Partnerships Unraveled

Send us Fan Mail In this episode of Partnerships Unraveled , we sit down with Jason Henry, Vice President of MSP Platform Sales for the Americas at Hornetsecurity. With three decades of enterprise sales leadership behind him and a mandate to build the Americas partner business from scratch, Jason brings a fresh lens to where the channel opportunity really lives. Jason opens with the story of Horne...

Send us Fan Mail In this episode of Partnerships Unraveled, we sit down with Christina Tubb, Americas Director of Regional Alliance Managers at Ping Identity. With a career spanning theoretical physics, private equity, consulting, and channel leadership across ten countries, Christina brings a wide-lens view of what it takes to build partnerships that connect vendors directly to end customers. Chr...

Send us Fan Mail In this special Pax8 Beyond '26 feature of Partnerships Unraveled , we sit down with Phylip Morgan, Senior Vice President of Marketplace and Channel Expansion at Pax8. A former managed service provider and 30-year channel veteran, Phylip is leading Pax8's work helping partners transform from managed service providers into managed intelligence providers. Phylip opens with...

Send us Fan Mail In this special Pax8 Beyond '26 feature of Partnerships Unraveled, we sit down with Gene Kim, Vice President of Managed Service Providers at Absolute Security. With a career spent on both sides of the channel as a service provider and now leading Absolute's MSP motion, Gene brings a grounded view of what MSPs need to deliver real business continuity in an AI-driven world...

Send us Fan Mail In this special Pax8 Beyond '26 feature of Partnerships Unraveled , we sit down with Nihil Morjaria, Chief Revenue Officer at usecure. With almost eight years at the company across nearly every sales role and a background in psychology, Nihil brings a thoughtful perspective on what it takes to build a channel-first cybersecurity business where the human element matters as muc...

Send us Fan Mail In this episode of Partnerships Unraveled, we sit down with Thomas Christensen, Vice President of Partner Ecosystem NCEE at IBM. Thomas has 30 years in the industry across all three layers of the channel, as a reseller, in distribution, and as a vendor, and now leads IBM's partner ecosystem across 35 countries in Northern, Central, and Eastern Europe. That breadth of experien...

Send us Fan Mail In this episode of Partnerships Unraveled, we sit down with Sam Valme, Channel Evangelism Director of Americas at AvePoint. Sam has spent 13 years at AvePoint moving through solution engineering, sales, partner program design, and MSP sales leadership, building the kind of institutional knowledge that made the channel evangelism role possible. This episode is about what that role...

Send us Fan Mail In this episode of Partnerships Unraveled, host Rick van den Bosch sits down with Elisabeth De Dobbeleer, Senior Vice President of Global Programs, and Jason Gallo, Global Vice President of Partner Value Acceleration, both at Cisco. Together they walk through the design and launch of Cisco 360, the most significant overhaul of Cisco's partner program in more than two decades....

Send us Fan Mail In this episode of Partnerships Unraveled, we sit down with Faraz Siraj, Vice-President of Global Channels & Alliances at Fortra. With 30 years in technology, 16 of them focused entirely on the channel, and experience at Cisco, RSA, Code42, and now Fortra, Faraz brings a long-range perspective on what makes channel programs actually work. Faraz opens with a framework that has...

Send us Fan Mail In this episode of Partnerships Unraveled, we sit down with Barry Russell, Senior Vice-President of Partnerships at Anaconda. Barry helped build AWS Marketplace from a two-pizza team into a global business, spent time at Microsoft and several data-space startups, and has spent just over a year at Anaconda translating that experience into how AI solutions reach enterprise customers...

Send us Fan Mail In this episode of Partnerships Unraveled , we sit down with Eltjo Hofstee, Global Sales Director at EasyDMARC. Eltjo joined nearly four years ago with a clear brief: build a scalable sales organization around a product with strong market fit. That journey has taken him deep into how MSPs grow, sell, and redefine the value they bring to end customers. Eltjo opens with a concept re...

Send us Fan Mail In this episode of Partnerships Unraveled , we sit down with Remco van Dijk, Channel Leader for Northern Europe at Varonis. Remco joined Varonis to build the Northern European channel from the ground up. Remco opens with what the scale-up feeling inside a 20-year-old company actually looks like in practice. With no dedicated sales teams across Scandinavia and Finland when he arriv...

