Mat Kaddour, Checkmarx
Mat Kaddour is the director of channels, EMEA and APJ at Checkmarx. With over two decades of executive leadership experience, he has successfully steered innovative businesses and technologies across the Asia-Pacific region, spanning more than 20 countries across four continents.
With a profound understanding of transformative technologies, Mat is deeply committed to assisting clients and business partners on their cloud adoption journeys, application modernisation endeavours, and digital transformation strategies, all while ensuring their security and successful execution. Backed by his expertise in cybersecurity, Mat brings a distinctive perspective to organisations, offering trust and strategic guidance.
Number of years in current role:
2
Number of years in current company:
2
Number of years involved in indirect/channel sales:
23
Reports to:
Sean Thompson, SVP global alliances and channels
Number of employees in channel organisation:
30
What percentage of overall sales come through the channel?
65
What is your personal channel philosophy?
The channel ecosystem is key to the success of any IT organisation. A successful organisation prioritises collaboration and teamwork within their channel ecosystems.
They work closely with trusted partners, including resellers, distributors, and system integrators, to collectively deliver comprehensive solutions to customers at a scale they could not deliver on their own. By fostering strong relationships with shared objectives, this approach ensures that the combined expertise of the network is harnessed for the benefit of all.
What were your biggest personal channel accomplishments over the past year?
Successful implementation of Tier 2 channel strategy in Asia Pacific that incorporated various types of distributors as well as different partner variations.
Initiated the first elements of the Checkmarx global Channel Certification Program. Implemented the first MSSP Cloud construct, developed its foundations that evolved into its current programme.
What were your organisation's biggest channel accomplishments over the past year?
EMEA was the number one region for channel contribution. Mat led the region for most closed MSSP partners signed. The region also had the most certified partners globally.
What areas would you like to see your channel partners invest in in 2024?
In 2024, my goal is to boost investment in MSSP cloud partners (as well as our forthcoming MSSP on-prem project). This initiative aims to offer clients worldwide a cost-effective means of adopting DevSecOps practices, eliminating the need for the substantial investments typically associated with enterprise-level solutions.
Given the significant value of DevSecOps initiatives and their associated expenses, it is imperative that we take this approach. Moreover, I will take the lead in implementing innovative strategies for generating leads, with the aim of capturing a larger market share and ensuring that Checkmarx maintains its position as a DevSecOps global leader.
What are the biggest challenges facing your partners in 2024?
In 2024, DevSecOps resellers face an array of challenges, from staying updated in a rapidly evolving landscape to managing skilled talent, integration complexities, and compliance. Overcoming resistance to change, vendor selection, and training add to the complexity.
Cost control, intense competition, and differentiation are ongoing hurdles, while security and scalability are paramount. Customer education is key to demonstrating DevSecOps ROI. Success requires adaptability, deep domain knowledge, and a steadfast commitment to customer satisfaction in this fiercely competitive field.
In what ways do you use your role to build equity and inclusion?
I promote diversity in the channel partner network by actively seeking out partners from underrepresented groups. This extends to our hiring/promotion practices, ensuring that our team embodies diverse perspectives. I advocate for equitable opportunities and resources, making sure that all channel partners have access to the same resources to succeed.
I prioritise educating partners on the importance of diversity/inclusion, offering resources and training to help them foster a welcoming and inclusive environment within their own organisations. By taking these actions, I aim to create an inclusive channel community where all can thrive and contribute to collective success.
Describe how your use of market development funds (MDF) is changing this year?
- Enhanced Focus: Our 2024 MDF Programme prioritises expanding partner sourcing for enterprise and corporate clients.
- Strategic Partner Inclusion: We've integrated strategic partners into our MDF programme, with dedicated marketing managers for tailored initiatives.
- Deepening Account Engagement: This year, our MDF strategy empowers partners to further engage existing accounts, fostering marketing expansion for joint enterprise and corporate clients.
What are your biggest channel priorities in 2024?
Adding more qualified partners, launching a new or revamping an existing channel programme and increasing the amount of net new accounts coming through partners.