Live Q&A: What Modern Partner Enablement Looks Like at 3,000-Partner Scale w/ Craig Patterson

Most partner enablement programs measure the wrong thing. A certificate tells you who finished the course, not who can actually sell. In this Kiflo Q&A, Craig Patterson, SVP of Global Channels & Marketing at Exabeam, shares how his team supports an ecosystem of more than 3,000 partners with a small channel team, and how they rebuilt enablement around partner performance instead of course completions. In this session, you’ll learn: Why traditional LMS-based enablement turns into a “content museum,” and what partners actually ask for instead How Exabeam ties its best partner discount to completing the full enablement journey How a tiered model lets Channel Account Managers focus on top partners while the rest of the ecosystem is supported at scale Inside Sherpa, Exabeam’s AI enablement layer: an always-on virtual CAM in Slack and Teams, practice-based learning paths in local languages, and a virtual coach that joins live prospect calls How the buyer journey has changed, and why partners need to get prospects to technical validation fast The metrics that show whether enablement works: time to first deal, sales velocity, and the sales stages where partners get stuck About the speaker: Craig Patterson is Global Channel Chief at Exabeam, leading partner strategy across more than 3,000 partners. He has more than 20 years of experience building and scaling partner ecosystems, including helping grow a channel business from $100M to more than $1B, and is a five-time CRN Channel Chief. 🔗 Check out more Q&A sessions: https://watch.getcontrast.io/kiflo 🔗 Learn more about Kiflo: https://www.kiflo.com/ #PartnerEnablement #ChannelPartners #PartnerEcosystem #Partnerships