Send us Fan Mail In this episode of Partnerships Unraveled , we sit down with Kris Blackmon, Director of Global Partner Marketing at AvePoint. Coming from channel journalism at The Var Guy and content leadership at Channel Futures before moving into her current role, Kris brings a perspective on partner marketing that's genuinely hard to find. Perspective that is built from years of watching...

Send us Fan Mail In this episode of Partnerships Unraveled , we sit down with Razvan Todor, VP Strategic Partnerships & Alliances – CSG at Bitdefender. Razvan brings a rare lens to channel work: a product leader who shifted from owning roadmaps to architecting ecosystems that protect users at population scale through telcos, ISPs, and insurance providers. Razvan starts with what it actually ta...

Send us Fan Mail In this episode of Partnerships Unraveled , we sit down with Andy Yen, Director of Partner Marketing for Global System Integrators at ServiceNow. Drawing on seven years at ServiceNow across ISVs, hyperscalers, and now some of the world's largest consulting firms, Andy shares what makes high-stakes partnerships work, and why the human side of the job is becoming a bigger advan...

Send us Fan Mail In this episode of Partnerships Unraveled , we sit down with Nevzat Bucioglu, Channel and Alliance Director for EMEA Central at Commvault. He leads the channel business across DACH and Poland and has been in IT since 1996, moving through inside sales, sales coaching, and pre-sales before stepping into the channel in 2013. His early years cold-calling at Dell still shape how he app...

Send us Fan Mail In this episode of Partnerships Unraveled, we sit down with Erica Radcliff, Director of Partner and Ecosystem Growth Marketing at Vertiv, to explore what it really takes to activate partners at scale without losing relevance. With nearly two decades in the channel, Erica has worked across almost every facet of marketing, giving her a practical, end-to-end view of how partner engag...

Send us Fan Mail In this episode of Partnerships Unraveled, we sit down with Matt Walker, Head of Distribution for EMEA and LATAM at Everpure, to unpack what channel success looks like when you’ve worked every side of the ecosystem. Matt’s path into the role started in telemarketing, moved through the reseller and distributor world, and eventually into vendor leadership. That journey gives him a p...

Send us Fan Mail In this episode of Partnerships Unraveled, we sit down with Tony Poer, Director of Channel CX Programs at 8x8, to dig into a problem most channel teams recognize but rarely fix: partners are overloaded with information, yet still underprepared to sell. Drawing from his shift out of sales engineering and into the channel, Tony explains why the real unlock is better translation, not...

Send us Fan Mail In this episode of Partnerships Unraveled, we sit down with Catarina Martins, Global Channel Marketing Director at Schneider Electric, to unpack what strong marketing looks like when the route to market is anything but direct. Drawing on experience across Samsung, Google, and now global channel marketing at Schneider, Catarina shares why good marketing is still built on the same f...

Send us Fan Mail In this episode of Partnerships Unraveled, we sit down with Jon Kane, Senior Director for Europe & Major Channel Sales at Forcepoint. With nearly 30 years spent entirely in the channel, John shares why partner relationships aren’t built deal-by-deal… They’re built on trust, reputation, and the long game. Channel professionals will hear a practical take on what actually makes p...

Send us Fan Mail In this episode of Partnerships Unraveled, we sit down with Varshaa Pallaath, Director of Global Customer and Partner Marketing at ConnectWise, to unpack what partners actually need right now and how vendors can support them in a market that is shifting fast. Drawing on years of experience across startups, scale, acquisition, and global partner marketing, Varshaa shares a grounded...

Send us Fan Mail In this episode of Partnerships Unraveled, we sit down with Adam Winston, Field CTO at WatchGuard. From scaling a services business to $12M in annual revenue to driving innovation at WatchGuard, Adam shares what it really takes to build trust when you are in an industry as high-stakes as security. Channel professionals will hear a candid take on the uncomfortable truths that shape...

Send us Fan Mail In this episode of Partnerships Unraveled, we sit down with Kevin Rasdale, a veteran Channel Sales Engineer (SE) with over a decade of experience supporting partner ecosystems at top vendors like Dell, Varonis, and more. Kevin pulls back the curtain on the often misunderstood role of the channel SE, outlining its strategic importance in deal qualification, partner empowerment, and...

Send us Fan Mail In this episode of Partnerships Unraveled, we sit down with Bill Bellano, U.S. Channel Leader at Proofpoint, whose 15+ years of experience across cybersecurity vendors like Fortinet, Bitdefender, and SonicWall have shaped a dynamic, on-the-ground view of channel evolution. Bill shares actionable insights on re-establishing partner trust, scaling smart in underserved commercial seg...