Podcasts about channel chief

John Carey, senior vice president of global channels at SAS Institute Recorded on site at SAS Innovate 2026 in Grapevine, Texas, this week’s In The Channel features John Carey, senior vice president of global channels at SAS Institute, in a conversation that covers the full arc of his four years building SAS’s channel program from the ground up. When Carey joined in 2022, SAS had a history with partners – advisory engagement, project delivery – but limited co-sell and no resell motion. His mandate was to change that. The conversation traces that journey: the introduction of a clear market segmentation (enterprise above the line, channel below the line), the decision to route transactions through partners while keeping end-user contracts with SAS intact, and the live project underway right now to migrate direct customers to indirect. A central theme is the distribution partnership with TD SYNNEX, which Carey frames as a leverage mechanism – moving from thousands of customers to hundreds of partners to one distributor – giving SAS the financial and operational flexibility it needs while giving partners financing terms, invoicing support, and credit options a software vendor is not built to provide. On the competitive landscape, Carey draws a sharp line between SAS and the AI tools crowding the market. Others turn up with an easy button and a black box. SAS turns up with a transparent box and a governance framework – and with SAS AI Navigator now tracking agent behaviour across the Viya platform, that framework is getting sharper. The episode closes with a candid look at the partner economics model – an inverted approach that makes it easy to start selling and lets services investment follow the book of business – and a direct invitation to Canadian solution providers with data, security, and infrastructure skills to get into the conversation now. Read Full Transcript Robert Dutt: Hello, and welcome to In The Channel from ChannelBuzz.ca, bringing news and information to the Canadian IT channel community for the last 16 years. I’m Robert Dutt, editor of ChannelBuzz.ca, and your host for the show. Still coming to you this week from Grapevine, Texas, from SAS Innovate 2026. If you caught our last episode with Ryan Macdonald, leader of SAS Canada, you heard the view from the Canadian perspective: the AI maturity story, OSFI E-21, and the mid-market channel opportunity. This time I’m going a level up. My guest today is John Carey, senior vice president of global channels at SAS Institute. John’s about four years into the role, and he came in with a specific mandate: to rethink what partnering looks like for a company with a long history of advisory and delivery through partners, but limited co-sell and essentially no resale motion. Four years later, the picture looks pretty different. There’s a clear market segmentation model, a distribution partnership with TD SYNNEX, an active project underway right now to migrate direct customers to indirect, and a 30% channel revenue target that’s already evolving into something even more ambitious. We talk about all of it: what he found when he arrived, how the direct-to-indirect transition is actually landing with customers, what the partner economics look like for a new SAS partner in 2026, how this week’s AI Navigator and agentic AI announcements change the channel opportunity, and what he thinks the SAS channel looks like in three years if things go well. Let’s get right into it. My chat with John Carey. John, thanks for taking the time. I appreciate it. John Carey: Appreciate it. Good to be here, Robert. Robert Dutt: You’re about four years into leading channels for SAS if memory serves and I’m able to do the math—both of which are somewhat suspect. Can you tell me a little bit about what you found when you got here and the quick version of the journey in building the channel from your point of view? John Carey: Got it. Well, first of all, you absolutely did get it right. It is, come June, four years since I joined SAS. Now, the first thing—I was brought in by the ELT, with an ELT remit to rethink partnering for SAS’s future. So we had a history of partnering. If you think about where SAS came from, a lot of advisory engagement, a lot of delivery through partners, but not necessarily a lot of co-sell and certainly no resell. So one of the remits coming in was to assess the business, understand what the opportunities were, and build a program that allows us to create a growing business that is driven by partners and owned by partners. And we get the acceleration and the leverage of the partner community that all software vendors are seeking and hope to take advantage of. When I came in, I would say we lacked maturity in our partnering in some areas. We were definitely mercurial in a way that wasn’t helpful. Partners didn’t have consistency, and we weren’t persistent in holding ourselves and our partners accountable. There was a lot of, “If only… it’s not me, it’s them.” So phase one: get to a single source of truth. So we introduced undisputed channel revenue. Let’s agree and measure together the value of the channel in our business. The other thing we did is we segmented, for the first time, our market. We had historically looked at our install base as a quadrant, an ABCD, thinking about propensity for growth and saturation. And we moved to the more traditional pyramid, but with a binary segmentation. So above the line: enterprise; below the line: channel. And that allowed us to prioritize routes to market. So in the enterprise, it’s very much a co-sell partner delivery model. GSIs are a very strong focus. Technology partners are a very strong focus up there. And then certain regional boutique consulting partners continue to be high value, particularly in our vertical industries—FSI, public sector, life sciences. Below the line, the story was: how do we give this business to the partners, give partners autonomy, and allow them to determine their own future? So that was really about taking business that was historically direct and making it indirect. Actually, this year, we have a whole project where we are moving our channel direct install base to indirect. So, communicating with the customer about why it’s good for them, communicating to the partner of what they need to do to be ready, and then putting that fuel into an engine that we’ve been building over the last few years with partners with strong SAS skills, but who were traditionally services partners and have had to build something of a resale muscle. We’re also starting to recruit some more traditional high-powered solution providers, as well as really focusing on managed service provider opportunities with partners who not only can sell the solution, but they host and operate the solution for the customer. And the nexus of this was finding ways to bring the enterprise value of SAS to the non-enterprise client base, and to do that through our local superpower, which is our partner community who understand those customers and their pain points in a way that we just don’t have the resources to do, and to make sure they’re empowered with the kind of tools and the right cost structure to be able to give that enterprise value at a non-enterprise price point. Robert Dutt: How has that direct-to-indirect transition gone? How does that land with customers? It’s got to be a bit of a communication challenge because you want to make sure you’re not positioning it as “we’re stepping away from you,” even if you’re introducing a partner into the mix. John Carey: Yeah. So this is what we’re going through right now. So first of all, there’s the angst as a vendor of saying, “I’m about to go to a customer and say our transactional relationship is going to change.” But really, our contractual relationship remains intact. The contract between the end user and the vendor stays in place. We are responsible for delivering on the value of the platform or the solution provided. What we’re doing is we’re rerouting the transaction through a partner, which means we can support more currencies. We can support different pricing conditions and payment terms that, as an enterprise, we’re just not able to entertain for anyone but the largest customers. And so our positioning is: it gives our customers far more flexibility and more intimate engagement than being part of a long tail of customers for a large enterprise that end up in this pool that you call “programmatic”—which we all use the words, but none of us like those words. And a way of avoiding that is to say, “This isn’t programmatic. This is channel-managed,” because this is where the partners are stepping in to make sure that that customer feels like the most important customer of that partner, rather than the not-most-important customer of a large vendor. Robert Dutt: Can you tell me a little bit more about the managed services motion and how you see that evolving, especially as SAS overall has become much more open in terms of the whole structure there—getting into MCP and acknowledging that a lot of times customers are going to be consuming SAS’s insights and abilities through the chatbots and other channels, for want of a better word? John Carey: Well, look, first of all, I’ve certainly lived through enough inflection points to recognize one as it comes along. And this is an inflection point where there’s opportunity and risk. When I think about the philosophy from the channel, certainly with channel customers, I want those customers hosted by partners. Why? Because a big part of their TCO challenge is just giving them access to software doesn’t mean they can afford the resources to operate and maximize return on that software. If they can be supported by a managed service provider, by a solution provider who’s hosting on their behalf, now they have access to actual educated, certified SAS resources who are dedicated to making sure they maximize the return on that investment. And so with that underpinning, you then think about the integration of the chatbots—the Anthropic’s, Copilot, Gemini integration. It’s pretty scary for mid-sized customers to be thinking about this. I mean, do most people know that if you put your data up on those things that it’s no longer privileged? Do most people know that there’s an element here which feels like social media, that we’ve since learned who’s being monetized here? This feels free, but actually I’m feeding this model all of my proprietary data to get a presumed efficiency which may or may not turn up, in the hope that it doesn’t hallucinate. Well, when I look at that and I think about SAS making data ready for the AI lifecycle, SAS having a governance infrastructure that allows us to identify bias, to make sure—now, as you heard announced yesterday, the AI Navigator that allows us to track these agents and ensure that we understand whether agents are behaving in a way that is copacetic with the intention of the business user. And if one fails or starts to behave in a way that is not aligned with the organization, you’re able to flag that. You’re able to communicate that to other connected agents so that you can source the problem and solve the problem. I think when we think of it in that way, this is a real opportunity for the channel to step in. These moments of “How do I bridge the technology into value?” is the perfect space for resellers, service providers, solution providers to step in, navigate that complexity for the customer, give the customer confidence with the technology choices that they’re making—that they are safe and secure with SAS. As I frame it, we’re a 50-year-old vendor who’s been in the most regulated industries. Others out there turn up with an easy button and a black box. We turn up with a transparent box and a governance framework that means we acknowledge nothing’s easy, but once you engage in this, you will survive audit. You will be able to understand where problems occurred and why, and you will be able to remediate. Robert Dutt: A few years ago, maybe about three, you guys signed on TD SYNNEX. I think that’s the first major global distribution partner for you guys. What was the hypothesis behind that move, and how has it worked out? John Carey: So the general hypothesis was—and again, I’ve been in the industry a long time. I think every year we hear the headline, “This is the year distribution is no longer relevant.” I actually did a column on that not too long ago. Robert Dutt: There you go. John Carey: And meanwhile, they continue to provide new and incremental value. One of the hypotheses was as we moved to indirect, there is obviously—from going from thousands of customers to hundreds of partners, going from hundreds of partners to one distributor allows us to get that leverage effect through quotes, transactions, credit. Something that provides a security to us as a vendor that allows us to lean in, but also provides structure and options at the partner level that they need, but are not a priority for us as a vendor. So TD SYNNEX offers financing terms. They will invoice on behalf of the partner. They will put together creative fiscal options that allow customers to stretch. They’ll even offer to assess credit based on the end user’s credit rather than the partner’s credit. Those are fantastic services that just, frankly, as a vendor, aren’t our core business. So what we’re able to do is to address more customers through more partners and do the thing that we’re really good at: solve their data and AI problems through Viya and our solution stack and bring value to those businesses. Robert Dutt: Given all that, a while ago the goal was set for 30%, I think, of revenues through channels. Where does that sit today? What’s the momentum looking like? And what do you see as sort of remaining obstacles along the way to that goal? John Carey: Yeah, so great progress. So if I think about segments—the channel segment, which is 100% indirect, is between 10% and 15% of our business. In the enterprise, there’s a lot of channel fulfillment and engagement. And so overall, we are very close to that 30% of the total business being with or through a partner. But we want to—the new goal is, as all goals change: I want to be 30% of the overall