Partnerships Unraveled

In this episode of Partnerships Unraveled, we sit down with Jason Beal and Andrew Warren of Exclusive Networks to explore the evolution of distribution from a transactional role to a strategic, service-driven engine for growth. With decades of experience across distribution and vendor leadership, Jason and Andrew unpack what it means to be a true channel services aggregator and why cybersecurity-first specialization is their edge.We discuss:- Why the “death of distribution” narrative misses the mark- How Exclusive Networks is enabling partners across the full customer lifecycle- The strategic value of a cybersecurity-first distribution model- Building next-gen channel talent through their Cal Poly partnershipFor channel leaders navigating shifting partner expectations and mounting complexity, this conversation is packed with forward-thinking strategies and grounded insights.Connect with Jason: https://www.linkedin.com/in/jasonbeal/Connect with Andrew: https://www.linkedin.com/in/andrewwarrensecuritysolutions/_________________________Learn more about Channext

In this episode, we sit down with an industry veteran, Claudette Atkinson, whose journey spans vendors, partners, and distribution, offering a 360-degree view of the channel that's rich with insight. Together, we unpack why distribution keeps getting written off, only to come back stronger, and how reinvention, creativity, and data are at the heart of its resilience.We touched on:- Why distribution keeps thriving despite repeated predictions of its demise- The strategic power of empathy gained from experience across the channel- How distributor-led marketing is innovating well beyond expectations- The evolving role of distributors as service providers and what's coming next with AI and dataFor anyone serious about understanding where distribution is headed, this episode offers a grounded, strategic view from someone who's seen it all and still sees what's next.Connect with Claudette: https://www.linkedin.com/in/claudette-atkinson/_________________________Learn more about Channext

In this powerful and perspective-shifting episode of Partnerships Unraveled, we sit down with Stephanie Kee, co-founder of Women in Alliances, to explore the very real challenges, and untapped potential facing women in the partnerships and tech ecosystems.Stephanie unpacks the catalyst behind Women in Alliances, now a global community of over 1,300 members, and the mission to forge meaningful networks and career advancement for women based on merit. With honesty and wit, she addresses uncomfortable truths around gender bias, explains why meritocracy and DEI must coexist, and shares how organizations can rethink hiring and leadership to drive true inclusion.We also delve into Stephanie's expertise in turning around struggling partnership programs. She explains why communication is often the root cause of failure, how to harness the VST (Vision, Skills, Trust) framework to revive value in alliances, and why partnerships remain one of the most human, irreplaceable parts of business, even in the age of AI.What you will hear:Why only 3% of women choose tech as a first career and what it means for our industryHow to build alliances rooted in merit while navigating the realities of DEIProven tactics for diagnosing and revitalizing underperforming partnershipsWhy human connection, nuance, and follow-through will always outpace AI in this spaceWhether you're building a partner strategy, advocating for equity in the workplace, or just looking to lead with more impact, this episode offers both challenge and inspiration.Connect with Stephanie: https://www.linkedin.com/in/stephanie-kee/_________________________Learn more about Channext

Brewed for Trust: How CrowdStrike and Pax8 Build Channel CredibilityIn this unique live episode, part channel deep dive, part beer tasting, Justin Bradley of CrowdStrike joins us to share battle-tested lessons on what it takes to succeed with MSPs, build trust across ecosystems, and scale a program with integrity. In this episode, we discussed:- Why trust is the currency of the channel and how to earn it through honest communication, transparency, and support during failure.- How CrowdStrike's approach to MSPs prioritizes outcome-based selling and avoids “watered-down” enterprise products.- The role storytelling plays in enabling consultative sales and building credibility with technical and non-technical partners alike.- Why strong enablement is about understanding the unique needs of every stakeholder, from aggregators and distributors to MSPs and customers.This is one of those authentic, engaging conversations full of equal parts insight and inspiration.Connect with Justin: https://www.linkedin.com/in/justin-bradley-%E2%98%81-2a615643/_________________________Learn more about Channext

Live from Pax8 Beyond in Denver - The Future of MSPs and AIIn this special live edition of Partnerships Unraveled, we're joined by Emmy from Microsoft's Copilot Studio Go-to-Market team and Britt from Pax8 to explore how AI is revolutionizing the channel. From agentic workflows to verticalized GTM strategies, this conversation is packed with actionable insight for MSPs and channel leaders.In this episode, we cover:- Microsoft's vision for every user to have a Copilot and every business process to have an agent, and what that means for partners.- How AI agents are driving new revenue streams, deeper customer stickiness, and vertical specialization for MSPs.- Why Pax8's Opportunity Explorer is a game-changer for identifying white space and accelerating partner growth.- Real-world results from Microsoft's internal AI deployments, including 9% revenue lifts and increased customer service capacity.Tune in for a front-row seat to where the channel is headed and how you can lead the charge.Connect with Brittan: https://www.linkedin.com/in/brittanhere/Connect with Emmy: https://x.com/hellgrenem_________________________Learn more about Channext

What happens when a globally recognized brand decides to reinvent itself and invites its partners along for the ride?In this episode of Partnerships Unraveled, we sit down with Brandon Knight, Zoom's Chief CX Evangelist, to explore how the company moved from meeting software leaders to serious players in the contact center space. We unpack the strategy behind shifting partners from transactional sales to solution-based selling and how modeling behavior, not just messaging, has been key to enabling this evolution.We also discussed:- The brand trust that led to pre-orders for Zoom Contact Center before launch- How Zoom is enabling partners with live training and an on-demand value-selling video library- The shift from creating AI messaging to educating partners as customers demand AI solutions- Why partner lifetime value may be the most important metric in the channel- The future of work with agentic AI and digital twins, and what that means for productivity and scaleIf you're in the channel, building brands, or curious about the next wave of AI in partner ecosystems, this episode is not to be missed.Connect with Brandon: https://www.linkedin.com/in/mjofcc/_________________________Learn more about Channext

Inside the Pax8-Bitdefender Partnership and What It Takes to Scale with MSPsIn this special live episode from the Pax8 Beyond event, we're joined by Todd Haas and Williams Pineda from Bitdefender to unpack what it really takes to build standout partnerships, drive scalable MSP enablement, and launch innovative go-to-market strategies.From managing one of Pax8's most successful vendor relationships to introducing Phaser, Bitdefender's new cybersecurity innovation, Todd and Williams share practical lessons on trust, alignment, and execution.Key topics we covered:- How to tailor enablement to MSPs at different levels of maturity and security expertise- Why relationship-building across sales, technical, and executive levels is critical to long-term success- What makes Pax8's culture and model so uniquely effective for channel growth- How Bitdefender launched Phaser and generated pre-release MSP excitement through strategic GTMWhether you're a channel leader, vendor strategist, or partner success pro, this episode is packed with insight on what modern, high-performing channel execution really looks like.Connect with Todd: https://www.linkedin.com/in/thass/Connect with Williams: https://www.linkedin.com/in/williams-pineda-12562430/_________________________Learn more about Channext

