-sell strategies on cloud sales success.

Challenges Faced in AWS Partnership

Before partnering with Labra.io, Logz.io faced several challenges in their Co-selling and marketplace operations, limiting their ability to scale their partnership.

• Manual Processes: The co-selling process with AWS Marketplace was manual and time-consuming, involving significant effort to sync opportunities between Salesforce and AWS.
• Inefficiencies: Sales teams had to manually create private offers and extend agreements, leading to frequent errors and delays.
• Training Overhead: New sales team members required extensive training to understand the processes, diverting time away from more strategic activities.
• Error-Prone Operations: Manual data entry often resulted in mistakes, such as incorrect pricing or contract details, which impacted the efficiency and accuracy of sales operations.
• Complex buyer journey: Before listing on the Marketplace and leveraging Labra.io, the manual processes caused delays as buyers needed to verify a product’s security assessments, payment terms, and the multiple dimensions to manage.

To address these challenges, Logz.io team decided to automate the entire process with Labra.io so there could be less engineering involvement and sales could happen more efficiently. To further reduce the friction for the buyer, they decided to sell on the marketplace.

Implementing Labra.io

By implementing Labra’s automated solutions, Logz.io was able to address these challenges, streamline its operations, and focus on strategic growth and collaboration with AWS.

They initially adopted Labra.io for its Co-sell automation capabilities, but now are leveraging all of our products for Cloud Co-sell and Marketplace success.

Labra.io Solutions Utilized

1. Labra OppSync for Automatic Opportunities Sync: Ensuring all sales opportunities were consistently and accurately reflected across Salesforce and AWS, eliminating the need for manual syncing.
2. Labra Flyout for Marketplace listing: By listing on the marketplace, they were able to provide a more frictionless experience to the buyer, as well as improve their attractiveness to their Co-sell partners at AWS.
3. Labra Flyout for Private Offers: Streamlined private offer creation helped the team shift the responsibility from sales representatives to the finance team, freeing up the sales team for higher-value activities.
4. Labra Salesforce integration: Labra’s Salesforce App helps them effortlessly manage both Co-selling and Private Offers from within their Salesforce CRM.

Overall Impact:

These solutions collectively transformed Logz.io’s co-selling process and marketplace operations, ultimately boosting their partnership with AWS, and making it more efficient, scalable, and reliable.

Benefits and Results

Logz.io has seen the following benefits from using Labra for the past 2+ years. Our investments have provided an ROI of 250% within just 2 months of using the platform.

Operational Efficiency

Logz.io team saves significant time and money with Labra streamlining their Cloud sales operations. Manual error-prone processes are now replaced with Labra’s automation, making the end-to-end opportunity-sharing and private offer process effortless.

Reduced friction

Not needing to create sales training and sales enablement content further helps them as their sales reps and finance teams can function within their familiar Salesforce CRM environment.

Using one UI to handle offers and co-selling across multiple cloud providers is another big plus point. Making it easier for sales teams to work cross-platform without spending days gaining access to portals and training.

Enabler for their Marketplace-first motion

Labra’s made our Marketplace transition seamless. Tasks that could’ve taken 10 people to do manually, were made easy with Labra with very little technical effort from our end.

They are seeing more traction from AWS sellers once they are listed on the Marketplace. This marketplace-first approach in turn brings more revenue, further enabling their AWS Partnership.

We see it as a win-win for everyone.

Revenue Growth

By submitting more opportunities, Logz.io sees a 157% increase in the total number of AWS-generated opportunities and also an increase in the overall deal size.

Automation is always working and isn’t affected by human issues like someone being sick or changing companies. This helps consistently share opportunities with AWS, making a more solid case for their growth.

Future of the partnership

Our partnership with Labra.io has never been stronger, as we scale to other hyperscalers, we will continue using Labra’s platform for continued success across clouds. There is so much value in providing an efficient and unified platform to our sales teams to automate cloud sales success.