Cybersecurity Entrepreneurship: Scaling, Partner Models, & Managing Relationships with Dr. Mike Saylor

Dr. Mike Saylor, CEO of Black Swan Cybersecurity and professor of cybersecurity at UT San Antonio, shares his journey from starting his first computer business to leading a successful cybersecurity company. He discusses entrepreneurship, the challenges of building and growing a business, and the importance of strong partner relationships. Along with Rob Ocel, he covers strategies for managing client relationships, navigating partner models, and balancing direct sales with partnerships.

00:00 - Introduction of the episode and guest Dr. Mike Saylor 

00:41 - Dr. Saylor's journey to becoming CEO of Black Swan Cybersecurity 

03:17 - Early entrepreneurial ventures and building his own computer company 

04:57 - Challenges in selling cybersecurity services 

06:53 - Building reputation and generating leads through various methods 

07:50 - Navigating different business models for growth 

09:24 - Managing client relationships and the importance of business development 

11:17 - Exploring different partner models in the business 

13:57 - Working with partners to grow opportunities and manage risks 

15:24 - The referral business model and subcontracting challenges 

16:20 - Complacency and the need for diversification in sales channels 

17:24 - The importance of knowing your business and finding the right partner strategy 

18:38 - Developing strong partnerships and managing conflicts 

20:38 - Recognizing when a partner has different priorities 

22:48 - Risks of over-reliance on partners and how to hedge bets 

25:41 - Managing long-term relationships with partners 

27:28 - Closing remarks and where to find more information about Black Swan Cybersecurity

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Linkedin: https://www.linkedin.com/in/misaylor/