As the AI revolution reshapes the technology landscape, MSPs stand at a crossroads. In this episode, we explore why the next wave of high-growth partners won't just adopt AI, they'll be born from it.We're joined by a seasoned channel leader Dux Raymond Sy, Chief Brand Officer at AvePoint, who has helped countless MSPs build new revenue streams through data security, AI services, and brand-driven growth. From practical steps like data estate readiness and AI monetization to brand building and differentiation, we unpack what it takes to lead in this new era.In the episode, we discuss:- How MSPs can turn data chaos into a recurring revenue goldmine- Why building an AI practice starts with a data security assessment- The rise of born-in-AI MSPs and the threat they pose to legacy players- Why brand building is no longer optional for technical founders- Common marketing blind spots that are holding MSPs backWhether you're an established MSP or exploring your AI practice, this conversation is packed with insights on how to stay ahead.Connect with Dux: https://www.linkedin.com/in/meetdux/_________________________Learn more about Channext

Live from Pax8 Beyond with Craig Donovan on Partner Experience, AI Enablement, and the Future of MSP GrowthIn this energizing live session from Pax8 Beyond, we sit down with Craig Donovan, Chief Experience Officer at Pax8, to explore what it really takes to deliver next-level partner success in today's rapidly evolving channel landscape.Craig shares how Pax8 is supporting partners through the biggest transition yet, from managed services to managed intelligence. We unpack the rise of the “Chief Workflow Officer,” Pax8's ambitious 100+ course Guided Growth program, and why SMBs are now uniquely positioned to lead the AI-driven future of the channel.In this episode, we dive into:- How Pax8's Guided Growth, Academy, and Voyager Alliance are helping MSPs scale smarter- Why SMBs - not enterprises will be the first to capitalize on agentic AI solutions- The role of community, coaching, and constant feedback in building partner-led innovationFrom real-time partner insights to rewards programs and peer-powered enablement, this conversation is packed with practical strategies for any MSP ready to unlock their next stage of growth.Connect with Craig: https://www.linkedin.com/in/craig-donovan-621b585/_________________________Learn more about Channext

Live from Pax8 Beyond with Eric Mink on AI Powered Transformation and the Rise of the MIPIn this electrifying live episode from Pax8 Beyond, we sit down with Eric Mink - one of the first to hold a dedicated AI role at Pax8 to explore how artificial intelligence is reshaping the MSP landscape and why the shift to becoming a Managed Intelligence Provider (MIP) is already underway.Eric shares how Pax8 is equipping partners with the tools, training, and mindset to move beyond managed services and into delivering transformational business outcomes through agentic workflows and automation. From no-code innovation to outcome-based selling, this conversation offers a roadmap to capitalize on AI as a revenue growth engine, not just a cost-saving tool.In this episode, we explore:- What it means to become a Managed Intelligence Provider and why MSPs must act now- How AI enables 3-person teams to do the work of 10 while deepening customer stickiness- The role of education, automation, and data integration in building scalable, outcome-focused MSP businessesWhether you're an established MSP or thinking about launching one in this AI-first era, this is your playbook for the next wave of channel transformation.Connect with Eric: https://www.linkedin.com/in/ericwmink/_________________________Learn more about Channext

In this episode of Partnerships Unraveled, we dive deep with Jeff Skeldon, Head of Go-To-Market at ArmorCode, to explore the full spectrum of building and managing a channel-centric revenue engine.Jeff shares his decades of wisdom on navigating timing, trust, and transparency in partner ecosystems, and why true commitment, not convenience, defines successful channel strategy.Here's what we cover in this conversation:- We discussed the critical indicators founders should watch for before diving into the channel, and why product-market fit must come first.- Jeff highlighted the importance of customer success as the foundation for economic success in the channel.- What was mentioned about GSIs, VARs, and MSPs clarified how each route to market demands distinct strategy, expectations, and investment.- We explored the “pursuit team” model, revealing how cross-functional collaboration creates pipeline, accelerates trust, and drives go-to-market alignment.Whether you're testing the waters or steering a global program, this episode is packed with real-world insights for channel professionals at every level.Connect with Jeff: https://www.linkedin.com/in/jeff-skeldon/_________________________Learn more about Channext

Live from Pax8 Beyond with Hayley McSpirit on the Future of Channel, AI, and the SMB OpportunityIn this high-energy live episode from Pax8 Beyond, we sit down with Hayley McSpirit, Global Head of Vendor Strategy and Operations at Pax8, to unpack the dual engine that's powering the next era of channel growth: radical automation and deep community.Hayley shares how Pax8 is balancing world-class automation with human connection to help vendors and partners scale, adapt, and thrive in a fast-evolving AI landscape. We dig into the agentic revolution, the shift from enterprise-led to SMB-first innovation, and what it really takes for vendors to create frictionless, impactful go-to-market strategies for MSPs.In this episode, we explore:- Why SMBs are best positioned to lead the AI revolution and how vendors should respond- The new rules of vendor enablement in an era of AI, agents, and agile MSPs- How Pax8 is helping partners minimize friction, scale efficiently, and still build real human trustFrom co-building agents to reimagining product-market fit, this conversation is a must-listen for anyone shaping the future of channel partnerships.Connect with Hayley: https://www.linkedin.com/in/hayley-mcspirit/_________________________Learn more about Channext

This week on Partnerships Unraveled, we're joined by Patrick Piwowarczyk, head of AV integrator channels and alliances at HP, who brings deep, hard-earned experience from his time at Polycom, Plantronics, and now HP. Together, we unpack what it truly takes to lead through change in the channel.From navigating major acquisitions to launching new products while managing partner expectations, Patrick shares the leadership principles that keep ecosystems aligned and thriving.In this episode, we explore:What separates channel leaders who thrive during integrations from those who struggleHow to execute new product launches without eroding current momentumWhy trust, transparency, and long-term relationships matter more than everThe art of partner enablement across a broad portfolio from headsets to collaboration tools to PCsHow HP supports partners in selling smarter, not just moreWe also dive into how channel veterans like Patrick are helping partners think more like consultants, focusing on customer outcomes, not just products and what that means for the future of partner programs.If you're thinking about partner education, portfolio expansion, or leading through change, this episode is packed with takeaways you won't want to miss.Connect with Patrick: https://www.linkedin.com/in/patpiwo/_________________________Learn more about Channext

