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Fostering Exceptional Channel Partnerships for Abnormal Impact

Bertrand Yansouni, Abnormal's VP of Worldwide Channels, has been named one of CRN’s 2023 Channel Chiefs. Learn how Bertrand elevates channel partnerships at Abnormal.
February 6, 2023

Each year, CRN releases its list of Channel Chiefs, which recognizes IT channel executives who work tirelessly to advance the channel agenda and deliver successful partner programs and strategies. I am incredibly honored to be included in this year’s list of Channel Chiefs, alongside some of the leading IT executives in the industry.

Here at Abnormal, our partners are at the forefront of our business and I am grateful to lead a world-class channel organization that works relentlessly with our partners to help grow their businesses and deliver best-in-class solutions to our joint customers. For our team, we all strive to be channel chiefs—focusing on providing best-in-class solutions to enable our partners to deliver world-class results for customers.

So as we embark on a new fiscal year, I want to reflect on the successful year we’ve had with our partners.

Inspiring Channel Growth to Protect Inboxes

The Abnormal channel team goes to work every day with the goal of enabling our partners to do what they do best—delivering the right solutions to their customers. In the past year, we’ve worked alongside dozens of partners to provide our behavioral AI platform to hundreds of new customers, helping to protect them from the growing email threat.

We’ve also grown our team of channel account managers by 300% to ensure our partners are supported in every way possible. This has resulted in a 400% increase in the number of partner events we can support, including some of our favorites where we enjoyed numerous NFL games with our partners, hosted private showings of the new Avatar movie in multiple cities, and talked about the latest trends in email security at dozens of roundtables and dinners. Together with our partners, we closed the fiscal year with a 230% increase in channel sales—and we’re excited to continue this growth moving forward.

Providing New Partner Resources to Drive New Opportunities

Our partners continue to see great value in their partnership with Abnormal Security. This past year, we took that to the next level by launching a robust partner portal, which serves as the central hub for our partners. In addition to a streamlined deal registration process, partners now have 24/7 access to sales and marketing resources, industry and Abnormal news, and enhanced visibility into sales opportunities.

In three months since launching, we’ve seen a 30% increase in users accessing the portal, and we continue to update it regularly to ensure that pertinent information is available to our partners on an ongoing basis. In the coming months, we’ll be rolling out new functionality , including training opportunities and marketing campaigns.

Delivering Lucrative Partner SPIFFs

Last spring, we launched an exciting SPIFF offer to our partners. Our goal was simple: to reward partners for showing their customers the full power of the Abnormal Security platform. Since then, we’ve awarded hundreds of thousands of dollars in SPIFFs to our partners as they bring us new opportunities and work hand-in-hand with our sales team to close deals.

We love to work with our channel partners to uncover new opportunities, and we love to reward them for the hard work they put in. We’re excited to continue to offer lucrative SPIFFs to our partners to complement the margins they enjoy selling Abnormal solutions.

An Abnormal Partnership in 2023

As we hit the ground running in FY24, I’m excited about the opportunities we have to take our partner relationships to even greater heights. Abnormal is a channel-first organization, and we look forward to continuing to work with partners to provide the best possible security solution and customer experience.

Learn more about the benefits of being an Abnormal Security partner today!

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