Giving partners access to enablement isn't the same as getting them ready to sell.
Most channel teams don't struggle to produce enablement. Portals get built, content libraries grow, certifications get launched. But once an ecosystem spans thousands of partners across markets, languages, and time zones, making more resources available no longer guarantees that partners feel prepared when they are in front of a customer.
You add more content. You run more training. And your channel managers still can't be in every partner conversation.
The answer isn't scaling the channel team indefinitely. It's making the right expertise available to partners at the moment they need it.
Join us on 20 October at 5 PM CET / 11 AM EST for a live Q&A with Craig Patterson, Global Channel Chief at Exabeam, who leads partner strategy across an ecosystem of more than 3,000 partners and has spent over 20 years building and scaling channel businesses, on what modern partner enablement looks like at scale.
In this session, we'll break down how Exabeam rethought enablement for 3,000+ partners, which metrics show whether it is working, and where AI can extend the reach of a channel team without replacing the relationships behind it.
What you will learn:
- Moving Beyond the Content Museum: Why access to content isn't readiness to sell, and how to help partners apply what they've learned in real customer conversations.
- What Partners Actually Want From Enablement: A clear path to profitability, enablement that improves performance with customers, and support that fits each partner's type and maturity.
- Extending Your Partner Managers' Reach: How technology and AI can extend your Channel Account Managers' expertise across regions and time zones, without replacing the human relationship.
- Measuring Enablement by Business Outcomes: The metrics that show whether partners sell better, from time to first deal to competitive win rate, and how to report outcomes instead of activity.
- Inside Sherpa, Exabeam's Always-On Enablement Layer: How Exabeam built an AI channel resource in Slack and Teams for pitch practice and real-time objection handling, and what early adoption revealed about its limits.
💬 JOIN THE CONVERSATION
After the session, connect with Craig Patterson on LinkedIn and share one metric your organization currently uses to measure partner enablement or partner program performance.
Save your spot and join us live.
