David Nankervis

In the example, a $50,000 quarterly ARR target and a $6,000 average deal require about nine deals.

• At a 30% sales-accepted-opportunity close rate, that means 30 SAOs, 45 SQLs and 90 MQLs.
• Nankervis calls 40% a goal but plans on 30%, treating the goal as upside.
• The logic: clear math turns a pipeline review into a search for the leaking stage and the activity needed to fix it, not a debate about feelings.

The post walks a first-time sales leader through the full chain: quota, deal size, stage definitions, close rates and required lead volume. It includes a template for the calculations.

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Channel relationships grow through repeated presence—hallway conversations, coffee, dinners and participation in the community—not the biggest booth or most expensive sponsorship.

• MSPs favor partners who understand their challenges and help them grow revenue, save time and simplify their work.
• Sponsorship has a role, but it is not the starting point.

Nankervis highlights attending the CyberFOX Secure IT Summit in Tampa to meet MSPs, catch up with channel friends and meet prospective partners face to face.

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The problem is managing more point solutions; the promised benefit is simpler security. The acquisition post also connects the move to Timus’s earlier mission of helping partners leave legacy VPNs behind.

The announcement names the four security areas being brought together and says the combined platform aims to help MSPs simplify security instead of adding more tools.

The posts widen the company frame: the acquisition announcement describes Timus joining CyberFOX, while others call the product “Timus SASE, a CyberFOX Platform” and position CyberFOX as the broader mission. The consolidation argument stays consistent, while the platform’s ownership and product scope change.

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At quarter end, they report hundreds of new Timus SASE partners and point to a partner comment that the product “just works”; the partner, not Nankervis, makes that claim.

• The post pairs the testimonial with incentives and a direct request to message for a demo.
• In the award post, Nankervis says recognition comes from being surrounded by people who share the same mindset, thanks CRN and everyone on the journey, and says the work is not just selling innovative technology but helping build companies that change how people work.
• The acquisition post thanks named colleagues and mentors, including Adam Slutskin, Pinar Ormeci, Tugrul Tekbulut and Ahmet Polat.

The quarter-end post uses a partner testimonial to support the growth claim, then offers a low-friction next step: direct message “TIMUS” to book a demo.

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A newcomer gets the vocabulary, conversion assumptions and arithmetic in one post, then sees how the plan changes when the close rate reflects current performance rather than a hoped-for number.

David Nankervis walks through a first-time sales leader’s Q1 plan using a $50,000 quarterly ARR quota and a $6,000 average deal.

• The chain runs from about nine deals to 30 sales-accepted opportunities, 45 sales-qualified leads and 90 marketing-qualified leads.
• The post defines MQL, SQL and SAO, gives stage conversion benchmarks and plans on a 30% SAO close rate, treating 40% as upside.
• The practical point: find the leaking stage and coach the activity that fixes it, rather than argue about pipeline feelings.

For brands planning a campaign

A channel enablement plan can use this structure for MSP recruitment and activation, tracking target MSPs, qualified conversations, technical validations and first managed-client deployments. Agree on current conversion rates with David Nankervis before setting partner targets, then build campaigns around the stage that is actually leaking.

It shows the relationship-first approach behind the pipeline math and explains why presence matters more than a large sponsorship.

Asked where companies should start in the MSP market, David Nankervis answers: show up.

• The post argues that strong relationships often begin in hallway conversations, over coffee, at dinners and through community involvement.
• MSPs value partners who understand their challenges, help them grow revenue, save time and make their lives easier.
• It connects that approach to attending a CyberFOX Secure IT Summit in Tampa and meeting MSPs face to face.

For brands planning a campaign

A demand generation plan should budget for repeated, useful in-person contact, not treat a single event sponsorship as the campaign. Pair David Nankervis’s event presence with small MSP dinners, working sessions and follow-up conversations that give partners a reason to continue the relationship.

Readers can see which security products are being brought together and why the MSP channel is central to the story.

David Nankervis describes Timus joining CyberFOX as a way to combine SASE, Zero Trust, password management and privileged access management in one platform for MSPs.

• The post frames the goal as simplifying security rather than adding more point solutions.
• It names people who shaped the move, including mentor Adam Slutskin and Timus colleagues Pinar Ormeci, Tugrul Tekbulut and Ahmet Polat, and thanks employees, partners and MSPs.