Live from Pax8 Beyond with OpenText Michael DePalma on Trust, Verticalization, and the Three Million CeilingIn this candid and energetic live session, Michael DePalma, VP of Business Development at OpenText, joins us to dive deep into what really drives MSP growth and why relationships, not contracts, are the ultimate differentiator.Michael shares what makes OpenText's channel approach unique, from its month-to-month product model to its focus on hiring real MSP-experienced talent. We unpack the critical shift from working in the business to on the business, and how peer groups, vertical specialization, and defined product stacks are helping MSPs smash through the all-too-familiar $3M growth ceiling.In this episode, we explore:Why OpenText doesn't chase IPOs and how that gives partners more freedom and flexibilityHow to build high-leverage channel strategies through verticalization and deep community integrationWhat every MSP should know about building scalable operations and achieving sustainable growthIf you're serious about scaling beyond lifestyle revenue and into high-impact channel success, this is the episode to tune into.Connect with Michael: https://www.linkedin.com/in/michaeldepalma1/ _________________________Learn more about Channext

Live from Pax8 Beyond with Acronis Alex Ruslyakov on AI, Trust, and the Future of MSP GrowthIn this dynamic live episode, we reconnect with Alex Ruslyakov, Chief Channel Officer at Acronis, to explore how AI is reshaping the MSP landscape and why trust and integration still reign supreme in the partner ecosystem.Filmed on-site at Pax8 Beyond in Denver, Alex shares his front-row perspective on the AI-agentic revolution, where digital labor transforms MSP productivity and enables smaller teams to scale like enterprises. We dive into Acronis's strategy of embedding AI not just into products, but into the platform itself, allowing partners to orchestrate services, enhance upsell potential, and cut operational friction down to four clicks.In this episode, we explore:- Why AI isn't just about efficiency, but a catalyst for market capture in the channel- How Acronis is building co-pilots and integration layers to power real-world MSP automation- What it takes to balance scalable digital experiences with the irreplaceable value of human trustFrom product design to partner programs, this episode is packed with actionable insights for channel leaders who want to stay ahead in a fast-evolving landscape.Connect with Alex: https://www.linkedin.com/in/alex-ruslyakov/_________________________Learn more about Channext

In this episode, together with Raymond Vrabel - Sr. Director Partner Programs, we explore the unique challenges and opportunities within the MSP space, a dynamic ecosystem where many businesses hit a growth plateau and struggle to scale. We unpack why MSPs often stall, diving into the common scenario where technically brilliant owners wear too many hats, but lack the commercial muscle to push through to the next level.Our guest, with two decades of MSP experience, shares invaluable insights on how MSPs can break the growth ceiling by moving from owner-led sales, to building dedicated sales teams, embedding revenue acquisition into their company culture, and operationalizing scalable processes. We also discuss the vital importance of focusing on customer lifetime value (LTV) versus cost of acquisition (CAC) - a concept that powers the fastest-growing SaaS businesses and can revolutionize MSP success.The episode further dives into:- How AI is reshaping MSP operations by multiplying workforce efficiency and enhancing client service- The cybersecurity challenges that come with AI adoption and how MSPs can stay ahead- Why successful MSPs leverage AI not just to automate, but to elevate their business and client relationships- What truly effective partner programs look like beyond just handing over tools and assets- The power of white-glove enablement, strategic handholding, and tailored blueprints to help partners growIf you want a clear roadmap for helping MSPs move from surviving to thriving, this conversation is packed with actionable wisdom and forward-looking perspectives.Connect with Raymond: https://www.linkedin.com/in/rayvrabel/_________________________Learn more about Channext

In this episode of Partnerships Unraveled, we sit down with Mark Butler, Global Partner Manager at Zebra Technologies, to explore the lessons learned from a 25-year journey across reseller and vendor roles. From launching a personal YouTube channel to navigating the complexities of global partner ecosystems, Mark shares how consistency, creativity, and curiosity have helped him build lasting channel equity.We dive into how Mark has developed a standout personal brand while driving strategic growth at one of the world's most recognizable enterprise tech brands, including: - How he intentionally transitioned from reseller to vendor by showing up with persistence and passion - Why launching a channel-focused YouTube series nearly a decade ago became a key differentiator - The lessons learned from operating in both challenger and market-dominant OEM environments - Why authenticity and emotional investment are crucial in long-term partner success - How internal newsletters and external enablement content became tools for influence and scale - The mindset of “bias for action” and how failing fast builds resilience and sharpens strategyMark's insights cut across partner enablement, personal branding, and channel evolution, making this a must-listen for anyone navigating a long-term career in the channel.Connect with Mark: https://www.linkedin.com/in/partnermanagermark/ _________________________Learn more about Channext

Live from Pax8 Beyond with Check Point: Reinventing Channel Simplicity for MSPsIn this special live edition of Partnerships Unraveled, we're joined by Shahar Divon, Global Head of MSSP and SMB at Check Point, to unpack how a security giant is reengineering itself for MSP success. Recorded at Pax8 Beyond in Denver, this conversation dives into the evolution of Check Point's channel strategy - from enterprise roots to a fully partner-centric, AI-powered MSP platform.Shahar shares the bold transformation Check Point has undertaken, from acquiring key technologies like Avanan to redesigning its entire operational model around MSP needs. We explore how their radically simplified onboarding process (four clicks to revenue), predictable pricing, and single-policy deployment for multi-service management are making real operational efficiency possible at scale.In this episode, we cover:- How Check Point is translating enterprise-grade cybersecurity into MSP-ready simplicity- The role of AI in powering both product innovation and operational automation- Why co-building with partners and investing in platforms like Channext is central to future growthFrom driving partner profitability to building a global program with local flexibility, this is a must-listen for anyone focused on channel success in a complex, AI-driven world.Connect with Shahar:https://www.linkedin.com/in/shahar-divon-b9b9063a/_________________________Learn more about Channext

