Partnerships Unraveled

Send us Fan Mail In this episode of Partnerships Unraveled, we sit down with Lisa Campbell, VP of SMB at CrowdStrike, to explore how CrowdStrike is redefining cybersecurity for small and medium businesses. Lisa shares how CrowdStrike is adapting its enterprise-grade solutions to meet the unique needs of SMBs, including the launch of Falcon Go, a simplified and powerful cybersecurity offering. She...

Send us Fan Mail How do you build a channel strategy that drives growth without sacrificing trust? In this episode of Partnerships Unraveled , Sunil Dutt, EMEA Partnerships Leader at DevRev, joins the show to share his journey from startup veteran to channel visionary. With insights shaped by his experience at companies like Symantec, Nutanix, and Salt Security, Sunil reveals how DevRev is transfo...

Send us Fan Mail In this episode of Partnerships Unraveled, we dive into the art and science of channel and partner marketing with Laura Garrido, EMEA Marketing Lead at SentinelOne. With 15 years of experience at leading cybersecurity companies, Laura brings a wealth of knowledge on crafting global strategies that resonate locally. We explore the dynamics of building trusted partner relationships...

Send us Fan Mail In this episode of Partnerships Unraveled, we're thrilled to welcome Asher Mathew, CEO and Co-Founder of Partnership Leaders, the largest global community dedicated to partnerships and ecosystems. Join us as Asher and Alex dive deep into the evolution of the Chief Partnerships Officer (CPO) role, exploring how it has emerged as a critical function in today's business lan...

Send us Fan Mail How do you stand out in a crowded market while driving real value for your channel partners? This week on Partnerships Unraveled , we explore the answer with Alex Ruslyakov, Chief Channel Officer at Acronis. In this episode, we delve into Acronis' three key differentiators: simplifying complex cybersecurity and data protection solutions, building seamless cross-sell capabilit...

Send us Fan Mail This week on Partnerships Unraveled, we’re thrilled to welcome Tina S. O’Dell, Director and Chief of Staff of Global Partner Marketing at Juniper Networks. With over 25 years in high-tech and deep expertise on both the vendor and partner sides of the channel, Tina brings unparalleled insights into effective partner marketing strategies.  Join us as we dive into:  The often-overloo...

Send us Fan Mail 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...

Send us Fan Mail In this episode of Partnerships Unraveled, we’re joined by Antoine Jebara, Co-Founder of JumpCloud and General Manager of their MSP business. Antoine shares how a partner-driven strategy has propelled JumpCloud into over 160 countries, emphasizing the power of localization and trust in building successful partnerships. Learn how JumpCloud enables MSPs to thrive with tailored progr...

Send us Fan Mail In this episode of Partnerships Unraveled , we’re joined by Jasmina Muller, Chief Ecosystem Officer at Titan Cloud Storage. Jasmina takes us through her journey of channel leadership, drawing on over 25 years of experience in the field and an impressive career in direct and channel sales. Discover the unique challenges and opportunities in building a channel from the ground up, es...

Send us Fan Mail In this episode of Partnerships Unraveled, we interview Michelle Ragusa-McBain, VP of Global Channels at SonicWall, about building a successful channel program by listening to partners and acting on their feedback. Michelle explains how SonicWall’s "outside-in listening" approach shaped their SecureFirst program, making it more flexible and partner-focused. We dive into...

Send us Fan Mail In this episode of Partnerships Unraveled , we sit down with Mayka Rosales-Peterson to explore the evolving role of marketing in the channel. Mayka shares her no-nonsense approach to marketing in the channel, drawing from her experience working with hundreds of partners. Mayka talks about the biggest misconceptions partners have about marketing and why going digital is no longer o...

Send us Fan Mail In this episode of Partnerships Unraveled, we welcome Anna-Maria Löweberg, Head of Partner Organization EMEA at HashiCorp. With over 20 years of experience, Anna-Maria brings a wealth of insights into building channel programs that effectively navigate the complexities of the EMEA market. Anna-Maria shares her approach to tackling the unique challenges of a region as diverse as EM...

Send us Fan Mail In this episode of Partnerships Unraveled , we chat with Kathy Mazza, Head of Channel Sales at Ooma, as she shares her insights from nearly 30 years in the tech industry. Kathy dives into the unique challenges and strategies of building a channel program within a company traditionally focused on direct sales. She explains how Ooma has navigated the delicate balance between direct...

