Exabeam Selects New Channel, Technology Partner Strategies VP, Adds Resellers

**Editor’s Note: Click here to see which channel people were on the move in July or here for a list of July’s important channel-program changes you should know.**

Computer security service provider Exabeam has selected Ted Plumis, formerly of Imperva, to lead its channel and technology partner strategies.

Exabeam also announced it will begin reselling with channel partners Carahsoft, GuidePoint Security, Blackwood Associates and Somerford Associates. The company launched its channel program in February and all of its sales go through the channel. It currently has seven active partners.

Plumis will serve as vice president of channel, business and corporate development. He joins Exabeam during a period of “dramatic channel partner growth, as channel providers work to meet demand for network analytics to better detect cyber attacks and pinpoint suspicious network activity,” according to the company.

Plumis tells Channel Partners he wants Exabeam to be recognized by its customers, partners and other vendors as the “most innovative and integrated company in the marketplace when it comes to working with channel partners.”

“We will build relationships in the channel that are not bound by the constraints of channel programs that were designed 15 years ago,” he said. “A new approach to the channel will allow us to offer our partners a range of benefits (guaranteed margins, rebates, joint marketing, etc.) commensurate to their investment in and engagement with Exabeam.”

Plumis led Imperva’s worldwide channel and service provider program, and doubled its year-over-year channel revenue. Before that, he led channel development and strategy at Q1 Labs, resulting in an acquisition by IBM. He also held positions with HP ArcSight and Secure Computing.

“In line with my business-development roles at the company, I will begin driving various ‘meet in the channel’ and original equipment manufacturer-focused relationships with complementary vendors in the space,” he said. “The goal of these programs is to allow partners the ability to offer more consistent and profitable upsell opportunities in their existing accounting base, as well as value added services around combined solutions.”

Nir Polak, Exabeam’s CEO and co-founder, said partners have always played a pivotal role in the scoping, sale and deployment of security information and event management technologies within an organization’s security operations center.

“It’s rare that an early-stage company is able to attract talent with Ted’s pedigree, but, given our team, technology and market traction, we were able to add Ted to our ranks,” he said.

Exabeam was founded in 2013 and its flagship User Behavior Analytics offering was launched in October 2014. The company already has exceeded its projected sales goals for 2015.