Startups to Grownups: Scaling Cybersecurity Through the Channel

In this insightful discussion, Sugata Sanyal, Founder & CEO of ZINFI, sits down with Douglas Brockett, Executive Chairman of Red Access, to explore the rapidly evolving world of cybersecurity1515. The conversation focuses on the critical shift from traditional data protection to modern, agentless Security Service Edge (SSE) platforms, which are essential for securing today's hybrid work environments. Brockett shares his journey leading companies from Exablox to Arcserve, offering key lessons on organizational scale-ups and integration.

This episode highlights the essential role of the cybersecurity channel in driving enterprise adoption of next-gen platforms. Brockett outlines how to develop effective channel partner models and what constitutes sound cybersecurity governance as a company transitions from a startup to a large enterprise. Tune in to gain actionable insights on the future of security and a successful go-to-market strategy in the tech sector.

Video Podcast: Startups to Grownups: Scaling Cybersecurity Through the Channel

✔ Chapter 1: The Evolution to Security Service Edge (SSE)

Cybersecurity Channel Growth and the Shift to Security Service Edge (SSE)

The discussion begins with Douglas Brockett explaining his career shift from scaling storage and data-protection businesses, such as Exablox and StorageCraft, to leading in the cybersecurity space at Red Access. This movement reflects a broader industry change where the edge of the network has shifted, making traditional perimeter defenses less effective. Brockett’s experience in handling complex data stacks and focusing on the channel has uniquely positioned him to view the current challenges in the SSE market, particularly regarding simplifying technology for partners and customers. This introduction sets the stage for how Red Access’s agent-less, session-based SSE platform addresses the security needs of modern, hybrid work models.

The focus of Red Access on an agent-less, session-based approach to SSE is a direct response to the difficulties companies face in securing the increasing number of SaaS and corporate applications used by a distributed workforce. Brockett discusses the company's recent Series A funding round, emphasizing that the capital is primarily aimed at fueling U.S. expansion and, critically, a channel-led go-to-market strategy. This early focus on the cybersecurity channel is a key differentiator, as it leverages Brockett’s long history of driving channel execution and organizational scale-ups in previous roles. The discussion here establishes that technology innovation must be intrinsically linked with a clear and scalable channel strategy for successful market penetration.

A critical part of this evolution is recognizing what remains constant in the channel partner ecosystem despite technological shifts. At the same time, the products and delivery models have changed—moving from on-premise hardware to cloud-based security services—the core necessities of trust, enablement, and profitable partnerships remain the foundation of a successful channel. Brockett discusses how his initial 90 days at Red Access prioritized laying the groundwork for this scalable, channel-centric operation. This section is vital for understanding the blend of cutting-edge technology and time-tested go-to-market strategy needed to succeed in the competitive cybersecurity landscape.

✔ Chapter 2: Leadership Lessons and Growth Playbooks

Channel Partner Models: Lessons on Scaling from Startups to Grownups

Brockett shares pivotal leadership experiences, citing the acquisition of Exablox by StorageCraft and the subsequent integration at Arcserve as significant inflection points in his career. The key lesson drawn from these successes is the necessity of quickly rationalizing operations, building a joint product roadmap, and ensuring clear communication to both internal teams and the cybersecurity channel partners during mergers and acquisitions. Leading a successful integration requires a focus on renewal and customer success, a habit that is often neglected when organizational attention is diverted toward internal restructuring. This focus on the external outcome—customer and partner success—is a crucial element of Brockett’s leadership philosophy.

Conversely, the conversation delves into past challenges or setbacks, exploring how a high-growth company responds when things do not go as planned. Brockett emphasizes the importance of a transparent and responsive team culture, especially when navigating technical or go-to-market strategy barriers. Learning from setbacks involves not just fixing the immediate issue but also fundamentally restructuring processes to prevent recurrence42. This willingness to pivot, often by simplifying complex technology stacks for easier partner consumption, is a consistent thread throughout his career434343. For companies trying to scale rapidly, the ability to adapt the product and the channel partner models is the difference between a successful scale-up and stagnation.

