Intelligent Tech Channels Issue 52 - Page 63

CHANNEL CHIEF

JAMES ANDERSON is the Area Vice President , EMEA Channels , at Exabeam . His management philosophy is to make his team the best they can be by providing them with the right tools and removing as many barriers as possible . Anderson explains how he is working with channel partners in EMEA .

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 . My role encompasses , sales , marketing and technical enablement of our partner channels alongside growing the skill set of our channel team and our partners to deliver better outcomes for our customers and ultimately grow our business .
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 .
I would say that Exabeam is at the scaleup phase of our growth . We ’ ve done a great job of building a business but now we have to introduce process and repeatability that will help us continue to expand . 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 .
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 ( SI ), value added resellers ( VAR ), services partners , technology alliance partners , distributors and marketplace providers . 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 . This could include marketing collateral and funding , technical training or a dedicated channel resource to help them grow their business .
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 .
James Anderson , Area Vice President , EMEA Channels , Exabeam
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