Xcitium Channel

Xcitium Channel

2024

Index

Channel Team Map

Closed/Won

Deal Creation & Pipeline

Notable Opps Q2, Q3

How to get to $3MQ2 & Beyond

Channel Brand

Channel Budget &Future Channel Needs

Channel Team

Channel Team

Brice Kohara Channel Director, Midwest/Central Minneapolis, MN

Jo Lynn HauserDirector Channel Marketing Phoenix, AZ

Kimberly JacksonChannel Manager Oklahoma City, OK

Jessica TaussigChannel Director, Mountain West Denver, CO

Drew StrattonChannel Director, Southeast Nashville, TN

Dani PickensVP Channel Sales Dallas, TX

Rodrigo Lemos Channel Director, LATAM Sao Paulo, Brazil

Q2 2024

Q2 2025

AVANT Closed/Won Revenue

Closed/Won Revenue FY 23 - FY 24

Total | $226,169 ARR

Deal Creation & Pipeline

Notable Partners

AVANT Partner Ecosystem

AVANT Partner Ecosystem

AVANT & Xcitium Partnership

Daren Boozer

Josh Swenson

"Xcitium has been a breath of fresh air. I have had multiple partners that didn’t have previous experience in selling security comment about how easy it is to sell and implement. Dani, Danielle, and the team have been fantastic in supporting our Trusted Advisors - this partnership has no limits!"

"Working with the channel team at Xcitium so far has been an awesome experience. They are always very quick to reply and able to help, whether it is with technical questions or simply arranging calls with our clients."

AVANT/TA National Events

Closed/Won Revenue

Closed/Won Revenue FY 23 - US TSD

Total | $524,402

Closed/Won Revenue FY 24 - US TSD

Total | $63,874.50

Closed/Won Revenue FY 24

$63,874.50

Notable Opps CQ & NQ - US TSD

CQ & NQ Funnel - US TSD

$3,780,684

Notable Opps CQ & NQ - LATAM

CQ & NQ Funnel - LATAM

38 Open Opps $4,129,807

CY Partner Recruitment LATAM

23 New Partners in 90 Days

Q2 & beyond

How to get to $3m

Operational Excellence

Channel Activities

Partner Customer Experiences

Education & Enablement

TSD & National Events

- Immediate Customer Pipeline - Relationship Building

- Recruit New Partners - Train & Enable Partners - Activate Dormant Partners

- Recruitment Focused -Education/Enablement -Building our Brand -Investing in TSDs

Partner Customer Experiences Case Study || Carrier SI Winter Wonderland

• Sundance Catalog - 275 EPs - $40K
• Western Sheet Metal - 100 EPs - $11K
• Easton Technical Products - 150 EPs - $16K
• Yolli - 75 AEP - $4500
• TOTAL in Sales Hands = 525 EPS @ $65K+

"Reflecting on our event, it truly exceeded all expectations and seeing our customers genuinely enjoy themselves was the cherry on top! Winter Wonderland has truly solidified strong connections, sparked intriguing conversations, increased brand visibility and set the stage for even greater success in the future. " - Kimberly Sanchez, Carrier SI ENT AE

Education & Enable

• Large Partner Teams
• 1:1 trainings/events
• Cross Pollination Strategy
• double the mindshare/recruiting partners
• half the cost (or less!)

National Circuit & TSD Events

• Channel Partners Expo Vegas
• AVANT, Telarus Education Bootcamps
• PACs or Engineering Summits

Technology Solutions Distributors (TSDs)

AVANT

Bridgepointe

Sandler Partners

Telarus

Closed/Won 2023 -$92,655 Closed/Won YTD - $3,430 Open Pipeline - $1M

Closed/Won 2023 -$0 Closed/Won YTD - $1,174 Open Pipeline - $150K

Closed/Won 2023 - $92,827Closed/Won YTD -$40,450 Open Pipeline - $1.39M

Onboarding meeting with Supplier Manager set for next Thursday.

Channel brand

Josh Swenson

Daniel Pavolic

Daren Boozer

"Xcitium has been a breath of fresh air. I have had multiple partners that didn’t have previous experience in selling security comment about how easy it is to sell and implement. Dani, Danielle, and the team have been fantastic in supporting our Trusted Advisors - this partnership has no limits!"

"Working with the channel team at Xcitium so far has been an awesome experience. They are always very quick to reply and able to help, whether it is with technical questions or simply arranging calls with our clients."

"Xcitium strengthens our portfolio by allowing us to continue offering the best of the best in the cybersecurity space for our clients. Their user-friendly interface and intuitive tools help simplify the complexities of cybersecurity. "

channel budget & Future Channel Needs/resources

Channel budget

Program Resources

Sr. Director Channel Enablement

National Alliance Director

Channel {focused} SE

Sr. Director Channel OPS

- Partner Manager Playbook - Onboarding CMs -Partner Manager Sales Training - Partner Playbook -LeadGen Support -Partner Portal Build Out/LMS *THE UNKNOWN*

- TSD Manager - AVANT, Telarus, Sandler, Bridgepointe (100+) - QBRs, Strategy Planning -Top Down Approach (CMs are bottom up approach)

- Partner facing -Enablement and Sales Trainings - Event Presence - Relationship driven

- Channel Reporting/Optimization - MDF Budget Utilization - Escalation/Partner Support Build Out - Partner Portal Reporting -Channel Automation *THE UNKNOWN*

THANK YOU!

Targets to Q2 o Connection - South of Brazil – Ciber security specialist – 12 year Cylance Partner and looking for a new MDR,MXDR vendor o Telefonica Brasil – Meeting scheduled to second week of April o NetComm – Sao Paulo – SOCaaS specialist – Customer base focused on Enterprise and Hight account ( Itau and Bradesco) first and second large brank in Brazil are clients of their SOC – 48K endpoint managed by Netcomm SOC. o NTT Brazil – CEO worked with me at McAfee – beginning the conversation about Xcitium. o Logicalis – I’ll visit their both on next ciber event – CISO know Xcitium and call me to receive more information about our solution.

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Dani Average Deal Size = $18,750 Average Time to Closed/Won = 67 Days Closed/Won = 13 Deals Last Year Closed/Lost = 37 Deals Last Year Close Ratio (Deal Reg to Closed/Won) = 26% Total Closed/Won = $243,762 Average Term Length = 30 Months Biggest Closed/Won = Carrier SI | 4Life $83K 60 Months - $415K TCV

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Dani Average Deal Size = $18,750 Average Time to Closed/Won = 67 Days Closed/Won = 13 Deals Last Year Closed/Lost = 37 Deals Last Year Close Ratio (Deal Reg to Closed/Won) = 26% Total Closed/Won = $243,762 Average Term Length = 30 Months Biggest Closed/Won = Carrier SI | 4Life $83K 60 Months - $415K TCV

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Nick Average Deal Size = $12, 892 (outside of Safford Brown) Average Time to Closed/Won = 36 Days Closed/Won = 9 Deals Last Year Closed/Lost = 13 Deals Last Year Close Ratio (Deal Reg to Closed/Won) = 40% Total Closed/Won = $280,640 Average Term Length = 17 Months Biggest Closed/Won = P2COMM | Safford Brown $177K 15 Months

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Nick Average Deal Size = $12, 892 (outside of Safford Brown) Average Time to Closed/Won = 36 Days Closed/Won = 9 Deals Last Year Closed/Lost = 13 Deals Last Year Close Ratio (Deal Reg to Closed/Won) = 40% Total Closed/Won = $280,640 Average Term Length = 17 Months Biggest Closed/Won = P2COMM | Safford Brown $177K 15 Months

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Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua.Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore.