Brian Stoner joins us today on Security Confidential. Brian has a long history with cybersecurity OEMs starting with CA where I first met him. Brian has been with McAfee, Fireeye, Cylance, and is now with Stellar Cyber. Brian has been in the business of helping companies build their channels.

00:00 Introduction

02:04 What are the elements of a successful cybersecurity channel program?

06:10 Is there an inherent conflict with having a salesperson be managing a partner?

08:12 Where do the programs have mismatched expectations between the OEM and reseller?

13:20 Is the pure Var model the way forward? Are clients in cybersecurity not locking more for a total solution for defense in depth vs a pure technology play.

16:11 What market sectors in cybersecurity do you see doing well in the coming year?

20:17 Explain what is XDR?

31:28 How have you been able to avoid the pitfalls of storage and compute power as it relates to the cloud?

39:52 Thoughts on AI

41:00 Events and Contacting Brian

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