Channel Security Secrets

Lou Rabon sits down with Ross Young, CEO of Clear Capabilities and co-host of the CISO Tradecraft Podcast, a former CIA and NSA cybersecurity leader who has also worked at the Federal Reserve Board, Capital One, and Caterpillar Financial, and the creator of the OWASP Threat and Safeguard Matrix. Ross just released a book called "Cybersecurity's Dirty Secret: Why Most Budgets Go to Waste" and he br...

In the newest episode of CSS, Lauri Martinez, VP of Channel Sales at Cyber Defense Group, joins Lou Rabon for a conversation packed with practical wisdom for TA's looking to grow their security practice. A three-time winner of the Channel Marketing Excellence Visionary Award and two-time honoree on the Women of the Channel list, Lauri brings two decades of channel experience to a wide-ranging disc...

We're bringing back one of our most interesting conversations, and it's even more relevant today. In this re-air of Channel Security Secrets Episode 2, Lou sits down with Rick Mischka, now Sr. Director of Education and Enablement at AVANT Communications and former U.S. Army Special Forces professional. Rick shares a refreshingly human take on cybersecurity, one that strips away the jargon and puts...

What if AI isn’t here to replace you, but to make you exponentially better at what you do? In this special AI compilation of Channel Security Secrets , top cybersecurity leaders break down what AI actually means for the industry beyond the hype. From agentic AI and automation to talent shortages and security risks, this episode explores how AI is reshaping the way we work, sell, and secure busines...

Is building relationships in the channel just as important as cybersecurity and AI integration? In this episode of Channel Security Secrets, Lou sits down with Kathryn Rose, founder of channelWise, to explore growth and marketing in the channel. Kathryn shares her journey, emphasizing the significance of relationships in channel success and discussing the latest trends impacting the industry today...

Can focusing on culture truly drive business success in the channel industry? In this episode of Channel Security Secrets, Lou sits down with Craig Patterson, Global Channel Chief at Exabeam, to uncover the secrets behind his successful career and the growing trends in cybersecurity sales. Craig shares his journey of becoming a channel influencer and visionary, while also exploring the latest cybe...

What does it take to build and scale successful cybersecurity channel programs? In this special compilation episode of Channel Security Secrets, leaders from across the cybersecurity ecosystem share their insights on what truly drives growth.  Whether you're a trusted advisor, a vendor, or a channel leader, this episode is rich with practical takeaways and strategies to open meaningful conversatio...

How can Trusted Advisors confidently sell cybersecurity without pretending to be the expert? In this compilation episode of Channel Security Secrets, Lou brings together insights from past guests to unpack what it really takes to succeed in cyber channel sales. From follow-up discipline to partner enablement, from indirect sales methodology to empowering internal champions, this episode explores t...

How can human capital drive success in the age of AI? In this episode of Channel Security Secrets, Lou sits down with Sharif Soofi, VP of Advisory & Channel Partners at BH Technology Group, to dive into Sharif's perspective on why human elements are more significant than ever.  Sharif offers insights into the transition from traditional telecom services to value-driven solutions, and why cyber...

Can direct sales experience help with channel sales? In this episode of Channel Security Secrets, Lou sits down with Mark McGuire, a Channel Director at Avant Communications, to delve into the intricacies of success in the channel space.  Mark shares his journey from direct sales to becoming a Channel Director at Avant Communications. Discover his secret to success, the differences between direct...

Can Face-to-Face Interactions Be the Winning Secret in Channel Sales? In this episode of Channel Security Secrets, host Lou sits down with Victor Cardona, a seasoned entrepreneur and cybersecurity expert. Victor, the President and CEO of SecureX, shares his journey and insights into the nuances of cybersecurity and technology adoption. Victor emphasizes the value of human connection as the heart o...

What if the biggest secret to success in channel sales isn’t knowing more technology, but understanding what the business is actually trying to accomplish? In this episode of Channel Security Secrets, Lou Rabon sits down with Scott Porter, Co-Founder of CloudNow Consulting, to unpack why focusing on business outcomes over transactions is the difference between being easily replaced and becoming in...

What happens when the channel stops treating sales like transactions, and starts treating people like relationships that compound? As we wrap up the year, we’re bringing back one of the most talked-about episodes of Channel Security Secrets, a New Year holiday re-air with Eric Brooker, Founder & CEO of The Channel Standard. In this conversation, Eric gets real about the gaps he sees every day...

