Cybersecurity is no longer just an IT concern—it’s a key driver of business success. As cyber threats evolve, so does the need for cutting-edge security solutions, and channel partners are at the forefront of enabling this innovation.
Today’s top channel partners are not just resellers; they are critical investors, incubators, and facilitators of cybersecurity advancement. Many are launching dedicated Emerging Technology Programs, working directly with startups to develop, integrate, and scale next-generation security solutions. Their deep industry expertise, advisory services, and ability to tailor solutions to business needs make them essential in navigating the complex cybersecurity landscape.
At NightDragon, we are proud to collaborate with leading distributors and channel partners who are shaping the future of SecureTech. To explore how these partners are driving cyber innovation in 2025 and accelerating startup go-to-market success, NightDragon Partner Amy De Salvatore sat down with Donald Scott, Head of Category Management & Emerging Vendor Support at Ingram Micro, one of the largest and most influential global distributors.
Read excerpts of their conversation here:
Amy De Salvatore: How are you seeing cybersecurity evolve as part of a company’s technology strategy?
Donald Scott: Cybersecurity was historically viewed as a precautionary measure and a costly burden. Today, it is unequivocally recognized as a critical enabler of business innovation and success. Beyond protecting sensitive data and ensuring uninterrupted service, proactive cybersecurity approaches enable organizations to innovate securely and leverage their data and new technologies to create new user experiences and achieve business goals without compromising safety.
Amy De Salvatore: As a go-to-market leader, how are you seeing cybersecurity sales tactics evolve? What does a startup or emerging technology company need to do to resonate with customers?
Donald Scott: Fear, uncertainty and doubt (FUD) was how most cybersecurity solutions were sold in the past. But many of today’s IT decision makers are aware of the headlines and know the risks. Some somuch so that they have become desensitized to all the horror stories and the “it’s not if, but when” scenario the industry has leaned on for years. So, what’s a cyber-savvy channel partner or emerging technology leader to do? Two things are top of mind: Move your conversation away from FUD and mitigating risk. It’s not to say the risks aren’t real, but the audience isn’t responding like they used to. Second, find ways to demonstrate how cybersecurity solutions can lead to greater growth opportunities and scale. Business leaders are facing tremendous challenges and they could use a playbook on how to protect and grow the business now and in the future. Cybersecurity allows for both.
Amy De Salvatore: NightDragon is a big believer in the power of distribution and the channel to drive go-to-market growth, which is why we’ve championed our NightScale platform. For channel partners, what are the opportunities to drive value for customers around mitigating cybersecurity risk?
Donald Scott: Approaching security with a business enablement mindset can benefit many organizations and channel partners can play an important role in driving that mindset forward. And, depending on the services or products being offered, there are many opportunities to partner with dynamic emerging vendors and disruptors that address multiple aspects of cybersecurity, while still maximizing the security program’s value to the overall company.
First, they can support securing and activating data. Incorporating cybersecurity into the fabric of new data architectures and computing infrastructure is vital for making data usable in today’s increasingly complex IT landscape. With a secure data environment, companies can confidently collect, process, analyze and leverage this data securely wherever it is, across on-premise and cloud environments and at the edge. Businesses can then confidently venture into previously unexplored areas and use cases, harnessing their data in innovative ways to drive business outcomes and generate additional revenue.
Second, in addition to ensuring basic cybersecurity protections are in place, trusted partners can also play a key role in helping organizations identify relevant new technologies, like artificial intelligence. Channel partners have a unique view of these latest technologies and what might be beneficial for their customers unique situation and cybersecurity risk profile, as well as the technical capabilities to help implement them.
Finally, channel partners can play an integral role in improving cybersecurity to improve the customer’s overall experience with a startup. Good cybersecurity measures, when seamlessly integrated, can instill a sense of trust and confidence among users. Advanced technologies like biometric authentication or multi-factor authentication, when implemented thoughtfully, secure the user journey, offering both security and convenience. This balance of rigorous security with a user-centric approach leads to an overall positive experience, encouraging more digital interactions.
The future is bright for channel partners that take advantage of the opportunity to expand their cybersecurity practices beyond risk mitigation to also help their customers drive new business value. Channel partners today looking to prove their value as an innovative, trusted advisor should look to leverage their distributor partners, as well as seek out partner programs at startups with relevant and strong technologies for their target customer markets.
Read more about how NightDragon works with partners like Ingram Micro on our NightScale Value Creation page.