Channel Women In Security: Cyber GTM Strategy Evolution

Channel leader Lori Cornmesser talks with Cass Cooper about her extensive experience in channel management and cybersecurity, discussing her role at 1Password and the importance of the partner experience.

Highlighting the evolving landscape of cybersecurity, the challenges posed by labor shortages, and the need for equity and inclusion in the industry, 1Password’s Lori Cornmesser emphasizes the significance of adapting to SaaS and cloud models while maintaining a focus on simplicity and partner enablement. She shares words of wisdom about staying curious and proactive in one's career with CRN Columnist Cass Cooper.

Listen to the full interview on YouTube (above), Spotify, and Apple Podcasts.

Can you share how your experience in channel recruitment, development, and management is shaping the partner experience at 1Password?

Over the years, I’ve learned that success starts with identifying the right partners for the right roles. At 1Password, we focus on understanding our ideal partner profile and ensuring alignment with the customer segments we aim to serve. The key is creating joint partnerships that help us and our partners win in new markets. It’s about putting together the right pieces of the puzzle to build the desired picture.

With 1Password’s mission for digital security in mind, how are you leveraging your expertise to address cybersecurity demands in today’s hybrid work environment?

1Password started as a password manager but has evolved into a multi-product identity security company. Our mission is to secure every sign-in to every app on every device—even unmanaged ones.

The shift to hybrid work has fundamentally changed how we approach productivity and flexibility. This change has increased vulnerabilities like data breaches and unauthorized access. To tackle this, we’ve introduced solutions like the extended access management platform (XAM), which extends security to unmanaged apps and devices, strengthening protection in hybrid environments. By aligning with our partners’ existing solutions, we ensure stronger, more secure ecosystems for our joint customers.

How does 1Password’s approach address the balance between security and usability in hybrid work models?

Hybrid work demands flexibility—whether it’s picking up your kids midday or working from your phone. While this increases vulnerabilities, 1Password offers a centralized space to manage and secure applications beyond organizational control. This is a win-win for partners and users, enabling secure yet flexible work environments.

You’ve built successful go-to-market strategies throughout your career. What’s your vision for bringing value to partners in the 1Password ecosystem?

My focus is on simplifying our partner programs and enablement processes. Partners need clarity to effectively sell and integrate our solutions. On a listening tour, I discovered that partners value our products but want simpler ways to activate and align them with their offerings. We’re working on enhancing program attributes, deal registration, renewal processes, and competencies to create impactful, easy-to-navigate experiences.

What feedback did you hear from partners about security challenges, and how is 1Password addressing those concerns?

Partners are dealing with increasingly complex customer requirements and advanced cyber threats. There’s also a significant labor shortage in cybersecurity, with predictions of 3.5 million unfilled positions by 2025. This talent gap amplifies risks and complicates the threat landscape.

1Password recognizes these challenges and focuses on delivering trusted solutions that simplify security management for partners and their customers. Addressing the skills gap is also critical, and we align with initiatives like Black Girls Hack, which works to build pipelines of diverse talent for the industry.

SaaS and cloud-native models are reshaping the ecosystem. How is 1Password navigating these shifts?

The shift to SaaS and cloud-native models demands more value-based, flexible programs. Traditional tiered systems can feel outdated. We’re exploring point-based models that reward diverse partner activities. By evolving our programs, we’re meeting the changing needs of our ecosystem while staying ahead in a dynamic market.

What excites you most about the future of cybersecurity partnerships?

I’m thrilled about creating simpler, more impactful partnerships. By understanding partners’ needs and aligning with their solutions, we can build trusted, secure ecosystems that benefit everyone involved. It’s about driving innovation and ensuring our partners have what they need to succeed in today’s fast-changing cybersecurity landscape.