In this special Pax8 Beyond '26 feature of Partnerships Unraveled, we sit down with Nihil Morjaria, Chief Revenue Officer at usecure. With almost eight years at the company across nearly every sales role and a background in psychology, Nihil brings a thoughtful perspective on what it takes to build a channel-first cybersecurity business where the human element matters as much as the technology.
Nihil starts with the story of usecure's pivot to channel-first after more than three years of selling direct. The biggest commercial challenge was getting internal reps to embrace what looked like a margin hit in the short term, in exchange for something much bigger: scale through partners acting as outsourced sales functions. He frames the channel as a force multiplier where commission grows alongside the partner network, and shares how doing the groundwork to align reps before the shift was what made it stick. The right partners, he says, are the ones with supplementary resources who become active extensions of the team.
From there the conversation gets into how Nihil's psychology background shapes everything from go-to-market messaging to product. usecure's expertise helps MSPs translate the abstract topic of human risk into real, tangible conversations with their customers. That same lens sits behind the launch of uHealth, a new piece of usecure's human risk intelligence program. By integrating with Entra to pull real signals around services people sign up for, MFA setup, and password reuse, uHealth turns isolated training scores into a tailored view of how each person actually behaves, with clear remediation steps MSPs can deliver as outcome-driven service.
Nihil closes on the value of the channel as a community, where honest conversations about real challenges are what help everyone grow. As he puts it, it takes a village.
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