CRN Channel Women in Security

Cybersecurity and Sales: Building Trust, Ambition, and Partner Success

ccooper@thechannelcompany.com (CRN) — Thu, 22 Jan 2026 10:00:00 +0000

Key Takeaways

• Leadership is less about doing everything yourself and more about influence, clarity, and trust.

• Ambition is not a flaw. It is a strategic asset when paired with self-awareness.

• Strong partnerships are built on trust, consistency, and long-term thinking.

• Cybersecurity is ultimately about reducing risk so businesses can keep running.

• Real success shows up in partner adoption and customer retention, not just closed deals.

• Storytelling is critical for communicating value in complex technical environments.

• Relationship-building styles differ across regions, especially between North America and Latin America.

• Giving a voice to your work is essential for career growth.

• Being unapologetic and seeking mentors accelerates leadership development.

• Cultural dynamics matter deeply in global channel sales.

Notable Sound Bites

• “Ambition can be a powerful tool for growth.”

• “You need to give a voice to your work.”

• “Be unapologetic and seek mentors.”

Episode Chapters

00:00 Introduction to Fernanda Silva and Her Journey

01:21 Evolving Perspectives on Channel Leadership

05:26 Building Trust in Channel Sales

08:18 Navigating Cybersecurity Challenges

11:31 Cultural Dynamics in Channel Partnerships

14:19 Sales Strategies and Relationship Building

18:02 The Future of Cybersecurity Sales for Women

About Channel Women in Security

Channel Women in Security highlights the leadership, expertise, and strategic impact women bring to cybersecurity and the IT channel. Through candid conversations, the series explores leadership, growth, and the realities of building influence in an ever-evolving industry.

Subscribe for more conversations on cybersecurity leadership, channel strategy, and career growth.

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Navigating Developer Trust in Cybersecurity

ccooper@thechannelcompany.com (Cass Cooper) — Thu, 18 Dec 2025 19:11:12 +0000

Carol Winqwist, CMO of GitGuardian, discusses the intersection of developer trust and enterprise security risks, the importance of building channel operations, and the balance between product-led growth and enterprise selling. She emphasizes the role of influencer strategies in cybersecurity and advocates for more women to join the field, addressing common challenges like imposter syndrome. Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use of personal data for advertising.

Empathy and Leadership in Cybersecurity with Commvault’s Field CTO Vidya Shankaran

ccooper@thechannelcompany.com (Cass Cooper) — Fri, 5 Dec 2025 05:00:00 +0000

Cass Cooper interviews Vidya Shankaran, Field CTO at Commvault, discussing the evolution of cybersecurity, particularly in the context of cloud security and risk management. They explore the shared responsibility model in cybersecurity, the role of AI, the importance of empathy in leadership, and the human cost of cyber attacks. Vidya emphasizes the need for continuous learning and the balance between innovation and protection in the cybersecurity landscape. Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use of personal data for advertising.

Data Privacy, AI, and Compliance with Christine Neptune of Palo Alto Networks

ccooper@thechannelcompany.com (CRN) — Thu, 13 Nov 2025 11:00:00 +0000

Key Topics Covered

The evolving role of legal teams in cybersecurity
Why data privacy laws like GDPR and CCPA matter for every business
How to create AI addendums and data protection clauses in contracts
The growing need for governance and transparency in tech operations
How to balance AI adoption with compliance and ethical responsibility
Tips for aligning cybersecurity, legal, and product development strategies

Top Takeaways

Legal and cybersecurity are now inseparable when it comes to protecting organizations.
Transparency and compliance are the foundations of customer trust.
Corporate leaders must clearly define how AI tools can be used safely and responsibly.
AI governance is not optional—it’s a business necessity.
Collaboration between legal, compliance, and IT teams ensures a proactive approach to risk.

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The Power of Soft-Skills in Cybersecurity

ccooper@thechannelcompany.com (Addie Finch, Cass Cooper) — Wed, 5 Nov 2025 16:27:47 +0000

Cass Cooper sits down with Addie Finch, Vice President of Channels at Cato Networks, to explore her inspiring career path from broadcast journalism to cybersecurity leadership.

Addie shares how storytelling and curiosity helped her break into tech and how those same skills now drive her success leading channel partners across the Americas. Together, Cass and Addie unpack how the cybersecurity landscape is shifting from point solutions to platform models and why future-proofing is no longer optional for today’s channel leaders.

This episode dives into:

The power of transferable skills when moving into tech
Why soft skills and curiosity often matter more than certifications
How to lead and communicate across generational divides in the IT channel
The rise of SASE (Secure Access Service Edge) and why platform thinking is key to growth
How Cato Networks’ partner-first philosophy is reshaping cybersecurity
If you’ve ever wondered how to pivot into cybersecurity, lead through transformation, or thrive in an AI-driven future, this conversation is for you.

Books Mentioned

StrengthsFinder 2.0 by Tom Rath
You, Inc.: The Art of Selling Yourself by Harry Beckwith and Christine K. Clifford

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Navigating Cybersecurity Partnerships: AI, Resilience, and the Future of Threat Intelligence

ccooper@thechannelcompany.com (Chari Rhodes, Cass Cooper) — Fri, 17 Oct 2025 18:35:05 +0000

In this episode of Channel Women in Security, Cass sits down with Chari Rhoades, a leader in channel sales at Proofpoint, to unpack the evolving cybersecurity landscape. Together, they explore how Proofpoint leverages threat intelligence, AI innovation, and partner collaboration to stay ahead of emerging threats. Chari shares insights on balancing consistency and flexibility in partnerships, why curiosity fuels effective communication, and how cyber resilience starts with transparent conversations. Cass and Chari also discuss the role of AI-driven tools in improving communication in strengthening relationships across the channel. Tune in to learn how strong partnerships, innovation, and communication drive success in cybersecurity. Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use of personal data for advertising.

Navigating Career Paths in Tech

ccooper@thechannelcompany.com (Barb Huelskamp, Cass Cooper) — Wed, 24 Sep 2025 09:00:00 +0000

Host Cass Cooper sits down with Barb Huelskamp, Global Channel Leader at SolarWinds. Barb shares her inspiring career journey in cybersecurity and the IT channel, highlighting why self-advocacy, confidence, and collaboration are key for women in tech leadership. The conversation explores: • The role of AI and innovation in shaping the future of cybersecurity • How non-linear career paths create unique opportunities in the channel • Practical advice for women building careers in cybersecurity and IT If you’re interested in channel leadership, women in cybersecurity, or advancing your career in tech, this episode offers valuable insights you won’t want to miss. Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use of personal data for advertising.

How Military Discipline Shapes Cybersecurity Leadership

ccooper@thechannelcompany.com (Erica Dobbs, Cass Cooper) — Wed, 3 Sep 2025 19:05:02 +0000

Cass Cooper interviews Erika Dobbs, a retired Naval officer and CEO of Dobbs Defense Solutions. They discuss Erika's journey from boot camp to her leadership roles in the Navy, the challenges she faced, and how her military experience shaped her career in cybersecurity. Erika shares insights on leading through chaos, the importance of resilience, and the unique challenges faced by women in STEM. The conversation highlights the interconnectedness of the military and private sectors, emphasizing the significance of cybersecurity in national security. Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use of personal data for advertising.

Building Bold, Human-Centered Cybersecurity Programs

ccooper@thechannelcompany.com (Cass Cooper) — Mon, 11 Aug 2025 04:00:00 +0000

Laura Potter sits down with Host Cass Cooper to discuss the intricacies of building a channel partnership program in the cybersecurity sector. Laura shares her insights on the importance of alignment, value over volume, and the need for a customer-centric approach. They explore the transition from operational roles to leadership, the significance of resilience and grit, and the role of advocacy in team building. The discussion emphasizes the evolving landscape of cybersecurity and the necessity for tailored solutions that meet diverse customer needs.