Send us Fan Mail Unlock the power of cloud marketplaces with Rick Buijserd, Senior Partner Development Manager EMEA at AWS. Dive into how Independent Software Vendors (ISVs) can elevate their go-to-market strategies, resulting in higher win rates, faster sales cycles, and larger deal sizes. Rick reveals how AWS is transforming the marketplace landscape by prioritizing a customer-centric approach t...

Send us Fan Mail In this episode of Partnerships Unraveled , we sit down with Greg Finnigan, a seasoned channel leader with over 25 years of experience, including his time leading the SMB partner strategy at AWS. Greg shares his unique insights on how AWS is redefining the channel through a strong focus on customer obsession . We explore the challenges and opportunities of building customer-centri...

Send us Fan Mail In this insightful episode, we welcome Jay McBain, Chief Analyst at Canalys, to discuss the evolving world of partnerships and the "decade of the ecosystem." Jay shares his expertise on key shifts in the B2B landscape and highlights five major trends for 2024 that every channel leader should know: B2B Buying is Changing – New buyers prefer digital-first, digital-only sol...

Send us Fan Mail How did AvePoint pivot from catering exclusively to enterprise clients to embracing the SMB market with such success? Join us this week on Partnerships Unraveled, where we promise you'll uncover the strategic genius behind this transformation. Our special guest, Scott Sacket, Senior Vice President of Partner Strategy at AvePoint, reveals how the democratization of technology...

Send us Fan Mail Ever wondered how distributors went from mere "box movers" to indispensable players in the tech ecosystem? This week on Partnerships Unraveled, we welcome Toni Drk from Hewlett-Packard Enterprise, a veteran with 20 years of channel experience.  Toni reveals the seismic shifts in the role of distributors and how they are crucial in scaling partner acquisition and manageme...

Send us Fan Mail Unlock the secrets to exceptional channel and event marketing as we sit down with Amy Bailey, the mastermind behind Unusually Unusual Consulting. Amy brings her extensive experience from her tenure at Telarus to shed light on the nuances of executing highly impactful partner advisory boards. Expect to learn the critical steps— from thorough pre-work to ongoing follow-up—that trans...

Send us Fan Mail Ever wondered how to navigate the complexities of managing large-scale tech partnerships? Join us as we sit down with Stacy Betts who shares his invaluable insights on working with Cisco's top U.S. partners.  Stacy reveals his secrets for aligning thousands of salespeople, maintaining engagement amid constant change, and striking the perfect balance between high-volume and hi...

Send us Fan Mail Jeremy Balius, managing director and co-founder of Filament, shares valuable insights on the challenges partners face in distinguishing themselves and the importance of providing solution-based content instead of just product specifics. We also explore the unique hurdles that SMB partners encounter in outbound selling. From the importance of continuous communication to the necessi...

Send us Fan Mail Gaidar Magdanurov, President of Acronis, shares the innovative approach Acronis has taken to evolve from a backup company into a leader in cyber protection. Gaidar shares the essential steps Acronis is taking to empower their partners, including robust technical and sales training, enabling them to effectively communicate the value of holistic security solutions to their customers...

Send us Fan Mail Unlock the secrets of the SMB channel as we bring you an insightful conversation with Maciek "Magic" Szczesniak. Magic takes us through his transition from the corporate world to founding his own venture, Go With Magic, and shares his passion for empowering SMBs and channel partners.  Explore the transformative power of AI and effective marketing strategies tailored spec...

Send us Fan Mail Sam Valme, Senior Director of US Channel Sales at AvePoint, discusses the importance of channel partnerships for ISVs and the strategic decision to focus on the channel after going public. He highlights the need to leverage the sales force through the channel and the role of distribution partners, MSPs, VARs, and SIs.  Sam shares the process of building and formalizing AvePoint&ap...

Send us Fan Mail What are the essential strategies for mastering SMB channel management? Join us as we uncover the secrets with Oren, an experienced channel expert who brings over two decades of wisdom to the table. Currently at the helm of the SMB sales organization for EMEA at Sophos, Oren offers a deep dive into the nuanced differences in managing SMB partners versus larger partners. We'll...