In this episode of Channel Insider’s Partner POV, host Katie Bavoso sits with Karen Greer, CEO of Secure Content Technologies, to explore her journey and her company’s unique positioning. Greer’s company is a hybrid value-added reseller (VAR) and managed service provider (MSP) that’s 100% cybersecurity-focused.
From discussing the challenges of being a female CEO in a male-dominated industry to the intricacies of managed services, this conversation serves as a rich source of insights for anyone navigating the crowded cybersecurity space.
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The managed services evolution
When asked about Secure Content Technologies’ journey from being a traditional VAR to incorporating managed services, Greer reflects on the growing demand from clients for more robust cybersecurity services. As cybersecurity became more critical, clients struggled with the technical expertise required to manage it internally.
“It became a louder and louder message that I heard from customers that cyber security was becoming so large and their staff might not have been growing along with that right from a technical standpoint,” Greer notes, explaining that they intentionally added services to fill this gap.
By listening to her technical team, Greer was able to steer the company toward success in managed services. Bavoso probes deeper: “What was important to you about letting them tell you what was necessary on that journey?”
Greer admits that embracing delegation wasn’t easy but became essential for growth. “They’re seeing the challenges, it just makes perfect sense to listen to what they’re saying,” she says, highlighting the importance of building a team that isn’t afraid to challenge the status quo and suggest improvements.
A passion for serving K-12 schools
Greer highlights her deep commitment to the K-12 sector when asked about her favorite verticals. “I have a personal interest in giving them the service and attention they deserve,” she shares. The company provides not just cybersecurity solutions, but also products aimed at student mental health and well-being.
She also notes the satisfaction she gains from working with schools, especially when helping them navigate budget constraints. “I just get a lot of pleasure out of working through their budget challenges with them,” she says. This personal connection has allowed her to build long-term relationships with schools, providing more than just technology but also a sense of partnership.
Adapting to regulations in financial services
In addition to the education sector, Secure Content Technologies has invested heavily in financial services, helping firms navigate the complexity of compliance. Greer explains how financial clients often lack in-house IT expertise and rely on her company as their trusted advisor. “We’ve really invested a lot of time, effort, money… into that industry so that we can be a good, trusted advisor for financial services companies,” she notes.
Greer explains that as regulations in financial services evolve, her firm helps clients stay compliant, turning compliance challenges into revenue streams. Greer’s approach—continuously educating herself on both the “book side” and real-world implications of regulations—ensures that her team is always prepared to offer valuable, up-to-date guidance to clients.
Starting small to address security threats
When asked for advice on how end-user businesses can improve their cybersecurity, Greer emphasizes that there’s no one-size-fits-all solution. “You’re not going to push something onto your customers; you’re going to listen to them,” she says, highlighting the importance of understanding each client’s unique needs before offering any recommendations.
With threats like ransomware and hackers making headlines, businesses can easily feel overwhelmed by the sheer number of available solutions.
To counter this, Greer advocates starting small. “We look at what they have that they can keep in place… then we may recommend a few things from the start not to reinvent the wheel,” she explains. Businesses can better protect themselves without overhauling their entire security structure by evaluating what’s already working and introducing manageable improvements.
Women in tech: Progress, but there’s still work to do
Bavoso raises a critical point about the underrepresentation of women in the tech industry, especially in leadership roles. She notes that Greer is the first U.S.-based female CEO she’s spoken to in this series. Bavoso asks if we’re seeing more opportunities for women or if the industry remains male-dominated.
Greer acknowledges the gap but is optimistic about progress. “I think there’s a lot of opportunity for women in tech,” she says, pointing to initiatives and organizations that support women in the field.
Reflecting on her journey, Greer recounts how she initially found the tech industry unappealing, thinking it seemed “boring.” However, she quickly realized it was all about people—customers and colleagues—and from there, her interest grew. For women looking to advance in tech, she suggests finding a mentor. “Sometimes maybe it helps to find a mentor,” she advises, emphasizing the importance of learning from those with experience.
Building trust in cybersecurity: Consultative, not fear-based
Greer takes a different approach in an industry that often leans on fear-based messaging to drive sales. “A lot of times, I’ll hear people with fear-based messaging, and that’s never part of my mantra, and it never will be. The threats are there, and we’re all very well aware,” she states. Instead, she believes in gaining clients’ trust through consultation and understanding.
“You really need to be more consultative, trustworthy, and invested in the customer.” This approach helps secure business relationships and builds long-term credibility in an industry where trust is paramount.
This notion of trust extends to vendor relationships as well. Greer values vendors who are transparent and invested in their partners’ success. She explains, “The vendors that I find that are transparent with the partners… are the ones that I tend to gravitate towards.” This symbiotic relationship between vendors and partners ensures that products and services evolve to meet real-world needs.
Advice for aspiring leaders: Learn, build trust, and stay curious
When asked what advice she would offer someone aspiring to reach her position one day, Greer stresses the importance of building expertise and trust. “You have to learn the industry, the trends, and the different solutions,” she says, underscoring the importance of staying informed. But beyond technical knowledge, building relationships based on trust is key. “Gain people’s trust. I think that’s very important in cybersecurity.”
Additionally, she advises aspiring professionals to seek mentors who have spent years in the field: “Find somebody who’s been doing this for 10 or 15 or more years and pick their brain.” These mentors can offer critical advice and help avoid common pitfalls.
Tune in to the video or podcast above for more insights from Katie Bavoso and Karen Greer, CEO of Secure Content Technologies — and be sure to like and subscribe for future interviews with solution providers and thought leaders, plus special episodes and opportunities!