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vCISO in Action: Navigating Cybersecurity Leadership Beyond Office Walls

ccooper@thechannelcompany.com (Emily O'Carroll, Cass Cooper) — Wed, 23 Jul 2025 09:00:00 +0000

Cass Cooper interviews Emily O'Carroll, a seasoned cybersecurity professional and CISO. They discuss Emily's journey in the cybersecurity field, the evolution of the threat landscape, and the importance of translating technical risks into business impacts. Emily shares insights on the differences between being an in-house CISO and a virtual CISO, as well as the significance of mentoring and finding balance in one's career and personal life. Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use of personal data for advertising.

AI Cybersecurity & Dark – Web Threats: What the Channel Needs to Know

ccooper@thechannelcompany.com (Cass Cooper, Jen Waltz) — Wed, 2 Jul 2025 09:00:00 +0000

Cass Cooper interviews Jen Waltz, an award-winning cybersecurity expert and founder of Imaginative. They discuss the importance of networking and education in cybersecurity, the impact of AI on the industry, and the specific challenges faced by the healthcare sector. Jen emphasizes the need for more professionals in cybersecurity, particularly in light of the increasing threats from the dark web and ransomware. The discussion also highlights the importance of using AI for defense mechanisms and the need for a collaborative approach to cybersecurity in healthcare. Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use of personal data for advertising.

Authenticity, Engineering, and What Cybersecurity Still Has to Learn

ccooper@thechannelcompany.com (Cass Cooper) — Wed, 18 Jun 2025 19:30:00 +0000

Cass Cooper interviews Ginger Chien, a retired patent engineer from AT&T, who reflects on her career in cybersecurity and engineering. Ginger discusses her unique journey as a woman of color and a trans woman in tech, emphasizing the importance of representation and authenticity in the workplace. She shares insights on the evolution of the cybersecurity landscape, the need for a more resilient approach to security, and the significance of storytelling in the industry. Ginger advocates for a focus on humanity in engineering and the importance of diversity in addressing complex challenges. Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use of personal data for advertising.

Breaking into Cybersecurity Through the Channel

ccooper@thechannelcompany.com (Cass Cooper, Sara Seegers) — Tue, 20 May 2025 19:00:00 +0000

Cybersecurity isn’t optional; it’s foundational. In this episode, we explore how the IT channel is evolving to embed security into every solution, why diverse thinking matters more than ever, and how to break into cybersecurity without following a traditional career path. Whether you're growing your channel career or looking to pivot into cyber, this conversation is packed with insight and opportunity from GTT’s Vice President and Channel Partner Chief, Sara Seegers. Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use of personal data for advertising.

Cloud Security: Insights, Innovation, & Best Practices

ccooper@thechannelcompany.com (Ranjinni Joshi, Cass Cooper) — Tue, 6 May 2025 09:00:00 +0000

Cass Cooper interviews Ranjinni Joshi, a seasoned professional in cybersecurity with over 15 years of experience. They discuss emerging trends in cybersecurity, particularly the convergence of IT and OT, cloud security best practices, and the importance of compliance. Rajni shares valuable insights for aspiring cybersecurity professionals, especially women, emphasizing the need for skill-building, community engagement, and hands-on experience. Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use of personal data for advertising.

The Future of Cybersecurity, AI & Channel Strategies

ccooper@thechannelcompany.com (Trish Cagliostro, Cass Cooper) — Mon, 21 Apr 2025 09:00:00 +0000

Takeaways

Trish has a diverse background that informs her role as CRO.
A channel-first approach can streamline sales cycles in cybersecurity.
AI should enhance human capabilities rather than replace them.
Understanding AI's limitations is crucial for effective implementation.
Education about AI can empower users and reduce fear.
Discovery in identity management is essential for security.
The integration of AI can significantly improve operational efficiency.
Customer testimonials are vital for building trust in cybersecurity.
Career paths in tech can be unpredictable and rewarding.
Believing in oneself is key to overcoming challenges in any career.

