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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

Follow Dr. Mike Saylor on Social Media Linkedin: https://www.linkedin.com/in/misaylor/

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