Live from Pax8 Beyond: Unpacking the MSP Growth Playbook with SophosIn this special live episode from Pax8 Beyond in Denver, we sit down with Joe Levy, CEO of Sophos, and Scott Barlow, Global Head of MSP and Chief Evangelist, to explore what it truly takes to scale in today's dynamic cybersecurity landscape.With over a decade of experience each at Sophos, Joe and Scott share how they've built and evolved a 100% channel-led business, now empowering over 7,000 MSPs globally. From launching MSP Connect Flex to pioneering their Elevate program, they reveal the strategies that drive partner profitability.We also dive deep into the critical role of operationalization in threat intelligence, how Sophos's scale enhances its security response, and the power of integrating product, program, and personnel to support MSP growth.In this episode, we unpack:How Sophos enables 7,000+ MSPs to scale securely and profitably through programs like Elevate and Connect FlexThe impact of dual-use technologies and the rising threat to RMM platforms from attackers like Dragon ForceWhat makes Pax8 a game-changing partner and why face-to-face connections still drive channel successThis episode is a must-listen for anyone serious about building resilient, scalable partner ecosystems.Connect with Joe: https://www.linkedin.com/in/j0313vy/Connect with Scott: https://www.linkedin.com/in/scottjbarlow/_________________________Learn more about Channext

In this episode of Partnerships Unraveled, we sit down with Christopher Jones, National Vice President of Partner Channels at GTT, to unpack how he's leading a bold transformation of the company's indirect strategy. From restructuring roles to removing internal silos, Chris shares how GTT is redesigning everything around one principle: making it easier and more rewarding, for partners to do business.We explore how GTT is building a channel model fit for complex, global enterprise customers, including:Why they redefined the role of channel sales directors to focus purely on partner relationshipsHow a fully integrated customer success model eliminates channel conflict and accelerates deal velocityThe surprisingly powerful role of compensation accuracy in earning partner trustHow cross-functional buy-in, from product to finance, is enabling true partner-first executionWhy being “boring and predictable” is GTT's secret weapon for long-term partner loyaltyChris brings deep experience from across the channel to reveal what it takes to build a scalable, sustainable partner motion that actually lives up to the hype.If you're looking to scale your partner program with clarity, integrity, and speed - this one's for you.Connect with Christopher: https://www.linkedin.com/in/christopher-jones-47392b/_________________________Learn more about Channext

What happens when someone who's lived the frustrations of the MSP world gets the keys to build a global program from scratch? You get Dave Meister's approach - pragmatic, partner-first, and built to remove the red tape that vendors too often impose.In this episode, Dave Meister, Global Head of MSP & MSSP Channel at Check Point, joins us to share how his deep MSP background shaped one of the industry's most intuitive and partner-friendly programs. From avoiding the classic pitfalls that alienate partners, to understanding the consumerization of B2B buying. Dave lays out the strategies that are reshaping how MSPs grow and survive.We explored:- Why most MSP programs fail before they start- The death of the “middle” in channel and the rise of dual extremes: hyper-automation vs. high-touch outcomes- How Check Point's internal resourcing decisions reflect the changing buying journey- The AI-native MSP: what it looks like and what it means for traditional support services- What Dave looks for when scaling a channel team from 4 to 40This is a must-listen for anyone serious about building meaningful channel relationships, scaling smarter, and staying ahead of the market curve.Connect with David: https://www.linkedin.com/in/davemeister1/_________________________Learn more about Channext

This week on Partnerships Unraveled, we're joined by two heavyweights of channel innovation - Scott Frew and Nick Verykios, serial entrepreneurs and the masterminds behind multiple successful distribution ventures. From building businesses like Distribution Central and One World Systems to their current work with iAsset, they've seen firsthand how the channel has evolved, and more importantly, where it's heading.We dig into the systemic friction in current go-to-market motions and uncover why trust, not transactions, is still the foundation of successful partner ecosystems. Scott unveils his LIPP strategy (Land, Invest, Protect, Surrender), a refreshingly comprehensive lifecycle model that puts channel relationships front and center. Meanwhile, Nick breaks down the real tension between hyper-scale and hyper-customization and why the solution lies in intelligent automation, not more portals.Together, they offer a powerful vision of how ecosystem platforms can unify sales, marketing, quoting, and lifecycle management to radically improve performance. From enabling smarter channel investment strategies based on LTV: CAC, to redefining push vs. pull dynamics as loyalty vs. value, this episode is packed with practical insights for channel professionals ready to modernize.If you're a vendor, distributor, or channel leader looking to scale with agility and precision, this episode is essential listening.Connect with Scott: https://www.linkedin.com/in/scottkfrew/Connect with Nick: https://www.linkedin.com/in/nverykios/_________________________Learn more about Channext

This week on Partnerships Unraveled, we sit down with Mark Conley, North America Channel Chief at Cohesity, for a masterclass in navigating complexity, leading with clarity, and scaling through channel commitment. With decades of experience across industry giants like NetApp, Capgemini, and now Cohesity, Mark shares the foundational “Four Truths” that shape enduring partner relationships, spoiler alert: it starts with a smoking-hot solution but ends with trust.From orchestrating the Veritas-Cohesity merger to upholding a truly 100% channel model, Mark offers practical wisdom for anyone building a modern channel strategy. Learn how to amplify what works, filter what doesn't, and lead both internal teams and partner ecosystems with purpose. Plus, hear why blocking your calendar for “channel evangelism” might be the highest-leverage leadership habit you haven't tried yet.Whether you're a channel chief, partner leader, or aspiring channel strategist, this episode is packed with insights you won't want to miss.Connect with Mark: https://www.linkedin.com/in/channeljoe/_________________________Learn more about Channext

In this episode of Partnerships Unraveled, we dive into the career journey and channel philosophy of Ty Smith, founder of Optical Diversity Telecom and 2023 Channel Manager of the Year at Intellisys. From redefining what it means to be a proactive channel leader to launching his own agency, Ty brings unmatched insights from the trenches of indirect sales and partner enablement.We unpack Ty's award-winning approach to distributor collaboration, technical training, and network-first channel growth. He also introduces his thought-provoking SPICE framework, an actionable model for driving diversity across Suppliers, Partners, Investors, Customers, and Employees and explains why a more inclusive channel isn't just fair, it's essential for scale.You'll also hear:What most channel managers misunderstand about switching to the partner sideWhy brand equity matters more than ever, and how new partners can build itHow to bring the channel to overlooked regions and underrepresented talent poolsTy's bold vision to make channel roles as mainstream as real estate agentsWhether you're leading partner strategy or just discovering the power of the channel, this episode offers a fresh, human, and forward-thinking lens on what's next for our ecosystem.Connect with Ty: https://www.linkedin.com/in/tyrellsmith/_________________________Learn more about Channext

