Channel Security Secrets
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. Explore all episodes and resources at: https://www.cdg.io/podcast/
Episodes
What Buyers Truly Value - Quincey Collins - Security Expert - Channel Security Secrets - Episode #20
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 military to commercial se...
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 clients before ever talking...
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 journey as a former Human I...
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 entrepreneurship and the...
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 on both sides of the ta...
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 managed services, Robert s...
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 can help sales profession...
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 cybersecurity strategies drive l...
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 built without ulterior mo...
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 put into action.
You’ll lea...
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 Security Secrets is a one-of-a-...
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 fostering long-term strategic r...
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 client trust, and transform te...
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 partnerships. We discuss how transp...
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 expertise, Dan provides practica...
Own the Cybersecurity Conversation, Drive Sales - Alex Ryals - Channel Security Secrets - Episode #6
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 partner programs, and leveraging ...
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 proven sales strategies for ...
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 industry. We dive into the...
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 conversations even without deep tec...
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.
We explore how asking the ri...
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