Rubrik (RBRK) is handing more of its AI-security push to partners. On October 9, at its GSI Summit in Goa, India, the company expanded Project Hourglass. It added AHEAD, Trace3 and World Wide Technology to an alliance that already includes Deloitte, Cognizant, Wipro and NTT DATA.
The expanded alliance will support Rubrik Code Guardian, a tool designed to red-team an isolated copy of a customer’s code to find chained attack paths. It remains in private preview with select design partners.
What the Partners Get
- The product: Code Guardian runs on Anthropic’s Claude Mythos 5 and tests an air-gapped clone of a code repository, never live systems. It sits alongside Rubrik Agent Cloud, which puts guardrails on AI coding agents.
- The support: joint go-to-market resources, certification tracks and direct access to Rubrik engineers.
AHEAD’s Steven Sorensen put the pitch simply: “Customers want to adopt AI coding without inheriting AI-speed attack surface.”
Rubrik’s Selling Costs Are Falling as a Share of Revenue
Rubrik spent about 98% of its revenue on sales and marketing in fiscal 2025, a year swollen by stock compensation that kicked in after its 2024 IPO, per its annual report. In fiscal 2026, revenue grew 48% to $1.32 billion while sales and marketing fell 11% to $770 million, cutting that share to about 58%. Over the last 12 months, it’s down to about 54% on $1.54 billion in revenue.
Partner selling is one way to keep that ratio moving down.
What Rubrik Hasn’t Shown Yet
The nine-partner alliance could broaden Rubrik’s reach, but the announcement does not quantify Code Guardian’s revenue contribution or any selling-cost savings from the expansion. The expansion makes sense for a company still spending more than half its revenue to sell. The proof comes later: a general-availability date, then partner-sourced deals big enough for Rubrik to call out on an earnings call. Until then, the 54% is the number to track.
Want to track whether Rubrik’s selling costs keep shrinking against revenue? Pull up the same chart on TIKR for free and check it after each quarter. Learn more here.
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