This section concludes with a forward-looking view on the remaining barriers to the widespread adoption of agentless Security Service Edge (SSE) solutions in the market. These barriers are not just technical; they also involve educating the cybersecurity channel and enterprise customers on the shift from traditional security mindsets to a session-based, work-from-anywhere model. Brockett’s approach at Red Access involves actively working with partners to overcome these educational and deployment hurdles, proving that a strong channel partner ecosystem is necessary not just for sales but also for market validation and technical evangelism. His experience demonstrates that successful scale-ups rely heavily on both internal execution and external partner enablement.

✔ Chapter 3: The Future of Security and Partner Ecosystems

The Role of the Cybersecurity Channel in Next-Gen Security Platforms

The discussion shifts to the future of the security service edge, focusing on major industry catalysts, including the permanence of hybrid work, massive SaaS adoption, and emerging threats amplified by Gen AI. Brockett outlines that to stay ahead, companies must embrace platforms that can dynamically secure an environment where the user’s browser and application session are the new perimeter. This mandates a move away from relying solely on endpoint agents and towards more flexible, cloud-delivered solutions, such as Red Access’s Security Service Edge (SSE). The need for agility and simple deployment is paramount as threat surfaces continue to expand rapidly.

From his vantage point, the channel is not just a sales pipeline; it is the primary vehicle for enterprise adoption of these next-generation security platforms. The channel provides the trust, professional services, and local expertise that enterprises require to implement and manage complex security migrations. Brockett predicts that channel partner models will continue to evolve over the next three to five years, becoming even more focused on deep security expertise and managed services, rather than simply reselling products. Partners will need to move up the value chain to provide comprehensive, end-to-end security solutions for the work-from-anywhere environment.

The conversation emphasizes that securing enterprise adoption relies heavily on the willingness of security vendors to build truly partner-friendly platforms and programs. Vendors must simplify the technology stack to make it easier for the cybersecurity channel to sell and support, a principle Brockett has applied throughout his career. This ensures that the channel can profitably deliver next-gen security platforms to the mass market. This symbiotic relationship—where the vendor provides innovation and the partner provides implementation and reach—is the crucial dynamic that will define the future of the channel partner ecosystem in the security sector.

✔ Chapter 4: The Future of Security and Partner Ecosystems

Effective Cybersecurity Governance: Scaling the Board from Start-up to Scale-Up

Brockett offers in-depth insights into the evolution of cybersecurity governance as a company matures from an initial startup to a scale-up and ultimately to a “grow-up” phase. In the early stages, governance is often operational, focusing on tactical execution and achieving key milestones. As the company matures (e.g., post-Series B), the board’s role shifts more towards strategic oversight, financial accountability, and long-term risk management. He stresses that the composition of the board must evolve in tandem with the company, bringing in directors with experience in scaling operations, international expansion, and readiness for the public market.

A key topic is the necessary balance between providing operational guidance and maintaining strategic oversight. Brockett suggests that while early-stage boards might be more hands-on, a strong board for a growth-stage company asks the right, tough questions and provides a framework for strategy, but does not micromanage the day-to-day execution. This distinction is vital for maintaining a productive relationship between the CEO and the board. The board's primary value is to challenge assumptions and leverage its collective experience to help the company avoid predictable mistakes.

Finally, the discussion offers direct advice to founders on how to maximize the value from their boards. This includes providing explicit, concise, and focused materials well in advance of meetings, and treating the board as a strategic resource rather than just a compliance requirement. Effective cybersecurity governance is not about control; it is about establishing a high-performance environment where strategic goals, especially those related to the channel partner ecosystem, are clearly defined, tracked, and supported by experienced leaders. This approach ensures that the company’s vision, such as Red Access’s channel-led expansion, is protected and accelerated.