MSP channel GTM for security and IT vendors

Signing a distributor isn’t a channel strategy.

Channel GTM for security and IT vendors selling through MSPs, distributors, TSDs and cloud marketplaces. Built by someone who sold for the vendors and then ran revenue inside the MSPs.

Get your free Channel Readiness ScorecardBook a 30-minute call
15 years selling for
  • RSA
  • Microsoft
  • Mandiant
  • Palo Alto Networks
Revenue leadership inside two MSPs
  • NuHarbor
  • NetCov
The problem

Partner revenue is a rounding error.

You signed the distribution deal and announced the partner program. Six months later, partner revenue is a rounding error.

It isn’t the product. MSPs don’t resell products; they build services from them, and most vendor programs are designed by people who have never sold a managed service.

Services

Fixed scope. Delivered in weeks.

Scope and pricing
3 weeks

MSP Positioning Sprint

Three weeks to know which MSPs to target and what to say to them.

5 weeks

Channel Launch Sprint

Your pitch reviewed by someone who ran revenue inside MSPs, then a 90-day plan to activate partners.

Month to month

Fractional Channel Lead

Someone who owns the channel, month to month.

Routes we open

  • MSPs
  • Distributors
    TD SYNNEX, Pax8
  • TSDs
    Intelisys, Avant
  • Cloud marketplaces
    AWS, Azure, Google Cloud
How it works

Three steps to partners who sell

  • Take the Scorecard

    A short self-assessment on partner ICP, MSP-fit pricing, enablement and activation.

  • Pick a sprint

    Fixed scope and a published price. Work starts within five business days.

  • Get a reviewed plan

    A plan reviewed by someone who ran revenue inside MSPs.

Lucas Dowd
Who you’ll work with

Lucas Dowd

15 years selling for RSA, Microsoft, Mandiant and Palo Alto Networks. Revenue leadership inside two MSPs. Lucas does the work himself, so the person you talk to on the first call is the person who delivers.

More about LucasConnect on LinkedIn
What CISOs and colleagues say

Recommended by the people he’s worked with

See all recommendations on LinkedIn
“Lucas has an amazing ability to analyze complex cybersecurity infrastructure and distill it into solutions.”
Art Treichel
BISO, Allegis
“He doesn’t sell to customers but partners with them to help them make smart financial and technical decisions.”
Bill Kaage
Sr. Identity Engineer, Microsoft
“Lucas’s strength lies in his ability to assess an organization’s security posture and make recommendations for best practices, regardless of toolset and/or tech bias.”
Ryan Jones
Sr. Director Enterprise Sales, Microsoft
“Lucas understands the challenges CISOs and organizations face around security. He brings technology, process, and the right people together to solve problems.”
B. Moreland
CISO, Sinclair Broadcasting
“Unlike many other sales reps at household name vendors, his primary mission is not to “sell” me on something.”
Jason Taule
CSO / CPO, FEI Systems
“He also taught me the importance of truly understanding the customer’s needs and using this to position yourself as a partner, not just a vendor.”
Joe Ireland
Regional Sales Manager, Horsetail Technologies
“Luke is a positive influence, well respected leader, with a great sense of humor and an eternally optimistic attitude.”
Emmy Johnson
Director of Business Development, ZeroFox
“Lucas is a customer-focused sales leader possessing an excellent grasp of the challenges enterprises face effectively managing risk and securing the enterprise.”
Scott Cogan
Sr. Vice President of Sales, RSA Security

Signed partners, but nothing’s happening?

Take the free Channel Readiness Scorecard. About 20 questions, a scored report, and a 30-minute readout with Lucas.

Start the ScorecardBook a call