Founder Interview Video
How Coro Went Channel-First to Sell Mid-Market Cybersecurity (SaaS Open 2024 Talk by Co-Founder Dror Liwer)
Chapters
- 0:00Introduction and Event Context
- 1:20$100M Series D Announcement
- 2:07Channel-First Strategy Overview
- 2:37Revenue Growth and Three-Year Trajectory
- 3:11Coro's Mission in the Mid-Market Cybersecurity Space
- 4:26Product Launch and All-in-One Offering
- 4:58Direct Sales Model in 2020
- 5:32Hiring a CRO and Shifting to Channel
- 6:40Reimagining the Product as a Modular Platform
- 8:21Direct to Channel Mix Over Time
- 9:57Channel Partner Count and Types
- 12:24Channel Partner Economics: The Month-Six Dip
- 13:50What Makes a Good Channel Partnership
- 15:19ComplyAuto Case Study
- 19:06KPIs for Measuring Partner Programs
- 22:01Audience Q&A: Going Channel, Resources and Commissions