Partnerships Unraveled

Send us Fan Mail What does it take to drive real demand in the channel and empower partners for long-term success? This week on Partnerships Unraveled , we sit down with Ian Thompson, Head of America's SMB Marketing at Cisco, to dive deep into the strategies that fuel partner engagement, demand generation, and sustainable growth. With over a decade of experience spanning distribution, partner...

Send us Fan Mail What happens when a leader from Coca-Cola and L’Oréal enters the world of B2B tech partnerships? Transformation. In this episode of Partnerships Unraveled , we sit down with Donata Zabielskiene, the global channel leader at Nord Security, to explore her unconventional journey into the channel and how she scaled Nord’s partner program from zero to 10X growth. Donata shares: - Trans...

Send us Fan Mail Building a great product isn’t enough; you need to find your place in the right ecosystem. This week on Partnerships Unraveled , we sit down with Dr. Alejandro Canonero , a 35-year technology veteran, PhD, and author, to dive deep into the power of ecosystems and why companies fail when they ignore them. With leadership experience at AWS, Google, Oracle, and HP, Alejandro has seen...

Send us Fan Mail What makes channel partnerships in Southern Europe so unique—and why do global strategies often fall short? In this episode of Partnerships Unraveled , we sit down with Luca Besana, Regional Channel Leader at SentinelOne, to discuss what it really takes to build successful channel programs in markets like Italy, Spain, and Israel . With 15+ years of experience, Luca shares why loc...

Send us Fan Mail In this episode of Partnerships Unraveled , we sit down with Norman Guadagno, former CMO of Mimecast and marketing leader with deep experience in B2B tech, cybersecurity, and partner-led growth. Norman shares why marketing teams continue to prioritize direct sales over channel partners and what needs to change. 🎯 Key insights from this episode:  - Why partner-first sales with dir...

Send us Fan Mail Trust, relationships, and connection—these are the true foundations of the channel, and few understand this better than Jennifer Anaya, Chief Marketing Officer at Ingram Micro. In this episode of Partnerships Unraveled , Jennifer shares how Ingram Micro is reshaping distribution with innovative technology, unified messaging, and a relentless focus on people. We explore why trust i...

Send us Fan Mail Too many vendors leave partners to figure out demand generation on their own—and it’s not working. This week on Partnerships Unraveled , we sit down with Nevzat Bucioglu, Channel Lead for the DACH region at Commvault, to discuss why partner enablement alone isn’t enough—and how vendors can truly fuel partner demand and drive long-term success. - Why traditional MDF spending, espec...

Send us Fan Mail Building a partner ecosystem from the ground up isn’t for the faint of heart—it takes vision, strategy, and a deep commitment to collaboration. In this episode of Partnerships Unraveled , we sit down with Larissa Crandall, Global VP of Channel & Alliances at New Relic, to explore how she’s scaling a global partner strategy with precision and impact. Larissa shares the foundati...

Send us Fan Mail In this episode of Partnerships Unraveled, we're diving deep into one of the biggest challenges MSPs face: sales and marketing. Joining us is Greg Jones, SVP of Business Development at Kaseya, who shares his unique approach to driving MSP success—by flipping traditional vendor marketing on its head.  Greg unpacks why Kaseya prioritizes partner enablement over product evangeli...

Send us Fan Mail How do you build a channel strategy that actually works for partners? Joe Sykora, SVP of Channel Sales, Distribution, and Alliances at Proofpoint, started his career running an MSP. Now, he’s leading global channel growth at one of the biggest cybersecurity companies in the world. In this episode, Joe breaks down why most partner programs are overly complicated and how simplifying...

Send us Fan Mail  In this episode of Partnerships Unraveled , we sit down with Laura Dashney, Head of Channel Success at Nextiva, to explore how she built a brand-new role designed to bridge the gap between vision and execution. Laura shares how her deep industry experience—from founding and selling an agency to leading channel programs—helped her identify a critical missing piece in most organiza...

Send us Fan Mail In this episode of Partnerships Unraveled, we sit down with Dana Sell, VP of Channel and Mid-Market Sales at Technology Advice, to discuss why marketing is the missing link in channel partnerships. -Why do vendors struggle to make customers visible in the channel? -How can marketing be used to recruit and enable partners? -Why smart partners make decisions based on long-term reven...

