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In this special Pax8 Beyond '26 feature of Partnerships Unraveled, we sit down with Kyle Tatum, Senior Channel Sales Manager at NordSecurity. Kyle leads new managed service provider recruitment for Nord and has been part of the channel program since its early days, giving him a first-hand view of how Nord scaled past a thousand partners while keeping the experience personal.

Kyle opens with what has made NordSecurity's channel program stand out as it has grown. Every new partner gets a free Not For Resale license to use internally, direct attention from a real person during the recruit phase, and a dedicated account manager as soon as they sell their first seat. No inbox roulette. Nord's alliance work follows the same integration-first mindset. The recent partnership with CrowdStrike started with two real integrations: an API-driven shutdown of secure access when CrowdStrike detects a threat, and a SIEM integration in progress. Marketing then follows from the actual substance.

From there, the conversation turns to consumer brand equity as a channel tool. NordVPN is a globally recognized brand, and Kyle treats it as an icebreaker. Even when partners initially assume Nord is a consumer-only company, that opens the door to demonstrating what the enterprise stack actually delivers. Kyle draws a parallel to how Nike broke into skateboarding through one credible product moment. On AI, Kyle is thoughtful. Managed service provider requests are moving toward Model Context Protocol integrations that let them manage products through Claude or ChatGPT. Nord has already shipped that for Nordstellar and is bringing it to other products.

Kyle closes on a piece of practical wisdom that grounds the whole conversation. Don't get caught up in the hype cycle. Vendor conversations, real integrations, and real relationships are what shape lasting channel partnerships. People buy from people they like.

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