Channel Security Secrets

What if the key to selling cybersecurity wasn’t just about technology, but about uncovering the sales strategies that truly build trust and drive growth? In this special bonus episode of Channel Security Secrets, Lou Rabon and Karen Sung go live on International Podcast Day to celebrate podcasting, reflect on lessons learned, and share behind-the-scenes stories from building the show. Channel Secu...

How can trusted advisors move beyond transactions to become true partners in their clients’ technology journeys? In this episode of Channel Security Secrets, Lou sits down with Matt Kopp, Senior Vice President of Engineering at Convergent, to discuss the future of advisory services in IT and cybersecurity. Matt shares how focusing on client needs, aligning technology with business goals, and foste...

What if the single most important skill for success in cybersecurity sales wasn’t technical knowledge, but relentless curiosity? Get insider strategies from Jacob Friedman, Strategic Account Director at 3 Tree Tech, who shares how curiosity, mentorship, and trust are the keys to thriving in cybersecurity sales. You’ll discover how to navigate the vendor landscape with confidence, build lasting cli...

How do trusted advisors build credibility and deliver meaningful impact in IT and cybersecurity? In this episode of Channel Security Secrets, I sit down with Eric Ludwig, Co-Founder of RISE Technology Advisors, to explore the principles and practices that drive success in technology advisory services. Eric shares insights on the value of integrity, humility, and leveraging strong industry partners...

With over 30 years of experience driving growth and innovation in the technology channel, Dan Gill has seen it all, and he’s sharing his playbook for success. In this episode of Channel Security Secrets, I sit down with Dan, CEO at Amplix, to explore his four pillars of growth and how they’re transforming the way trusted advisors succeed. From customer-centric strategies to investing in team exper...

How can trusted advisors and channel leaders turn cybersecurity challenges into growth opportunities? In this episode of Channel Security Secrets, I sit down with Alex Ryals, Chief Information Security Officer at MicroAge, to explore actionable strategies for aligning sales, security, and continuous learning. Alex shares how matching sales skills with security solutions, creating structured partne...

Take your cybersecurity knowledge to the next level with expert insights on how trusted advisors can confidently navigate security conversations and build lasting client relationships. In this episode of Channel Security Secrets, I sit down with Stephen Semmelroth, Vice President of Cloud Resilience at Avant Communications. Stephen breaks down the essentials of cybersecurity fundamentals, shares p...

Want to build stronger client relationships while navigating the complexities of modern cybersecurity? In this episode of Channel Security Secrets, I sit down with Stacey Horne, President at Stillwater Ecosystem, to talk about the human side of cybersecurity, trust, empathy, and communication. Stacey shares how humility and relationship-building are key drivers of business success in a high-stakes...

What does it really take to earn a customer's trust in today’s cybersecurity landscape? In this episode of Channel Security Secrets, I sit down with Tony Pietrocola, President at AgileBlue, to explore how a customer-obsessed mindset drives long-term success, not just in sales, but in lasting partnerships. Tony unpacks how Trusted Advisors can build trust over time, start valuable security conversa...

Ready to demystify cybersecurity and lead stronger, smarter conversations with clients? In this episode of Channel Security Secrets, I sit down with Rick Mischka, Cybersecurity SME at AVANT Communications and former U.S. Army Special Forces professional. Rick brings a unique perspective on translating complex security concepts into business-aligned value for trusted advisors and their customers. W...

Ready to unlock long-term success in the channel? In this episode of Channel Security Secrets, I sit down with Kameron Olsen, President at The Channel Advisors, to explore what it takes to thrive in today’s cybersecurity landscape. Kameron shares the critical mindset shifts needed to succeed, from adopting an ownership mentality to bridging the cybersecurity knowledge gap with confidence. We dig i...

Welcome to Channel Security Secrets. Join host, Lou Rabon, each week to expose the untold secrets and critical insights from the minds shaping the future of cybersecurity sales in the trusted advisor channel. Channel Security Secrets is brought to you by Cyber Defense Group, on a mission to shift cybersecurity from reactive to resilient.