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Trade, Global Tension & Cyberthreats

ccooper@thechannelcompany.com (Julie Laurin, Cass Cooper) — Mon, 24 Mar 2025 09:00:00 +0000

Julie Laurin of Sphyrna Security joins CRN’s Cass Cooper to talk about the intersection of cybersecurity and marketing. The two discuss the importance of effective communication in cybersecurity, the transition from technical roles to marketing, and the impact of global tensions on cybersecurity practices. Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use of personal data for advertising.

Cybersecurity, Inclusion, and Digital Justice

Mon, 10 Mar 2025 09:00:00 +0000

Cass Cooper sits with Ghazal Asif Farhadi, Vice President, Global Channels, Alliances & Inside Sales at Rubrik, to explore the pressing cybersecurity issues, focusing on how underrepresented and vulnerable groups are disproportionately impacted by cyber threats – both real and perceived. They discuss the importance of inclusivity within cybersecurity teams and the need for organizations to take proactive steps to address these disparities. Join them as in this conversation that highlights the digital divide, access to technology, and the role of community engagement in fostering an environment that is as secure as it is inclusive. Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use of personal data for advertising.

Navigating the AI Landscape: Compliance and Security

ccooper@thechannelcompany.com (Cass Cooper, Michelle Corriea) — Mon, 24 Feb 2025 10:00:00 +0000

Michelle Correia, VP of Legal at Pax8, and host Cass Cooper talk about the intersection of AI, compliance, and cybersecurity. They discuss the rapid evolution of AI technology, the importance of building responsible AI systems, and the existing legal frameworks that partners need to be aware of. Michelle shares her insights on empowering women in tech and legal fields, the significance of transparency in AI usage, and how AI can enhance productivity rather than replace jobs. The conversation emphasizes the need for trust and collaboration in navigating the complexities of AI and compliance in the channel. Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use of personal data for advertising.

True Crime & Adversary Tactics

ccooper@thechannelcompany.com (Cass Cooper, Jamie Levy, Jennifer Follett) — Mon, 10 Feb 2025 10:00:00 +0000

Jamie Levy, Director of Adversarial Tactics at Huntress, is a seasoned digital forensics and cybersecurity expert. She discusses the nuances of latent attacks, the importance of community in cybersecurity, and the challenges posed by data breaches. Levy shares insights on personal security practices and the need for organizations to be prepared for potential breaches. The conversation also touches on emerging trends in cybersecurity, including attackers' evolving tactics and the role of AI in these developments. Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use of personal data for advertising.

Practical Insights for Internal Cybersecurity Protections

ccooper@thechannelcompany.com (Cass Cooper, Jennifer Follet, Sheila Volante) — Mon, 27 Jan 2025 10:00:00 +0000

Sheila Volante discusses the critical aspects of cybersecurity, focusing on the integration of technology, user awareness, and the importance of internal governance. Volante emphasizes the need for businesses to educate their employees about potential threats and the significance of cyber insurance in protecting against breaches. The discussion also highlights the necessity of evaluating internal processes and data governance to mitigate risks effectively. Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use of personal data for advertising.

Cyber GTM Strategy Evolution

ccooper@thechannelcompany.com (Cass Cooper, Jennifer Follett, Lori Cornmesser) — Mon, 6 Jan 2025 10:00:00 +0000

Lori Cornmesser talks with Cass Cooper about her extensive experience in channel management and cybersecurity. She discusses her role at 1Password and the importance of partner experience. Cornmesser highlights the evolving landscape of cybersecurity, the challenges posed by labor shortages, and the need for equity and inclusion in the industry. She emphasizes the significance of adapting to SaaS and cloud models while focusing on simplicity and partner enablement. She concludes with wisdom about staying curious and proactive in one's career. Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use of personal data for advertising.