Send us Fan Mail In this episode of Partnerships Unraveled, we sit down with Craig Fulton, industry veteran and M&A advisor at Evergreen, to break down what it takes to scale an MSP beyond founder-led sales. Craig brings 20+ years of experience building high-impact MSP communities (including IT Nation at ConnectWise) and now advises business owners on driving enterprise value and successful ex...

Send us Fan Mail In this episode of Partnerships Unraveled, we sit down with Timm Hoyt, SVP of Global Partner Sales and Alliances at Sumo Logic, to break down why companies that prioritize a partner-first strategy see massive long-term success.  - How to shift from a partner-convenient to a partner-centric model - Why a clear vision is critical for scaling global partnerships  - The hard financial...

Send us Fan Mail In this episode of Partnerships Unraveled, we sit down with Jennifer Judy, a channel powerhouse with 25+ years of experience leading partner enablement, go-to-market strategy, and channel growth at HP. Here’s what we unravel in this episode: - The Four Pillars of Enablement – Jennifer breaks down her proven framework: content, communication, education, and accessibility—and why ea...

Send us Fan Mail In this episode of Partnerships Unraveled , we’re thrilled to host Anthony Graziano, SVP of Marketing at D&H Distributing, who brings a wealth of experience from decades in the channel. Anthony dives into the evolving role of distribution, highlighting how modern distributors like D&H drive value far beyond traditional fulfillment, acting as strategic enablers at every sta...

Send us Fan Mail In this milestone episode of Partnerships Unraveled, we welcome Yuval Dvir, Global Director of Online Platforms and Ecosystems for Google, to explore how one of the world’s most iconic brands leverages channel partnerships to expand its reach and redefine productivity. Yuval shares his remarkable journey, working with industry giants to drive transformative strategies and challeng...

Send us Fan Mail In this engaging episode of Partnerships Unraveled , we sit down with Akilah Murrell, Senior Manager of Channel Marketing at 360 Insights and podcast host of Channel Talks . Akilah shares her expertise on building meaningful vendor-partner relationships, implementing impactful marketing strategies, and empowering partners at every stage of their journey. Discover how Akilah’s uniq...

Send us Fan Mail In this episode of Partnerships Unraveled , we explore the transformative world of channel strategy and partner enablement with Eric Torres, VP of Channel and Community at Pax8. Eric shares his journey from being an MSP to becoming a leading figure in the channel, offering a unique perspective on the opportunities and challenges facing MSPs today. We discuss how Pax8 is revolution...

Send us Fan Mail In this episode of Partnerships Unraveled, we sit down with Torben Sebens, a veteran of the IT industry with over three decades of experience spanning engineering, sales, and partner ecosystems. Torben shares his expert insights on how the channel landscape has transformed and the critical role that partners play in today's fast-evolving technology space. Key topics we dive i...

Send us Fan Mail This week on Partnerships Unraveled , we welcome Luca Marinelli, a seasoned leader with over 30 years of experience across tech giants like Microsoft, Cisco, Citrix, and Check Point. Currently the COO of blinkoo, Luca joins us to share invaluable lessons from his career spanning vendors, distribution, and the SMB and enterprise channels. Luca reveals the unique insights he gained...

Send us Fan Mail This week on Partnerships Unraveled, we welcome Jessica Reece, Head of Strategic and Managed Service Provider Sales at Check Point, for an in-depth discussion on shaping successful MSP partnerships. With over 15 years in cybersecurity, Jessica shares her expertise on fostering collaboration, flexibility, and differentiation in a competitive channel ecosystem. In this episode, we c...

Send us Fan Mail In this episode of Partnerships Unraveled , we sit down with Rob Rae, Corporate Vice President of Communities and Ecosystems at Pax8, a leading cloud marketplace redefining how MSPs and SMBs purchase technology. Rob brings his deep industry expertise, spanning over 20 years in the managed services space, to deliver actionable insights for channel professionals. Rob shares the crit...

Send us Fan Mail In this episode of Partnerships Unraveled, we're joined by Elise Carbone, Partner Sales Leader for EMEA and APAC at Deltek, as she reveals the keys to building lasting partnerships in the channel. Elise shares how her consulting background influences her strategic approach to empowering partners and driving collaboration across regions. From fostering transparency and trust w...

Send us Fan Mail In this episode of Partnerships Unraveled , we dive deep into the transformative power of trusted advisors in the channel with Drew Lydecker, Co-founder and President of AVANT Communications. With a career spanning influential roles at WorldCom, AT&T, and CDW, Drew has firsthand insights into how technology adoption and partner ecosystems have evolved into indispensable driver...