Intelligent Tech Channels Issue 50 | Page 63

CHANNEL CHIEF

JAMES ANDERSON , Area Vice President EMEA Channels at Exabeam , a leading security management platform that provides end-toend detection , user and entity behavioural analytics , and SOAR . Anderson describes his management philosophy as one that aims to make his team the best , they can be by providing them with the right tools and removing as many barriers as he possibly can . Anderson explains how he is working with channel partners in the Middle East and Africa ( MEA ) market .

dDescribe your current job role and the parts that are somewhat challenging ? My current role is to lead our indirect channels across EMEA at Exabeam . That encompasses , sales , marketing and technical enablement of our partner channels alongside growing the skill set of our channel team and partners to deliver better outcomes for our customers and ultimately grow our business . I would say that Exabeam is at the scale-up phase of our growth . The most challenging part is to continue the significant growth whilst balancing this with being able to focus on the few things we can get done that will make a difference and further fuel the growth .

In Europe , we operate predominantly through a distribution model that allows us the benefits of scale , financial resilience and greater resources applied to our business .
Can you explain how your company works with channel partners ?
Exabeam operates a partner-driven business where we work with partners including
MSP / MSSPs , systems integrators ( SIs ), value added resellers ( VAR ), services partners , technology alliance partners , distributors and marketplace providers .
For our business , 100 % of our customers are engaged with a partner of some type that helps us and the customer to drive success . In Europe , we operate predominantly through a distribution model that allows us the benefits of scale , financial resilience and greater resources applied to our business .
How do you ensure channel partners flourish in a highly competitive market ?
We encourage our partners to have a point of differentiation in our community , whether that is a market they serve , a service they offer or a compelling value proposition alongside other chosen vendors in their solution stack . As we understand their specific value , we are then able to help them with resources to reach the mutual goals we have for the partnership .
What are the latest trends you see emerging across the channel ?
I wouldn ’ t necessarily call these the latest trends , but they are consistent trends over many years that are driving the shape of our business . Firstly , is the abundance of the As-a-Service models for infrastructure , platforms and software that are changing the proximity vendors have to their customers and forcing partners to be focused on delivering services and add-ons that will drive more value and stickiness
James Anderson , Area Vice President EMEA Channels at Exabeam
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