For brands planning a campaign

For a cybersecurity vendor, David Nankervis’s posts show how they can explain a multi-product platform through an MSP-friendly consolidation story. A campaign could position an integrated offer around reducing tool sprawl; first, confirm which CyberFOX products and partner programs are relevant.

It also ties the recognition to the Timus and CyberFOX mission.

David Nankervis was recognized by The Channel Company as one of its Top 25 IT Innovators for 2026.

• The post credits surrounding teams and says the work is not only about selling innovative technology but also about building companies that change the way people work.
• It links that mission to Timus SASE, a CyberFOX platform, and to CyberFOX.
• The post also thanks CRN and people involved in the journey.

For brands planning a campaign

The recognition can support credibility in an MSP-focused campaign, but it should not carry the argument alone. Connect the innovation claim to a concrete partner benefit, such as simpler deployment, reduced security tooling or easier managed service delivery.

David Nankervis marks the last day of a quarter by pointing to hundreds of new partners joining Timus SASE, a CyberFOX platform.

• The post says the best part is hearing MSP partners say the product works and directs readers to a partner comment below.
• It mentions incentives and asks interested MSPs to send a direct message to book a demo.
• The tone is informal, with a Phillies hat and a baseball reference.

For brands planning a campaign

This is a template for a time-bound MSP activation push: pair a visible partner proof point with a clear incentive and one low-friction action. For a quarter-end campaign with David Nankervis, confirm the partner quote, incentive terms and demo process before publication.

In one example, a $50K quarterly ARR quota at a $6K average deal translates to about nine deals, 30 sales-accepted opportunities, 45 SQLs, and 90 MQLs.

• They define MQL, SQL, and SAO and give stage close rates of 10%, 20%, and 30%, with 40% as a goal.
• They advise planning around the rate the team hits today and treating the goal as upside.
• The approach turns pipeline reviews into a search for the leaking stage and the coaching activity that can fix it.

Work backward from quota using current conversion rates, not aspirational ones.

The example plans on a 30% SAO-to-close rate, although 40% is stated as the goal.

For brands planning a campaign

A vendor can use this as the basis for a sales-leadership webinar, calculator, or workshop.

• The practical hook is a worked-backward plan and an offered template, not a generic message about growing revenue.
• For MSP-facing demand generation, the same math can translate a partner revenue target into required leads and meetings.

Examples: Source 1

They argue against leading with the biggest booth or most expensive sponsorship, pointing instead to hallway conversations, coffee, dinners, and being part of the community.

• The commercial point: MSPs favor partners who understand their challenges and help them grow revenue, save time, and simplify their work.
• They tie this advice to attending the CyberFOX Secure IT Summit in Tampa and meeting MSPs and prospective partners face to face.

Prioritize presence and relationship building over booth size or sponsorship spend.

The post makes presence the starting point, not sponsorship.

For brands planning a campaign

For a channel vendor, the topic supports field-marketing and event programs built around repeated personal contact, not a single sponsorship. A campaign could document a schedule of regional MSP events, dinners, and follow-ups, with content captured from partner conversations.

Examples: Source 1

The stated problem is managing too many point solutions; the promised benefit is simpler security. They also thank named colleagues and mentors and connect the move to Timus's existing mission of helping partners leave legacy VPNs behind.

Lead with the operational problem of too many point solutions rather than a feature list.

Before repeating the claims, ask for technical proof and pricing.

For brands planning a campaign

The subject gives a vendor a clear consolidation narrative for MSP audiences: fewer tools, simpler operations, and one platform. A campaign can test that message with partner testimonials and a migration angle from legacy VPNs or disconnected point products.

Examples: Source 1

They promote current incentives, invite direct messages for a demo, and mix sales urgency with informal team identity. Another post ties Timus and CyberFOX to their recognition as one of CRN's Top 25 IT Innovators for 2026 and to a broader mission of building technology companies that change how people work.

Use partner voices and a direct demo call to action to turn quarterly momentum into pipeline.

Ask for the names of the partners and the size of the partner base.

For brands planning a campaign

This is useful for launch, incentive, and referral campaigns that need partner proof and a direct demo call to action. Before repeating the claims, ask for the underlying partner testimonials and incentive terms; the posts give the message but not the supporting detail.

Examples: Source 1 · Source 2

In the CyberFOX announcement, they credit mentors and leaders by name and describe reuniting with a mentor. The posts present company building and channel relationships as a shared effort.

