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

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.

Summary:
Tune in as Scott shares his experience transforming sales teams, shifting to a channel-first strategy, and offering actionable insights on partner enablement, compensation models, and sales enablement—especially for cybersecurity companies with innovative offerings. If you’re leading sales or marketing in a fast-growing cybersecurity firm, don’t miss these hard-earned lessons and proven playbook. Listen now to unlock growth.

Connect with Scott and Learn More:
Scott O'Rourke on LinkedIn
Visit Contrast Security
Book time with the host: 30-minute meeting