From All-American Rower to Sales Dynamo: Launa Rich's Inspiring Journey

In line with Echelon’s value of People with Personality, we are excited to announce a brand-new initiative under our content umbrella designed to spotlight our incredible team members, called Cybersecurity Champions. Through these monthly features, we aim to shine a light on the amazing individuals who drive our success and embody the spirit of our company. 

"In sales, just like in rowing, it's about trusting the process and dedicating yourself to improvement. You learn to navigate challenges and celebrate progress along the way.” - Launa Rich

In the ever-evolving world of cybersecurity and sales, Launa Rich, Echelon Risk + Cyber’s Client Solutions Manager, emerges as a beacon of perseverance and innovation. Her story is not just about expertise but about an extraordinary journey from the rowing waters of academia to the bustling corridors of high-stakes sales. With a narrative steeped in resilience, adaptability, and a deep commitment to community, Launa's transition paints a vivid picture of personal growth and professional triumphs. Join us as we delve into her inspiring path to Echelon, offering insights and reflections that highlight the essence of overcoming challenges and achieving success.  

Q: Launa, your journey to Echelon is intriguing. What drew you to this team?

LR: It's been quite a ride! Knowing one of the partners here initially caught my attention. I saw cybersecurity services as a real chance to tackle genuine problems. My eight years in staffing cybersecurity professionals allowed me to work closely with CISOs, CIOs, and heads of security. I noticed they faced challenges like limited headcount, which made solving issues difficult. Echelon offered me a platform to make a meaningful impact and stay connected with a community I deeply value.

Q: How does your role at Echelon differ from traditional sales roles?

LR: My role has certainly evolved. At Echelon, it's all about leveraging your network to provide trusted solutions. Collaboration with partners is key, allowing us to offer comprehensive solutions. Maintaining and nurturing client relationships is crucial, ensuring they get what they need and are ready for future opportunities. It's more than just transactions; it's about building lasting relationships through regular interactions, whether virtually or in person.

Q: You've had an unconventional path to sales. How did it all begin for you?

LR: Believe it or not, I intended to become a professor. But after being told by a professor at the University of Virginia (UVA) that I wasn't political enough for academia, I had to pivot. With degrees in English and Anthropology, I moved to New York City, determined to learn a practical skill. I joined an entry-level sales program and was the last one standing after a few weeks. My experience as a coxswain on my college rowing team, where I motivated others, translated well into sales, even as an introvert. 

Q: Rowing seems to have played a significant role in your life.  

LR: Rowing was my first real test of perseverance. I joined the team at UVA alongside my twin sister, who eventually left, but I stayed. I was terrible at first but ended up as an All-American. That journey taught me resilience and the satisfaction of improvement, which I applied to sales. It wasn't going to take me four years to excel in sales, but it did take time and effort, just like rowing.

Q: What was it like transitioning from rowing to sales?

LR: The lessons from rowing—patience, listening, and overcoming adversity—were invaluable. Understanding that success doesn't come overnight was key. In sales, just like in rowing, it's about trusting the process and dedicating yourself to improvement. You learn to navigate challenges and celebrate progress along the way.

Q: What are some of the biggest lessons you've learned in your sales career?

LR: The biggest lesson is not to get emotionally attached to a single deal. It's important to see beyond individual transactions and focus on the bigger picture. Most issues can be resolved, and it's crucial to maintain a positive mindset. Sales is a game of resilience; you hear 'no' more often than 'yes,' but every 'no' brings you closer to a 'yes.'

Q: Outside of work, what keeps you grounded and fulfilled?

LR: My free time is precious. I love spending it with my pets and family. I enjoy baking, cooking, and exploring nature. Hot yoga and visits to the botanical garden with my nephew bring me joy. I also love hiking with friends, especially those who humorously complain the entire time!

Q: Do you have any resources that you rely on for personal or professional growth?

LR: I focus on cultivating a positive mindset. I read books on handling adversity and maintaining calmness rather than traditional business books. I also believe in the power of asking for help and learning from peers. It's crucial to remain open to advice and shared experiences, no matter how long you've been in the field.

Q: Lastly, what does being a Cybersecurity Champion mean to you?

LR: Cybersecurity has become an urgent concern in today’s world. Every year, I find myself fielding more calls from friends and family seeking help or advice on how to protect themselves online. For many, the complexity and risks associated with cybersecurity can be overwhelming, making it a deeply personal issue for me.

From a corporate standpoint, I recognize that demonstrating the return on investment (ROI) for cybersecurity has been a challenge. However, I believe we’re beginning to see a positive shift in this area. I’m grateful for the leaders who have persevered through these challenges. Their dedication is helping to illuminate the true value of cybersecurity more clearly than ever before.