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Becoming the Consultant

About the Episode

To break free of being a product specialist is a journey. Clients are tired of being sold a product; they have a problem and are looking for a solution. So, it's important to change the dialogue from selling a cybersecurity product to providing the solution – addressing cyber risk.

Customers need someone to curate technologies and build a trusted relationship with; someone who can show them how to consume a service that leads to an excellent outcome. Before pitching a product, understand where the customer is on their journey to address their cyber risks, meet them on that journey, and guide them to their storybook ending – reducing their cyber risks.

Listen to the Becoming the Consultant episode of the Managing the Ecosystem with e3 podcast for insights on:

  • How to redefine selling cybersecurity as a solution, not a product
  • How to put yourself in the role of your customers’ Trusted Advisor
  • What it means to be an unbiased cybersecurity advisor
  • Why it’s important to ‘Disrupt Yourself’ and create a feedback loop with your customers


Bob Layton, Chief Channel Officer,



Hillarie McClure, VP of Multimedia Productions,

Cybersecurity Ventures

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