THREATCAPTAIN
The Distro Journey
Distribution Channel

The Distro Journey

How ThreatCaptain wins, onboards, and compounds an MSP through the distribution channel

A 35-beat narrative following Harbor Point IT from Diego's QBR question to the moment Kevin stops describing Harbor Point as a tech company.

28 min 15 cast members· 35 beats across 11 chapters
Begin Chapter 1
35
beats
11
chapters
10
business days
$1.86M → $24K
the punchline

Chapters

1
The Reminder Call
Tuesday · 9:14 AM
Vicky runs her recurring Tuesday cycle through distributor AMs. Pax8 alone gives her access to ~1,400 MSPs through twelve regional account managers.
2
The QBR Trigger
Thursday · 2:00 PM
Diego's QBR with Kevin. Three friendly questions. Three for three.
3
The Warm Handoff
Diego doesn't email a lead — he stays on the line and books the demo with Kevin, Vicky, and himself on the same thread.
4
The Demo
Tuesday · 11:00 AM
The most important thirty minutes in the whole journey. Vicky frames it: ThreatCaptain isn't a cybersecurity product — it's the platform that helps Harbor Point sell more cyber.
5
The Close
Vicky logs the deal, Sean's bot provisions in four minutes, Vicky personally confirms login, Kerry gets the cohort entry within an hour.
6
The Bridge to Monday
Jarrod's job: make Kevin feel like she just joined a team that has been waiting for her.
7
The Day 0 Monday Cohort Call
Monday May 18 · 1:00 PM ET
Kerry on Zoom. Four MSPs — twelve people total. Beakon is live in everyone's tenant.
8
The Coaching Layer
No Day 7 call. Beakon, office hours, and the Threat Academy email drip carry the cohort through ten business days.
9
The Day 14 Outcomes Call
Monday June 1 · 1:00 PM ET
Kerry presents the aggregate benchmarks. The cohort puts numbers on their two weeks.
10
The Flywheel Turns
Monthly community workshops, Pro Services, and record-breaking quarters.
11
Harbor Point Stops Being a Tech Company
The deepest outcome of the whole motion isn't an MRR number. It's an identity shift.