Insights
The ideas Craig returns to in interviews, talks and podcasts, with links to where he said them.
Core ideas
Partner enablement cannot just be a place to store content. With 92% of cybersecurity spend flowing through channels, it has to guide partners inside real deals.
Read the source: Enablement is infrastructure for execution →One partner closes one deal; every partner who touches the customer should be recognized. Six to eight partners now touch most deals.
Read the source: Channel sells, ecosystems scale →Security is shifting from controlling access to watching behavior. AI agents act at machine speed with valid credentials, and partners have to become behavioral-risk advisors.
Read the source: The attacker is no longer human →Partner programs should reward training and capability, with certification that unlocks real profitability, instead of rigid revenue thresholds.
Read the source: Competency over contracts →A channel-first company brings partners into every event, campaign and launch, and builds marketing for partners from the start.
Read the source: Include partners in everything →AI can coach, enable and handle outreach, but when something breaks at 2 a.m., credibility comes from people.
Read the source: AI augments, people earn trust →Compensation draws people in. Culture, growth and leadership determine whether they stay and perform.
Read the source: Culture decides who stays →Research
48% of security leaders say AI agents or autonomous systems operating with excessive, compromised, or unintended access pose the greatest threat to their organization today.
Writing
We need a shift from enablement as content delivery to enablement as a performance engine.
AI security is entering a more demanding phase.
Hear these ideas live: book a keynote, or talk to Craig about advisory.
