DeBell told CRN in March that ForeScout was in the process of moving its professional services business from going 70 percent direct to going 60 percent through channel partners to drive more margin and more dollars to the solution provider's bottom line.
"Essentially, what we've said is, 'Look, the v in value-add, we want you to step up and actually provide the v,'" DeBell said.
The company's professional services team is now being measured on pushing the majority of its professional services and successful customer deployments through the channel, ForeScout Chief Strategy Officer Pedro Abreu told CRN in February.
ForeScout filed for an initial public offering at the start of October and reported a loss of $74.8 million on 2016 sales of $166.8 million, with 86 percent of that revenue coming from the channel. The company's stock officially began trading on the Nasdaq Stock Exchange on Oct. 27.
The company's partner community has doubled in size since ForeScout expanded its channel program globally in 2016, going from over 300 to about 620 solution providers as of February 2017, according to DeBell's 2017 CRN Channel Chiefs profile. ForeScout was also on track to triple its number of certifications in 2017 through targeting partner training at the executive level, DeBell said.
ForeScout sees a lot of its channel business go to the public sector as well as midsized and large businesses on the commercial side, DeBell told CRN in March. DeBell told CRN at the time of his hire that he decided to join ForeScout because of the "huge opportunity" he sees for partners in securing the Internet of Things.
"I think we're primed for a big growth spurt if we can get more partners engaged and trained to tell the story," DeBell said in July 2016.