What if the key to selling security wasn’t knowing all the answers, but challenging every assumption? For this special holiday re-air we’re revisiting one of the most talked-about episodes of Channel Security Secrets, a conversation packed with practical, unfiltered insight from Alexander Wold, Global Director of Cybersecurity at Monks. Alexander brings 16+ years of real practitioner experience to...

How do you cut through the noise when every security vendor sounds the same? In this episode of Channel Security Secrets, Lou sits down with Alvaro Gonzalez, Vice President of Global Alliances at Assured Data Protection, to explore how starting from first principles helps trusted advisors become true solution sellers, not just quote providers. Alvaro takes us through his unique path from higher ed...

Is the real secret to building a successful cybersecurity career having the right people in your corner?  From his early days in the U.S. Air Force to leading security strategy at Sheppard Mullin, Quincey Collins has seen firsthand how mentorship shapes careers, leadership styles, and business outcomes. In this episode, Quincey shares how guidance from trusted mentors helped him transition from mi...

How do you build lasting success in cybersecurity sales, when technology changes faster than trust can form?  In this episode of Channel Security Secrets, host Lou Rabon sits down with Tim VanderMel, Global Technology Advisor at C3 Technology Advisors, an award-winning channel leader and U.S. Army veteran. Tim shares how he’s built his career on “relationship capital,” the art of knowing your clie...

What if the key to leading in cybersecurity wasn’t found in the newest tech, but in the courage to be transparent, grounded, and relentlessly focused on the fundamentals? In this episode of Channel Security Secrets, host Lou Rabon sits down with Carraig Stanwyck, Chief Executive Officer at 3 Tree Tech, to explore what true leadership looks like in today’s cybersecurity landscape. Drawing from his...

What does it take to sell cybersecurity in a way that’s rooted in authenticity, empathy, and trust? In this episode of Channel Security Secrets, Lou Rabon sits down with Bana Qashu, Managing Partner and Founder of BanaTech Consulting, to discuss how empathy, communication, and understanding the human side of technology create stronger business outcomes. Bana shares her journey from operations to e...

Is integrity the next big differentiator in cybersecurity sales?  In this episode of Channel Security Secrets, Lou Rabon sits down with Marc Jorgensen, CTO and Senior Solutions Architect at D&M Enterprise Group, to explore how empathy, trust, and a deep understanding of clients’ environments can transform the way advisors sell technology and security solutions. Marc shares lessons from working...

What separates a good technology advisor from one clients trust for life?  In this episode of Channel Security Secrets, host Lou Rabon sits down with Robert DeVita, Founder and CEO of Mejeticks, to uncover how education, transparency, and trust fuel sustainable client relationships in a fast-evolving security landscape. From starting small with network security to expanding into AI and advanced ma...

What if selling cybersecurity wasn’t about pitching solutions, but about questioning everything?  In this episode of Channel Security Secrets, host Lou Rabon sits down with Alexander Wold, Global Director of Cybersecurity at Monks. Alexander shares how tenacity, curiosity, and the mindset of “question everything” have shaped his success in cybersecurity leadership, and how those same principles ca...

What if the secret to thriving in cybersecurity and technology advisory wasn’t about knowing it all, but about building authentic relationships and never stopping your learning journey?  In this episode of Channel Security Secrets, host Lou Rabon sits down with Anita Patel, CEO and Trusted Technology Advisor at Minerva Tec Group, to explore how genuine connection, curiosity, and holistic cybersecu...

What if the foundation of success in the channel wasn’t just strategy or technology, but building genuine, lasting relationships?  In this episode of Channel Security Secrets, host Lou Rabon sits down with Eric Brooker, Founder and CEO of the Channel Standard, to explore how authenticity, curiosity, and structured planning shape the future of cybersecurity sales. You will learn why relationships b...

In this episode of Channel Security Secrets, Lou sits down with Melanie Thomas, Vice President of Cybersecurity at Bridgepointe Technologies, to explore how to succeed in one of the most complex and fast-changing industries. From harnessing chaos and mastering long sales cycles to navigating AI hype and cyber insurance, Melanie shares practical insights that every founder, advisor, and leader can...