Business

Most of what lives here started as a conversation. A podcast host emails on a Tuesday, a producer books a green room slot at a conference, a reporter needs a quote before deadline. Over enough years, those one-off moments pile up into something that starts to look like a point of view. This page is where I keep the receipts.

The through-line across the interviews, podcasts, and articles below is the channel, specifically what it takes to build a cybersecurity business that partners actually want to sell, and what it takes to be the kind of partner a vendor actually wants to invest in. Adjacent to that: MSP economics, community building, board service, and the human side of leading teams through the compressed timelines this industry runs on.

None of this is thought leadership for its own sake. Each piece is tied to something I was working on at the time, a launch, a program change, a market shift, a lesson I only learned after getting it wrong once or twice. Read them in order and you get a rough map of how the channel has changed over the last decade. Read them out of order and you still get the argument.

Some of the interviews and articles below were produced by outlets that had a commercial relationship with my employer at the time, most often Sophos. In practice that usually meant the outlet was covering a product launch, a channel program update, or an industry event where Sophos was a sponsor. In every case the editorial team controlled the questions and the final cut. I have never paid a journalist or a podcast host directly for coverage.

Where a piece was part of a paid content program, sponsored post, advertorial, or a vendor-produced video, I try to label it as such in the excerpt. If you spot a piece here that should carry a disclosure and does not, email me via the contact page and I will add it.

Views expressed in any piece are mine at the time of recording. They do not represent the official position of any current or former employer, board, or advisory role, and they may not represent my views today. This archive is a historical record, not a live statement.