Dan Shuler - The epiphany that changed everything

Ever feel like you're playing a game without knowing the rules? This episode dives into the behind-the-scenes world of tech sales, vendor relationships, and the unwritten codes that shape your security and budget decisions. With some transparency, humor, and a touch of whiskey(Fern only), we pull back the curtain on renewals, sales incentives, and the "circle of trust" that gets you access; or possibly keeps you locked out. From burnout to betrayal, to building trust the long way, this one's for the leaders asking: "How do I actually win?" in a matrix built by sales.

00:00:00 - Intro

00:15:01 - Renewals, reseller games & playing a game without written rules

00:30:01 - "Fill the bucket": Aligning incentives with sales

00:45:01 - Brokers of knowledge, ethical sales, and the trust equation

01:00:01 - When relationships fall apart: Burnout, betrayal & rebirth

01:15:01 - Circles of trust & gatekeeping in the sales world

01:30:01 - The CactusCon panel, good moderation & real curiosity

01:45:01 - Golf, grit & unexpected career paths

02:00:01 - The security startup hustle

02:15:01 - From SRP to Phoenix Children's: Scaling security programs

02:30:01 - Inner circles, silent wins & lessons from the shadows

02:45:01 - Guardrails, curiosity & defending

03:00:01 - Fighting the uphill battle in cybersecurity

03:15:01 - Building a trusted peer network & free resource ideas

03:30:01 - Circles, advocacy & the closing toast