Channel Focus Channel Focus 2026
October 20 to 22 · Carlsbad, CA

Meet Crossbeam at Channel Focus 2026

From partner intelligence to AI-powered co-selling, Crossbeam is bringing practical playbooks to Channel Focus, including a panel with Arctic Wolf, Cloudera, and HP. Catch our sessions and breakouts, then find us at the booth.

  • Catch our sessionsPartner intelligence, AI across your program, co-sell, and a panel with Arctic Wolf, Cloudera, and HP.
  • Visit our boothSee partner data and Crossbeam MCP in action at The Westin Carlsbad Resort.
  • Book a meetingReserve time with our team onsite, built around your partner and co-sell goals.
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Who you'll meet

Meet the Crossbeam team

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Nikki Johnston Nikki Johnston VP Sales, Enterprise, Crossbeam Panel + co-sell breakout
Lindsey DeFalco Lindsey DeFalco Chief Product Officer, Crossbeam Expert session + AI breakout
Ian John Ian John Business Development Representative - Ecosystem Specialist, Crossbeam At the booth · Book a meeting
Kevin Linehan Kevin Linehan Director of Partnerships, Alliances, Crossbeam AI engagement workshop
Crossbeam on the agenda

Catch our sessions and breakouts

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Panel Wednesday, October 21
2:05 to 2:45 PM PT

Defining, Measuring and Increasing Partner Sourced Revenue

with Nikki Johnston (Crossbeam), Will Briggs (Arctic Wolf), Michelle Hoover (Cloudera) and Meg Brennan (HP)

Partner leaders from Arctic Wolf, Cloudera and HP compare how they define partner-sourced revenue, how they measure it, and what has actually moved the number.

Ask the Experts Wednesday, October 21
3:05 to 4:05 PM PT
Concurrent breakouts

What does it take to embed AI across your partner program (not just pilot it)?

with Lindsey DeFalco, Chief Product Officer, Crossbeam

Move beyond pilots: the data foundation, systems, guardrails and ownership it takes to put AI into everyday partner-program operations with measurable impact.

Ask the Experts Wednesday, October 21
3:05 to 4:05 PM PT
Concurrent breakouts

What does it take to build a co-sell engine that consistently produces pipeline?

with Nikki Johnston, VP Sales, Enterprise, Crossbeam

The difference between co-sell activity and a repeatable engine that creates, progresses and closes qualified opportunities, from picking the right accounts to the cadence and metrics that prove it works.

Discussion workshop Wednesday, October 21
3:05 to 4:05 PM PT
Concurrent breakouts

How do you use AI to fundamentally change partner engagement at scale?

with Kevin Linehan, Director of Partnerships, Alliances, Crossbeam

An open debate on where AI can make the partner experience more relevant at scale, without weakening the trust, judgement and human relationships partnerships run on.

Expert session Thursday, October 22
1:50 to 2:30 PM PT

Data Insights and Partner Intelligence: Giving your teams a single view of their partners

with Lindsey DeFalco, Chief Product Officer, Crossbeam

How to bring partner, account and pipeline data together in one place, so sales, partnerships and leadership work from the same picture of every partner.

Crossbeam for channel teams

Scale channel sales with partner data

The easiest way to build, prioritize, and activate your channel pipeline. Find the right channel partner for every deal, eliminate channel conflict, and scale growth through your partner ecosystem.

Explore Crossbeam for channel >
01

Real-time channel mapping

Generate live lead lists for each partner, pinpoint co-sell opportunities, and show partners exactly where they can help close more revenue.

02

Accurate propensity scores

Score and rank partner leads automatically, and use Ecosystem Intelligence to know who is best positioned to move each opportunity forward.

03

Reduced channel conflict

See which vendor or partner is already engaged with an account, prevent at-the-buzzer deal registration, and attribute channel revenue at every stage.

04

Seamless co-selling collaboration

Work from a single source of truth with partners, and engage them early with structured, AI-driven sales plays that keep deals moving.

30,000+

companies scale their ecosystem with Crossbeam to uncover new opportunities and drive revenue growth.

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Crossbeam MCP

Bring your ecosystem into every AI conversation

Connect Crossbeam to the AI tools your team already uses. Surface co-sell opportunities and account overlaps, find warm intro paths into stalled deals, and let AI agents reason about partner coverage, all with live partner data.

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See it live at the booth Learn about Crossbeam MCP >
Ask your AI

Which accounts are prospects for both us and our top channel partners?

Which of my open opportunities have the most coverage from my co-sell partners?

This deal has been stuck for weeks. Who in our ecosystem can get me in front of the right person?

Which partners have the most overlap with our open pipeline right now?

Visit our booth · Channel Focus 2026

Find us at the booth, or book time with our team

Stop by for a demo of partner intelligence and Crossbeam MCP, or reserve a slot now so we can plan around your questions.

Book a meeting