Forescout Channel Sales Chief Earns Industry Recognition Amidst Partner-Led Growth
Event summary
- David Creed, VP of Worldwide Channel Sales at Forescout, has been named to CRN’s 2026 Channel Chiefs list.
- Over 95% of Forescout’s sales now flow through its channel partners, a significant increase.
- Forescout has nearly 2,000 certified partner sellers globally.
- Seven strategic partners advanced program tiers in 2025, indicating a focus on partner tiering and incentives.
- David Creed has over 30 years of experience in indirect channels and alliances.
The big picture
Forescout's increased channel focus reflects a broader industry trend towards partner-led sales models in cybersecurity, particularly as organizations seek specialized expertise and managed services. The company's reliance on the channel underscores the importance of maintaining strong partner relationships and providing adequate support to ensure continued growth. This strategy also exposes Forescout to the risks inherent in a partner-driven model, including potential conflicts of interest and varying levels of partner competency.
What we're watching
- Incentive Alignment
- The realignment of incentives appears to be a key driver of channel growth; monitoring the sustainability of these incentives and their impact on partner behavior will be crucial.
- Partner Dependency
- Forescout's heavy reliance on the channel (over 95% of sales) creates a significant dependency; the company's performance is now tightly linked to the success and stability of its partner network.
- Tiered Programs
- The advancement of strategic partners through program tiers suggests a deliberate effort to cultivate high-value relationships; the effectiveness of this tiered approach in driving revenue and market share warrants ongoing observation.
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