business with that channel segment. With that segment of customers that are exclusively partner, and therefore be a strong contributor into the enterprise accounts with partner co-sell, partner fulfillment, and partner delivery. So future’s bright. All goals, as they need to, change over time and the bar increases. And we are doing a great job of forcing that bar up every year so that we have to ask more of ourselves and our partners so that we make sure we focus on delivering value to our customers. Robert Dutt: Let’s talk about what it looks like to be a SAS partner today in terms of the economics and all that kind of good stuff. What does success look like economically for a partner today? And how is that story changing as the product portfolio and the goal shifts? John Carey: As you say, goals are made for changing. And especially in this industry, things change fast. So maybe a good way of thinking about this is: what’s the conversation with a new partner that we’re onboarding? And one of the things we’ve tried to do is to say, “Hey, look, we will have the packaging so that you can focus on sales readiness first and build a book of business with us.” So that’s where we leverage package service offerings from our SAS consulting organization that are resellable by partners. We are rationalizing our product portfolio for the SMB market to be far more prescriptive. We know what works, but we still have the full enterprise list of offers, and frankly, it doesn’t add value. It adds something of a confusing layer of options that aren’t really relevant for many of the use cases and customers that we and our partners specifically deal with. So phase one: build an annuity business on the resale model. As you become—and as it makes sense in your business—to invest in services headcount, then those package service offerings get replaced by your own services. And it is a services-rich business. The great thing about a data and AI platform is once you start answering questions and you’ve built that trust with the client, more and more questions occur. And models need to be refined; models need to be promoted. And as a partner, if you are doing this in a regular cadence, you are building a scenario where that customer trusts you as their trusted advisor and comes to you for those service elements. So the baseline is—and we pay more on New than we do on Renew. There’s an annuity business build out there that is driven by sales enablement and sales focus and strong investment in demand generation on our channel marketing center platform, where you can run co-branded campaigns and drive real top-of-the-funnel demand. We’ll work with you on getting that down into closed business, and we know how to do that very well. As it becomes reasonable for you to make investments in technical resources where you know you have a book of business, you can apply those resources too. That’s where we ask partners to lean in. And at that point, they are now attaching services, and that grows their—and we know that services are more profitable than the resale. So it’s table stakes: build a book of business that’s got an annuity associated, and then use that to catalyze investment in more profitable services over time, which is something of a sea change. When I came in, there was a lot of investment required before a partner was allowed to sell. And we’ve inverted that to say, “I want it to be easy for you to sell and we’ll support you.” And when you’ve got the right amount of business behind you, then it makes logical sense for you to invest. And that investment is the outsized return for you as a partner. Now, for our existing partners, it’s the inverse, right? They were already doing a lot of delivery. They know how to do the services. This now gives them a vehicle to attach those services to that’s more autonomous and less dependent on a SAS seller to pull them in after. And so with that, they’ve made great investments in sales functions within their organizations for product sale and attaching their own services straight out of the gate. Robert Dutt: Big announcement week this week with AI Navigator on governance, the new agentic AI capabilities across the board, the industry accelerators. From a channel strategy standpoint, do these announcements change who you’re looking for in terms of partners, or is it an opportunity to do more and different things with the base? John Carey: I think the honest answer is both. If I think about our GSIs, the accelerators, the models, the agentic capabilities are incredibly attractive to our global systems integrator partners. And it gives them a reason to lean in even more with us around account telemetry, account planning, and moving out of that advisory engagement into delivery engagement with them. And we are now a very modern platform that has been very considerate of where our customers are. We’re a company who reflects the personality of our founder. I think of that Teddy Roosevelt quote: “Walk quietly, but carry a big stick.” Well, we walk quietly, but with our platform and our solutions, that’s a very big stick. It makes a lot of noise. And I think what you saw at this Innovate was kind of something we’ve known for a while, but now the market is starting to recognize is that there’s a lot of significant growth value there for existing customers as they move to Viya and the Viya solutions with the agentic AI integrations, with the accelerators. So that’s happening, I think, on the other side. We are now at a point of inflection where enterprise capabilities are expected at non-enterprise accounts. And how we execute on that is through partners and through prescription and optimization, so that when we engage, we give those customers a very clear message of what they can do and what they can achieve and what it’s going to cost them. And that is all within their budgetary expectation, and we execute on that relentlessly and consistently with our partners. Robert Dutt: When I chatted with Ryan Macdonald, who heads up the Canadian operations, a bit earlier, he talked about—especially in competitive situations—what he called a “hidden SAS situation,” where organizations will find that they’re running business-critical decisions on stuff, on SAS, that they’ve almost forgotten about. It just kind of sits there, it just works. And the conversation becomes about: how do you upgrade and grow from that foundation? How do you find that conversation showing up in the partner community? And if it is, in fact, a partner conversation, how are you equipping partners to realize that opportunity? John Carey: Yeah, so I think that’s very much a conversation with our established enterprise industry accounts. And so how I think that shows up is our conversations with our global systems integrator partners. They’ve made investments in assessment tools and accelerators and migration pathways that help a customer understand how they are currently using their SAS estate and what critical functions are being run on that estate, so they can help a customer understand the actual relevance. It’s like, I live in Florida, right? I only notice the air conditioning when it doesn’t work. But you don’t switch off the air conditioning unless you’ve got an alternative ready to go. And their job is to make sure customers, when making strategic decisions, understand the impact of decisions they may make. And that, I think, creates an opportunity for how we’re talking about: “We’re going to actually upgrade you so that you have better climate control, right? You have new options. It can be more cost-effective as it scales and it can meet more of your needs. And you don’t lose the critical foundation that you’ve been building your business on.” I think there’s some of that recognition that we’re a relatively humble organization, but I’m starting to hear more of our customers acknowledge, more of our partners talk about, “Hey, let’s not shy away from the fact you’re running your business on SAS.” This is critical functionality. We hear billions being managed. When we think about our price book, we talk about billions of assets under management. I mean, that’s the order of magnitude of what we’re managing from a risk or a fraud perspective. And we want to make sure that we can meet customers where they are and make sure they make decisions that are good and solid for their business. Robert Dutt: Another one that came up with Ryan was the idea of increasingly seeing GSI plus niche specialist partner and kind of the ecosystem play. I’m curious if that’s a deliberate strategy. Is it something you’ve observing and adopting to? John Carey: For me, I think it’s always been there. I think GSIs have always really effectively subcontracted in specific expertise and niche value as needed when doing delivery. I think what’s happening now, again, with disruptive inflection points—what I believe we see happening is things that were already happening become very visible. So I think what we’re seeing right now is, rather than that being a subcontract relationship, it’s a more explicit contract with GSI, contract with boutique partner with very specialized expertise. And it’ll settle over time, and it may even go back to more of a subcontract model. But I think that’s great. We’re all acknowledging that there is value in industry expertise, and even within industry expertise, there is real value in some very niche expertise that requires that level of investment. And you should be paying to make sure you get the right value resource working on your project. Robert Dutt: If I’m a Canadian reseller or a system integrator who hasn’t worked with SAS to date listening to this and thinking, “All right, they have an interesting story, they’re in an interesting place.” What’s the right profile for a partner for you right now? What are you looking for? What do you actually need more of in the market? John Carey: I would say I’m looking for solution providers. So I’m looking for partners who can address mid-market organizations’ needs across data and AI. With a strong relationship with TD SYNNEX, great credit, skills in infrastructure, security, data, who are looking to an adjacent expansion where bringing in SAS as a way to modernize that data for the AI lifecycle and turn that data now into insight and from insight into workflow integrated with agentic capabilities. If that’s your bag, don’t just knock on the door, knock our door down. We want to talk to you. Robert Dutt: Fair enough. Final question: what does the SAS channel look like in three years if things go well and there aren’t additional changes along the way? What would you point to and say, “That’s the thing we’re building towards”? John Carey: I think the service provider in the mid-market and below will become a far more dominant motion. I think in the enterprise, we’ll see even more integration of partners from a fulfillment perspective as customers start to push vendors to engage with them through the advisors who have guided them through this transformative period. And I think as a vendor, you just have to acknowledge that the customer is going to tell you who they want to buy from. The customer is going to tell you who they want to work with. And as a vendor, what you want to say is, “Well, if they have the skills, we should lean in. If they don’t have the skills, we should be really honest about the fact that we think you could be better served by a partner that looks with this profile and skills, and here are some we would recommend.” But again, the customer is ultimately going to make the trade-offs. But I would say managed service providers are increasing, and partners building their own value on top of the Viya platform in industries where we have yet to unlock use cases are becoming more and more the norm. Robert Dutt: Especially since so much of the audience is in that MSP space, I think that’s going to be one that hits home. Well, John, I appreciate you taking the time on what I’m sure has been a very busy week. John Carey: I appreciate it, Robert. Thank you for the time. Robert Dutt: There you have it—John Carey from SAS Institute. I’d like to thank John for his time and thank you for listening. Few things I’m taking away from this one. First, the framing I kept coming back to is the transparent box versus the black box. Others turn up with the easy button and a black box. SAS turns up and says nothing is easy, but when you engage with us, you’ll understand where problems occurred and why, and you’ll be able to remediate. In an environment where AI governance is moving from a theoretical concern to an operational requirement, that’s a differentiated position and for channel partners, it means the conversation is not just about selling software. It’s about being the guide that helps the customer make confident technology choices. Second, the direct-to-indirect migration is live right now. The contract between the end user and SAS doesn’t change. What changes is the transaction route, and the pitch to customers is that instead of being part of a long tail at a large enterprise, you become the most important customer of a partner who’s dedicated to your success. It’s a strong repositioning and the kind of opening that partners who have not been in the SAS conversation before should be paying attention to. Third, John was pretty clear about where the next three years go. Managed service providers building up their own value on top of the Viya platform in industries where use cases are still being unlocked. If you’re an MSP with deep vertical expertise and data, security, or infrastructure skills, this episode makes the case for why you should be knocking on SAS’s door. We’ll be back on Monday with more from SAS Innovate as we hear the practitioner side of the story: my conversation with Nat D’Ercole from Deloitte Canada on what AI transformation actually looks like from inside a major Canadian enterprise engagement. If you found this one useful, follow or subscribe to the ChannelBuzz.ca podcast. We’re on Apple Podcasts, Spotify, YouTube, and most of the major directories. Ratings and reviews are greatly appreciated, especially when they have five stars. Until next time, I’m Robert Dutt for ChannelBuzz.ca, and I’ll see you in the channel.

