Five Things to Avoid When Building a Partner Channel
A signed agreement is a permit. It grants the right to break ground…
Read on LinkedIn Expanded version on Optimus
Insights & Op-Eds
Omer Qureshi — insights & op-eds.
Long-form essays and opinion on partner ecosystems, channel economics, cybersecurity and AI governance. Published on LinkedIn; several carry an expanded version on Optimus.
Long-form essays & field notes.
Published on Substack — the partnerships, cybersecurity, and channel economics ideas that don’t fit in a LinkedIn post.
Sophie’s Choice in Cybersecurity
TL;DR — AI attacks now finish faster than any approval chain can clear…
Read on LinkedIn
Your AI Agents Are Wearing an Employee’s Badge
Cloudflare’s CEO expected bots to pass humans in internet traffic by late 2027…
Read on LinkedIn
The Antidote Is Being Built. Fewer Than a Hundred Organizations Can Get It.
The same frontier labs that made AI dangerous for defenders are now building the antidote…
Read on LinkedIn
Seven People or Forty-Four: What 20+ Years Taught Me
Twenty years running teams across five continents — three disciplines most treat as opposites…
Read on LinkedIn Expanded version on Optimus
The Channel Isn’t Dead. It’s Becoming an AI-Native Ecosystem.
Marketplaces and AI are killing thin transactional roles, not the channel…
Read on LinkedIn Expanded version on Optimus
What MSP and MIP Partners Actually Want
MSPs do not want your product, they want a business — two distinct motions, and the margin architecture that earns commitment…
Read on LinkedIn Expanded version on Optimus
The Trojan Horse Was Never About the Walls
Why every hyperscaler is becoming a cybersecurity company — the walls have moved…
Read on LinkedIn
Two of My Clients Won Multiple Partner of the Year Awards
Microsoft, AWS and Google publish what they measure. Awards follow execution data, not relationships…
Read on LinkedIn Expanded version on Optimus
One Size Doesn’t Fit All
As the sun sets in Dubai, Gui Carvalhal and I were sharing ideas…
Read on LinkedIn