CHANNEL CHIEF
AFRICA
Creating an EMEA channel for the first time from a blank sheet of
paper will be a career highlight for BRETT CANDON, VP EMEA
Channel, Exabeam. He explains how he started a career in technology
and what he thinks the next technology talking point will be.
DDescribe your current job
role and the parts that are
somewhat challenging?
My current job is VP EMEA Channels at
Exabeam and I have overall responsibility
for the company’s EMEA Channel from
strategy to delivery. The most challenging
part of the role is ensuring we best align
as a team to serve the partners at peak
performance and take full advantage of
the huge market opportunity Exabeam has
opened. It’s a case of the right partners
at the right time. It’s important to have
faith in your vision, focus and be adaptable
towards things that may divert your course
in different directions.
Can you explain how your company
works with channel partners?
Exabeam is a 100% channel company. We
run a two tier model in EMEA with a Value
Added Distribution channel acting as an
extension of our channel team to assist
with managing our partners, training,
recruitment, marketing, financing, logistics
etc. For our go-to market we work with
systems integrators, MSSPs and value
added resellers.
and we open up the whole SIEM market for
them without the need to rip and replace if
the customer is not yet ready.
What are the latest trends you see
emerging across the channel?
It’s vital that partners adapt their business to
the changes happening in the marketplace,
otherwise they run the risk of being
left behind. Typically this could be tying
themselves to a legacy technology or vendor
that is no longer relevant.
I guide my staff
towards their goals in
line with the company’s
goals and I ensure
that everyone’s voice
gets heard.
Brett Candon, VP EMEA Channel, Exabeam
How do you ensure channel
partners flourish in a highly
competitive market?
Exabeam has hand-picked the partners
we feel will give us good coverage and
have the right levels of engagement and
technical skills to represent Exabeam in the
market. By keeping the number of partners
per territory low it allows us to spend
more time with those partners. Exabeam’s
messaging is relevant for their customers
What is your
management philosophy?
I guide my staff towards their goals in
line with the company’s goals and I ensure
that everyone’s voice gets heard. It’s
important that my team isn’t afraid to
make mistakes, ask for help and continue
to learn. Everyone is accountable for their
actions – good and bad. As a team we aim
to work hard, be respectful, overachieve
and enjoy ourselves.
INTELLIGENT
INTELLIGENT TECH CHANNELS TECH CHANNELS Issue 29
61