On Changing Channels, Dani Pickens shares how her “enablement first” strategy, selective partner engagement, and creative use of automation are helping Xcitium scale with intention—and success.

Building a successful channel program doesn’t require a large budget or a deep bench. In today’s competitive environment – particularly in cybersecurity – channel success often comes down to prioritization, creativity, and focus.

Dani Pickens, vice president of North American Channels at Xcitium, joined Changing Channels host Larry Walsh to talk about how she’s leading a high-impact partner strategy without the typical resources many channel chiefs rely on. Instead of chasing volume, Pickens is investing in enablement – equipping a targeted group of partners with the tools, training, and support they need to grow. Her “enablement first” philosophy is helping Xcitium stand out by delivering real value and building trusted, long-term relationships.

Pickens also discussed how her small team uses tools like Canva, JotForm, and ChatGPT to create co-branded assets and customized campaigns on demand. This creative, tech-enabled approach allows Xcitium to maintain a high-touch experience with partners while keeping operations lean and agile.

At the heart of Pickens’ strategy is a recognition that scale doesn’t have to mean size. By focusing on the right partners and building repeatable processes, her team is creating a program that is both efficient and sustainable, without losing the human element that makes partnerships work.

Watch the latest episode of Changing Channels to hear more insights from Pickens and Walsh.