Larissa Crandall, 1Password’s global vice president of channel and alliances 1Password is a company many Canadian partners know, but the Toronto-based firm has evolved well beyond the password vault it’s historically been associated with. Now positioning itself as an identity security company, 1Password recently expanded its global partner program, won the 2025 AWS Canada Rising Star Technology Partner of the Year award, and was named to CRN’s 2026 Security 100 list. The company counts more than 180,000 business customers, with over 75 per cent of its revenue now coming from the enterprise side. Larissa Crandall, 1Password’s global vice president of channel and alliances, joins us to talk about what that evolution means for MSPs looking to build identity security practices. Crandall talks openly about the need to “myth bust” how partners think about 1Password, pointing to strategic integrations with CrowdStrike and Zscaler and the company’s growing presence in AI labs and enterprise security stacks as evidence of the shift. The numbers that emerge are striking. Non-human identities – AI agents, service accounts, API keys – now outnumber human identities 82 to 1, according to Crandall, and SMBs remain largely unprepared for the challenge. That’s the gap MSPs can step into. She shares the story of an MSP that made 1Password mandatory across its entire customer base – not as an add-on, but as a baseline requirement – because you can’t credibly sell identity security if you haven’t secured the front door yourself. On building a profitable practice, Crandall identifies three keys: proper discovery, understanding scope and complexity, and having the right skill sets on your own team before delivering it to clients. Partners interested in learning more can visit the 1Password partner program page. Read Full Transcript Robert Dutt: Hello and welcome to In the Channel from ChannelBuzz.ca, bringing news and information to the Canadian IT channel community for the last 16 years. I’m Robert Dutt, editor of ChannelBuzz.ca, and as always, your host for the show. If you’ve been following the cybersecurity conversation this year, you’ve probably noticed that identity keeps coming up – not as one item on the security checklist, but increasingly as the item. The attack surface is shifting. SaaS sprawl, shadow AI, and a growing universe of non-human identities – things like AI agents, service accounts, and API keys – are creating access governance challenges that traditional security tools were never designed to handle. And for MSPs, that shift represents both a risk and an opportunity to build a real practice around identity security. 1Password is a company that a lot of us know, but the Toronto-based company has evolved beyond the password vault that many partners may remember. It’s now positioning itself as an Extended Access Management platform, recently expanded its global partner program, and counts more than 180,000 businesses among its customers. Joining me today to talk about what that evolution means for the channel is Larissa Crandall, global vice president of channel and alliances at 1Password. We’re going to dig into why identity has become the front door to the security conversation, what MSPs need to understand about non-human identities before their customers start asking, and what building a profitable identity security practice actually looks like. Larissa, thanks for taking the time. I appreciate it. Larissa Crandall: Thank you so much for having me. Excited for a conversation. Robert Dutt: We keep hearing that identity is the new security perimeter. For a lot of MSPs, the bread and butter is still firewall, endpoint, some MFA. Can you help me with what’s changing in the threat landscape that makes identity security an urgent, a “build a practice around it right now” kind of opportunity? Larissa Crandall: Yeah, absolutely. AI is here to stay. I think the opportunity for MSPs is now. It’s prevalent. We’re seeing a lot of MSPs build practices around identity security, and those are the ones that are getting ahead of it, are leading the charge. I think for us personally, spending a lot of time with MSPs, the attack surface has changed. It’s no longer about human, it’s about non-human identities, and it spans across SaaS applications, endpoints, APIs, service accounts, and AI agents. All of the MSPs that are getting ahead of it are helping our customers and growing. Robert Dutt: You guys have been around for 20 years now or so. I think for a lot of folks, the on-ramp, the familiar place is the personal password vault, of course. Some partners certainly are selling you alongside other tools, are working you into the mix. What would surprise a partner who hasn’t looked closely at 1Password in the last couple of years about where you guys are at right now? Larissa Crandall: Love this question, because I’ve been talking to a lot of partners. As we’ve built out the partner program that we just launched and going to truly partner first, we have to – what I call – myth bust. A lot of how people perceived us is just traditional EPM, the Enterprise Password Manager business, into this true solution that’s attached to everything that they’re already selling. For instance, we have large integrations with CrowdStrike and Zscaler, and that’s getting the attention of some of the partners out there not realizing that we fit into that full conversation and that tech stack as a platform play, versus thinking of us traditionally just on that human-centric credential management play. We’ve definitely flipped the script, I would say, on having sellers think of us different. MSPs – we also have a lot that we’re doing with AWS, and that has changed some of the landscape for us here, is positioning that full technology solution. Robert Dutt: You touch on partner first on the program launch. Can you walk me through what partner first means from a 1Password point of view at this point and the highlights there in terms of what it means to your partner base or your prospective partner base? Larissa Crandall: Sure, absolutely. We built what I call a customer-centric partner strategy. What that means to us internally – and as I’ve shared this with our partner ecosystem – is however a customer wants to transact with us. Via AWS Marketplace, whether they want to work with us with a partner through Marketplace, if they want to work with their traditional reseller and VAR partners out there. We have obviously SMB customers, a lot around working with their MSPs. We have that all taken care of, where we have prescriptive partners across the globe as well as working with our distribution partners. What that means for us internally is we have worked through an entire strategy top-down. It goes from our executives all the way through our sellers that they’re to engage partners. Now it could be an existing account that we have that we’re wanting to bring a partner into. We’re also spending a lot of time with partners, both new and existing, teaching them the 1Password story and teaching them how we fit in what they’re selling today and what the opportunity is. Increased enablement, certifications, all of that. Again, it goes back to what I would say is that myth bust of how you think of us and what we’re doing, versus how we’re getting a lot of attention from partners that have talked with us previous but are seeing us different, talking about putting us in their AI labs and their security practices and a full wrapper into platform. Robert Dutt: That’s two fronts of myth busting, or developing the stories to partners. Where would you say you’re at in getting that out there, broadly disseminated and well understood on both of those fronts? Larissa Crandall: It’s a daily, right? I think it’s a daily spend. I spent this morning talking to two partners and they were both new. They were in a region that we have not spoken to before, and it was newer partners wanting to learn more because they’re hearing the market demand and they’re having customers call about 1Password and identity security. That has flipped as well, where identity security is no longer a “it’s a nice” – it’s needed. Same thing across MSPs. They’re building foundational practices as well around identity security and we’re having them come to us and say, “Teach us more. How do we build this? How do we do the discovery and how do we get in front of it?” Especially around AI. Robert Dutt: You’ve talked about something you call the Access-Trust Gap – the space between what IT can see and control versus what employees are actually using to get their work done. Can you walk us through what that looks like in a real organization and the why as to why traditional IAM tools aren’t closing that gap? Larissa Crandall: I have an example for you that I love to use, and it’s related to an MSP that we have that shared with us how they personally worked with 1Password. It’s a mature MSP that made a deliberate decision as a company to bring in 1Password and make it mandatory for all of their customers. Not an add-on – make it mandatory for all. They did that because they wanted to ensure that security was embedded into everything they did from the start and how they interacted with customers. The reason that they did that is they wanted to make sure – if they weren’t ahead of it and they weren’t giving customers a secure way to manage their credentials, they would find their own way. That’s the problem still. There’s spreadsheets, there’s shared sticky notes. You put it in your phone. That’s never good. This MSP shared that and said, “If we’re going to go preach this and sell 1Password, we’re going to basically do it ourselves.” If you leave it up to your own devices, employees will do it on their own and that’s the big risk. For us, that’s the big opportunity that we’re sharing with our partners to make sure that they know that – that is not the way to go. You need to make sure that you’re protecting it. You can’t begin to address that identity sprawl if you haven’t first secured the front door. When we say that to partners, we let that sink in. If you haven’t done it personally as an organization and you’re working with customers, you have to secure that front door. MSPs that are building the basics and getting ahead of it are going to nail this and be far ahead of their competition. I love that example because it’s a real life, “If I’m going to go sell it, I’m going to make sure that we’re using it ourselves.” Robert Dutt: The new front, I think, that’s maybe catching MSPs a little bit off guard, that’s certainly building awareness, is the non-human identities side of things. You touched on AI agents a little earlier, the service accounts, the API keys – the things that need credentials but aren’t employees. How big of a governance problem is this becoming and what does it mean for an MSP who’s trying to help clients figure this out and navigate this problem? Larissa Crandall: It’s a big problem. Non-human machines are growing every day, and a stat that we’ve been using and explaining this – just on the severity of it – with our partners, is non-human identities now outnumber human 82 to 1. Think about that. If that is the number of how much you would have to protect non-human, you can’t just think about it from that human perspective. “I log in, I do the right thing.” It’s everything that they don’t know. That gap, again, is helping customers get that visibility and control around that across human and non-human, is generally hard to replicate because you have to teach it. That’s where, again, the partners come in and they bring that up and explain that. They’re ahead of it. What I will say, though, is SMBs are not ahead of that just yet. They’re not thinking about non-human every day, and that’s where partners can come in and being their true trusted advisor and explain that and explain the risk to their businesses. Because that’s their job – to keep businesses running – and that’s why customers go to them. Robert Dutt: For an MSP who’s at the point of saying, “OK, I see your point. I see the opportunity around identity security. I need to build around this,” but they aren’t there yet necessarily – what does a profitable identity security practice look like? What are they selling? What services are they wrapping around it? Where do you fit into that stack? Larissa Crandall: MSPs are all different. Obviously, they’re great about doing that first initial assessment and analyzing the infrastructure and set of tools and governance that they have. I think the first piece that we’re explaining, and we’re talking to MSPs, is just how to get started and how to build a practice around this. You first have to do that discovery. Most customers are not getting an accurate inventory of what they have. That piece, and explaining “if you do this, here’s the risk mitigation around it, this is how it could help your business.” The second piece I think that some don’t really truly understand is the scope complexity, meaning identifying the infrastructure, the dev, the security, the operations team, everybody else that’s all-encompassing around this. I think the third is staffing. Some MSPs don’t realize, “OK, if we have this, how do we build a profitable practice?” – you need to ensure that you have the right skill set from your own teams to do that assessment up front. It’s a step-by-step, but you can’t do only one of those. Proper discovery, scope, and staffing are really key. Robert Dutt: You guys are a Toronto-based company. For Canadian MSPs or resellers in the audience, is there anything specific about how you’re building the partner ecosystem up here in the market that they should know about, and what’s the first step that a partner should take who’s intrigued by this conversation and wants to find out more? Larissa Crandall: Join a partner program. Obviously, I will say that. I think one of the proud moments for us right now is we launched a new partner program in February. Simplified, it did increase profitability and economics for them, and also did a complete overhaul of all the training, enablement, everything that they were asking for. It sounds simple, hard to do. We did this outside in. We spent a lot of time surveying Canadian resellers, MSPs across the world and really asking them what was needed around that. When we launched it, we had a record number of logins immediately on our partner portal in the first eight days of the program that we had seen in a while. That just goes to show that there’s just this strong pent-up demand for “Teach me and tell me more” because they’re hearing customers with some of these issues. We want to be there first and foremost and be proactive with them. Join the program. That’s what I would say. It’s very simple to start. I promise you, it’s a very profitable program. We’ll help you through and do all the onboarding and spend some time with us. Robert Dutt: From a Canadian point of view, anything particular that you’re looking at in the market up here, as far as building the ecosystem or as far as how you view where the Canadian channel’s at with you guys? Larissa Crandall: I’ve spent quite a bit of time there, talking to partners up there and spending some time with AWS. We spent a lot of time – we just won the Rising Star Award for Canada for the work that we’ve done in partnership with AWS. That has got a lot of press for us personally and what we’re doing and how we’re building solutions together. I would also say we have quite a bit of employees there, obviously. That’s been where we started. I would say a lot of loyal partners that have been with us through the entire journey. I would say that I’m hoping they’re pleased with all the changes and the added incentives there, and happy to talk to them. Robert Dutt: All right, a few quick-answer lightning round type questions before we wrap up. You touched upon this a little bit, but can you maybe elaborate? When you talk to MSPs who are doing identity security really well, what’s one thing that’s common amongst them? What’s the common thread amongst those who are doing well in this space? Larissa Crandall: Great. I would say exactly how we started this conversation – that they have recognized that AI is here and here to stay, and the ones that have built in the forefront and done really well with enablement out to their customers around that human and non-human identity security space and explained it are crushing it. Those are the ones that we’re seeing seat count increase, seeing some of their large customers come on and do true – what I would say, we call it – wall to wall. Bring in customers that have done exactly what that mature MSP did and said, “If we’re going to go do this and preach it ourselves and sell it, we better make sure that we are doing it as a company.” We’re continually seeing that. The ones that really get that from the very beginning are the ones that are on the forefront and being proactive about it versus reactive. You have to be trusted advisors out there, especially to even the SMB community. Robert Dutt: Finally, without naming any names if you don’t want to, what’s the worst password hygiene you have personally witnessed? Larissa Crandall: I would say sticky notes. I would say everything that your grandparents have done, your parents have done. I think it’s one of those where we’re all guilty of – where do we put that password? Did you share it with someone? That’s the worst thing that you can do. Of course, I work here, I’m going to say it, but being a 1Password customer even before – and that’s the fun about being here. I could be in an airport, I’d have a 1Password sweatshirt on walking through and we’re this beloved brand out there because they started with us on that B2C journey and have moved and brought us through into their businesses today. It’s a great place to be. Robert Dutt: Quite the evolution, and thanks for walking us through it, and good luck with the program rollout. Thank you so much for taking the time. Larissa Crandall: Thank you so much, Robert. I appreciate it. [MUSIC] Robert Dutt: My thanks to Larissa Crandall from 1Password for that conversation. A couple of things I want you to take away from it. First, that stat: non-human identities now outnumber human identities 82 to 1. If that number doesn’t make you rethink the scope of the identity conversation you’re having with customers, I’m not sure what will. Second, the MSP who made 1Password mandatory across their entire customer base – not as an add-on, not as an option, but as a baseline requirement for doing business. That’s the kind of conviction that turns a product into a practice. Whether 1Password is the right fit for your stack or not, the broader point stands: identity security is no longer a nice to have, and the MSPs who treat it that way are the ones building real recurring revenue around it. Thanks for listening today. If you haven’t already, please do consider subscribing to or following the podcast in your podcast app of choice. We’re up on Apple Podcasts, Spotify, YouTube Music, iHeartRadio, and more. And if you’re old school and you like your RSS feed to be, well, an RSS feed, we got you covered too. Until next time, I’m Robert Dutt for ChannelBuzz.ca, and I’ll see you in the channel.

