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ADT Cybersecurity Channel Chief Jon Kabrud To Exit Company

During his 15 months as channel chief, Jon Kabrud recruited 50 new partners to ADT Cybersecurity - 20 of whom are actively transacting with the organization – and grew year-over-year revenue by 56 percent.

Jon Kabrud will resign Friday from his post as ADT Cybersecurity’s director of U.S. MSP channel sales after building the organization’s first-ever partner program.

During his 15 months as channel chief, Kabrud recruited 50 new channel partners for Boca Raton, Fla.-based ADT Cybersecurity - 20 of whom are actively transacting with the business – and grew revenue by 56 percent on a year-over-year basis. Kabrud expanded ADT Cybersecurity’s channel community to about 100 solution providers and made the business unit profitable in a relatively short period of time.

“We built and launched the channel program from the ground up,” Kabrud told CRN. “We implemented what I believe to be a very modern technology stack both for my channel organization as well as my partners. And we‘ve significantly ramped up our partner recruitment efforts.”

[Related: ADT Cybersecurity Debuts Partner Program To Incent Channel]

Kabrud said the team he built at ADT Cybersecurity had the entrepreneurial spirit needed to thrive in a startup-type environment while still understanding how to navigate a complex and mature 150-year-old business like ADT. The rest of the channel team will remain in place at ADT Cybersecurity, said Kabrud, who suspects his replacement will be selected internally. Kabrud submitted his resignation Aug. 24.

“Yes, I’m leaving, but I’m leaving the partners in the hands of a killer team, a great team,” Kabrud said. “We built a very stable platform, a stable program. ADT is going to slot in the next leader, and it‘ll keep on chugging.”

ADT declined to respond to CRN questions about the impact of Kabrud’s departure on MSP partners as well as how the company plans to replace Kabrud. He joined ADT Cybersecurity in June 2020 after leading Americas sales for Ubiq Security and North American strategic partners and channel business development for SonicWall, working under channel visionary Steve Pataky at both employers.

Once he departs ADT Cybersecurity, Kabrud said he’s looking to recharge, refocus and spend time with his 11-year-old and 9-year-old sons. Kabrud said he’s open to channel leadership roles at any cybersecurity company that has fully embraced and believes in a partner-first strategy.

“I‘m very strong at building teams, but that’s more than just bringing in the right people,” Kabrud said. “It’s getting people bought in to a collective vision and getting everybody rowing in the same direction for the greater good of the channel partner.”

Going forward, Kabrud said he’d like to see ADT work on improving its speed of delivery and ability for its cybersecurity business to execute in a timely manner. Delays in everything from new product development to partner case studies resulted in reduced opportunity for ADT Cybersecurity’s channel partners, he said. ADT declined to comment on how it plans to address execution and speed of delivery.

“ADT is a very big company entering a new space in cybersecurity, and there’s a challenge with the ability to execute sometimes,” Kabrud said. “When you‘re unable to tackle some of those blocking and tackling things, it’s time to step away and find a new challenge or opportunity.”

Prior to Kabrud’s arrival, Stratus Concept LLC would have to spend a lot of time getting a hold of the right ADT Cybersecurity support person to assist with customer issues, according to Pete Salerno, CEO of the Lake Zurich, Ill.-based consultancy. Kabrud helped implement a dashboard where Salerno can track all of his support tickets and greatly accelerated the technical response time for channel partners.

“I work with a lot of small businesses and if there‘s an issue with the firewall, I pretty much need to get a reply right away,” Salerno said. “They [the customer] have no staff to work on it, and I’ve got limited capability myself, which is why I use them [ADT Cybersecurity].”

Salerno also praised Kabrud for streamlining and standardized pricing so that its easier for Stratus Concept LLC to provide quotes as well as improving the partner portal interface to make information more easily accessible. And on a personal level, Salerno said Kabrud was very responsive to the issues he raised around his frustrations around the support team.

All told, Salerno said Stratus Concept’s business with ADT Cybersecurity probably doubled during Kabrud’s time with the business.

“When he came on, the partner program improved immensely,” Salerno said. “He brought a lot of structure into it that was needed. I was happy with all the changes he made.”

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