Empowering Partners in Cybersecurity

ccooper@thechannelcompany.com (Cass Cooper, Jennifer Follett, Augie Staab) — Mon, 16 Dec 2024 10:00:00 +0000

Data analytics helps identify emerging cybersecurity needs.
Cybersecurity strategies must be tailored to individual resellers.
The cybersecurity defense matrix aids in identifying security gaps.
SaaS models are changing how cybersecurity solutions are adopted.
Threat actors are using AI to create sophisticated attacks.
Threat intelligence centralization is becoming essential for customers.
Operational technology security is a growing concern.
Augie's journey reflects the rapid growth in cybersecurity needs.

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Security Frameworks for D.o.D. Compliance

ccooper@thechannelcompany.com (Cass Cooper, Jennifer Follett, Bridget Wilson) — Mon, 2 Dec 2024 10:00:00 +0000

Bridget Wilson explains the complexities of cybersecurity compliance, particularly focusing on CMMC (Cybersecurity Maturity Model Certification) for DOD (Department of Defense) contractors. They discuss the challenges small and mid-sized businesses face in aligning with DOD standards, the importance of proactive measures against emerging threats, and the significance of leadership development in cybersecurity. Bridget emphasizes the need for curiosity in understanding threats and the importance of supporting women in cybersecurity. Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use of personal data for advertising.

AI & The Future of Identity Detection and Response

ccooper@thechannelcompany.com (Cass Cooper, Jennifer Follett, MacKenzie Brown) — Mon, 18 Nov 2024 10:00:00 +0000

Cass Cooper interviews MacKenzie Brown, the Vice President of Security at Black Point Cyber, discussing the evolving landscape of cybersecurity. They delve into the challenges organizations face with Managed Detection and Response (MDR) and Identity Detection and Response (IDR), emphasizing the importance of trust in providers and the need for robust security measures. The conversation also explores the role of AI in enhancing threat detection and the significance of mentorship and passion for future leaders in the cybersecurity field. Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use of personal data for advertising.

Ethically Hacking to Build Tomorrow's Leaders

ccooper@thechannelcompany.com (Tennisha Martin, Cass Cooper, Jennifer Follett) — Mon, 4 Nov 2024 18:03:45 +0000

Find Black Girls Hack: www.blackgirlshack.org

Instagram / TikTok / X: @blackgirlshack

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Understanding Risk in Digital Security

ccooper@thechannelcompany.com (Rosana Filingeri, Cass Cooper, Jennifer Follett) — Thu, 31 Oct 2024 09:00:00 +0000

Takeaways

The battle between products and actual security needs is ongoing.

Gaps in coverage are a major challenge in cybersecurity.

Every client is unique; their risks are different.

Risk acceptance involves balancing security and functionality.

Investing dollars doesn't fix the problem; smart money is key.

Building trust is fundamental in cybersecurity partnerships.

Education is key to understanding security risks.

Pen testing is crucial for identifying vulnerabilities.

Security is a journey, not an overnight approach.

Strong relationships enhance cybersecurity effectiveness.

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Leading the Charge in Cyber Resilience

ccooper@thechannelcompany.com (Cass Cooper, Tia Hopkins, Jennifer Follett) — Thu, 31 Oct 2024 09:00:00 +0000

Tia Hopkins, Chief Cyber Resilience Officer and field CTO at eSentire, and Host Cass Cooper delve into the concept of cyber resilience, exploring its significance in today's cybersecurity landscape. Tia emphasizes the need for organizations to shift their mindset from traditional cybersecurity approaches to a more adaptable and resilient framework. They discuss the importance of understanding where organizations currently stand in their cybersecurity efforts and how to bridge the gap toward a more resilient future. Tia also highlights the necessity of effective communication between technical and non-technical leaders to ensure that cybersecurity strategies align with business objectives. Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use of personal data for advertising.

About CWiS

ccooper@thechannelcompany.com (Cass Cooper) — Tue, 29 Oct 2024 04:00:00 +0000

Welcome to Channel Women in Security - a CRN.com podcast focused on amplifying the talent, skills, and expertise women bring to cybersecurity and the IT Channel Ecosystem. Watch full video episodes and read more about the IT Channel Ecosystem on CRN.com Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use of personal data for advertising.