Exabeam channel-first push lifts partner-led pipeline

Exabeam says its global channel business has gained momentum a year after launching its APEX Partner Program. In the first half, partner-led pipeline and bookings rose above internal targets.

Channel-driven new-logo pipeline exceeded target by 138% globally in the first half, while expansion bookings reached 125% of plan. The channel also became Exabeam's highest-volume sales source, with pipeline targets exceeded in every region.

The figures offer an early test of the channel-first approach the cybersecurity company introduced with the programme. Exabeam has built the programme around partner competency, enablement, customer outcomes and long-term growth, as it seeks to expand the role of resellers and other partners in winning new customers and growing existing accounts.

Craig Patterson, senior vice president of global channels and marketing at Exabeam, said the results showed the model was delivering across regions.

"When we launched the Exabeam APEX Partner Program, we set out to build a channel-first program that would create meaningful growth opportunities for our partners and make it easier for them to build, sell and expand with Exabeam," Patterson said.

"A year later, we have the results to back up that strategy. Partners are generating pipeline, converting more opportunities, expanding within customers and contributing to growth in every region."

Partner mix

Part of that effort has involved deeper work with strategic partners. Exabeam pointed to expanded collaboration with Google, including a co-engineered Google Security Operations integration, a new Google Cloud Marketplace route to market and joint sales activity intended to create more partner opportunities.

It has also funded and run more than 90 partner-led campaigns and events globally. Those programmes were designed to drive demand generation and market engagement while giving partners more opportunities to build pipeline alongside Exabeam.

Another element is Exabeam Sherpa, which the company describes as an AI-powered virtual channel account manager. The tool is designed to help partners build expertise, find sales resources and prepare for customer engagements.

Partner feedback suggests those support tools have become a visible part of the programme. Exabeam said its 2026 Voice of the Partner survey included responses from 115 partners across six regions, spanning three programme tiers and several partner business models.

Overall partner satisfaction rose, with 82% of respondents saying they were satisfied or very satisfied. Among Pinnacle partners, the highest tier in the APEX structure, satisfaction reached 4.40 out of 5, while Net Promoter Score stood at +61.9.

Ian Thomas, chief executive officer at UK-based Saphire, said Sherpa had changed how his team worked with customers.

"Exabeam Sherpa has been a game changer for our team," Thomas said.

"It accelerates learning and helps our people show up in front of customers with greater expertise and confidence. Having an always-on digital assistant that can help us strengthen proposals and presentations, find relevant proof points and collateral, and stay aligned with Exabeam messaging gives us a more cohesive approach with customers. That consistency helps build trust from the beginning in a way traditional online training, shared repositories and webinars simply can't match."

Survey results

The partner survey forms part of Exabeam's effort to show that channel growth is being matched by stronger engagement from the companies that sell and support its products. The findings, it said, pointed to higher satisfaction, advocacy and confidence in its portfolio.

Pete Harteveld, chief executive officer of Exabeam, said the company was using that feedback to shape its investment decisions.

"Partner feedback is one of the clearest measures of whether our strategy is delivering meaningful business impact," Harteveld said.

"The growth metrics tell one part of the story, while rising satisfaction, advocacy and confidence in our portfolio show that our investments are strengthening the partner experience as well. That feedback continues to shape how we invest, innovate and grow alongside our partners."

Industry rankings

Exabeam also highlighted several industry rankings tied to its channel operations. The APEX Partner Program received a five-star rating in CRN's Partner Program Guide, while Exabeam said it ranked first overall in AI Security in CRN's Annual Report Card, leading all four subcategories and all 21 evaluation criteria.

Additional recognition included Patterson being named among CRN's 50 Most Influential Channel Chiefs, Exabeam's inclusion in the CRN Security 100 and finalist status for Security Vendor of the Year in the CRN Best of the Channel Awards.

The latest results, Exabeam said, show the channel now occupies a more central position in its sales model, with partner-led activity contributing both new-customer pipeline and expansion within the installed base.