Mike Reed’s journey to becoming Field CISO and Head of Cloud & Technology Alliances at Fortra isn’t your typical partner leader story. He’s gone from helping launch Exchange and Active Directory at Microsoft - to serving as a paramedic and police chief - to leading the AWS Marketplace segment for managed security ISVs.
That unconventional career path gives Mike a unique perspective on both security and ecosystems. He understands not just the technology, but also the human factors that drive trust, adoption, and risk - something he saw firsthand both in tech and on the front lines of public safety.
Today at Fortra, Mike is helping redefine what modern cybersecurity partnerships look like in a cloud-first, AI-driven world. In this episode, we dive into the nuances of working with hyperscalers, the evolving role of the Field CISO, the strategic importance of marketplace, and why Fortra has shifted to a guaranteed margin model for partners.
The Power of Alignment in the Field
Mike’s core thesis is simple but powerful: field alignment beats program structure.
“You can build the best partner program in the world,” he says, “but if your field sellers aren’t connected - or don’t understand the partner value - it doesn’t matter.”
That applies both ways. Whether it’s an ISV working with AWS, Microsoft, or Google, or a partner working with a customer, the human relationship matters most.
“Partners hear the truth before the ISV does. That’s where the opportunity is.”
Mike contrasts the hyperscalers like a strategist. AWS is a builder’s culture - lots of tools, lots of freedom. Microsoft is end-user-centric - identity, productivity, endpoint. Google Cloud? Lean and efficient, with early-in incentives and security-driven hooks.
Each requires a different partnership mindset. And if you’re not tuned into what the hyperscaler field cares about - you’re going to miss out.
Marketplace: A Strategic Lever, Not a Sales Channel
Mike is clear on this point: AWS Marketplace has evolved into much more than a place to transact. It’s now a viable business strategy - especially when it comes to speed, procurement alignment, and partner incentives.
He breaks down why AWS has a lead in engineering investment, how CPPO and DSOR reduce friction, and what the new “Deployed on AWS” designation means for partner credibility.
“You used to spin up an EC2 instance in five minutes, but still wait five months for procurement,” Mike says. “Marketplace solved that - and now, it’s solving for global reach, channel alignment, and customer incentives.”
The Shift to Guaranteed Margin
One of the most innovative moves Fortra has made recently is adopting a guaranteed margin model for partners - and Mike explains the thinking behind it.
In a world of 400 security tools and point-solution sprawl, partners often end up discounting just to win. That creates misaligned incentives - and fragile partner loyalty.
“Our message is: let’s stop selling widgets. Let’s sell outcomes. If you win, you win margin. If you discount, it’s your decision - but you still get paid.”
Fortra’s model creates shared skin in the game, shifts the conversation from price to value, and gives partners confidence in their economics.
It’s a platform mindset - not just a product one.
Why AI Security Starts with Knowing Your Data
When we transition to AI, Mike doesn’t lead with hype - he leads with clarity.
“The #1 blocker to AI projects? CISOs don’t know what data they have, where it is, or what’s in it. Until that’s solved, GenAI is just another risk.”
He walks through AWS’s AI security scoping matrix and explains when to use native controls vs. when to layer partner tools. And in one of the most thought-provoking parts of the episode, he argues that HR might be the most important player in AI deployments.
“Think about it. AI agents are digital employees. Who scopes their role? Who onboards them? Who trains them and monitors their performance over time? HR already has that framework - they just don’t know it yet.”
Final Thoughts
If you’re navigating cloud partnerships, marketplace strategy, or the changing role of partner value in an AI-driven world, Mike Reed offers one of the clearest, most grounded perspectives out there.
He’s lived both sides of the ISV-hyperscaler relationship. He’s thought deeply about the economics of partnering. And he understands that in security - and in partnerships - practice means more than product.
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