Jonathan Singer from GuidePoint Security discusses the intricacies of the cybersecurity channel, emphasizing the importance of relationships, trust, and strategic partnerships. He shares insights on how the sales landscape has evolved, the role of vendors and resellers, and the emerging trends in cybersecurity, particularly the impact of AI and the significance of the CVE database.Chapters00:00 Understanding the Channel in Sales04:16 Evolving Cybersecurity Sales Strategies08:19 Navigating Vendor Relationships10:28 The Role of Trust in Channel Partnerships13:41 Who Buys Through the Channel?16:10 The Matchmaker Role of Resellers18:47 Scaling Through Relationships20:53 Common Missteps in Channel Sales23:21 The Human Element in Cybersecurity Sales26:21 Building Trust and Authenticity in Sales28:45 The Importance of Technical Knowledge in Sales31:55 Emerging Trends in Cybersecurity41:16 The Critical Role of the CVE Database45:52 Future of Cybersecurity News and Insights