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October 11, 2023

Healthy & Profitable Vendor-Reseller Relationships - Replay from CyberMarketingCon 2022

by Breaking Through in Cybersecurity Marketing

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Healthy & Profitable Vendor-Reseller Relationships - Replay from CyberMarketingCon 2022

October 11, 2023 • Breaking Through in Cybersecurity Marketing

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Show Notes

The time for #CyberMarketingCon2023 is fast approaching and we hope to see you in Austin in December. So mark those calendars and get your tickets, the conference will be from December 10th through 13th. It's filled with education, the best speakers, hands-on workshops, networking, networking, AND MORE networking. 

Maria and Gianna cannot wait to see you. Enjoy this episode and be sure to get your ticket by clicking ➡️➡️➡️here!

In this session, the focus was on understanding the dynamics of channel partner relationships in the cybersecurity industry. The two speakers, Amanda McLaughlin, Director of Mid-Atlantic Marketing at GuidePoint Security (Former Marketing Manager for GuidePoint Security), and David Brown, Head of Global Alliance and Partner Marketing at ReversingLabs (Former Director, Global Partner Marketing at ZEROFOX) are on a mission to educate and dispel misconceptions about VAR (Value-Added Reseller) and vendor relationships while also providing valuable tips and tricks on how to establish and maintain healthy VAR and vendor relationships. 

 

Here are the key points covered:

  • Promoting a better understanding of VAR and vendor relationships. Also highlighting their significance in the context of the cybersecurity industry.
  • An in-depth explanation of what a VAR is: “entities that offer not only products but also their expertise and services in conjunction with solutions provided by solution providers.” The speakers used GuidePoint Security as an example as it is a cybersecurity VAR offering its services and expertise to clients.
  • Addressing Misunderstandings: Amanda and David acknowledged that VAR and reseller relationships can be misunderstood, which is something similar to the classic sales and marketing relationship. But they also highlight how important it is to clear misunderstandings to establish effective partnerships.
  • To close the session the speakers also went into what a successful vendor looks like to a VAR. The key metrics for success and some tips if you feel like your reseller relationship is not working? They also opened the floor for some questions!

 

More on #CyberMarketingCon2023 here, see you in Texas! 🤠

Be sure to watch a video version of this session here

Follow Amanda on LinkedIn.

Check out David on LinkedIn. 

Follow Gianna on LinkedIn.

Catch up with Maria on LinkedIn.

Join the Cybersecurity Marketing Society on our website, and keep up with us on Twitter.

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