The Partner Spotlight series showcases the success stories of innovative partners transforming the commercial marketplace. These industry leaders share their experiences in harnessing AI for application development, building cutting-edge solutions across the Microsoft Cloud, launching transactable offerings, and maximizing marketplace sales.
In this installment, I had the opportunity to chat with Stephanie Goodman, Global Head of Alliances at Abnormal Security, about their motivation for publishing transactable offers and success they have seen on the Azure marketplace.
About Stephanie: Stephanie Goodman has over 15 years of security experience and a passion for building strategic alliance partnerships. Stephanie joined Abnormal most recently from Google, where she served as the Global Lead of Strategic Alliances & OEMs. While there, she launched a global OEM program that grew over 200% in its first year and helped her team to grow GSI revenue by 250% over the course of 2023. Previously, Stephanie was the Director of Global Strategic Alliances at ForeScout Technologies, where the alliance team created an integration monetization plan that now represents 25% of overall company revenue. Previous to that, Stephanie held a number of channel leadership roles during her almost 7 years at McAfee.
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[JR]: Tell us about your organization. What inspired the founding? What products/services do you offer?
[SG]: Abnormal Security is the leading AI-native human behavior security platform, leveraging machine learning to stop sophisticated inbound attacks and detect compromised accounts across email and connected applications.
With Abnormal, customers can protect against today’s most advanced attacks that exploit human behavior, including phishing, social engineering, and account takeovers. Traditional security tools are limited in their ability to combat these evolving threats and today's enterprises are increasingly susceptible. In particular, the rise of generative AI has enabled cybercriminals to create highly evasive social engineering attacks at scale, and the interconnected nature of the cloud ecosystem means that compromising one account can provide unconstrained access to all connected accounts.
To prevent these threats, Abnormal Security uses a unique behavioral AI approach. The platform connects seamlessly with Microsoft 365 via API to analyze thousands of signals from multiple data sets and precisely baselines known behavior. Autonomous AI models then enable Abnormal to precisely detect anomalous activity and stop never-seen-before attacks with superhuman speed and accuracy – understanding human behavior better than humans to protect humans better than humans.
In addition to providing email security for Microsoft 365, Abnormal also delivers multi-platform defense for more than a dozen cloud infrastructure and SaaS applications including Workday, Salesforce, ServiceNow, Slack, and Amazon Web Services.
[JR]: Can you tell us about the application(s) you have available on the marketplace? How does it work?
[SG]: Abnormal Security offers a SaaS platform on the Azure Marketplace, Abnormal - Cloud Email Security, built to integrate directly with Microsoft 365.
The Abnormal Human Behavior AI platform enhances Microsoft Defender for Office 365 by leveraging behavioral AI. The anomaly detection engine leverage's identity and context to understand and baseline human behavior, then analyzes the risk of every cloud event to identify deviations indicative of malicious activity. This enables customers to detect and stop sophisticated, socially engineered attacks that target human vulnerability.
Our platform provides real-time threat intelligence, automated response, and actionable threat intelligence. Additionally, it provides in-depth reporting and insights to help organizations strengthen their overall security posture.
[JR]: What motivated you to publish a transactable offer on the marketplace?
[SG]: Publishing a transactable offer on the Azure Marketplace was driven by our commitment to making it as easy as possible for customers to access and deploy our solution. The marketplace provides a trusted platform for customers to discover and purchase Abnormal Security. By offering this through Azure Marketplace, it streamlines the purchasing process for organizations.
[JR]: What business outcomes have you experienced as a result of having a transactable offer on the marketplace?
[SG]: Since publishing our transactable offer on the Azure Marketplace, we’ve seen significant improvements in customer acquisition and retention. The simplified purchasing process has resulted in faster deployment times and a reduction in the sales cycle, helping us close deals more quickly. Customers leveraging their Microsoft Azure Consumption Commitment (MACC) benefits to purchase our solution increased by 40%, driven by the convenience of purchasing directly from the Marketplace while seamlessly involving their trusted channel reseller in the process, fostering mutual value and deeper ties with Microsoft’s ecosystem. Additionally, being on a platform like Azure Marketplace has expanded our visibility, helping us attract new customers and gain access to enterprise customers who are already leveraging Microsoft Azure Marketplace. This increased visibility has led to about a 30% increase in customer inquiries and interest, providing more opportunities for engagement within the Microsoft ecosystem.
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Updated Jan 29, 2025
Version 1.0
justinroyal
Microsoft
Microsoft
