Channel Security Secrets

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 discussion on listening, relationships,...

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 people, process, and trust at the ...

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 businesses.

You’ll hear real-...

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, with a focus on cybersecurity thre...

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 cybersecurity trends and the innovative ...

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 conversations and create real operational ...

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 the foundational behaviors and framew...

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 cybersecurity is becoming increasing...

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 sales and channel sales, and th...

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 of his success, recalling experiences...

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 indispensable.

Scott shares how ...

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 in the channel: advisors reach...

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 the table, but what sta...

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 education into technology and shares wh...

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 securi...

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 befor...

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 Huma...

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 le...

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 ...