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/