ManageEngine sets target to double revenue from UK partners

ManageEngine, the enterprise IT management division of Zoho Corporation, has announced it has set a target of doubling revenue from its UK partner network by 2024.

"To support customers and partners as it scales the channel programme, ManageEngine plans to make strategic hires in channel development, technical account management and enterprise account management," says Arun Kumar, regional director in the UK at ManageEngine. 

With organisations increasingly adopting the latest cloud technologies to automate business processes and respond to the shift in hybrid work, ManageEngine will closely collaborate with existing distributors, resellers, partners and affiliates to uncover additional upsell and cross-sell opportunities for its suite of over 60 products. The channel will support ManageEngine in capturing leads and identifying opportunities in new market segments, the company states.

Kumar says, "One of our key go-to-market strategies in the UK is the channel partner ecosystem, which contributes 40% of our overall revenue in the UK. By focusing more on expanding the partner ecosystem, our plan is to double its revenue contribution in the next year."

"As part of these expansion plans, we are looking to add more resources to our partner team focusing on enabling the channel network. Partners, distributors, resellers and affiliates have played a valuable role in expanding our reach. We will recruit dedicated employees to support and enable the partner ecosystem."

ManageEngine plans to incentivise existing partners and affiliates to promote the company in new avenues. It will offer assistance and training for channel partners through its dedicated partner zone and affiliate portal, both of which empower the channel to engage with the company and support the new business life cycle. The company also aims to form partnerships with new channel partners and recruit additional affiliates to bolster customer acquisition. 

Mouttou Sidambaram Muthaian, Director of Digital Marketing at ManageEngine, says, "The Affiliate Programme provides an opportunity for affiliated businesses to generate revenue, allowing them to earn commission for every customer referral brought in through their unique affiliate link."

"Since the programme's inception in 2021, we have been able to tap into a completely new audience segment in a niche market. We intend to expand the programme by bringing in new affiliates and push the existing affiliates to promote ManageEngine through further avenues."  

Geekflare, a current affiliate, has been with ManageEngine since the program's inception and is currently the largest contributing affiliate for ManageEngine in the UK.

The founder of Geekflare, Chandan Kumar, says, "ManageEngine is one of the most trusted IT management software solutions to endorse. The good thing about ManageEngine is that it is popular and loved by thousands of customers globally, making it easy for a partner to talk about."  

The expansion of the UK channel programme comes after ManageEngine announced it expects to reach an annual revenue of $1 billion globally within the next two years.

Accounting for a quarter of its global turnover, the UK is the second largest market for ManageEngine, and it has made significant investments in the region throughout the last year. The company announced Shankar Haridas as its UK country head and opened new data centre facilities in London and Manchester to serve customer requirements better.