Strategic Partnerships in Cybersecurity | Security Revenue LIVE Panel

Description: Unlock insights from industry leaders on the future of cybersecurity partnerships. In this dynamic roundtable, experts from partner marketing, partnerships, and the analyst side break down trends, pitfalls, and strategies for success—covering everything from channel marketing to API integrations, AI’s role, and the realities of building a strategic partner ecosystem in today’s ever-evolving cyber landscape.

Timestamps:

00:00 – Welcome & Episode Overview
Host Taylor Wells sets the stage and introduces the panel and topics.

00:44 – Panelist Introductions
Get to know Elorie Widmer (Zscaler), Max (Sectigo), Maryam Lahiji (Orca Security), Jay (Canalis), and Taylor Wells.

04:27 – Why Are Strategic Partners Important in Cybersecurity?
The panel explains the value of partnerships for scale, market access, cost-effectiveness, and customer experience.

06:40 – Key Challenges and Fit: Choosing the Right Partners
Panelists discuss picking strategic partners, knowing when to pivot, and aligning executive strategy.

08:37 – Channel Nuance: The Unique Landscape of Cybersecurity Partners
How customer buying habits and services growth shape the market.

10:45 – Customer Experience & The Partner’s Role
Partner impact on customer journey, renewal, and success.

13:03 – The Team Sport: Multiple Trusted Advisors in a Complex World
Customers now rely on an ecosystem of partners for solutions—hear the stats and stories.

15:33 – Building Partnerships: Beyond Channels, Tapping Into Ecosystems
Even early-stage companies can leverage strategic relationships and alliances.

16:31 – Pitfalls of Partnering: Where Cybersecurity Partnerships Can Fail
From misaligned expectations to platform misunderstandings, hear cautionary tales and pro tips.

20:01 – Going Deep or Wide: Integrations, Ecosystem Plays & Strategic Bets
Best practices for getting the most from alliances and technical integrations.

21:53 – Defining Success & Avoiding Wasted Effort
Mapping partner profiles, shared value, and managing executive buy-in.

25:09 – Enabling Your Partners
The importance of enablement, investment, and incentives for channel loyalty.

28:15 – Rise of Marketplaces: Private Offers, Multi-Partner Deals & Co-Selling
How AWS, Microsoft, and Google marketplaces reshape the channel.

34:00 – Trends Shaping Cybersecurity Partnerships: Automation, APIs & Regulations
Panel dives into AI, compliance, and integration trends impacting partnership approaches.

43:17 – How Is AI Changing Partnerships?
Automation in partner ops, using AI-powered tools like Crossbeam, and balancing innovation with security.

48:04 – The Future: OEM, MSSP, and Embedded Security
Unlocking opportunities as security becomes embedded in all products and industries.

55:47 – Practical Advice: Approaching MSSPs & Navigating Complex Routes to Market
Guidance for ISVs on building relationships with managed service partners.

58:57 – Wrap-Up & Key Takeaways
Relationships remain the ultimate moat—summary and closing remarks.

Featured Panelists:

• Taylor Wells (Host, CEO of Cyber GTM Alliance)

• Elorie Widmer (Director of Global Partner Marketing, Zscaler)

• Max (Senior Director of Partnerships, Sectigo)

• Maryam Lahiji (Senior Director of Partner & Regional Marketing, Orca Security)

• Jay McBain (Chief Analyst, Canalis)

  
  Resources & Community
  
  Join our community for more insights: Cyber GTM Alliance
  
  Questions for Taylor: Reach out inside the community or email: [email protected]