In this episode Bob and Randy ‘welcome Mike Kennedy, Founder and Chief Security Officer at Ostra Security, and Mel Kolinski, Sales and Channel Chief at Ostra. They dive into an open discussion about cybersecurity, highlighting the issues with transparency and honesty in the industry. Mike shares his experiences of starting Ostra and his motivations behind it, emphasizing the need for honest relationships and better security practices. The conversation also touches on the impact of AI on security, the problems of selling fear, uncertainty, and doubt (FUD), and the importance of a community-driven approach to improve cybersecurity standards. The episode wraps up with insights into the Truth in Cyber initiative, advocating for more ethical practices in cybersecurity.

Discover how industry veteran Larry Meador, Cavelo's new Channel Chief, is transforming the MSP channel. Cavelo empowers Managed Service Providers with a unified Attack Surface Management and Data Security Posture Management platform—offering automated data discovery, classification, vulnerability management, and compliance-ready solutions. Built for MSPs and MSSPs, Cavelo helps partners reduce cyber risk, streamline operations, and deliver scalable, data-first security services that boost profitability and client trust.   Full Video Podcast Link: https://youtu.be/D6xFmrlUXDY --------------------------------------------------- Connect with us! --------------------------------------------------- MSP Unplugged https://mspunplugged.com/ Paco Lebron from ProdigyTeks:Powered by MSP Owners Group Email: paco@mspunplugged.com Rick Smith from Renactus Technology  Email: rick@mspnplugged.com Justin Gilliam from Bacheler Technologies https://www.linkedin.com/in/justin-gilliam-96288a56

In this UC Today interview, Christopher Kerry sits down with Steve Forham, Marketing & Channel Chief at Cypio, to unpack the latest in Unified Communications — from Microsoft Teams, Zoom, and Cisco Webex, to AI-driven innovation transforming the hybrid workplace.

What's the future of Unified Communications? Join us for a deep dive with Michelle Paitich, Channel Chief at 8x8, as she shares her expert insights on the evolving UC landscape.Susie Harrison, Head of Content, uncovers the key trends and technologies shaping the industry, including:- The growing importance of AI and AI orchestration- The continued demand for simplicity and integrated platforms- The rise of Omni-channel experiences- The critical role of trust, security, and compliance- The evolution of partner and operating modelsDiscover how 8x8 is innovating to meet these challenges and empower businesses to deliver exceptional customer experiences.

Ryan Walsh, Channel Chief and Chief Strategy Officer at Pax 8, discusses the Agentic AI-driven transformation of MSPs to Managed Information Providers (MIPs).

We had the privilege of sitting down with Marek Wasilewski, the dynamic Vice President of Sales for Americas and Latin America, to uncover the secrets behind his remarkable journey from aspiring fashion designer to sales powerhouse. Marek's story is a captivating narrative of ambition, resilience, and mentorship, painting a picture of how early experiences in selling timeshares and novelty memberships shaped his career. He shares invaluable lessons on how tough sales environments can be transformative, providing the backbone needed to succeed. Marek's tale is not just about climbing the career ladder but about sculpting one's character in the process and turning challenges into stepping stones.  We also explore the TEAM framework, a game-changing strategy Marek developed to revitalize underperforming business units, showcasing the power of communication as a cornerstone of success. The conversation takes a futuristic turn as we dissect the impact of AI on sales, with frameworks like BANT, CHAMP, and MEDDIC offering foundational guidance in this evolving landscape. Marek offers insights into the philosophical dimensions of AI advancements, pondering their broader implications on the sales field. With AI's rapid evolution, epitomized by tools like ChatGPT-5, Marek's forward-thinking perspective challenges us to envision a transformed future where adaptability and team alignment become the keys to thriving in sales.  Marek Wasilewski is a globally accomplished Revenue Leader with over two decades of experience leading high-performance teams and scaling multi-million-dollar growth across enterprise, SaaS, cloud, and service provider markets. From driving 28% growth in a major LATAM region to taking enterprise revenue from $0 to $5M in just 12 months, Marek has consistently delivered transformative results at scale.  Currently based in Austin, Texas, Marek brings a powerful mix of boardroom credibility and field-tested resilience. He's the creator of the T.E.A.M. Leadership Framework—Talk, Evaluate, Action, Mentor—designed to inspire performance and build trust across global teams. His leadership ethos? “Business is like cycling—every climb builds strength, and success comes from preparation, endurance, and shared effort.”  Named to CRN's Channel Chief list and a multi-time President's Club and Chairman's Inner Circle winner, Marek has held executive roles with some of the largest companies, leading teams across the Americas, EMEA, and APAC. His expertise spans GTM strategy, recurring revenue models, AI-driven sales transformation, and customer-centric execution.  When he's not leading global sales strategy, you'll find him on two wheels—contributing to Dallas-based cycling charity events and recharging through endurance sports that mirror his leadership style: focused, resilient, and purpose-driven.    Quotes: Nobody grows up saying I want to be a salesman. I left school wanting to be a fashion designer, but sales found me, and it turned out to be my true passion." "Selling timeshares and novelty memberships taught me resilience. It's about understanding that you're one call away from success and learning to deal with rejection." "Effective communication is the cornerstone of success. Over-communicating both internally and externally can transform underperforming business units." "The TEAM framework is built on four principles: Talk, Evaluate, Act, and Mentor. It's about creating a consistent and disciplined approach to revitalizing teams."   Links: Marek's LinkedIn - https://www.linkedin.com/in/mwasil/ Extreme Networks - https://www.extremenetworks.com Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/ 

Overview: In this episode of the SMB Community Podcast, our host James Kernan, along with guests Christina Klein from Land Sweeper and Martin from B2B Cyber Secure, discuss the importance of data, automation, and innovative tools in transforming the Managed Service Provider (MSP) landscape. Christina and Martin share their experiences and successes using Lansweeper to drive IT asset discovery, risk assessment, and cybersecurity compliance. They also explore how MSPs can leverage Lansweeper data to enhance service offerings and build trust with clients. The episode highlights future developments in AI and automation for Lansweeper and provides listeners with actionable steps to integrate these tools into their operations. --- Chapter Markers: 00:00 Introduction to the SMB Community Podcast 00:26 Meet the Guests: Christina Klein and Martin Dubreuil 01:21 Martin's Success with Lansweeper 03:12 Christina on Leveraging Lansweeper data  09:18 The Role of Cybersecurity in MSP Operations 13:53 Automation and Integration with Lansweeper 23:40 Future of Lansweeper and AI Integration 28:48 Conclusion and Signoff --- About Christina Klein:   Christina Klein has worked in the tech industry for 27 years. Her current role is the VP of Global Managed Service Providers.  Her career has spanned from global giants like Microsoft & AWS to scale-ups like Movere and Lansweeper.  Passionate about building & communicating the value of technology solutions through partnerships, Ms. Klein is an award-winning public speaker, 2023 Channel Chief and 2023 Role Model of the Year finalist.  About Martin Dubreuil:   With over 20 years of experience in IT management and cybersecurity, Martin Dubreuil specializes in IT asset discovery, risk assessment, and managed security services. As Associate & Director of Advisory Services at B2B Cyber Secure, a strategic partner of Lansweeper, he helps organizations secure their IT environments, optimize asset management, and strengthen compliance.  For the past 12 years, Martin has leveraged Lansweeper to provide comprehensive network visibility, vulnerability detection, and cybersecurity insights. His expertise enables businesses to identify risks, reduce attack surfaces, and implement proactive IT security strategies through managed services and automation.  "Using Lansweeper, we uncover network vulnerabilities by identifying unmanaged assets, providing insights for improving both IT and OT environments."  --- New Book Release: I'm proud to announce the release of my new book, The Anthology of Cybersecurity Experts! This collection brings together 15 of the nation's top minds in cybersecurity, sharing real-world solutions to combat today's most pressing threats. Whether you're an MSP, IT leader, or simply passionate about protecting your data, this book is packed with expert advice to help you stay secure and ahead of the curve. Available now on Amazon! https://a.co/d/f2NKASI --- Sponsor Memo: Since 2006, Kernan Consulting has been through over 30 transactions in mergers & acquisitions - and just this past year, we have been involved in six (6). If you are interested in either buying, selling, or valuation information, please reach out. There is alot of activity and you can be a part of it. For more information, reach out at kernanconsulting.com

Live from Channel Partners, Jackie Steinberg, DartPoints' Channel Chief, discusses DartPoints' expanding channel presence, the impact of AI on data center demand, and new opportunities for partners in an evolving digital ecosystem. Don't miss out on this exclusive interview uncovering DartPoints' strategic advancements.

What's the future of Unified Communications? Join us for a deep dive with Michelle Paitich, Channel Chief at 8x8, as she shares her expert insights on the evolving UC landscape.Susie Harrison, Head of Content, uncovers the key trends and technologies shaping the industry, including:The growing importance of AI and AI orchestrationThe continued demand for simplicity and integrated platformsThe rise of Omni-channel experiencesThe critical role of trust, security, and complianceThe evolution of partner and operating modelsDiscover how 8x8 is innovating to meet these challenges and empower businesses to deliver exceptional customer experiences.

We speak with Craig Patterson, Senior Vice President of Global Channels at Aryaka Networks, where he leads the company's channel strategy worldwide, enabling alignment across partner sales and marketing teams and programs in North America, Europe, Africa and the Middle East (EMEA) and Asia-Pacific (APAC). Patterson joined Aryaka Networks as Channel Chief and Vice President of Sales - Americas in September 2021 where he led go-to-market strategies within the agent, reseller and distribution channels in North America, including the launch of the Aryaka Accelerate Global Partner Program. Prior to Aryaka, Patterson was the West Division Vice President for Lumen's indirect channel. In this role, he led all sales and revenue strategy for a $1 billion organization within the Lumen Channel Partner Program and managed more than 100 sales professionals. Before joining Lumen, Patterson was a founding member of the Level 3 Channel Partner Program, where he grew revenue from $0 to $500 million over 15 yearsAryaka has an increasing focus on channels in the APAC region with a commitment and investment in the region in terms of expanding the Aryaka team and partner recruitment. Aryaka have recently hired two senior additions to the team in Hong Kong and Singapore, to gain increased traction in the regional with partners and customers. Aryaka as an organization are doubling down on the SASE market with their partners in APACRecorded by MySecurity Media as media partners to the Canalys APAC Forum, Bali, 2-4 December 2024. #pax8 #mysecuritytv #canalys

In this must-watch episode of Partnerships Unraveled, Alex Whitford is joined by Heather K. Margolis, a recognized powerhouse in the world of channel and partner strategy, for a conversation packed with insights, bold predictions, and actionable advice.Heather's story is nothing short of inspiring. From founding Channel Maven in 2009 to building and selling two companies to 360 Insights, she's now embarking on the reinvention of Channel Maven to tackle the challenges of a rapidly changing industry. Heather reveals how shifting market dynamics and boardroom decisions are reshaping the roles of channel chiefs and partnerships leaders—and how businesses can adapt to stay ahead.This episode is a goldmine for anyone in channel marketing, partner enablement, or revenue leadership. Key topics include:Why partnerships are becoming more strategic while traditional channels face declining influence.The hidden cost of eliminating the channel chief role—and why companies are bringing it back.Heather's cutting-edge 12-course curriculum, designed to arm CMOs and CROs with the tools they need to succeed in a channel-first world.Practical strategies for co-selling, building partner ecosystems, and creating long-term value through partner lifetime strategies.Why the concept of “campaigns in a box” needs a total rethink—and how to truly empower partners with modern marketing approaches.Heather also shares thought-provoking insights on how VCs and tech companies are rethinking their channel strategies, especially in global markets like Europe, where customer behavior demands a partner-first approach.Connect with Heather : https://www.linkedin.com/in/heatherkmargolis_________________________Learn more about Channext

$1,000 to $2,000 a day. That is the type of revenue MSPs are achieving with RYTHMz and RYTHMz enables MSPs to enter the event space. Leonard Joseph DiMiceli, Channel Chief, RYTHMz, spells it out RYTHMz Wi-Fi leverages cutting-edge networking hardware and software-defined networking (hashtag#SDN) principles to deliver fast, secure internet connections. SDN allows for the dynamic, programmable management of network resources, enabling intelligent routing and optimized traffic flows. Multi-Access Edge Computing (MEC) allows latency-sensitive applications to be executed closer to users, improving performance and user experience. Dynamic Spectrum Sharing (DSS) enables seamless transitions between wireless networks, enhancing network capacity. These key software elements come together in RYTHMz Wi-Fi hardware, which features portable, compact, and ruggedized options, all with advanced antenna systems to extend optimized coverage. Our industry-leading hardware and software ensure high-speed, consistent, responsive connectivity in any environment.

