This episode of Inside the Win features VP of Cybersecurity Sumara Riaz and Solutions Architect Trevor Burnside discussing a successful cybersecurity partnership with a life science company. The client, with fewer than 200 employees and a lean IT team, was seeking cybersecurity solutions as they prepared to go public after receiving funding. The tech adviser managed the relationship by focusing on business outcomes rather than technology details, positioning cybersecurity as a business enabler rather than just a cost center. The client ultimately selected their recommended vendor after establishing trust and confidence through technical expertise that matched the decision maker's background in managed services. The discussion highlights the importance of collaboration, bringing in specialized expertise when needed, and building trust in cybersecurity partnerships.