In this episode of Partnerships Unraveled, we sit down with Alex Walsh, Channel Alliances Director for Veeam UK & Ireland, to explore what it takes to lead in a 100% channel-driven business. With over eight years at Veeam and a clear trajectory of growth, Alex shares the leadership philosophies, cultural principles, and executional discipline that have helped him and his team thrive.From nurturing high-performing partner managers to cultivating a culture of overachievement and strategic enablement, Alex reveals how Veeam balances large-scale partner ecosystems with laser-focused partner engagement. He discusses the company's focus on being “enterprise-first” and “BaaS-first,” and why doubling down on core fundamentals like responsiveness and relationship-building outpaces flashy strategies.We unpack how Veeam builds teams ready for their next role, how partner-led success is embedded in everything from hiring to promotions, and why simplicity in execution is often the most powerful differentiator. Whether you're building channel teams, scaling partner programs, or simply want to hear from someone shaping what excellence looks like in the channel, this one's not to be missed.Connect with Alex: https://www.linkedin.com/in/alex-walsh-31b3aa60/_________________________Learn more about Channext

What does it take to overhaul a 20-year-old partner program at one of the most channel-centric companies in the world? In this episode, we dive into Cisco's monumental redesign of its global partner ecosystem with Elisabeth De Dobbeleer, VP of Cisco's Partner Program, and Jason W. Gallo, VP of Value Acceleration.Together, they unpack why Cisco is reimagining everything - from partner capability metrics to co-innovation frameworks to meet the demands of a rapidly evolving customer landscape. With seismic shifts in AI, cloud, and cybersecurity, Cisco's new 360 Partner Program is designed not to tweak, but to transform. Elisabeth and Jason share how they're redefining what it means to be a capable partner, why transparency and vulnerability were vital to the program's design, and how they're investing $80M in partner readiness to ensure success at scale.From tracking sentiment across 39,000 partners to rewarding technical depth and lifecycle excellence, this is a masterclass in change leadership, co-creation, and future-proofing your channel.Whether you're a channel strategist, program architect, or partner marketing lead, this episode offers critical insights into building and rebuilding at scale.Connect with Elisabeth: https://www.linkedin.com/in/elisabeth-de-dobbeleer/Connect with Jason: https://www.linkedin.com/in/jagallo/_________________________Learn more about Channext

In this episode of Partnerships Unraveled, we sit down with Luxy Thuraisingam - scientist by training, storyteller by instinct, and a force in tech marketing to unpack what it really takes to build winning channel strategies for the SMB space.Luxy brings 20 years of experience across B2B, B2C, and B2B2C, revealing why SMBs deserve more than a hand-me-down enterprise strategy. We explore how consumer marketing mindsets can better align with SMB behavior, why brand tone and voice matter more than ever, and how intentionality should drive every partner interaction.But this conversation goes far beyond strategy. Luxy shares powerful insights on building high-performing, diverse teams, the art of hiring for potential over perfection, and how psychological safety and “speaking the uncomfortable truth” are key to innovation.Whether you're a channel leader, partner marketer, or aspiring team builder, this episode is packed with practical guidance and energizing leadership lessons. Tune in to discover how to build with partners, not just for them and why the future of leadership is all about lifting others.Connect with Luxy: https://www.linkedin.com/in/luxy-thuraisingam/_________________________Learn more about Channext

In this episode of Partnerships Unraveled, we sit down with Chad Dowlen, Senior Director of North American Channels at Dell Technologies, to unpack one of the most remarkable channel transformations in tech history. With over two decades at Dell and 17 years in the channel trenches, Chad offers a firsthand account of the company's pivot from a direct-only model to becoming a global channel powerhouse.Chad shares what sparked this strategic shift, how Dell overcame internal resistance, and the cultural evolution that made "partner first" more than just a mantra. From key inflection points like the EqualLogic acquisition to groundbreaking initiatives like Partner First for Storage, Chad takes us behind the scenes of the structural and strategic decisions that changed everything.We explore how Dell scales partner engagement, nurtures long-term relationships in a high-churn environment, and maintains one of the most tenured channel teams in the business. Chad also provides hard-earned leadership advice for new channel chiefs and outlines the communication strategies that keep 400+ team members aligned and executing.Whether you're leading a channel team or shaping your company's route-to-market strategy, this episode is a masterclass in channel leadership, culture, and long-term impact.Connect with Chad: https://www.linkedin.com/in/chad-dowlen-9672868/_________________________Learn more about Channext

This week on Partnerships Unraveled, we're joined by Hans Nipshagen, longtime Akamai channel leader and incoming VP of Channel at edge data center company Enlighten, for a masterclass in scaling new logo acquisition through the channel.Hans shares how he rebuilt Akamai's EMEA partner ecosystem from the ground up, prioritizing quality over quantity and zeroing in on the right partners for the right markets. We dig into the real mechanics of driving a partner-led pipeline: aligning AEs and partner managers, embedding business development DNA into your team, and changing the culture from “relationship keepers” to “pipeline creators.”This episode is especially valuable for channel leaders focused on net-new growth. Hans pulls back the curtain on the tactics that worked, including outcome-focused incentives, clear partner tagging, AE education strategies, and why BD-first hiring transformed his channel team's performance.If you're in the business of building high-performing partner programs, this conversation delivers the roadmap.Connect with Hans: https://www.linkedin.com/in/hansnipshagen/_________________________Learn more about Channext

In this episode of Partnerships Unraveled, we dive into the remarkable journey of SentinelOne's channel evolution with Brian Kroneman, AVP of Global Programs and Strategy. From the moment SentinelOne declared itself 100% channel-led, Brian has been instrumental in turning that bold promise into a scalable, data-driven reality.We unpack how building for partners from day one - architecting for MSPs, simplifying enablement, and aligning incentives, helped the company avoid the all-too-common “channel retrofit.” Brian shares candid lessons on program design, internal alignment, and the tools and metrics that turn partnership theory into predictable growth.This episode is a masterclass in building programs that scale, evolve with complexity, and prioritize transparency and action over empty noise.Tune in to hear:Why SentinelOne unified its entire partner ecosystem under one program frameworkHow to design simplicity into even the most layered channel structuresThe KPIs that truly reflect ecosystem value beyond just bookingsWhat automation really means for channel velocity and operational scaleThe renewal insight that unlocked significant retention wins, without lifting a fingerWhether you're scaling a global partner program or just rethinking how to measure success, this one's not to be missed.Connect with Brian: https://www.linkedin.com/in/brian-kroneman/_________________________Learn more about Channext

