Channel Security Secrets

The Trusted Advisor Advantage - Rick Mischka - Channel Security Secrets - (Re-Air)

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 center of the conversation. From why trusted advisors shouldn't fear security discussions, to how AI is quietly reshaping the posture conversation, this episode is packed with practical wisdom for anyone in the channel looking to deepen client relationships and grow their security practice. Takeaways * Why simplifying security language, and asking the right open-ended questions, unlocks deeper business conversations with clients. * How positioning security as business resilience (not a cost center) changes the entire sales dynamic. * Why services and process-led approaches beat stacking technology, and how the data backs it up. * The surprising revenue longevity of security relationships, and why mid-market is the sweet spot TAs are overlooking. * How AI readiness conversations naturally lead customers into building a stronger security posture. * Why mental health and burnout in cybersecurity are a real skills gap issue, and what Rick is doing about it with his PhD research. Quote of the Show * “ My biggest push to the market is stop talking about technology, the technology changes every 18 months. Talk about the humans. ” - Rick Mischka

AI Changes Everything - Channel Security Secrets - Episode # 032

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-world insights on how AI is already transforming security operations, why it’s becoming essential for efficiency, and where humans still have the ultimate edge. Whether you’re a sales leader, trusted advisor, or cybersecurity professional, this episode will challenge how you think about AI and how you use it. If you want to stay relevant, competitive, and ahead of the curve, this is a conversation you can’t afford to miss.  Takeaways:  * Use AI to automate repetitive tasks so you can focus on higher value, strategic work that drives real impact. * Learn how to work alongside AI, those who adopt it early will have a clear competitive advantage. * Don’t trust AI blindly, apply human judgment to validate outputs and avoid errors or hallucinations. * Build AI into your workflows to maximize efficiency, especially when working with limited teams or resources. * Treat AI and cybersecurity as inseparable, always prioritize data security and governance when implementing AI solutions. Quote of the Show * "You can't have the AI conversation without having cybersecurity policies. Otherwise, you're just letting all your information, all your IP out into the public atmosphere." - Eric Brooker Find all episodes, show notes, and resources at: https://www.cdg.io/podcast/ [https://www.cdg.io/podcast/]  Partner with us: https://www.cdg.io/partner-with-cyber-defense-group/ [https://www.cdg.io/partner-with-cyber-defense-group/]  Ways to Tune In * Spotify: https://open.spotify.com/show/1gIKsOyorKMzQA7wxck4dH?si=ff617df387aa401c [https://open.spotify.com/show/1gIKsOyorKMzQA7wxck4dH?si=ff617df387aa401c]  * Apple Podcasts: https://podcasts.apple.com/us/podcast/channel-security-secrets/id1826825461 [https://podcasts.apple.com/us/podcast/channel-security-secrets/id1826825461]  * Amazon Music: https://music.amazon.com/podcasts/8703d3a3-4128-4691-8862-cb847f53f776/channel-security-secrets [https://music.amazon.com/podcasts/8703d3a3-4128-4691-8862-cb847f53f776/channel-security-secrets]  * YouTube: https://www.youtube.com/@ChannelSecuritySecrets [https://www.youtube.com/@ChannelSecuritySecrets]

Channel’s Interpersonal Power - Kathryn Rose - Channel Security Secrets - Episode #31

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 threats and AI advancements.   Takeaways:  * How building strong, face-to-face connections remains vital in the channel industry. * Why having the right protection and knowledge is essential for business survival. * Why partners should focus on educating clients about protection strategies and the real-world applications of cybersecurity. * How partners can look beyond the hype of AI and focus on practical understanding and implementation. * How enablement tools can be turned into revenue-generating activities. * Why many trusted advisors hesitate to initiate cybersecurity discussions. Quote of the Show * “ It is not a matter of if, it's when it's gonna happen... I don't think that you can be afraid enough, to be quite honest with you.” - Kathryn Rose Find all episodes, show notes, and resources at: https://www.cdg.io/podcast/ [https://www.cdg.io/podcast/]  Partner with us: https://www.cdg.io/partner-with-cyber-defense-group/ [https://www.cdg.io/partner-with-cyber-defense-group/]  Links * LinkedIn: https://www.linkedin.com/in/iamkatrose/ [https://www.linkedin.com/in/iamkatrose/]      * Company website: https://www.channelwise.com/ [https://www.channelwise.com/]   Ways to Tune In * Spotify: https://open.spotify.com/show/1gIKsOyorKMzQA7wxck4dH?si=ff617df387aa401c [https://open.spotify.com/show/1gIKsOyorKMzQA7wxck4dH?si=ff617df387aa401c]  * Apple Podcasts: https://podcasts.apple.com/us/podcast/channel-security-secrets/id1826825461 [https://podcasts.apple.com/us/podcast/channel-security-secrets/id1826825461]  * Amazon Music: https://music.amazon.com/podcasts/8703d3a3-4128-4691-8862-cb847f53f776/channel-security-secrets [https://music.amazon.com/podcasts/8703d3a3-4128-4691-8862-cb847f53f776/channel-security-secrets]  YouTube: https://www.youtube.com/@ChannelSecuritySecrets [https://www.youtube.com/@ChannelSecuritySecrets]

