Making “Channel First” Work (And Pay!) in Cybersecurity

Episode notes

Are you struggling to scale your cybersecurity sales team effectively while launching a disruptive new product? Wondering how to build a winning go-to-market culture, especially when working channel-first? Trying to figure out how to attract and enable the right channel partners to drive real revenue growth? This episode dives deep into the practical strategies for sales and marketing leaders navigating these exact questions. In this conversation we discuss: Building a collaborative and competitive sales culture for transformative product launches How to hire and empower the right “archetype” of sellers for complex, multi-stakeholder sales cycles Channel-first go-to-market strategies—partner enablement, compensation, and driving adoption with the right partners About our guest: Scott O'Rourke is the Chief Revenue Officer at Contrast Security, bringing a hands-on approach to building high-performing sales teams from the ground up. With a legacy of success scaling sales organizations at ZeroFox and beyond, Scott is now focused on launching Contrast’s Application Detection and Response (ADR) product to disrupt the application security market.