Driving Profitable Growth Through The CyberArk Channel

CRN’s Channel Chiefs list is one of the most watched announcements of the year for solution providers, and for good reason. It highlights the executives who understand how the channel really works and who are helping partners win in competitive markets. CyberArk’s Chris Moore is part of the 2026 class, a recognition that reflects the growing demand for identity security and CyberArk’s continued focus on giving partners the tools and support they need to build profitable, repeatable business.

Sydney: Being named a 2026 CRN Channel Chief is a significant recognition. What does this honor mean to you, and what does it say about the work you and your team are doing with partners?

Chris: Being named a Channel Chief is as meaningful always, and it is meaningful to me personally. But I do honestly view it as more about the team and what we have been able to build, and the culture and the philosophy of channel here at CyberArk. Our leadership approach and our philosophy around the channel has always been that the channel is a true extension of our sales teams. We are successful when our partners are successful, and we want to make sure that everything we do treats our partners as a true extension of our sales team. So, what this really does is validate that we are going in the right direction.

Sydney: You have described the channel as a force multiplier and a team sport. How does that philosophy show up inside CyberArk day to day?

Chris: It starts at the top, and it starts with our CEO and also our founder. Matt Cohen and Udi Mokady are amazing partner supporters, as is our entire executive team. That support at the executive layer moves down and cascades into the sales teams and into every area of the company.

We listen to our partners, and we want to make sure that everything we do has a partner‑first mentality, whether that is product launches, enablement, marketing activities or branding activities. We work really hard with our sellers to make sure they understand that partners are about delivering value and delivering customer success.

In a world of ARR and subscription, that is really meaningful. Delivering that with our partners and hand in hand with our sales reps, that is partnering in the field. That is the team sport, where you have both your sales teams and your partners driving toward the same thing, which is a positive customer outcome.

Sydney: Let’s make this real for partners watching. You launched the CyberArk MSP Hub and saw a 40 percent increase in partner‑generated pipeline. What have you done to make growth and profitability easier to achieve?

Chris: MSP has been a giant bright spot for us, as you mentioned. After launching the hub, our focus was not necessarily just on driving pipeline, but it was really about making growth easier for our partners in the MSP space.

We started with a couple of different things. Number one is we made it easier to price and we made it easier to configure. We built in SKUs and pricing models that worked along with the MSP Hub and gave them visibility. That is table stakes.

Then we adjusted our enablement to focus more on outcomes versus product. And as everybody knows, MSPs deliver on outcomes and talent outcomes and customer success.

Third, we really doubled down on marketing and went after the markets that our MSPs wanted to go after, treating the MSP as the customer. Delivering outcomes to their customers really helped us expand.

It has been a massive win for us, and it is something I think is going to grow and continue to be a bright spot for us in the future.

Sydney: Looking ahead now, partners are heading into an AI‑first world where identity and risk are converging. Where do you want partners to lean in for 2026, and how is CyberArk helping them get there?

Chris: I think AI is going to be really exciting, and it is going to be a massive opportunity for our partners. We see identity becoming the center of cybersecurity in an AI‑first world.

If you think about what an AI agent is, it is effectively a machine. We talk about machines all the time. If you think about the 80 to 1 ratio of machines to humans out there, protecting those and securing those AI identities becomes critical.

If I think about partners, what I would say is we need to make sure that we continue to lean into evolving from product sellers to value creation sellers and security advisors. I think we need to lean into machine identity and workload identities tied to AI. I think we need to lean into delivering security outcomes and becoming risk advisors for our customers because they see this as risk.

The work that we have done around MSP is going to create a benefit because our customers don’t have the expertise to do those things and manage the risk and manage the machines. This is an ideal opportunity for our partners to step in and deliver that management and expertise to our customers.

I see it as a giant opportunity. Yes, there’s risk there, but it is a massive opportunity. Our role will be to help transition and help our partners achieve those goals that we are chasing as well.

To explore CyberArk’s partner program, visit CyberArk.com/partners.