As Vice President of Worldwide Channel Sales, I’ve seen firsthand how much our partner ecosystem at Abnormal AI has evolved over the past year. That work was recently recognized with my inclusion on the 2026 CRN Channel Chiefs list, which highlights leaders driving meaningful impact through partner-led growth. I’m genuinely proud of the team and our partners for the work we’ve done together.

The channel has always been central to how we go to market, and this acknowledgment comes at a particularly meaningful time as we close out our fiscal year. It’s a moment to reflect on the progress we’ve made and share some of the momentum behind our channel business.

Over the past year, we’ve seen a 30% increase in partners globally, expanding our reach across regions and strengthening our ability to support customers wherever they operate. A significant portion of this growth has come from aggressive expansion in international markets, particularly across EMEA and APAC, where demand for advanced email security continues to accelerate. This growth is not about adding logos for the sake of scale. It’s about building a community of partners who share our commitment to protecting organizations from today’s most sophisticated email threats.

As our partner ecosystem has grown, we’ve made deliberate investments to ensure partners are supported by experienced, dedicated teams. This year, we filled several key roles, including:

• New North America Channel Leaders

• An International Channel Director

• A Channel Sales Engineer

• A Channel Operations Manager

We also expanded our channel account management team by over 50%, giving partners greater access to the people, expertise, and responsiveness they need to achieve their goals. These investments are critical to scaling responsibly and delivering a consistently strong partner experience.

Our confidence in the channel is reinforced by performance. Channel-sourced pipeline continues to be our highest-converting source, underscoring the trust partners have with their customers and the value they bring throughout the sales cycle.

To support this success, we increased our channel marketing investment by 50% in 2025, with a focus on co-marketing and co-selling initiatives that help partners generate demand and accelerate opportunities. In 2026, we are further expanding these investments to deepen partner impact and growth.

We also made meaningful progress in how we enable our partners. Abnormal recently piloted a new channel enablement framework designed to deliver more consistent, role-based, and impactful training. Building on that foundation, we’re rolling out new training opportunities this year, including:

• Enhanced sales training

• Expanded pre-sales technical training

• A redesigned onboarding experience for new partners

Our goal is straightforward: reduce time to productivity and ensure partners feel confident positioning, selling, and explaining the technical depth and differentiation that set Abnormal apart from day one.

We also doubled down on rewarding the impact our partners make. This year, we increased our partner Sales Performance Incentive Fund (SPIFF) budget by nearly 50% and awarded thousands of SPIFFs to recognize the pipeline our partners generated. These incentives are one way we thank partners for the effort, expertise, and results they deliver every day.

This recognition reflects what’s possible when strong partners and teams align around a shared goal. As we head into the next fiscal year, we remain focused on investing in our partners, listening closely to their needs, and continuing to build a channel program designed for long-term success.

Thank you to our partners, our channel team, and everyone across Abnormal who makes this momentum possible. I’m excited about what we’ll continue to build together.