In this episode of Partnerships Unraveled, we dive deep into how AI is not just another tech trend but a fundamental shift that's redefining the future of work, especially within the channel. We're joined by David Rozzio, Worldwide Head of Commercial Computing at HP, to explore what the rise of AI PCs (AIPCs) means for partners, end users, and the entire technology ecosystem.David unpacks the four defining benefits of AIPCs, speed, efficiency, security, and personalization, as well as how these intelligent devices are set to transform workflows for roles like sales professionals. He also explains HP's channel-first approach: from tailored partner enablement programs and tools like the HP Experience App, to outcome-based sales strategies that help partners shift from product selling to solution storytelling.What makes this conversation particularly valuable for channel professionals is David's insight into how HP is bridging the AI value chain, combining hardware innovation, ISV collaboration, and training support, to empower partners to deliver tangible, differentiated outcomes.If you're in the channel and want to understand how to turn AI from a buzzword into a business builder, this episode offers a roadmap and a rallying cry for action.Connect with David: https://www.linkedin.com/in/david-rozzio-6aa107/_________________________Learn more about Channext

In this episode of Partnerships Unraveled, we sit down with Addie Finch, VP of Channels, Americas at Cato Networks, whose journey from TV news anchor to channel leader offers a masterclass in the power of messaging and relationship-driven strategy.Addie shares how her background in broadcast journalism gave her an edge in distilling complex solutions into clear, compelling narratives, a skill that's now central to how Cato communicates its unique position in the SASE market. We explore the importance of short-form messaging, persona-based enablement, and the critical difference between partner satisfaction and partner success.She also opens up about architecting a broad channel strategy that spans MSPs, VARs, GSIs, sub-agents, and more, as well as how Cato tailors its support to each route to market. From walking away from deals to protect partner trust, to redefining what “agility” means in a high-scale channel, this episode is packed with insights on leading with integrity, clarity, and speed.If you're designing channel strategies for scale or wrestling with how to earn and keep partner trust, this one is not to be missedConnect with Addie: https://www.linkedin.com/in/addiebfinch/_________________________Learn more about Channext

In this episode of Partnerships Unraveled, we dive deep into the evolving world of distribution and partner strategy with Patrícia Cabrera Perez, Head of Distribution for EMEA at Gigamon. With over two decades of experience spanning LATAM and EMEA, Patrícia brings a unique, heartfelt perspective on the power of channel partnerships, grounded in trust, strategy, and adaptability.We explore her journey from sending POs via fax machines in Mexico City to orchestrating large-scale channel strategies across Europe. Patrícia shares her insights into the delicate balance between partner volume and value, the frameworks she uses to drive growth, and the art of fostering agility within massive partner ecosystems.This episode also tackles the rising influence of marketing in distribution, how data and personalization are redefining partner engagement, and why demand generation is the often-overlooked metric every channel leader should obsess over. To round it out, Patrícia opens up about the transformative power of mentorship, both received and given and why leading by example can ripple across an entire ecosystem.Whether you're a channel veteran or new to the space, this conversation offers strategic depth, personal warmth, and real-world lessons for anyone looking to scale partnerships with purpose.Connect with Patricia: https://www.linkedin.com/in/patricia-cabrera-perez-80960030/_________________________Learn more about Channext

In this episode of Partnerships Unraveled, we sit down with Julius Berger, Senior Director and Head of Corporate Mid-Market at Fujitsu (soon to be Fsas Technology), for a candid and deeply insightful conversation on what it really takes to evolve a channel strategy, especially when it means saying goodbye to the familiar.Julius shares the story behind Fujitsu's strategic pivot from a broadline, volume-focused model to a highly targeted, solution-driven channel approach. We explore what it takes to realign your entire partner ecosystem, the emotional complexity of ending long-standing partnerships, and how building with transparency and empathy creates the foundation for new, high-value relationships.From championing solution selling and embracing partner individuality to redefining the distributor's role in an AI- and services-led future, Julius offers practical lessons and honest reflections. Plus, he opens up about balancing a demanding channel career with life as a father of three, and why clear communication is his ultimate leadership superpower.This episode is a must-listen for anyone navigating change in the channel, building for scale, or aiming to lead with both strategy and heart.Connect with Julius: https://www.linkedin.com/in/julius-berger/_________________________Learn more about Channext

Heather Harlos, Global Programs Enablement & Go-to-Market Leader at Proofpoint, joins Partnerships Unraveled to break down the strategies that truly empower partners and remove friction from the sales process.In this episode, Heather shares why Proofpoint made the uncommon decision to position its channel programs under sales instead of marketing and why it's paying off. She and Alex dive into the critical role of marketplaces in partner enablement, the balancing act of making marketplaces partner-inclusive, and how AI and automation are shaping the future of channel strategy.Key takeaways include:The shift from traditional channel tiers to behavior-based partner incentivesHow Proofpoint is enabling partners to sell and implement solutions without vendor involvementLessons from consumer marketing that can transform SMB channel strategiesWhy friction is the #1 killer of partner-driven revenue and how to eliminate itIf you're looking to build a high-impact, partner-led channel program, this is an episode you can't afford to miss.Connect with Heather: https://www.linkedin.com/in/heatherharlos/_________________________Learn more about Channext

What do journalism and channel sales have in common? More than you might think.In this episode of Partnerships Unraveled, we sit down with Steven Kiernan, EMEA Sales Leader at Omdia, to explore his unconventional journey from B2B journalism to leading sales at one of the most respected partner ecosystem research firms. Steven shares how storytelling, trust, and deep listening skills honed in journalism have been critical in his transition to sales leadership.We also dive into the seismic shifts shaping the channel today, including:- The ongoing battle between born-in-the-cloud partners and traditional resellers- How large VARs and distributors are adapting (and thriving) in the cloud era- The SMB market explosion and why distribution remains a key player- The evolving role of AI in channel marketing and partner strategies- How hyperscaler marketplaces are disrupting software sales and partner ecosystemsSteven brings his unique analyst-turned-sales-leader perspective to unpack the trends, challenges, and opportunities that channel leaders must navigate over the next five years.If you're looking for strategic insights on where the channel is headed next, this episode is a must-listen!Connect with Steven: https://www.linkedin.com/in/steven-kiernan/_________________________Learn more about Channext

