JumpCloud CEO Talks New Partner Program, Passwordless Access And Why ‘MSPs Are A Core Focus’

After seeing significant growth in the past year and relaunching its partner program, JumpCloud is focusing on MSPs as they face growing challenges around identity management, hybrid work and security compliance.

The Louisville, Colo.-based identity and access management vendor has recently revamped its channel program, aiming to strengthen collaboration with partners, enhancing opportunities for joint success and expanding market reach. This initiative is a key part of JumpCloud’s broader strategy to scale its business and better serve a growing global customer base.

“Our partners are dealing with complex technology environments, from AI and cloud transformation to hybrid work and security,” JumpCloud CEO Rajat Bhargava told CRN. “We designed the program to help our partners address these challenges by providing resources around identity transformation, hybrid work and security compliance.”

JumpCloud has seen significant growth in revenue and employee count. In the past year, the company has hired 200 to 300 employees, bringing its total workforce to about 1,000, according to Bhargava.

While he wouldn’t disclose revenue numbers, he said the company has thousands of partners with about “250,000 organizations around the world that have touched our platform.” Sixty percent to 70 percent of JumpCloud’s annual recurring revenue comes through the channel.

“The key factor driving our growth is the increasing complexity of technology,” the CEO said. “Organizations rely heavily on technology, and they need solutions to secure and simplify access to their resources. As technology becomes more complex, there’s a growing demand for platforms that help manage and secure it. That’s been our focus, making technology easier to use and more secure.”

Here is more from CRN’s interview with Bhargava.

Tell me about the revamped partner program. What new features differentiate it from previous versions?

The revamped partner program is much more structured with different tiers, more enablement resources and greater support. Our partners are dealing with complex technology environments, from AI and cloud transformation to hybrid work and security. We designed the program to help our partners address these challenges by providing resources around identity transformation, hybrid work and security compliance.

We’ve evolved from a product-led growth model to a more structured approach that includes a sales-driven model to better support our partners. This shift has allowed us to provide more enablement and support to our MSPs, helping them better serve their customers.

Are there new resources, training or incentives for partners?

Yes, we’ve developed JumpCloud University, which offers training not only for end customers but also for partner teams. This includes certifications for technical staff and sales training to help partners better serve their customers. The idea is to equip partners with the tools and knowledge they need to grow their businesses while supporting their customers.

What type of partners are you targeting with this new program?

MSPs are a core focus for us, as they manage IT infrastructure and help organizations connect securely to their resources. We also work with partners involved in transformation projects, such as value-added resellers and consulting firms. These partners help businesses modernize their IT, move to the cloud and improve security, making them an ideal fit for our solutions.

We operate in 160 countries, so the growth opportunities are global. In terms of verticals, financial services are at the forefront, along with technology and retail. Manufacturing is also starting to catch up, as more companies in that sector realize the benefits of cloud transformation and modern IT infrastructure.

How does JumpCloud ensure seamless integration between acquired technologies and its platform?

We re-platform acquired technologies to integrate them fully into JumpCloud. In all of our acquisitions, we stopped developing separate products and embedded them into our core infrastructure. This ensures that the acquired technologies function as a seamless part of the JumpCloud platform, rather than feeling like separate products.

JumpCloud operates in a competitive market. How do you differentiate yourself from competitors in identity and access management?

Our biggest differentiator is that we’re cross-platform and independent. We work with Windows, Linux, AWS, Google and other platforms, making us flexible in hybrid environments. Another key differentiator is that we combine identity and device management, allowing us to deliver a passwordless experience and ensure tighter security. This dual focus on identity and devices sets us apart.

Cybersecurity is evolving rapidly, especially with the rise of AI. How does JumpCloud address these challenges?

While we don’t directly focus on AI security, we help secure access to AI tools and technology. We ensure that only authorized users can access AI resources, safeguarding the organization’s data and systems.

What’s the next big challenge for JumpCloud as it continues to grow?

We’ve helped 250,000 organizations globally, and the challenge now is helping the next 250,000. A major part of that strategy involves deepening our partnerships, enabling partners with the tools and support they need to succeed. As partners grow their businesses, we’ll reach more customers and help them take advantage of modern technology.

Where do you see JumpCloud 18 to 24 months from now?

We want to continue making technology easier and more secure for organizations. Our focus will be on enabling passwordless access, secure use of AI and ensuring people can work seamlessly from anywhere. We’ll keep building on this vision to unlock the full potential of technology for our customers.

Security and compliance will be major focuses, along with developing AI products that our customers can use within our platform. These areas are where we see the most demand and opportunity.

Finally, what’s your message to partners about what they can expect from JumpCloud?

We’re excited to continue working with our partners. Our message is simple: Let’s align on what’s most important to your customers and ensure that we enable you to be as successful as possible in serving them. By focusing on customer success and growth, we all win.

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