Partnerships That Scale: How Valence Security Empowers Resellers

Episode notes

Are you struggling to build a high-velocity partner program that actually drives revenue? Wondering how to structure channel margins and opportunity registrations to attract—and keep—great cybersecurity resellers? Curious about how emerging technologies and evolving needs are shaping the next generation of vendor-reseller partnerships? This episode, recorded live at RSA Conference 2025, dives deep into these questions with actionable insights from a top industry leader. In this conversation we discuss: How Valence Security has rapidly iterated its SaaS platform, focusing on remediation beyond just visibility Strategies for recruiting, enabling, and incentivizing top-tier security VAR partners in a crowded market Real-world feedback loops between product, partnerships, and sales to reduce friction and accelerate deals About our guest Jake Alosco is the VP of Global Partnerships at Valence Security, bringing nearly two decades of experience in channel sales, ecosystem building, and go-to-market strategy for cybersecurity vendors. Jake shares lessons from scaling Valence's partnership program and insights into what it takes to succeed with today’s partners.