In this episode of Partnerships Unraveled, we sit down with Matt O'Leary, Head of M&A and Strategic Partnerships at 1Password, to explore what it takes to hire, build, and scale successful partnerships. With experience at Shopify, entrepreneurship, and product management, Matt shares why skills alone aren't enough energy, curiosity, and adaptability are the real drivers of success.Key insights from this episode:- Why “philosophical partnerships” working with people who share your values create the best business outcomes- Why hiring for vibes and adaptability beats hiring for experience alone- The downside of relying on partner Rolodexes instead of fresh perspectives- How partnerships, channel, and alliances teams can align for maximum impact- Why ecosystem thinking is becoming a must-have strategy for hyper-scaling companiesIf you're looking for practical insights on how to hire and develop a world-class partnerships team, this episode is packed with takeaways you won't want to miss!Connect with Matt: https://www.linkedin.com/in/matt-o-leary-88251516/_________________________Learn more about Channext

What does it take to drive real demand in the channel and empower partners for long-term success?This week on Partnerships Unraveled, we sit down with Ian Thompson, Head of America's SMB Marketing at Cisco, to dive deep into the strategies that fuel partner engagement, demand generation, and sustainable growth. With over a decade of experience spanning distribution, partner marketing, and SMB strategy, Ian shares his unique perspective on what truly moves the needle in channel marketing.In this episode, we explore: How Ian's background in distribution shaped his approach to channel strategy- The 96% success rate of Cisco's MDF investments—and the best practices that make it work- Why in-person events still deliver high-impact partner engagement (when done right) - How Cisco helps partners move beyond one-off lead generation to build long-term demand engines- The future of cloud adoption in the SMB space and the biggest barriers holding partners backIf you're looking for proven strategies to maximize MDF, engage partners, and drive lasting growth, this episode is packed with insights you don't want to miss.Connect with Ian: https://www.linkedin.com/in/ithompson1/_________________________Learn more about Channext

What happens when a leader from Coca-Cola and L'Oréal enters the world of B2B tech partnerships? Transformation.In this episode of Partnerships Unraveled, we sit down with Donata Zabielskiene, the global channel leader at Nord Security, to explore her unconventional journey into the channel and how she scaled Nord's partner program from zero to 10X growth.Donata shares:- Transferable skills from FMCG to IT - why business fundamentals matter more than industry experience- How to build a channel from scratch - the first three priorities when launching a partner program- The secret to great leadership in a growing channel team - shifting from hands-on execution to strategic direction- Why vendors should rethink hiring - the case for bringing in talent from outside the IT world- Partner marketing done right - beyond content, how vendors can truly support partners in generating demandIf you're in the channel, this episode is a growth, leadership, and adaptation masterclass.Connect with Donata: https://www.linkedin.com/in/donata-zabielskiene-a695b99/_________________________Learn more about Channext

Building a great product isn't enough; you need to find your place in the right ecosystem.This week on Partnerships Unraveled, we sit down with Dr. Alejandro Canonero, a 35-year technology veteran, PhD, and author, to dive deep into the power of ecosystems and why companies fail when they ignore them. With leadership experience at AWS, Google, Oracle, and HP, Alejandro has seen firsthand how tech giants build and scale through partnerships and what happens when they don't.- Why AWS struggled to gain enterprise traction before investing in partners- The biggest mistake SaaS and AI companies make when entering the market- How understanding ecosystem battlegrounds gives companies a competitive edge- Why hyperscalers like AWS, Google, and Microsoft dominate cloud partnerships and what it means for vendors- The operational mistakes that separate high-performing partner programs from failing onesAlejandro also shares surprising lessons from Ironman training and how endurance sports offer powerful parallels to building long-term channel success.If you want a masterclass on ecosystem strategy, go-to-market alignment, and the future of partnerships, this episode is packed with insights you won't want to miss!Connect with Dr. Alejandro: https://www.linkedin.com/in/canonero/_________________________Learn more about Channext

What makes channel partnerships in Southern Europe so unique—and why do global strategies often fall short?In this episode of Partnerships Unraveled, we sit down with Luca Besana, Regional Channel Leader at SentinelOne, to discuss what it really takes to build successful channel programs in markets like Italy, Spain, and Israel. With 15+ years of experience, Luca shares why localization is key, and how vendors can avoid common mistakes when entering these regions.- Why relationships matter more than product in Southern European channel sales- The biggest misconceptions vendors have about doing business in the region- How to balance global consistency with local adaptation in go-to-market strategies- Why having local presence and personnel is critical for channel success- The rise of cross-border expansions and what it means for vendorsIf you're expanding your channel program in Southern Europe or anywhere with strong local business cultures, this episode is packed with actionable insights!Connect with Luca: https://www.linkedin.com/in/lucabesana/_________________________Learn more about Channext

In this episode of Partnerships Unraveled, we sit down with Norman Guadagno, former CMO of Mimecast and marketing leader with deep experience in B2B tech, cybersecurity, and partner-led growth. Norman shares why marketing teams continue to prioritize direct sales over channel partners and what needs to change.

Trust, relationships, and connection—these are the true foundations of the channel, and few understand this better than Jennifer Anaya, Chief Marketing Officer at Ingram Micro. In this episode of Partnerships Unraveled, Jennifer shares how Ingram Micro is reshaping distribution with innovative technology, unified messaging, and a relentless focus on people.We explore why trust is the currency of the channel, how mentorship (both giving and receiving) has shaped Jennifer's career, and why the future of distribution is all about connection. She also unpacks Ingram Micro's groundbreaking platforms, Xvantage and Ultra, and how they're eliminating friction to help partners scale. Plus, Jennifer challenges the industry to shift from vendor-first marketing to outcome-driven, customer-centric messaging.If you're navigating the complexities of the modern channel—whether in distribution, vendor marketing, or partner enablement—this conversation is packed with insights you won't want to miss.Connect with Jennifer: https://www.linkedin.com/in/jenniferbaieranaya/_________________________Learn more about Channext

Too many vendors leave partners to figure out demand generation on their own—and it's not working.This week on Partnerships Unraveled, we sit down with Nevzat Bucioglu, Channel Lead for the DACH region at Commvault, to discuss why partner enablement alone isn't enough—and how vendors can truly fuel partner demand and drive long-term success.- Why traditional MDF spending, especially on telemarketing fails- How a "nurture-first" strategy creates higher-quality, sales-ready leads- The power of co-selling: why vendors should stop throwing leads at partners and start closing deals together- Why demand generation should take priority over enablement, and how real-world experience is the best training- How adapting messaging to local markets can make or break your GTM strategyIf you want practical, no-nonsense insights on how vendors can better support partners, this is an episode you don't want to miss!_________________________Learn more about Channext