Credit specific collaborators and frame recognition as evidence of a team and mission.

Ask for the award's selection criteria and independent substantiation of the recognition.

For brands planning a campaign

For employer-brand or executive-profile work, the angle is credibility through named collaborators and mission, not a standalone award badge. A campaign could pair recognition with partner or employee voices.

Examples: Source 1 · Source 2

The posts promote Timus SASE to MSP partners, including a quarter-end push asking partners to request a demo, and describe the product as one MSPs say "just works." After the acquisition, the same posts call it "Timus SASE, A CyberFOX Platform."

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They say the deal means working alongside career mentor Adam Slutskin again. Later posts promote Timus SASE as a CyberFOX platform and point to the CyberFOX Secure IT Summit in Tampa as a place to meet MSPs.

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Both argue that partner-facing security should be simpler, not more complicated. Hodges frames AI and identity risk as opportunities for partners to build managed services; Nankervis presents SASE, Zero Trust and privileged access as one platform instead of several point products.

Hodges writes from the product and security-practice side, covering AI governance, identity visibility and access control in technical detail.

• Nankervis writes from the sales and channel-revenue side, focusing on pipeline math, event presence and quarterly partner momentum.
• Readers looking to understand the security problem should start with Hodges; those looking to understand how a channel number gets planned and carried should start with Nankervis.

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Both argue that revenue disagreements usually stem from undefined stages and mismatched definitions, not a lack of effort. Both write about the handoff between marketing and sales.

Dente focuses on alignment inside companies that have outgrown their operating systems, bringing marketing, sales and customer success together and working with clients on the process itself.

• Nankervis works backward from a quota to the lead volume a sales leader needs, then applies that calculation to the MSP channel.
• Dente is the better read on cross-team process; Nankervis on building a number from the current close rate.

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Both write about capacity, ramp and pipeline in ways that challenge the simplest spreadsheet version of a growth target. Both argue that operations should surface problems before the quarter does.

Aleman focuses on forecasting discipline, headcount capacity and how bad news reaches a board, including reading rep behaviour instead of status fields.

• Nankervis covers quota-to-lead calculations and demand generation through MSP partners.
• Aleman is the stronger read on forecast risk and board communication; Nankervis on channel selling and building a plan from conversion rates.

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Her posts give partners a practical frame: treat AI as a force multiplier that gives security staff more time for judgment and customer conversations, and treat privileged, inactive and third-party accounts, MFA and SSO, least privilege and continuous login monitoring as the fundamentals attackers still exploit. That suits a vendor whose MSP enablement plan stalls because partners hear AI hype but cannot see the operational steps.

Her writing covers security strategy and partner education from a vendor’s point of view.

• David Nankervis’s posts do not provide the quota-to-activity math, MSP event and community selling method, or platform-consolidation narrative needed for campaigns focused on those topics.
• Her posts publish no sponsorship formats, rates or audience data; ask for commercial terms before booking a paid creator engagement.

Examples: Source 1 · Source 2

Her posts argue that agreeing what an MQL is, when ownership transfers and what qualified means should come before any systems work, and that a weekly pipeline review with sales, marketing and customer success in the same room fixes more alignment problems than a reorganisation. That fits a channel program where the vendor and its MSP partners disagree about lead quality and handoff.

Her examples come from B2B SaaS revenue teams scaling past 30 employees, not MSP channel selling.

• Her posts do not cover field events, partner recruitment or cybersecurity platform messaging.
• Ask about her availability for sponsorship work.

Examples: Source 1 · Source 2

His posts are useful when leadership assumes that hiring ten reps adds ten quotas, and someone has to show the friction a finance model ignores: ramp time against the real sales cycle, pipeline split so thin nobody hits quota, front-line management that disappears when headcount doubles, and territories taken from the reps already carrying the number.

• On inspection, his point is that risk signals should be behavioural, not a field a rep flips under pressure, and that the valuable output of revenue operations is the absence of surprise.
• That fits a vendor sizing or rebuilding a partner-facing sales team.

This is direct-sales revenue operations for B2B software, not channel enablement.

• It offers no MSP partner recruitment, event or community method, or cybersecurity positioning, so it complements rather than replaces support for David Nankervis’s focus on quota-to-activity math, MSP event and community selling, and platform-consolidation messaging.
• Her posts publish no sponsorship terms or audience data; ask for both before booking.

Examples: Source 1 · Source 2