By Jason Stein, VP of Cybersecurity, Telarus
This is Jason Stein’s first post in his educational blog series for October Cybersecurity Awareness Month. You’ll find more from Jason throughout the month on our Blog page.
In today’s digital economy, cybersecurity is no longer optional—it’s foundational. Organizations of all sizes are under increasing pressure to defend against evolving threats, navigate complex compliance requirements, and protect their most valuable asset: data. And to achieve these goals, companies are spending heavily on cybersecurity. In fact, cybersecurity was the second leading driver of IT investment in the 2025-26 Telarus Tech Trends report, ranking higher than CX, cloud strategy, cost-cutting, and other priorities.
But while demand for cybersecurity support is skyrocketing, technology advisors need more than just access to suppliers to deliver exceptional outcomes. Selling cybersecurity is a team effort that requires trusted experts and hands-on support throughout the entire customer lifecycle and buyer journey.
That’s why Telarus has made a significant investment in building out our Cybersecurity Practice, anchored by solution architects, engineers, educational programs, engineering certifications, and a dedicated practice lead. Together, these resources empower our partners to deliver world-class security strategies and outcomes to their customers.
How Telarus Helps Advisors Expand Their Cybersecurity Practice and Close More Deals
1. Solve complex challenges with expert solution architects and engineers
Customers often turn to technology advisors to tackle complex challenges they can’t solve in-house. Advisors must be prepared to address tough questions on topics such as employee awareness training, layered identity and access management, stronger data protection, and increased regulatory compliance, among others.
Our cybersecurity practice is built on technical depth. Telarus has invested heavily in solution architects and engineers, who are industry experts and highly specialized in all cybersecurity products and solutions, bringing real-world experience across cloud, network, compliance, and threat protection.
- Pre-sales support: Advisors can rely on Telarus experts to scope complex security opportunities, translate business risks into technical solutions, and collaborate on whiteboarding environments to help design architectures that align with and roadmap client goals and strategies.
- Hands-on technical validation: Engineers help vet supplier capabilities, compare toolsets, and ensure security solutions meet both performance and compliance needs.
- Scalable expertise: Whether it’s zero trust, MDR/XDR, data protection, or compliance frameworks, Telarus’ technical bench ensures advisors never have to “go it alone” — and clients have the expertise they can rely on that may be lacking from their team’s knowledge base.
This depth of expertise enables our partners to engage confidently with CIOs, CISOs, compliance leaders, and board members, backed by a team of experts ready to assist at every stage of the sales cycle.
2. Upskill with tailored education and enablement
Cybersecurity is a broad, fast-changing field. Technology advisors often struggle to understand how to start the conversation, what to focus on, and where to turn for reliable information.
Telarus offers industry-leading education programs designed specifically for busy technology advisors who need to get up to speed quickly.
- Cybersecurity 101–201–301 learning tracks: Practical training that helps advisors move from foundational knowledge to advanced sales strategies from both a sales perspective as well as a technical and tactical one.
- Vertical-specific training: Guidance tailored to industries like healthcare, finance, and government, where regulatory and compliance demands are highest.
- Partner playbooks and frameworks: Tools to help advisors simplify the complexity of cybersecurity, align solutions with business outcomes, upselling / cross-selling from other solutions sold, and accelerate time to value.
These educational resources ensure that our advisor community stays ahead of the threat landscape while clearly communicating value to their customers.
3. Lean on a dedicated Telarus Cybersecurity Practice Lead
Customers rely on technology advisors to make informed recommendations. That’s why it’s critical to work with a trusted team that stays ahead of the latest suppliers, technologies, and strategies.
At the center of our cybersecurity initiative is the Telarus Cybersecurity Practice Lead, a dedicated executive whose mission is to champion security across our ecosystem. This leader drives strategy, teaches trending best practices, curates supplier alignment, and ensures our resources evolve in lockstep with the market.
- Save time: The Telarus Practice Lead brings together suppliers, engineers, and advisors to create a cohesive strategy for reducing client risk—saving advisors time and strengthening client impact.
- Win more: This executive’s role is to ensure advisors have the tools, expertise, and partnerships they need to win in one of the most critical technology markets of our time.
Building a Safer Digital Future, Together
Cybersecurity is not a one-time investment— it’s an ongoing commitment. That’s why Telarus continues to invest in this space by expanding our team of solution architects and engineers, creating a strong education and enablement framework, and empowering leadership through a dedicated practice lead.
For technology advisors, this means one thing: confidence. Confidence to open security conversations, to guide clients through complex decisions, and to deliver trusted outcomes backed by the full strength of Telarus’ cybersecurity practice.
Together, we are building a safer digital future—one partnership at a time.