Randy Schirman, Channel Chief of Vectra AI, shares how you can expand your addressable market, drive incremental revenue, and increase your market valuation by adding a true usage based Monthly Recurring Revenue (MRR) business model.

This is episode 705. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Marc Monday, Vice President, Global Partnerships & Alliances at Deltek. Find Marc on LinkedIn. MARC'S TIP:  "Embrace marketing. Don't fall into the trap of thinking that marketing is a separate discipline from what you do. Marketing is selling. Increasingly, the data shows 68% to 75%, even 80% of all customer buying decisions are done digitally online before you ever see them in your CRM. As a sales professional, it is incumbent on you to become an expert at marketing and understanding what that is. That bridge between sales and marketing is probably the single most important thing that will set you apart."

In this weeks' Scale Your Sales Podcast episode, my guest is Sergio Bea. Sergio draws on nearly three decades of telecom and IT industry experience, leading different sales organization in Fortune 500 global corporations as well as smaller niche vendors. Sergio has led indirect sales teams (Channel Chief award for 8 years in a row) and direct sales organizations with expertise in different market segments and regions. Born and raised in Argentina, he moved to the US 20 years ago with his wife Vanessa and his triplets' girls (now 22 years old). Both Sergio and Vanessa had extensive executive careers in global companies. In today's episode of Scale Your Sales podcast, Sergio shares a case study on transitioning from a direct sales model to a 70% partner-led approach over seven years, discussing the motivations and challenges involved. He explores strategies like decentralizing approvals, simplifying processes, and building strong vendor-partner relationships. Sergio also highlights the importance of soft skills such as integrity and empathy in sales leadership, and shares insights from his personal journey, including his move to the U.S. with his family. Welcome to Scale Your Sales Podcast, Sergio Bea.   Timestamps: 00:00 Partner collaboration solved issues, boosted business significantly. 05:59 Technology consumption has evolved to cloud marketplaces. 10:05 Empathy, financial impact, integrity, collaboration, responsiveness, understanding. 13:48 Soft skills crucial in Cisco's hiring process. 17:48 Buyers prefer salespeople only at final stage. 19:31 Prospective customers seek value and business understanding. 23:18 Reduce approvals to improve customer experience. 28:28 Tailored microsites improve customer identification and personalization. 32:01 Left Argentina, thrived, became executive, my hero.   https://www.linkedin.com/in/sergiobea/ https://twitter.com/SergioBea4   Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales. Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog: https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSales   And more! Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

Host James Kernan sits down with Kevin Lancaster and Matt Solomon of Channel Program, a platform designed to unify the IT Channel industry. Kevin Lancaster and Matt Solomon are the co-founders of Channel Program, a platform designed to unify the IT Channel industry. Kevin Lancaster has a strong background in the channel technology space. He previously served as the CEO of ID Agent, a cybersecurity company, which he grew significantly before its acquisition by Kaseya. Matt Solomon also has extensive experience in the industry. He worked alongside Kevin at ID Agent and later became the Channel Chief at Kaseya. Matt has spoken at over 150 industry events across six countries. Together, they launched Channel Program to create a collaborative, video-enabled platform for IT Service Providers and Vendors. Do you have any specific questions about their work or the Channel Program? Check them out: Channel Program | Home --- Our upcoming events and more: MASTERMIND LIVE – Denver, CO – Sept 26-27th http://bit.ly/kernanmastermind  Use “EARLYBIRD” as the coupon code to save $200!! SMBTechfest Q4 - Irvine, CA - October 17-18 www.smbtechfest.com Check out Amy's weekly newsletter!  Sign up now: https://mailchi.mp/thirdtier/small-business-tech-news Kernan Consulting “Weekly Tips”!  Sign up now: https://kernanconsulting.com/  Our Social Links: https://www.linkedin.com/in/james-kernan-varcoach/ https://www.facebook.com/james.kernan  

Have you ever heard of a fractional channel chief? This is a concept that's shaking up the industry, and we had the privilege of delving into it with Kameron Olsen, a leading expert with over 15 years of experience.So, what exactly is a fractional channel chief? Unlike a full-time in-house channel leader, a fractional channel chief offers their seasoned expertise to multiple companies, but only for a fraction of their time. This approach allows businesses to benefit from top-tier channel knowledge and experience without the full-time investment. It's a perfect solution for companies looking to dip their toes into the channel waters or needing to revamp their existing channel strategies.(See here for the video version of this episode https://youtu.be/ALnjOa-ABgw?si=X4XIg-YbzFpkC2wt)(01:02) Guest intro: Kameron Olsen(01:47) Highlights in your career in the channel thus far(04:29) How hiring a fractional channel chief differs from in-house + shortage of the role(06:01) Typical responsibilities and scope of work for a fractional channel chief(08:06) Most enjoyable part about the role of a fractional channel chief(09:15) Potential conflicts of interest or competing priorities channel chiefs may have to navigate when working with multiple clients(09:52) When is it more advantageous for a company to hire fractional channel chief vs. in-house employee?(11:58) Being thrown into a channel role for the first time & how to figure it out(14:04) The disillusion of hiring an inexperienced channel manager that you don't provide training to(14:54) Advice for companies that want to hire a fractional channel chief for the first time + steps to take(17:08) Steps for suppliers to ensure successful partnerships(18:10) Partner management tech stack recommendations to vendors(20:03) Customized recommendations partner management tech stack for each vendor(22:50) How to keep track of the partner experience aspect & increase likelihood of partner engagement & what mature partner programs might do(25:53) Do fractional channel chiefs have deeper insights than in-house channel chiefs?(27:20) Tips for organizations to nurture successful partnerships(28:56) How the role of a fractional channel chief may evolve (will there be a shortage?)This production is brought to you by Magentrix ✨

Fox News Channel Chief Religion Correspondent Lauren Green joins us on THE GOOD WORD PODCAST! We discuss her new book LIGHT FOR TODAY and we go DEEP!!! In LIGHT FOR TODAY, Lauren offers observations as a journalist, reflections from bible stories and spiritual encouragement of God's hope and strength to us.  Her new book is Light for Today (BroadStreet), is a companion to her previous book Lighthouse Faith: God as a Living Reality in a World Immersed in Fog. We also explore the question WHAT DO YOU WORSHIP? If it's not God, what is it because we all worship SOMETHING!

Shahin chats with Jenna Pipchuk, Chief Sales Officer at 3P Learning, about the Unified Commercial Engine (UCE) and how it can completely transform sales and marketing alignment. Jenna's commitment to excellence and innovation is turning heads for good reason. With a reputation for transparent leadership and building great teams, she is an influential force within the tech industry.  Former CSO of SMART Technologies, her insights and management transformed the SMART organisation to one driven by customer-centric, data-driven decision-making. Her relationship-driven approach to her role, and emphasis on building better ways of working, earned her the well-deserved title of 2022 Channel Chief by CRN and a feature in the Harvard Business Review. The episode covers: What is the Unified Commercial Engine?How the budgeting worksThe proof points of UCEThe mistakes made in approaching UCE Resources mentioned in this episode: Brené BrownRevenue Operations - Stephen Diorio & Chris K. HummelBrent's Breakdown - Brent Adamson You can access the extended show notes right here! _________________ Get your copy of the 2023 report here: https://abm.xgrowth.com.au/2023-report/ Join the Slack channel: https://growthcolony.org/slack Hosted & Produced by Shahin Hoda, Allysa Maywald & Alexander Hipwell, from xGrowth We would love to get your questions, ideas and feedback about Growth Colony, email podcast@xgrowth.com.au

Channel leader share his knowledge on how to leverage channel sales for suppliers, maximizing MDF and the power of after event plans.If you are in need of a channel plan, or question if your plan is working, Kameron can help. Learn more about The Channel Advisors- https://www.thechanneladvisors.com/ Learn more about Kameron- https://www.linkedin.com/in/kameronolsen/Support the show

In this episode of Tech Sales Insights, Randy welcomes Frank Rauch, Global Channel Chief at Cato Networks, to discuss the future of the channel. Frank shares insights on leadership, go-to-market strategies, and his extensive experience in the technology industry.The episode is sponsored by trender.ai, a sales intelligence company that helps accelerate ABM initiatives through targeted social media monitoring. The Trusted Tester Program by trender.ai is introduced, offering a white-glove onboarding experience for a year. The episode also highlights salescommunity.com, a platform with valuable sales content for professionals.Frank's personal interests, including golf and owning a rock and roll bar, are mentioned, along with his passion for Philadelphia sports and recent milestone of becoming a grandfather. Quotes from industry leaders commend Frank's integrity, leadership, and strong relationships within the channel community.INSIGHTS OF THE DAYThe Importance of Personal Relationships and Support in Channel Success - Frank Rauch: “I think it's a lot more than building your LinkedIn. It really is. I mean, that's part of it, but, you know, I think when I look at Joe and when I look at Dave, I can literally cite the day, the year, the month, where those relationships were strengthened and oftentimes they're strengthened in bad times. Rather than in good times, oftentimes the sky's falling and basically if you're there and you're willing to stand with the partner, absolutely. That helps.”Find out more about Frank Rauch in the link below:LinkedIn: https://www.linkedin.com/in/frankrauch/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/

“Nearly nobody will answer a call from an “unknown caller”,” says Michael Coleman SVP, Enterprise Sales and Channel Chief, First Orion. Abusive use of cell phones by bad actors has drastically reduced the effectiveness of making outbound calls to customer cell phones. Large organizations with multiple outbound numbers, get stuck with “called unknown”, undermining large investments in contact centers, and much smaller but just as critical outbound calls from repair, delivery, and other typical outreach calls. In this podcast, Coleman discusses branded communication, including their Inform, Engage and other services, plus the technologies that enable them. The results enable a company to clearly identify itself to cell phone users, avoiding the cost and consequences of missed calls. Visit www.firstorion.com

Episode 165 - SysPro Channel Chief and Pax8 Goes Boom

We're seeing double this week on the Partner Channel Podcast. Host Tori Barlow is joined by both Mike Coleman, SVP of Enterprise Sales and Channel Chief at First Orion, and Mike Otting, SVP of Platform and Wholesale at First Orion. The trio talk all about what branded content is, and the kinds of challenges the First Orion partner team faced. Listen in and learn more!

