Security Revenue · every Tuesday

what's working in security sales, in one five-minute email a week.

Direct deals, POCs, partners and funnels. One thing I tried in my own pipeline, what it changed, and the template to copy on Monday.

for
people who sell security: heads of sales, presales and channel at vendors, founders, and the partners who sell with them
you get
one method from my own pipeline each week, with a template, table or checklist you can copy
when
every Tuesday morning, about 700 words, under five minutes to read
today
the Hardwired POC Kit in your welcome email: the gate, the plan the buyer signs, and how the POC ends

five parts, same order.

So you know what you're opening, and can skip to the part you need.

  1. 01this week What happened in my work, in a few lines: a deal, a POC, a partner conversation.
  2. 02the idea One change or one method, with the reasoning and the evidence for it.
  3. 03the tool Something you can copy: a template, a table, a prompt or a checklist.
  4. 04under test What I'm trying now and don't know the answer to yet.
  5. 05one question A question for you. Replies come to me, and the good ones shape later issues.

who it's for.

Heads of sales, presales and channel at security vendors, founders building their first sales team, and the distributors, integrators and MSSPs who sell with them. If you want to see how a vendor thinks about its partners, it is written for you too.

rules for writing about real deals.

  • Numbers carry a source. Named and dated, and marked when they come from a vendor survey. No source, no number.
  • Deals are anonymised. No customer, partner or vendor names without consent.
  • No contract terms. Channel agreements stay confidential. Principles and public numbers only.
  • Corrections go on top. When I get something wrong, the next issue opens with it.

I work full time at a cybersecurity company, and the issues say so when that matters. Details on who I work with.

in the meantime.

The guides are the long versions of what the newsletter covers, free and ungated.