Cybersecurity Ecosystem Show

The threat intel in your SIEM, the scanning engine in your endpoint tool, the analysis powering your detection platform. There's a good chance those capabilities come from a company you've never directly evaluated. That's OEM. And it touches every corner of cybersecurity.

Chad Loeven has spent 20 years building OEM partnerships on both sides of the table, licensing technology inbound as a buyer and outbound as a seller. In this episode, he breaks open one of the most misunderstood parts of the cybersecurity market and explains how it actually works.

We get into what qualifies as OEM versus resale or MSSP, why OEM can be the smartest go-to-market path for startups, and the real stories behind deals that worked and deals that didn't. Chad shares the seven-figure Yahoo contract that nearly drained his company, the DLP product that proved some solutions just don't OEM well, and the time he walked into a company where 25% of revenue disappeared overnight because of a single OEM dependency.

But this isn't just a conversation for partnership teams. If you're a practitioner, this episode explains why some capabilities in your stack feel native and others feel bolted on. It's about your vendors' partner ecosystems and why they matter to your security posture. If you're an investor, Chad breaks down why OEM revenue gets discounted, when that discount is justified, and the concentration risk questions you should be asking during due diligence. If you're a vendor, you'll walk away with a framework for which products OEM well, how to structure deals that don't erode your margins, and why technology integrations are the front door to your best OEM relationships.

OEM is the invisible infrastructure underneath most of the cybersecurity products the industry depends on. This conversation makes it visible.

Explore the ever-evolving digital battlefield on the Cybersecurity Ecosystem Show as we connect the dots between nations, history, and the future of cyber conflict. In this episode, Allie Mellen discusses her new book on how the United States, China, and Russia leverage hacking and information operations to shape global security and power. From the impact of multi-domain warfare in the Gulf War to Russia's cyber experimentation in Ukraine, Allie Mellen unpacks nation-state motivations, social contracts, and what every sector—from practitioners to investors, vendors, and regulators—needs to understand about the present and future of cyberwarfare. Join us as we bridge history, technology, and practical insights for the entire cybersecurity community.

Join Taylor Wells, Tony Kelly, and Justin Bauer on this insightful episode of Security Revenue LIVE as they dive deep into the evolving role of sales engineers in the cybersecurity space. Discover why sales engineers are key to connecting the dots between technical solutions and real business outcomes, and how they can advocate for customers while influencing product development, marketing, and customer success across the organization.

Packed with practical advice and real-world stories, this episode explores best practices for building and scaling SE teams, driving effective customer engagement during the pre-sales process, and executing impactful POCs and workshops. Whether you’re a go-to-market leader, aspiring SE, or curious about the intersection of technical expertise and sales success, you’ll leave with actionable strategies to elevate your approach and drive impact in the fast-paced world of cybersecurity.

Tune in for expert perspectives, audience Q&A, and the inside scoop on what works, what doesn’t, and what’s next for technical sales leaders!

Customer Success sits at the center of cybersecurity go-to-market growth. Joy Aaring, David Tirazona, and Julie Giannini share real-world strategies for transforming CS from a post-sales function into a true driver of revenue, expansion, and advocacy.

Learn how top teams accelerate time to value, strengthen customer relationships, and build authentic advocacy — even in a market where privacy is paramount.

Unlocking the growth potential of OEM partnerships in cybersecurity. In this episode Taylor Wells sits down with Michael Niswender, and Raja Chokalingam to break down everything you need to know about OEM strategies—from building trust and finding the right partners, to structuring deals that work for startups and established players alike.

Whether you're exploring embedded solutions or looking for practical GTM tips, you'll get actionable insights on partnership alignment, overcoming internal resistance, and real-world advice for making OEM part of your growth playbook.

Selling cybersecurity into the public sector is unlike any other market. Procurement cycles are long, regulations change constantly, and credibility often outweighs innovation.

In this episode host Taylor Wells speaks with Jordan Burris, Head of Public Sector at Socure . They discuss:

• Key differences between public sector and commercial sales

• Why trust and mission alignment matter most

• How to show value before a contract is signed

• Common mistakes sellers make—and how to avoid them

For leaders building GTM strategies in federal, state, or regulated markets, this conversation offers practical insights and lessons you can apply today.

Tune in to the latest Security Revenue LIVE, where we dive deep into the world of sales enablement in cybersecurity. Host Taylor Wells is joined by industry leaders Rich Weimer (Yubico), Ivan Malia (StrongDM), and Joe Toole (Darktrace) as they discuss:

What really sets cybersecurity sales apart from other industries

How to equip your team to build trust and win complex deals

The art of blending technical depth with value-driven storytelling

Real talk on measuring the ROI of enablement efforts

The evolving role of AI in sales and enablement (pro-tip: it’s all about supporting the human element!)

Whether you’re on a small team or part of a global org, this episode is packed with practical insights you won’t want to miss.

This week on Security Revenue LIVE, Taylor Wells is joined by Jabari Norton (Edge Delta) and Aaron Petterick (Zero Networks) for a deep dive into the evolving world of channel partnerships in cybersecurity. Tune in as they share:

• How partnership strategies have shifted with the explosion of AI and shifts in financial markets

• Why MSPs and MSSPs are more crucial than ever for scaling your go-to-market strategy

• Insights on enabling and empowering your channel partners for maximum impact

• Tactical advice for co-selling, co-marketing, and accelerating growth together

• Real talk on the changing landscape—everything from quantum computing’s impact to making partnerships work for high-growth companies

• How to actually measure impact and get internal buy-in for your partnership programs

Whether you’re building a partnership program from scratch or looking for new ways to drive results, this conversation is packed with actionable insights from leaders who’ve seen every stage of the cyber channel evolution.

On this episode of Security Revenue LIVE, host Taylor Wells is joined by an all-star panel of cybersecurity marketing leaders: Steve Garrison (Stellar Cyber), May (Jericho Security), Aviv Cohen (Pantera), and Isabel (The Cyber Canon). Together, they dive deep into the ins and outs of marketing leadership for cybersecurity companies in today's rapidly changing landscape.

The conversation kicks off with a candid discussion on the impact of AI and large language models (LLMs) in go-to-market strategies, from driving hyperautomation and efficiency to the enduring importance of building genuine relationships and brand awareness. The panel shares practical insights on balancing long-term branding with short-term demand generation, the critical role of in-person events, and how to leverage creative, memorable experiences—even on a limited budget.

You’ll hear how the fundamentals of marketing still prevail, even as tools evolve. The guests tackle the challenges of data hygiene, tracking true revenue impact, and navigating the growing expectations of leadership around ROI. Plus, they discuss the importance of close collaboration between marketing, sales, and SDRs, and why over-communication and strong cross-functional relationships are the backbone of successful GTM initiatives.

This episode is packed with actionable tips, creative ideas, and honest advice for cybersecurity marketers, sales professionals, and go-to-market teams aiming to break through the noise, build trust, and drive real results.

Don’t miss this lively and insight-packed roundtable—perfect for anyone looking to sharpen their marketing and GTM game in the cybersecurity space!

The Security Revenue Live Show by the Cyber GTM Alliance gathered top sales leaders in cybersecurity for a candid discussion about the evolving landscape of sales leadership, pipeline generation, AI’s limits, and how to keep revenue growing in a crowded, competitive market. Hosted by Taylor, with panelists Jessica Crytzer (CRO, LimaCharlie), Colin Brissey (VP of Sales, Eclipsium), and Lucas Hathaway (CRO, Rivial Data Security), the conversation was packed with practical advice and fresh insights.