Shahin chats with Jenna Pipchuk, Chief Sales Officer at 3P Learning, about the Unified Commercial Engine (UCE) and how it can completely transform sales and marketing alignment. Jenna's commitment to excellence and innovation is turning heads for good reason. With a reputation for transparent leadership and building great teams, she is an influential force within the tech industry.  Former CSO of SMART Technologies, her insights and management transformed the SMART organisation to one driven by customer-centric, data-driven decision-making. Her relationship-driven approach to her role, and emphasis on building better ways of working, earned her the well-deserved title of 2022 Channel Chief by CRN and a feature in the Harvard Business Review. The episode covers: What is the Unified Commercial Engine?How the budgeting worksThe proof points of UCEThe mistakes made in approaching UCE Resources mentioned in this episode: Brené BrownRevenue Operations - Stephen Diorio & Chris K. HummelBrent's Breakdown - Brent Adamson You can access the extended show notes right here! _________________ For your copy of the State of ABM in APAC Report (2022): https://xgrowth.com.au/abm-report/ Miss out on our latest webinar? Listen here: https://xgrowth.com.au/blogs/programmatic-abm/ Join the Slack channel: https://growthcolony.org/slack Hosted & Produced by Shahin Hoda, Allysa Maywald & Alexander Hipwell, from xGrowth We would love to get your questions, ideas and feedback about Growth Colony, email podcast@xgrowth.com.au

Sandy Carter is Senior Vice President and Channel Chief at Unstoppable Domains. The company, which recently raised $65M Series A led by Pantera Capital at a $1B valuation, creates NFT domains that give people control of their data. Each Unstoppable domain is a cryptocurrency address which serves as the user's login to the decentralized web, and in a sense can act as a user's universal username. Sandy and her team are responsible for driving new partnerships and integrations. Previously Sandy was Vice President for Strategic Partnerships and Channel Chief at Amazon Web Services, and prior to that was the General Manager of Ecosystems and Startups at IBM. We cover in detail digital identity and its importance according to Sandy, how Unstoppable Domains educates and informs people on how they can establish a next generation online identity, Sandy's journey from IBM to Amazon Web Services to Unstoppable Domains and why it is so important that we have en ever growing diversity in the teams that are building the future of the Internet. https://www.intometamedia.com/

In this #FinancialFox episode, Steffy speaks with Sandy Carter, Senior Vice President and Channel Chief at Unstoppable Domains - the number one provider of NFT domains, a type of domain name that uses blockchain technology to handle registration and many other features. In this episode, Steffy and Sandy, both attending the DCentral Miami, the largest Web3 conference in Miami during Art Basel Week, explain to you why you should care about your identity in Web3. They discuss the utility of managing your verifiable credentials while interacting with different platforms, reputation management, the importance of ownership for users and artists, interoperability and the various things you know know. Tune in now!!!

In this episode, I join Maciej Danielski, host of the Channel Voices podcast, to discuss my role as Global Channel Chief at BeyondTrust. I share my channel journey, the responsibilities of a channel chief, and some practical advice for those who aspire to sit in the top channel seat.

Travie chats with Sandy Carter, Senior Vice President and Channel Chief at Unstoppable Domains, a Web3 domain name provider and identity platform. She founded Unstoppable Women of Web3 (WoW3), a membership organization focused on training the next generation of women leaders in Web3. She is responsible for driving new partnerships and integrations for Web 3.0, Blockchain, and NFTs. Prior to Unstoppable Domains, Sandy was Vice President for Partners at AWS, where she drove partnerships in cloud, machine learning, IoT and blockchain, growing the ecosystem over 45 percent. Sandy was previously a founder and CEO of a startup in Silicon Valley. Prior to that, she was a General Manager Ecosystems and Startups at IBM, where she ran the AI/ML Ecosystem on behalf of IBM. Sandy is the Chairman of the Board of Girls in Tech, an adjunct professor at Carnegie Mellon University Silicon Valley, and the author of Extreme Innovation. She holds a BS in Computer Science from Duke University and an M.B.A. in Managing Technology & Marketing from Harvard Business School. https://twitter.com/sandy_carter http://socialbusinesssandy.com/ Get your OWN UNSTOPPABLE DOMAIN here: https://unstoppabledomains.com/?ref=travie Unstoppable Domains has 3 million domains minted More than 650 integrations including Trust Wallet, Brave Browser, MoonPay, and Rainbow Wallet Nearly 300 coins supported Unstoppable last valued at $1 billion in $65 million Series A led by Pantera Capital Unstoppable has transacted >$80 million in sales Follow Travie: https://twitter.com/MrTravisTho Travie's Links: https://linktr.ee/travie.eth The Journey NFT: www.ogjourney.com Join the Disco Studios Discord: discord.gg/syR833GFxg and follow DS at https://discostudios.art/ Partners: The Journey Attire - https://deg3n.com/collections/the-journey Fanzo and NFT365 Podcast: https://nft365podcast.com/ https://linktr.ee/isocialfanz Zealous: https://twitter.com/zealous_app Mint your DiamondDawgsNFT here https://www.diamonddawgsnft.com/ Theme FIRED UP by IAMNAX: https://www.iamnax.xyz/

I've had the pleasure to speak with a fellow podcaster and the SVP, Global Channel & Alliances at BeyondTrust Rob Spee, on the role of a Channel Chief. Previously he has held channel leadership positions with companies like Carbonite, SAS and Outsystems as well as running his own Channel Consultancy business. Rob shares his channel journey and how he got to this point in his career. He takes us through some of the responsibilities of a channel chief, we learn about his typical day in the role and what are the areas of his focus. He also shares with us some very practical pieces of advice for those who aspire to become a channel chief one day. Rob Spee is an accomplished podcast host with his own Channel Journeys podcast which has more than 100 episodesExternal Links:Rob's LinkedIn ProfileChannel Journeys PodcastChannel Journeys episode with Rich Blakeman on the Hybrid Sales ChannelSupport the showThank you for tuning in to Channel Voices! If you appreciate this resource please consider supporting us. Thank you!To stay up to date follow us on LinkedIn and Twitter.You can of course contact us on our social channels or by visiting our website: www.ChannelVoices.comSubscribe to Channel Voices Scope, a monthly LinkedIn newsletter where we provide you with additional information accompanying the podcast. We hope you find this newsletter informative and useful for your career and organisation.We would also like to invite you to join our growing Channel Ecosystems Community on Twitter, a community of channel professionals exchanging ideas, sharing insights and learning from each other. Let's grow together!Until next time

The Unfair Fight welcomes Matt Solomon, Chief Business Development Officer, Co-Founder of the Channel Program. A leading authority on sales and business development, Matt talks with Jon about his professional journey from the world of start-up, his position as Channel Chief for a multi-billion dollar organization, and now a business owner.  Matt gives expert advice on how vendors and MSPs can better support each other, how MSPs can better serve their customers, and where he sees the short- and long-term future going for MSPs.

Discover the framework to achieve gender equity Allies are essential for creating change and achieving gender equity. Gavriella Schuster is working to teach more people how they can become inclusive allies. During her more than 25 years at Microsoft, most recently as Channel Chief, Gavriella was a change agent for gender equity at the company and beyond to the channel ecosystem. She left in 2021 to focus on helping others become allies within their own ecosystems. Her e-book “BeCOME ALLIES” shares framework for great allyship and gives practical ways for people to get started. In this Beyond the Blue Badge episode, Gavriella sits down with host Ali Spain to discuss her experience as woman leading at Microsoft, how being the “only” in the room propelled her into this work, six actions you can take to become a supportive ally and why it's crucial for change.

In this episode, we spoke with Sandy Carter Senior Vice President and Channel Chief at Unstoppable Domains, a blockchain domain name provider and gateway to the decentralized web. We discuss the importance of an online identity in Web3, what some of the issues with centralized digital identity are today, and what role NFTs play in overcoming this. Last year Blockchain.com partnered with Unstoppable Domains to support their top level domain endings in the Blockchain.com Wallet, including .crypto, .nft, .wallet, .bitcoin. You can now buy a personalized .blockchain domain on the Unstoppable Domains website BUT if you're a Blockchain.com Wallet customer we're giving you the chance to claim your very own .blockchain domain for free! https://www.blockchain.com/waitlist/blockchain-domain Sign up for a Wallet https://bit.ly/3dpcCQw Sign up to the Exchange https://bit.ly/3QzCKGP

Join Nancy Ridge Founder of Ridge Innovative and Skyler Stewart, leader of AI+IoT of Epic iO, for a captivating conversation around Cultivating an Innovative Mindset. Nancy is honored to introduce Skyler Stewart. Skyler has been successful for the last 19+ years in building national and global channel partner sales organizations in the wireline, wireless, Voice, Data, and Cloud industries. He has served in various channel sales and executive leadership roles for successful start-ups that included such notable telecom companies as Stewart Electric & Communications, Mountain Telecommunications Inc. now Eschelon Telecom and Integra Telecom. Prior to that, he served as Channel Chief at Telesphere overseeing all Indirect Channel Sales nationally, and was instrumental in the expansion of the Indirect Channel, which was then acquired by Vonage Business in 2015. Currently, he serves as the head of AI+IoT for Epic iO leading a team of experts making a safer, smarter, & more connected world for smart cities across the country. In addition to being the recipient of numerous performance and President's Club Awards during his career, Skyler specializes in customizing solutions for large enterprise customers seeking a superior solution, ranging from Security, AI, IoT, UCaaS, CCaaS, CPaaS, SDWan, and various other SaaS services. While away from the office, Skyler enjoys spending time with his wife and two boys while seeking ways to fulfill his need for speed. Prior to his professional telecom career, Skyler raced motocross professional around the globe. Index: 00:52 – Introduction of Skyler Stewart and his Background 03:25 – Cultivating an Innovative Mindset; Definition of IoT 06:00 – Solving Business Problems; Core Pillars 07:58 – How can we put the concept of billions of connections and the metadata into our lives? 09:57 – Seeing applications everywhere; projected rate of adoption 13:27 – Countering resistance; Profitability 15:15 – The mindset and seeing the applications everywhere 18:49 – Solving for customer experience and reducing costs 21:15 – AI notifications immediately 23:19 – Customer and Employee Experience; Culture of Caring 25:28 – What innovation would you most like to see gain adoption? Helpful Links – Epic iO – https://epicio.com/ If you enjoyed this podcast, be sure to subscribe to us on Soundcloud for more episodes and write us a review! Share this episode with anyone interested in unconventional ideas. Do you have questions, comments, insight on the topics discussed today? Send an email to support@ridgeinnovative.com with Subject: “Culture of Innovation S1 E14”! Follow Us On: iTunes: https://podcasts.apple.com/us/podcast/culture-of-innovation/id1537650821 Website: https://ridgeinnovative.com Twitter: https://twitter.com/nancy_ridge LinkedIn: https://www.linkedin.com/in/nancy-ridge-085988a YouTube: https://www.youtube.com/channel/UCjEMawW6iUoDcQDjvtKTBzA Soundcloud: https://soundcloud.com/culture-of-innovation Release Date: 24 May 2022

