How to Build a Cyber Channel from Zero: From Someone Who Has Done it Three Times - Konnor Andersen, VP of GTM , Acuvity

Episode notes

Are you struggling to build a channel sales program that actually produces meaningful revenue? Wondering why bigger isn't always better when choosing channel partners? Frustrated by the constant pressure to sign as many partners as possible, only to see limited results? This episode dives deep into the strategic and tactical mistakes cybersecurity startups make with channel go-to-market, and reveals how to build a scalable, effective partner ecosystem. In this conversation we discuss: Why focusing on a few right-sized, ICP-aligned partners beats boiling the ocean with major national VARs How to design a lean, high-impact starter partner program, and the must-have elements for early success Common pitfalls: from partner economics to mindshare, and creative ways to drive mutual traction About our guest: This episode features Konnor Andersen, Vice President and Head of Global Go-To-Market at Acuvity, who has successfully built cybersecurity channel sales programs from scratch three times across network, email, identity, and AI security segments.