Jitterbit will “get more aggressive” as it takes on larger rivals MuleSoft and Boomi, its new CEO pledged as he declared himself a “channel CEO”
Talking to IT Channel Oxygen, Mark Logan said he plans to raise the portion of Jitterbit’s business touched by partners to above 50% by 2027, mirroring similar channel transformations he spearheaded at One Identity and Attunity.
He characterised Jitterbit as the third player behind MuleSoft and Boomi in an integration Platform as a Service (iPaaS) market Gartner claims grew 23% to $8.5bn in 2024.
Jitterbit has only been “quasi partner friendly” in the past, Logan acknowledged, however.
“I’m a channel CEO,” he said.
“My last company, One Identity – a $300m business – I would say just under 10% of our business in North America touched a channel partner. We went from under 10% to high 30s in terms of channel-sourced business, and about 50% in channel-engaged business.
“At Attunity I arrived on the scene, hired the right folks, removed channel conflict in the field… and before you knew it, half our business there was channel.
“I plan to do the same thing at Jitterbit.”
“They are legacy battleships”
California-based Jitterbit was named a ‘Visionary’ in Gartner’s 2026 Magic Quadrant for iPaaS.
Its role is to “connect” apps within enterprises, Logan explained.
Logan was in London yesterday to unveil new conversational AI capabilities for Jitterbit’s App Builder, which he claimed hands it a differentiator over its larger rivals.
“They are the big, legacy battleships, so we’ll use our size to our advantage. We can move really fast,” he said.
“MuleSoft, Boomi and Jitterbit are really good at that interconnectivity highway. They might have a feature here; we might have a feature there; we’re all pretty good.
“But they don’t do the AI agent building we can do.
“There are probably 10 companies within three blocks of here that can [build AI agents]. But we do it in a governed and secure fashion because of our legacy in the governance around information flow.”
Jitterbit is also set to next month announce a “revolutionary” new way of pricing that eliminates the “success tax” that can come with consumption-based pricing, Logan revealed.
“We are going to be embracing the channel”
Logan – who succeeded former SonicWall CEO Bill Conner in August – is Jitterbit’s second successive CEO hired directly from the cybersecurity space.
He vowed to bring his experience leading One Identity and LogRhythm to bear in his new role.
“Security is now front and centre,” he said.
“OpenAI, Anthropic and Gemini are wonderful tools, but they’re terrifying CIOs because of the security risks.
“I’ve got ten years of cybersecurity background from my last two companies. Bringing that in at this time seems like the perfect mix.”
Logan’s “first point of business” as CEO was to hire a CRO tasked with removing channel conflict.
“We are going to be embracing the channel in a way that we haven’t seen in the past,” he said.
“There’s no customer relationship where we would say, ‘well, that one can’t be with a channel partner’. Sometimes the end-user enterprise, if they’re regulated, will say, ‘we have to have it direct’. But that doesn’t mean we can’t be working with a partner.”
Logan characterised Jitterbit as “kind of the new sheriff in town”, adding that it is “going to be a little bit more aggressive”.
“We need to be out in the market more because our message is resonating. When we get an opportunity, we win way more than we lose,” he concluded.
Doug Woodburn is editor of IT Channel Oxygen
