Exabeam Ramps Up Partner Recruitment

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Security company Exabeam just hit the market in February, but Vice President of Channel Ted Plumis told CRNtv there are major benefits to being a young company in the security space.

’With Exabeam being a relatively new company we’ve had the chance to build the channel strategy from the ground up,’ Plumis said.

Exabeam has recruited partners through word-of-mouth and personal relationships so far, but Plumis said the company will ramp up its channel team and increase marketing focus over the next few months. However, that doesn’t mean it’s looking to sign thousands of partners.

’We’re really looking to sign a select core of partners that want to go to market with us,’ Plumis said. He emphasized that the vendor invests a great amount of internal resources in partners, which is why the company is so selective. Right now, the vendor wants partners ’who have had experience selling other log management solutions, SIM solutions, firewalls, VPNs. But there’s also a place for companies that are doing managed services around security as well.’

Exabeam provides security services through tracking user data analytics and identifying unusual activity that may indicate a threat. Plumis said it’s a growing space in security, and the demand from end users has come from ’customers [who] are feeling the effects of a breach right now.’

Plumis said 100 percent of all deals go through channel partners, and that’s a number the vendor promises to maintain as it continues to grow.

PUBLISHED JULY 28, 2015