This is part of our CyberGrowth series, an initiative we started while we were running our agency, before we pivoted into building our AI Sales Intelligence platform. In the CyberGrowth series, we discuss proven strategies and tactics to help cybersecurity sales and marketing leaders accelerate their business growth.
Episode Summary
In this conversation, Ronan Lavelle, CEO of Validato, shares insights into the journey of building a cybersecurity technology company from a service-based background.
He discusses the importance of a channel-first approach, the challenges faced in establishing partnerships, and the criteria for selecting the right partners.
Ronan emphasises the significance of trust and relationship-building in the cybersecurity industry, as well as the future impact of AI and quantum cryptography on digital security.
Episode Chapters
00:00 The Genesis of Validato
03:01 Navigating the Channel First Approach
05:47 Building Strong Partnerships
08:43 Challenges of a Channel First Strategy
11:49 Selecting the Right Partners
14:46 The Dynamics of Partner Acquisition
17:44 The Importance of Networking and Trust
20:44 Final Thoughts and Future Trends
More About Ronan Lavelle
Ronan is the co-founder and CEO of Validato, a cyber threat simulation platform vendor that simulates cyber attacks to test the effectiveness of cyber defences without actually being under attack.
Ronan is also the co-founder of Elasticito, a managed service provider and reseller of cyber risk and threat based technologies to customers throughout the EMEA region.
