Dr. Mike Saylor, CEO of Black Swan Cybersecurity and professor of cybersecurity at UT San Antonio, shares his journey from starting his first computer business to leading a successful cybersecurity company. He discusses entrepreneurship, the challenges of building and growing a business, and the importance of strong partner relationships. Along with Rob Ocel, he covers strategies for managing client relationships, navigating partner models, and balancing direct sales with partnerships. 00:00 - Introduction of the episode and guest Dr. Mike Saylor  00:41 - Dr. Saylor's journey to becoming CEO of Black Swan Cybersecurity  03:17 - Early entrepreneurial ventures and building his own computer company  04:57 - Challenges in selling cybersecurity services  06:53 - Building reputation and generating leads through various methods  07:50 - Navigating different business models for growth  09:24 - Managing client relationships and the importance of business development  11:17 - Exploring different partner models in the business  13:57 - Working with partners to grow opportunities and manage risks  15:24 - The referral business model and subcontracting challenges  16:20 - Complacency and the need for diversification in sales channels  17:24 - The importance of knowing your business and finding the right partner strategy  18:38 - Developing strong partnerships and managing conflicts  20:38 - Recognizing when a partner has different priorities  22:48 - Risks of over-reliance on partners and how to hedge bets  25:41 - Managing long-term relationships with partners  27:28 - Closing remarks and where to find more information about Black Swan Cybersecurity Follow Dr. Mike Saylor on Social Media Linkedin: https://www.linkedin.com/in/misaylor/