Culture Drives Channel Success - Craig Patterson - Channel Security Secrets - Episode #30

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 strategies Exabeam employs to stay ahead in the industry.   Takeaways:  * How focusing on culture impacts talent retention and organizational success. * Why purpose, growth, and clear leadership are essential to achieving business goals. * What the significance of celebrating both small and large wins for team building is. * How the cybersecurity landscape is evolving from tool-centric to outcome-focused. * Why leveraging AI is crucial to enhance efficiencies and manage risks. * How a robust channel strategy enables businesses to scale effectively in today's market. * What role innovative enablement tools like Sherpa play in empowering sales and partner success. Quote of the Show * ” Compensation draws people in… but culture and growth and leadership are ultimately what determine whether they stay and perform.” - Craig Patterson Find all episodes, show notes, and resources at: https://www.cdg.io/podcast/ [https://www.cdg.io/podcast/]  Partner with us: https://www.cdg.io/partner-with-cyber-defense-group/ [https://www.cdg.io/partner-with-cyber-defense-group/]  Links * LinkedIn: https://www.linkedin.com/in/globalchannel/ [https://www.linkedin.com/in/globalchannel/]       * Company website: https://www.exabeam.com/ [https://www.exabeam.com/]  Ways to Tune In * Spotify: https://open.spotify.com/show/1gIKsOyorKMzQA7wxck4dH?si=ff617df387aa401c [https://open.spotify.com/show/1gIKsOyorKMzQA7wxck4dH?si=ff617df387aa401c]  * Apple Podcasts: https://podcasts.apple.com/us/podcast/channel-security-secrets/id1826825461 [https://podcasts.apple.com/us/podcast/channel-security-secrets/id1826825461]  * Amazon Music: https://music.amazon.com/podcasts/8703d3a3-4128-4691-8862-cb847f53f776/channel-security-secrets [https://music.amazon.com/podcasts/8703d3a3-4128-4691-8862-cb847f53f776/channel-security-secrets]  * YouTube: https://www.youtube.com/@ChannelSecuritySecrets [https://www.youtube.com/@ChannelSecuritySecrets]

Building and Scaling Channel Programs - Channel Security Secrets - Episode #29

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 impact for your customers. Let's dive in! Takeaways: * How can cultivating trusted relationships enhance channel success? * Why is positioning security as an outcome critical for growth? * How can leveraging AI automation empower cybersecurity programs? * What role does customer obsession play in driving channel success? * How are strategic partnerships pivotal in expanding channel programs? * Why is adapting to new marketing strategies essential for reaching new audiences? * How does understanding industry acronyms and jargon facilitate better communication? Quote of the Show * "If you're doing security right, it's really pretty dull. If you're doing it wrong, it's very exciting." - Scott Porter Find all episodes, show notes, and resources at: https://www.cdg.io/podcast/ [https://www.cdg.io/podcast/]  Partner with us: https://www.cdg.io/partner-with-cyber-defense-group/ [https://www.cdg.io/partner-with-cyber-defense-group/]  Ways to Tune In * Spotify: https://open.spotify.com/show/1gIKsOyorKMzQA7wxck4dH?si=ff617df387aa401c [https://open.spotify.com/show/1gIKsOyorKMzQA7wxck4dH?si=ff617df387aa401c]  * Apple Podcasts: https://podcasts.apple.com/us/podcast/channel-security-secrets/id1826825461 [https://podcasts.apple.com/us/podcast/channel-security-secrets/id1826825461]  * Amazon Music: https://music.amazon.com/podcasts/8703d3a3-4128-4691-8862-cb847f53f776/channel-security-secrets [https://music.amazon.com/podcasts/8703d3a3-4128-4691-8862-cb847f53f776/channel-security-secrets]  * YouTube: https://www.youtube.com/@ChannelSecuritySecrets [https://www.youtube.com/@ChannelSecuritySecrets]