BetterCloud sees OneLogin’s recent shift to a channel-friendly approach as significantly enhancing their own Go-to-Market capabilities.
BetterCloud, which makes what they term a SaaSOps [SaaS Operations] platform for managing and securing the digital workplace, has announced a new strategic partnership and technology integration with identity and access management vendor OneLogin. The partnership brings with it a mutual Go-to-Market component, which BetterCloud thinks will have significant benefits.
BetterCloud’s platform offers multi-vendor management and security for SaaS applications, leveraging very deep API connections to centralize administration across mission-critical SaaS apps, uncover security blind spots, and automate manual security and IT processes.
This is not BetterCloud’s first integration with an identity vendor, and even by BetterCloud’s standards, these ones tend to be very thorough.
“We have very deep integrations with other identity platforms – Google, Microsoft, Okta and now OneLogin,” said Shreyas Sadalgi, BetterCloud’s Chief Business Strategy Officer. “By their very nature, the integrations with identity logins are very deep and technical, and so are different from the other 50 integrations we have. It’s necessary for management and security around use cases like onboarding and offboarding, that you don’t get with every application.”
For example, during the automated onboarding and offboarding process, OneLogin performs the initial identity actions such as provisioning user accounts and assigning the appropriate access permissions and security policies, while BetterCloud workflows monitor changes being made in OneLogin and performs a wide range of advanced onboarding and offboarding administrative actions natively within specific SaaS applications.
“OneLogIn provides the authentication and we take over from there and manage and secure the user data within those same SaaS applications,” Sadalgi said. “It maximizes operational efficiency.”
The two companies also interact later in the lifecycle, to update user access rights. Together BetterCloud and OneLogin work together to implement a least privilege access model by granting users the minimum amount of permissions needed to complete a task.
Sadalgi noted that because they have a lot of customers who use OneLogIn as their identity platform, this was a logical one to add. But he stressed that while their other identity partnerships are very important, this one has the potential to be even more significant because of the Go-to-Market element.
“The biggest difference is that Go-to-Market aspect of the partnership,” he stated. “We have established a very close Go-to-Market relationship a way for both our teams to to sell each others product. This will greatly expand our Go-to-Market because they are very partner friendly.”
That channel focus at OneLogIn is relatively recent, and dates from the work of Matt Hurley since he was appointed as their first-ever Vice President of Global Channels, Strategic Alliances and Professional Services in 2018.
“OneLogin is a more partner friendly organization, and Matt has done a phenomenal job of building that out,” Sadalgi said. “He has done a fantastic job of nurturing their channel ecosystem and making their partners more productive. Now with our integration, they have an even more compelling solution and can create some really strong channel bundles.”
Sadalgi also noted that BetterCloud is poised to benefit from the growth of SaaS created by the pandemic and its greater emphasis on a work from home environment, even through the companies that are benefiting today are the companies that make the applications which they integrate, rather than themselves.
“It is a bottom layer – the SaaS applications themselves – which has really taken off,” he said. “That’s not us. However, we are seeing leading indicators being created which impact our sales and revenue goals. We aren’t a SaaS application. We are the backbone that makes them more effective and secure. So companies who never had reasons to talk to us before now come to talk to us abut SaaSOps because they now have SaaS. So it’s positive for us in terms of pipeline. Hopefully, it begins to have an impact in Q3 and Q4, after these customers have deployed their SaaS apps and need to manage them better.”