One Outlook, Microsoft's VPN, Windows 11 Broad Deployment One Outlook Microsoft starts rolling out new 'One Outlook' Windows email client to testers Quick Hands-On: Outlook (Pre-Release) Microsoft 365 Microsoft Teams Lands on the Windows 10/11 Microsoft Store Microsoft Announces Secure Network for Edge Windows 11  Windows 11 known issues and notifications | Microsoft Docs Microsoft Corporate  Microsoft to Adjust Employee Compensation Microsoft Channel Chief Rodney Clark departs  Microsoft goes public with planned changes to undo restrictive cloud licensing policies in Europe Xbox  Microsoft Imagines System Giving Disc-less Consoles Access to Physical Games  Jurassic World Evolution 2, More Coming to Xbox Game Pass in May  Bethesda's Starfield and Redfall Have Been Delayed to 2023  Sony Reveals Games Included With its New PlayStation Plus Plans Tips and Picks Tip of the week: Go back in time with Google Maps App pick of the week: Alternative browsers, again Vivaldi & Brave  Enterprise pick of the week: Microsoft's eval center is broken. Here's a workaround  Codename picks of the week: Delridge and Quinault  Beer pick of the week: Talea Haba Haba Splash Hosts: Leo Laporte, Mary Jo Foley, and Paul Thurrott Download or subscribe to this show at https://twit.tv/shows/windows-weekly Get episodes ad-free with Club TWiT at https://twit.tv/clubtwit Check out Paul's blog at thurrott.com Check out Mary Jo's blog at AllAboutMicrosoft.com The Windows Weekly theme music is courtesy of Carl Franklin. Sponsors: kolide.com/ww go.acronis.com/ww drinktrade.com/windows

One Outlook, Microsoft's VPN, Windows 11 Broad Deployment One Outlook Microsoft starts rolling out new 'One Outlook' Windows email client to testers Quick Hands-On: Outlook (Pre-Release) Microsoft 365 Microsoft Teams Lands on the Windows 10/11 Microsoft Store Microsoft Announces Secure Network for Edge Windows 11  Windows 11 known issues and notifications | Microsoft Docs Microsoft Corporate  Microsoft to Adjust Employee Compensation Microsoft Channel Chief Rodney Clark departs  Microsoft goes public with planned changes to undo restrictive cloud licensing policies in Europe Xbox  Microsoft Imagines System Giving Disc-less Consoles Access to Physical Games  Jurassic World Evolution 2, More Coming to Xbox Game Pass in May  Bethesda's Starfield and Redfall Have Been Delayed to 2023  Sony Reveals Games Included With its New PlayStation Plus Plans Tips and Picks Tip of the week: Go back in time with Google Maps App pick of the week: Alternative browsers, again Vivaldi & Brave  Enterprise pick of the week: Microsoft's eval center is broken. Here's a workaround  Codename picks of the week: Delridge and Quinault  Beer pick of the week: Talea Haba Haba Splash Hosts: Leo Laporte, Mary Jo Foley, and Paul Thurrott Download or subscribe to this show at https://twit.tv/shows/windows-weekly Get episodes ad-free with Club TWiT at https://twit.tv/clubtwit Check out Paul's blog at thurrott.com Check out Mary Jo's blog at AllAboutMicrosoft.com The Windows Weekly theme music is courtesy of Carl Franklin. Sponsors: kolide.com/ww go.acronis.com/ww drinktrade.com/windows

One Outlook, Microsoft's VPN, Windows 11 Broad Deployment One Outlook Microsoft starts rolling out new 'One Outlook' Windows email client to testers Quick Hands-On: Outlook (Pre-Release) Microsoft 365 Microsoft Teams Lands on the Windows 10/11 Microsoft Store Microsoft Announces Secure Network for Edge Windows 11  Windows 11 known issues and notifications | Microsoft Docs Microsoft Corporate  Microsoft to Adjust Employee Compensation Microsoft Channel Chief Rodney Clark departs  Microsoft goes public with planned changes to undo restrictive cloud licensing policies in Europe Xbox  Microsoft Imagines System Giving Disc-less Consoles Access to Physical Games  Jurassic World Evolution 2, More Coming to Xbox Game Pass in May  Bethesda's Starfield and Redfall Have Been Delayed to 2023  Sony Reveals Games Included With its New PlayStation Plus Plans Tips and Picks Tip of the week: Go back in time with Google Maps App pick of the week: Alternative browsers, again Vivaldi & Brave  Enterprise pick of the week: Microsoft's eval center is broken. Here's a workaround  Codename picks of the week: Delridge and Quinault  Beer pick of the week: Talea Haba Haba Splash Hosts: Leo Laporte, Mary Jo Foley, and Paul Thurrott Download or subscribe to this show at https://twit.tv/shows/windows-weekly Get episodes ad-free with Club TWiT at https://twit.tv/clubtwit Check out Paul's blog at thurrott.com Check out Mary Jo's blog at AllAboutMicrosoft.com The Windows Weekly theme music is courtesy of Carl Franklin. Sponsors: kolide.com/ww go.acronis.com/ww drinktrade.com/windows

One Outlook, Microsoft's VPN, Windows 11 Broad Deployment One Outlook Microsoft starts rolling out new 'One Outlook' Windows email client to testers Quick Hands-On: Outlook (Pre-Release) Microsoft 365 Microsoft Teams Lands on the Windows 10/11 Microsoft Store Microsoft Announces Secure Network for Edge Windows 11  Windows 11 known issues and notifications | Microsoft Docs Microsoft Corporate  Microsoft to Adjust Employee Compensation Microsoft Channel Chief Rodney Clark departs  Microsoft goes public with planned changes to undo restrictive cloud licensing policies in Europe Xbox  Microsoft Imagines System Giving Disc-less Consoles Access to Physical Games  Jurassic World Evolution 2, More Coming to Xbox Game Pass in May  Bethesda's Starfield and Redfall Have Been Delayed to 2023  Sony Reveals Games Included With its New PlayStation Plus Plans Tips and Picks Tip of the week: Go back in time with Google Maps App pick of the week: Alternative browsers, again Vivaldi & Brave  Enterprise pick of the week: Microsoft's eval center is broken. Here's a workaround  Codename picks of the week: Delridge and Quinault  Beer pick of the week: Talea Haba Haba Splash Hosts: Leo Laporte, Mary Jo Foley, and Paul Thurrott Download or subscribe to this show at https://twit.tv/shows/windows-weekly Get episodes ad-free with Club TWiT at https://twit.tv/clubtwit Check out Paul's blog at thurrott.com Check out Mary Jo's blog at AllAboutMicrosoft.com The Windows Weekly theme music is courtesy of Carl Franklin. Sponsors: kolide.com/ww go.acronis.com/ww drinktrade.com/windows

One Outlook, Microsoft's VPN, Windows 11 Broad Deployment One Outlook Microsoft starts rolling out new 'One Outlook' Windows email client to testers Quick Hands-On: Outlook (Pre-Release) Microsoft 365 Microsoft Teams Lands on the Windows 10/11 Microsoft Store Microsoft Announces Secure Network for Edge Windows 11  Windows 11 known issues and notifications | Microsoft Docs Microsoft Corporate  Microsoft to Adjust Employee Compensation Microsoft Channel Chief Rodney Clark departs  Microsoft goes public with planned changes to undo restrictive cloud licensing policies in Europe Xbox  Microsoft Imagines System Giving Disc-less Consoles Access to Physical Games  Jurassic World Evolution 2, More Coming to Xbox Game Pass in May  Bethesda's Starfield and Redfall Have Been Delayed to 2023  Sony Reveals Games Included With its New PlayStation Plus Plans Tips and Picks Tip of the week: Go back in time with Google Maps App pick of the week: Alternative browsers, again Vivaldi & Brave  Enterprise pick of the week: Microsoft's eval center is broken. Here's a workaround  Codename picks of the week: Delridge and Quinault  Beer pick of the week: Talea Haba Haba Splash Hosts: Leo Laporte, Mary Jo Foley, and Paul Thurrott Download or subscribe to this show at https://twit.tv/shows/windows-weekly Get episodes ad-free with Club TWiT at https://twit.tv/clubtwit Check out Paul's blog at thurrott.com Check out Mary Jo's blog at AllAboutMicrosoft.com The Windows Weekly theme music is courtesy of Carl Franklin. Sponsors: kolide.com/ww go.acronis.com/ww drinktrade.com/windows

This week's episode of Tech Sales Insights LIVE features guest Bill Swales, VP and Channel Chief at VMware. This episode is sponsored by The Alexander Group, our GTM & Sales Compensation Partners. The Alexander Group provides revenue growth consulting services to the world's leading sales organizations. When clients need to grow revenue, they look to The Alexander Group for data-driven insights, actionable recommendations and results. Send in a voice message: https://anchor.fm/salescommunity/message

This week on DisrupTV, we interviewed Kim Salem-Jackson, EVP and CMO, Akamai Technologies, Kate Prouty, SPV and CIO, Akamai Technologies, Sandy Carter, Senior Vice President and Channel Chief at Unstoppable Domains and Mark Sirower, Author of Synergy Solution and Deloitte U.S. Lead, M&A and Restructuring. DisrupTV is a weekly Web series with hosts R “Ray” Wang and Vala Afshar. The show airs live at 11:00 a.m. PT/ 2:00 p.m. ET every Friday. Brought to you by Constellation Executive Network: constellationr.com/CEN.

Frankie's guests are the producer and director of Elvis's '60 Comeback Special Steve Binder, novelist and author of Forbidden City Vanessa Hua, and senior vice president of global commercial operations for the Verizon Business Group: Wendy TaccettaSteve Binder (pronounced like Fender)BOOK: Elvis '68 ComebackThe Story Behind the Specialhttps://www.simonandschuster.com/books/Elvis-68-Comeback/Steve-Binder/9781645176732Steve Binder is an Emmy and ACE award-winning producer, director, writer, educator, and Golden Globe nominee. Steve has written, produced, and directed dozens of television specials, including multiple Diana Ross specials and Petula with British singer Petula Clark and Harry Belafonte. In 1968, Steve conceived, directed, and produced ELVIS, The ‘68 Comeback Special. TV Guide called this landmark event “the second greatest musical moment in television history next to the Beatles' debut on the Ed Sullivan Show.” https://www.imdb.com/name/nm0004596/Vanessa HuaBOOK: Forbidden Cityhttps://bookshop.org/books/forbidden-city-9780399178818/9780399178818Vanessa Hua is an award-winning, best-selling author and columnist for the San Francisco Chronicle. For over two decades, she has been researching and writing about Asia and the diaspora. Her books, which integrate many of the themes she covers, are critically acclaimed. Vanessa Hua's forthcoming book, Forbidden City, has already been hailed “magnificent” by Publisher's Weekly, and is getting rave reviews. http://www.vanessahua.com/Wendy Taccettaverizon.com/smallbusinessWendy is Senior Vice President for Nationwide Small Business and Channel Chief for Verizon Business. As such, she is responsible for driving results in several strategic areas of the business. Wendy's focus is on developing a customer-centric Partner Program at Verizon. Channel Partners has called their strategic focus "a historic revamping" of Verizon's channel program. Their ambition is to make it easier than ever before to partner with Verizon. https://www.verizon.com/about/our-company/who-we-are

Pandemic recovery is in full swing. Optimism for the future and financial security are on the rise, but small and midsize business owners are still seeking assistance. With small business week kicking off on Sunday, we are taking a deep dive into the state of small and midsize business. Here to discuss findings from a new study about small business confidence, the challenges they are facing, and how technology is at the core of solutions, is senior vice president for nationwide small business and channel chief for Verizon business, Wendy Taccetta. Wendy joins Mark Alyn on this episode of Late Night Health. As Senior Vice President for Nationwide Small Business and Channel Chief for Verizon Business, I am responsible for driving results in several strategic areas of the business. We are focused on creating the best end-to-end wireless experience for small business owners who trust their business to Verizon.I am also focused on developing a customer-centric Partner Program at Verizon. We understand that a great partner experience will always deliver a better customer experience. Channel Partners has called our strategic focus "a historic revamping" of Verizon's channel program. Our ambition is to make it easier than ever before to partner with Verizon.My team of 1,400+ employees is committed to accelerating small business growth, driving transformation across the Verizon Business ecosystem, and fostering a culture of collaboration every day. I have held a variety of roles during my 21-year tenure at Verizon, which has allowed me to build a diverse resume of experience in business and consumer sales, business transformation and sales operations. Most recently, I served as Senior Vice President, Global Commercial Operations at Verizon Business.I am a second generation V-teamer, whose father was a field technician for 35+ years. I live in New Jersey with my husband of 17 years. When I am not working, I am baking, spending time with my family, cheering for the Yankees (or Cowboys) or planning for our next travel adventure. I currently serve on the Executive Committee for the Northeast Boys and Girls Clubs of America. In 2020, I was named a Channel Chief of the Year by CRN.My personal ethos aligns with Verizon's commitment to the four stakeholders: customers, employees, shareholders and society. I am a passionate employee advocate, committed to leadership development, and a champion of women and other minorities in business. I believe diversity is not only the right thing to do but that it creates a stronger company and society.Quote I live by: “When you've worked hard, and done well, and walked through that doorway of opportunity, you do not slam it shut behind you. You reach back, and you give others the same chances that helped you succeed.” - Michelle ObamaI work hard to keep the door of opportunity open and am committed to sustaining efforts that will give the same opportunities to others. I am proud of the work that I have played a role in over the last 20+ years and am excited about the possibilities that lie ahead.

