What if the biggest secret to success in channel sales isn’t knowing more technology, but understanding what the business is actually trying to accomplish? In this episode of Channel Security Secrets, Lou Rabon sits down with Scott Porter, Co-Founder of CloudNow Consulting, to unpack why focusing on business outcomes over transactions is the difference between being easily replaced and becoming indispensable.

Scott shares how trusted advisors can prepare for higher-level conversations by doing real research, engaging executive stakeholders, and using AI as a support tool, not a crutch. From breaking into security conversations without deep technical expertise to building recurring revenue models that scale, Scott offers a clear, practical roadmap for advisors navigating today’s evolving channel.

Takeaways:

• Why aiming for business outcomes creates stronger, longer-lasting client relationships.
• How preparation and customer research unlock higher-level conversations with decision-makers.
• Why solving problems, not pitching products, leads to irreplaceability.
• How AI can accelerate research, insight, and efficiency when used thoughtfully.
• Why recurring revenue models are becoming essential for sustainable channel growth.
• How advisors can enter security conversations through governance, risk, and compliance, even without deep technical backgrounds.

Quote of the Show

• “ Everybody is buying because they have to get something accomplished. So your job is to figure out what that is and help guide that conversation to make sure that you're having the conversation about how your technology meets their needs.” - Scott Porter

Find all episodes, show notes, and resources at: https://www.cdg.io/podcast/

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Links

• LinkedIn: https://www.linkedin.com/in/scott-porter-6910955/
• Company website: https://www.cloudnowconsulting.com/

Ways to Tune In

• Spotify: https://open.spotify.com/show/1gIKsOyorKMzQA7wxck4dH?si=ff617df387aa401c
• Apple Podcasts: https://podcasts.apple.com/us/podcast/channel-security-secrets/id1826825461
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• YouTube: https://www.youtube.com/@ChannelSecuritySecrets