Nihil Morjaria - Scaling Human Risk Management at usecure

Episode notes

In this episode of Partnerships Unraveled, we sit down with Nihil Morjaria, Chief Revenue Officer at usecure - a UK-based cybersecurity vendor that has built its go-to-market strategy around managed service providers (MSPs) and distribution partners. Nihil unpacks how usecure pivoted from a direct sales model to becoming a channel-first organization, scaling to over 1,800 billing partners without compromising depth of enablement. From rebuilding their product and licensing model for MSP scalability to embedding automation and self-serve onboarding technology, Nihil shares a playbook that’s turned strategic alignment into measurable growth. Channel professionals will gain a blueprint for what it really means to build a partner-centric organization. Nihil dives into the key elements that make vendors channel-friendly from flexible billing and multi-tenancy to product simplicity and marketing enablement. He also highlights one of today’s most overlooked growth opportunities: compliance-as-a-service. Offering practical advice and real-world frameworks, this episode is a must-listen for anyone looking to evolve faster and scale smarter in the channel.

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