Building a partner ecosystem from the ground up isn't for the faint of heart—it takes vision, strategy, and a deep commitment to collaboration. In this episode of Partnerships Unraveled, we sit down with Larissa Crandall, Global VP of Channel & Alliances at New Relic, to explore how she's scaling a global partner strategy with precision and impact.Larissa shares the foundational steps she took to establish a thriving channel program, why she prioritizes quality over quantity when selecting partners, and how she ensures alignment across sales, finance, and the C-suite. We also dive into the importance of an outside-in approach—how listening to partners and customers shapes a winning strategy—and why CFO buy-in is critical for long-term channel success.From structuring co-sell motions to fostering executive engagement, this conversation is packed with actionable insights for anyone looking to build (or rebuild) a high-performing partner program. Plus, Larissa shares her passion for mentorship and why investing in the next generation of channel leaders is key to sustaining industry growth.If you're serious about building a channel strategy that scales, this is an episode you don't want to miss.Connect with Larissa: https://www.linkedin.com/in/larissacrandall/_________________________Learn more about Channext

In this episode of Partnerships Unraveled, we're diving deep into one of the biggest challenges MSPs face: sales and marketing. Joining us is Greg Jones, SVP of Business Development at Kaseya, who shares his unique approach to driving MSP success—by flipping traditional vendor marketing on its head. Greg unpacks why Kaseya prioritizes partner enablement over product evangelism, offering actionable insights on how MSPs can generate recurring revenue, leverage MDF effectively, and overcome common marketing roadblocks. He also reveals surprising data on what truly drives ROI in partner marketing (hint: it's not big-budget events) and why smaller, more focused campaigns are delivering exponential results. If you're a vendor or MSP looking to scale, strengthen partner relationships, and drive demand the right way, this episode is packed with invaluable lessons. Tune in to hear how a partner-first mindset isn't just good business—it's the key to long-term success. Connect with Greg: https://www.linkedin.com/in/gregpjones/ _________________________Learn more about Channext

How do you build a channel strategy that actually works for partners? Joe Sykora, SVP of Channel Sales, Distribution, and Alliances at Proofpoint, started his career running an MSP. Now, he's leading global channel growth at one of the biggest cybersecurity companies in the world.In this episode, Joe breaks down why most partner programs are overly complicated and how simplifying them can drive real results. He shares his framework for creating predictable revenue, explains why resell margins are fading in favor of service-led profitability, and talks about the growing role of AI in cybersecurity and MSP operations.Joe also reveals his approach to building a high-performance team, the lessons he's learned from years in the field, and how he sees the future of the channel evolving. Whether you're a vendor or a partner, this conversation is packed with insights you can apply today.Connect with Joe: https://www.linkedin.com/in/joesykora/_________________________Learn more about Channext

 In this episode of Partnerships Unraveled, we sit down with Laura Dashney, Head of Channel Success at Nextiva, to explore how she built a brand-new role designed to bridge the gap between vision and execution.Laura shares how her deep industry experience—from founding and selling an agency to leading channel programs—helped her identify a critical missing piece in most organizations: a tactical leader who ensures that strategic initiatives actually get delivered. She explains how Nextiva is reshaping partner support through a pod-based partner management model, the importance of internal alignment, and why partner enablement is the key to success in an increasingly complex market.We also dive into why in-office collaboration is making a comeback, the future of the channel, and how better execution leads to stronger partner relationships. If you're a channel leader looking to drive real impact, this episode is packed with insights you won't want to miss.Connect with Laura : https://www.linkedin.com/in/lauradashney/_________________________Learn more about Channext

In this episode of Partnerships Unraveled, we sit down with Dana Sell, VP of Channel and Mid-Market Sales at Technology Advice, to discuss why marketing is the missing link in channel partnerships.-Why do vendors struggle to make customers visible in the channel?-How can marketing be used to recruit and enable partners?-Why smart partners make decisions based on long-term revenue, not just margins?- The future of channel alliances and why strategic partnerships will drive success.Dana shares insights from working directly with CIOs and IT leaders, explaining how vendors and partners can bridge the gap between product, marketing, and sales to create real customer value.If you are a channel leader looking to drive real ROI from your partnerships, this is a must-watch.Connect with Dana: https://www.linkedin.com/in/dana-sell-baa0535/_________________________Learn more about Channext

In this episode of Partnerships Unraveled, we sit down with Craig Fulton, industry veteran and M&A advisor at Evergreen, to break down what it takes to scale an MSP beyond founder-led sales.Craig brings 20+ years of experience building high-impact MSP communities (including IT Nation at ConnectWise) and now advises business owners on driving enterprise value and successful exits.Here's what we unravel in this episode: Why Founder-Led Sales Caps Growth – The hidden bottlenecks in MSP sales and why hiring a dedicated salesperson can double or triple customer acquisition. Building Scalable Sales & Referral Systems – How top MSPs create repeatable processes for generating consistent inbound business. The Power of MSP Collaboration – Real-world examples of MSPs working together—even with competitors—to drive growth. Localizing MSP Marketing for Maximum Impact – Why small businesses buy from people they trust, and how sponsoring local events and sports teams can be a game-changer.Mastering MDF & Partner Programs – The right way for MSPs to secure and leverage vendor marketing development funds to drive real ROI—and why tracking & reporting is the secret to getting more funding.Why Vendor Partner Programs Often Fall Short – The gaps in vendor support that are failing MSPs and how vendors can better enable their partners to succeed.Craig's insights cut through the noise with hard-earned lessons on MSP growth, sales, and marketing. If you're an MSP leader looking to scale smarter, this is an episode you can't afford to miss.Connect with Craig: https://www.linkedin.com/in/craigmfulton/_________________________Learn more about Channext

In this episode of Partnerships Unraveled, we sit down with Timm Hoyt, SVP of Global Partner Sales and Alliances at Sumo Logic, to break down why companies that prioritize a partner-first strategy see massive long-term success. - How to shift from a partner-convenient to a partner-centric model - Why a clear vision is critical for scaling global partnerships - The hard financial metrics that prove partner-led growth is the future - The role of AWS Marketplace in simplifying enterprise deals - How AI and solution providers are reshaping the channel Timm shares insights from his career-leading channel transformations at Sumo Logic, Druva, and PagerDuty. If you're a channel leader looking to scale faster and drive revenue through partnerships, this episode is packed with insights. Connect with Timm: https://www.linkedin.com/in/timm-hoyt-43a853a/ _________________________Learn more about Channext