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 Intelligence Operator turned global CISO and now CEO, Carraig shares hard-earned lessons on aligning business goals with security priorities, balancing transparency with influence, and building trust through authenticity.
Listeners will gain a rare look into how foundational cybersecurity practices, not flashy tools, drive long-term success, and how sales professionals can become trusted partners by helping clients navigate complex internal processes.
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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 lessons she’s learned about aligning people, process, and purpose in the channel.
You’ll learn how to build credibility with customers through transparent conversations, recognize the emotional intelligence needed in cybersecurity sales, and design solutions that resonate beyond the technical layer.
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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 table, as a provider and a consumer, and how that dual perspective shapes his approach to building long-term, consultative relationships. The conversation also dives into the real-world challenges of selling security amid AI hype, the importance of educating clients before selling, and how proactive planning and transparency build credibility.
You’ll walk away with actionable strategies for understanding client goals, cutting through industry noise, and becoming a truly trusted technology partner.
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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 shares how trusted advisors can grow alongside their clients, without sacrificing authenticity. He discusses the art of vendor matchmaking, the rising role of AI in business transformation, and why long-term client satisfaction depends on being honest about what you know (and what you don’t).
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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 professionals thrive in an evolving security landscape.
Alexander reveals what truly earns the attention of CISOs and cybersecurity leaders today, and it’s not cold calls or generic AI outreach. He explains how modern trusted advisors can build credibility, deliver value upfront, and become essential extensions of their clients’ teams. The conversation also explores the future of cybersecurity as robotics, AI, and even brain-computer interfaces reshape the field, and what adaptability will mean for sales and leadership in this new era.
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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 long-term success.
You’ll learn why relationship-building is at the heart of great leadership, how a programmatic approach to cybersecurity protects organizations, and why staying curious keeps you ahead in an ever-changing tech landscape.
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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 motives are critical, how evolving technologies like AI and cybersecurity are transforming the channel, and why empathy and trust are the ultimate differentiators in business.
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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 learn how to turn complexity into opportunity, communicate effectively with clients, and stay resilient in a high-pressure environment, all while keeping identity and data protection front and center.
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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-kind security podcast focused on exposing the untold, critical insights from trusted advisors. Lou and Karen are the dynamic minds behind this podcast, Lou as host and Karen as the marketing strategist behind it all. We’re gonna be diving into their podcasting secrets and find out how Channel Security Secrets has worked for their company, Cyber Defense Group.
They share candid insights on:
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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 relationships can set companies apart in today’s competitive market.
Listeners will hear how cybersecurity has become a critical differentiator, why trusted advisors play an essential role in shaping client roadmaps, and how AI is reshaping both opportunity and risk.
Takeaways
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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 technical conversations into impactful business discussions. Walk away with actionable tips to sharpen your credibility, elevate client relationships, and grow your influence in the security space.
Takeaways
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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 transparency with clients, continuous learning, and a proactive approach to cybersecurity are essential for trusted advisors. This episode is packed with actionable guidance for leaders and communicators looking to foster trust, adapt to evolving technology, and provide tailored solutions for their clients.
Takeaways
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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 practical insights into tackling today’s biggest cybersecurity challenges while embracing AI to improve efficiency and customer experience. Whether you’re a seasoned advisor or just getting started, this episode is packed with actionable guidance for building trust, driving growth, and staying competitive in a rapidly evolving market.
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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 AI can help resellers and service providers thrive. From hands-on experience building cyber ranges to navigating global cybersecurity threats, this episode is packed with insights.
Takeaways
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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 building security services step-by-step, and explains how to overcome fear when dealing with complex security topics. If you want to stay ahead of industry shifts like AI-driven security trends and learn how to use visual tools to win deals, this episode is packed with actionable guidance for you.
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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 value of simplifying security conversations for executives, proactively strengthening defenses, and working within a strong partner ecosystem. From AI efficiency to risk-based communication, this episode is packed with practical strategies for trusted advisors.
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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 technical knowledge, and use AI as a tool for smarter detection and response. From hiring exceptional talent to protecting clients through real-world challenges, Tony brings actionable wisdom and personal experience that will level up your strategy.
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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 right questions, focusing on people and processes over just tools, and embracing continuous learning can elevate your cybersecurity approach. From simplifying security language to promoting mental health in high-stress roles, Rick’s insights are a must-hear for channel leaders looking to deepen their impact.
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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 into how solution-based selling, continuous education, and strong mentorship can transform the way you build relationships and close deals in the channel. If you’re looking to take control of your growth and lead with purpose, this episode is your playbook.
Takeaways
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“ The channel is a great place to be. The future's bright and as long as you stay ahead of it and you put in time, learning, and education, the world's our oyster at this point.” - Kameron Olsen
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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.