Pandemic recovery is in full swing. Optimism for the future and financial security are on the rise, but small and midsize business owners are still seeking assistance. With small business week kicking off on Sunday, we are taking a deep dive into the state of small and midsize business. Here to discuss findings from a new study about small business confidence, the challenges they are facing, and how technology is at the core of solutions, is senior vice president for nationwide small business and channel chief for Verizon business, Wendy Taccetta. Wendy joins Mark Alyn on this episode of Late Night Health. As Senior Vice President for Nationwide Small Business and Channel Chief for Verizon Business, I am responsible for driving results in several strategic areas of the business. We are focused on creating the best end-to-end wireless experience for small business owners who trust their business to Verizon.I am also focused on developing a customer-centric Partner Program at Verizon. We understand that a great partner experience will always deliver a better customer experience. Channel Partners has called our strategic focus "a historic revamping" of Verizon's channel program. Our ambition is to make it easier than ever before to partner with Verizon.My team of 1,400+ employees is committed to accelerating small business growth, driving transformation across the Verizon Business ecosystem, and fostering a culture of collaboration every day. I have held a variety of roles during my 21-year tenure at Verizon, which has allowed me to build a diverse resume of experience in business and consumer sales, business transformation and sales operations. Most recently, I served as Senior Vice President, Global Commercial Operations at Verizon Business.I am a second generation V-teamer, whose father was a field technician for 35+ years. I live in New Jersey with my husband of 17 years. When I am not working, I am baking, spending time with my family, cheering for the Yankees (or Cowboys) or planning for our next travel adventure. I currently serve on the Executive Committee for the Northeast Boys and Girls Clubs of America. In 2020, I was named a Channel Chief of the Year by CRN.My personal ethos aligns with Verizon's commitment to the four stakeholders: customers, employees, shareholders and society. I am a passionate employee advocate, committed to leadership development, and a champion of women and other minorities in business. I believe diversity is not only the right thing to do but that it creates a stronger company and society.Quote I live by: “When you've worked hard, and done well, and walked through that doorway of opportunity, you do not slam it shut behind you. You reach back, and you give others the same chances that helped you succeed.” - Michelle ObamaI work hard to keep the door of opportunity open and am committed to sustaining efforts that will give the same opportunities to others. I am proud of the work that I have played a role in over the last 20+ years and am excited about the possibilities that lie ahead.

Sandy Carter, Unstoppable Domains SVP and Channel Chief again joins Carolyn and Mark, this time to discuss the importance of diversity in technology. She gives us an exciting inside look at her event, Unstoppable Women of Web3. Sandy walks the walk when it comes to getting women and girls involved in tech. Follow her on social media to get the latest updates! Episode Table of Contents[00:55] The Vision for Unstoppable Women [05:42] Unstoppable Women Are Learning About IOT and Machines [11:09] A Dream to Start the Groundswell With Unstoppable Women Episode Links and Resources The Vision for Unstoppable WomenCarolyn: So we have https://www.linkedin.com/in/sandyacarter/#experience (Sandy Carter) back. The last time we talked to her, she gave me the 101 on Web3 and FTs, crypto. My head's still swimming a little bit but I'm actually really excited about it. She did a great job and one of the key things that Sandy talked about was for Web3 to be the vision that she has for it and to be really strong, it needs diversity. Today, we're back with Sandy Carter, renowned technologist, bestselling author, and current senior VP at Unstoppable Domains. She's one of the leading pioneers in the digital business and also a former Fortune 25 business executive. She is a leader focused on helping companies with innovation and digital transformation through culture and technology like AI and the internet of things. So let's jump into it. As an advocate for diversity and women in technology and your involvement within girls in tech, what advice would you give to women pursuing roles in technology today? Sandy: There's a couple of things. Technology is moving at such a pace that I think you need to develop this learn and be curious notion. Probably, what you're studying today in school or what you're doing today at your job will change significantly. Top Jobs Today for Unstoppable WomenSandy: I was on the diversity group for the World Economic Forum and one of the interesting pieces of data that they shared with us was that the top jobs today in technology didn't exist five years ago. So unless you're going to be stuck in an old legacy role which will decline over time, you've got to be continuously learning and curious about what's coming so that you're ready to go in a lot of those new areas and those new fields. Carolyn: How do we stay current? Getting a degree is a good foundation and things are changing so often. What are some conferences or certifications that you would recommend for women in tech? Sandy: There is a lot of really good material out there. There's so many classes and things that you can take just to refresh yourself, like YouTube. One of the things I do is to dedicate time every week. I mark an hour in my calendar every week. It probably could be more, but at least, an hour every week to check out something that I don't know about. Maybe it's quantum computing or spatial computing or a new thing that's happening in Web3. I'm always constantly on that front edge.I still remember when I was with IBM and I got selected to lead a lot of our artificial intelligence work. People were like, "Wow, you're so lucky to get to do artificial intelligence." I would say, "No, I'm not lucky. I've been studying this. I took two classes at MIT. I've been playing around with this. I was learning and being curious about it so that when this opportunity came, I was ready." Where We Are Today With TechnologySandy: So if you're just doing your day job today, I don't think it's enough. In fact, I have two daughters and they love Alice in Wonderland. One of the parts I love so much about that book is, Alice said, "I had to run twice as fast just to stay in place." And that's where we are today with technology. I think you can't just focus on your current role. You always had to be learning about what that next role might be or might hold.Mark: You got your degree in computer science at Duke University. It's not surprising to me...

Sandy Carter, SVP and Channel Chief at Unstoppable Domains and former Vice President at Amazon Web Services talks about the groundbreaking work she is doing with Web3. Listen in to get more information on Web3 capabilities and hear about the chaotic creation that Unstoppable Domains is taking on. Episode Table of Contents[00:53] A Leading Pioneer in Web3 and Digital Transformation [08:280] A Hot Topic Element of Web3 [15:12] Women Are Getting Involved With Web3 [23:04] What Web3 Means for the Government Episode Links and Resources A Leading Pioneer in Web3 and Digital TransformationCarolyn: Today, we're talking to https://www.linkedin.com/in/sandyacarter/#experience (Sandy Carter), and I'm excited to have her all to myself. Sandy is a renowned technologist, bestselling author, and current senior VP at Unstoppable Domains. She is one of the leading pioneers in the digital business, and a former Fortune 25 business executive. She's a leader focused on helping companies with innovative and digital transformation through culture and technology, like AI and Internet of Things. Sandy, you have an incredible background. You've been with IBM, recently with Amazon Web Services, and now you're working with Unstoppable Domains. I would love for you to tell us your story. What is the journey that you've had with your career? How did you get to Unstoppable Domains, and what is it? Sandy: Well, it's really interesting. You'll notice in all of my companies, IBM, and then you missed a startup. I had a startup in between and then AWS, and then now a startup with Unstoppable. All of those companies were on the leading or bleeding edge of technology. At the time I was at IBM, we were bleeding edge for social media and business, which was that Web 2.0 era. I then went to form my own company and I was doing artificial intelligence. In fact, I thought it was so cool. I was doing like a Myers-Brigg on companies to determine their culture so that we can match them with the right innovation tactic. That way, they didn't go and try something that didn't fit their culture, because culture eats strategy for lunch.Developing the Right Processes for Web3Sandy: Then I moved on to Amazon, and Amazon was all about the cloud, another tech transformation that was going on. I learned so much from each of these companies. Leadership principles from Amazon and how to develop the right processes and mechanisms from IBM. From my startup, how to be really scrappy and to do things that 80/20 rule; not perfect, but good. Good for the customer, valuable for the customer, but not necessarily reaching that perfection mark. When Web3 started out, I was really interested in it. I've done some blockchain at Amazon Web Services and I was fascinated with the new technology. So I started doing all of these side projects on NFT, setting up my wallet, doing all this stuff on the side. It turned out that a company approached me called Unstoppable Domains. I was fascinated by what they were doing in the marketplace. They're focused on digital identity and how, in the Web3 world, you take your identity with you. It's not linked with a particular application. I thought that was fascinating given my history. Looking at Web3, I was like, why would I keep doing these side projects when I could do this full time? So, I came on with Unstoppable. The founding team is great, the portfolio of products is really fascinating to me, and the partners are all the who's who of Web3. So, here I am and I'm having a blast. Web3 Centralization and DecentralizationCarolyn: You talked about several things that are a little baffling to me. First of all, Web3. I'm embarrassed to say that I really haven't heard that term until I knew that you were a guest. I started looking at some stuff that you've talked about, and I was like, okay, what is this? So, I read some articles over the weekend and I'm still not sure exactly what it is. It's decentralization and centralization and then...

In this episode of SaaS Connect by Cloud Software Association, Ryan Walsh, Channel Chief and Chief Product Officer of Pax8—with its 3,000 partners, 200 employees, 20 vendors, and 900 supported products—shares how the company grew when it added the channel, and how you can, too. Some of the points that are discussed in this profitable presentation include: Why do you need a channel? There are a few reasons, the primary one being scale and reach, and other reasons such as the shift to the cloud which is being driven by customers. IDC (the global market intelligence firm) found that MSPs with >50% revenue from cloud offerings outperform those with less. Channel cloud opportunities and where they're coming from. The definition of a channel (essentially, this is a route to market for IT products or services). Five lessons from tapping into the channel, and what you can learn from them: Commit long-term to the IT channel, i.e. 18 months. Don't walk away because it's not profitable immediately. That's not to say you won't make money during that time, but things start happening at the 18-month mark. For instance, they noticed that they were helping channel partners sell their products to their customers. 18 months is the amount of time that lets the channel community know you're in, you're committed, and you're staying positive. Build a partner management console. Support a monthly billing term. Stay away from anniversary billing. Make it simple. Provide APIs for provisioning and billing. Partner with channel experts, such as channel communities, cloud marketplaces, integration partners, and new distribution partners. Q&A - What made Pax8 successful while others struggled? Resources Mentioned: Amazon Marketplace IDC Microsoft MX Logic Azure HTG Inc Robin Robins Thank you to our amazing podcast team at Content Allies. Want to launch your own B2B revenue-generating podcasts? Contact them at https://ContentAllies.com

In this episode, we have re-released a highly downloaded webinar episode from our Becoming a Channel Chief Series. This episode features Cody Jones, Head of Partnerships and Alliances, at Zapier. Daniel and Cody talk about the journey to becoming a channel chief and key lessons learned on the path to Zapier. Cody explains the WIIFM Factor and why this crucial piece of learning has helped him grow global channel teams.