New Nuix Channel Chief Looks To Improve Partner Experience End To End

‘I’m looking at the entire partner experience: how we recruit, how we enable, register opportunities, co-sell, reward investment, deliver outcomes. I’m a big believer in we’ve got to have a good profitability story,’ says Lori Cornmesser, Nuix’s new global vice president of partner ecosystems.

Nuix’s new channel chief, Lori Cornmesser, is focusing her early days with the vendor on leveling up the company’s brand in the channel, engaging with global systems integrators and resellers and improving the partner experience from recruitment to enablement plus rewards and outcomes.

“I’m not interested in building a program for the sake of having a program change,” Cornmesser told CRN in an interview. “I’m interested in looking at what’s going to help us grow and scale.”

Cornmesser, whose official title is global vice president of partner ecosystems, joined the Sydney, Australia-based provider of artificial intelligence-powered software—which aims to turn unstructured data into insight for law enforcement, legal firms, government departments and large corporations—after more than 25 years of experience in the channel.

She most recently served as channel chief at 1Password, leading the global partner ecosystem as vice president of channel and alliance sales.

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She also spent about two years with Deepwatch, leaving in 2024 as senior vice president of worldwide channel and alliance sales, and about 10 years with Juniper Networks, departing in 2013 as head of worldwide partner development. HPE acquired Juniper Networks in 2025.

Mark Gunst, a senior account manager with Herndon, Va.-based Four Inc., told CRN in an interview that Nuix has been a powerful vendor partner for his company due in part to its capabilities in customer collaboration, technical support and handling product demonstrations.

“We see a lot of traction across a number of federal verticals for them,” Gunst said. “There’s a lot of business within the investigative units within the government, especially law enforcement …. any folks that use any type of legal support.”

Here’s more of what Cornmesser had to say to CRN as she gets established in the new job.

What brought you to Nuix?

I have spent most of my career building ecosystem partnerships. So what attracts me to Nuix is that we’re addressing probably one of the most important challenges facing organizations today, and that’s the enormous volume of this complex, unstructured data and intelligence that they can trust.

That’s super exciting. So they’ve got some exciting products with Nuix Neo’s agentic AI. And we’re at a pretty exciting inflection point.

And so why that excites me is that’s a huge opportunity for partners, and probably one that they’re not thinking about. Because they can build services around our platform. We can fit into the solutions that they’re already bringing to their most trusted customers.

So I’m just excited to really uplevel their brand in the channel market and really create something exciting for our existing reseller community. Start to talk to our GSI community, technology partners. We’ve got a lot to do. … But it’s this kind of opportunity that I love.

What kind of solution providers are you looking to add to your ecosystem?

We have enterprise, we’ve got commercial and we’ve got federal as our major markets.

We’re a global company, so we’re looking for the experts in those. But they [might] understand our business—they are coming from an e-discovery business.

Or they have an e-discovery solution that they’re offering to their customers. That’s the fit.

Do the hyperscalers or, perhaps, customers building their own software in the AI age represent meaningful competition for Nuix?

We feel that it’s not competitive. We feel very collaborative with those kinds of things.

It’s about smart people kind of getting in a room and figuring out how that ‘better together’ story comes together. … As we’re mapping all the go-to-market and the partnerships that we want to entertain that can help us scale, there’s a fit right now for every partner that we have.

What are your goals for 2027?

I’m not interested in building a program for the sake of having a program change. I’m interested in looking at what’s going to help us grow and scale. … I’m laying down all the pieces of the puzzle and then trying to pick up the right ones. [I’m focused now on] assess, align, execute, in that order.

I’m looking at the entire partner experience: how we recruit, how we enable, register opportunities, co-sell, reward investment, deliver outcomes. I’m a big believer in we’ve got to have a good profitability story. So we’re relooking at all of that.

Discount structures. How can we maximize all those things? We want to understand what’s working. We want to remove friction where it exists. And we prioritize those changes. And we’re looking for the greatest commercial impact.

When we think about the services that you build on top of our solutions—implementation. Training partners. SaaS, managed services. All those things come to play. … We’re excited about really building our brand in the Americas, building a channel brand that people can stand behind and know and trust and all those good things.

What’s your approach to building a channel partner program?

My philosophy is always around simplicity, consistency and economics. Those are the three things I always stand behind.

And partners should know how to engage with us, where we add value, how they can build a profitable business around our technology. And when something isn’t working, I want us to address it.

I want us to be known as easy to do business with. When they call, we’re going to pick up the phone. That’s how you start. … I’m a big believer in let’s get a few things done and then replicate those from there. … Everyone’s talking about AI. One of the things I keep thinking about is enterprise customers need more than those AI promises.

They need trustworthy data governance, defensibility, outcomes. So there’s a significant opportunity for Nuix and our partners where we can help our customers move from AI ambition to practical governed use cases.

Do you have a message to existing Nuix solution providers?

I’m excited for the existing Nuix partners. I would say, ‘I’m excited to meet you. I want to hear from you. I want to understand what’s working.’

And I believe that the best ecosystems are built with partners that have an understanding of our business. And we do that jointly.

[I’m] on the road, in the office. … Let me go sit with you, talk to you, see what’s happening in your offices, hear from you. Let’s figure out how we get to better.

Is distribution part of the partnership road map?

In the Americas, we’ve leveraged distribution for our federal market. And we think that’s really good.

We’re starting to consider where that could be a possibility in our commercial markets. … It sounds cliche but right partners, right places, doing the right things is the answer.

So we’re going to be looking at all those things and really putting intentional partners and pieces in play.

Do you have a message for current and prospective ISV partners of Nuix?

I wanted to hear specifically from our top partners; tell me why you’re buying us. Tell me what excites you from the technology standpoint.

And here’s what they’re saying: Technology creates possibilities. Partners turn those possibilities into outcomes.

So whether it’s investigations, regulatory compliance, enterprise risk, they see an opportunity to build services around that and deliver measurable outcomes and value for the customer.

And guess what? That’s what’s winning today. You’re delivering value for the customer. Those are the things that land and matter.

It’s a great value proposition. I don’t think enough partners have heard it. That’s the fun part. … I’m excited for the future.

Any other messages for the channel?

We want to build an ecosystem that creates new routes to market, expands customer reach, gives partners compelling opportunities. … At the end of the day, I want Nuix to be a company that partners choose. Not simply because of our technology, not because we are easy to work with.

I want it to be because we invest in their success. We help them grow. That’s the kind of ecosystem I want to build. And listen, at the end of the day, partners have choices. We all know that. So we need to go earn their investment. We get that. We’re ready for that work.