Partnerships Unraveled

Send us Fan Mail Prepare to revolutionize your understanding of AI's role in business with channel leader Christian Goffi from Nutanix. Discover how AI transforms customer-facing and internal operations, and learn why structured data and language models are critical for agility and improved customer interactions.  We're also redefining partner enablement and relationship building. Move b...

Send us Fan Mail Unlock the secrets to revolutionizing your partner programs with insights from Harold Nelissen, a partner programs expert from Trend Micro! This week on Partnerships Unraveled, Harold reveals how transitioning from traditional, transaction-based models to customer-centric strategies can transform your partner relationships. Learn how understanding customer needs and working backwa...

Send us Fan Mail Ready to unlock the secrets of the SMB and mid-market channel? Join us on Partnerships Unraveled as we navigate this evolving landscape with Anurag Agrawal from TechAisle. Discover how industry giants like Cisco and Microsoft are directing their efforts toward these segments. Anurag shares his valuable insights on SMBs' unique behaviors and challenges, their keen interest in...

Send us Fan Mail Learn how to drive channel success by leveraging AI with Craig Patterson, SVP of Global Channels at Aryaka. Craig brings his wealth of experience to reveal how Aryaka's channel-first strategy drives over 90% of its revenue by fostering trusted relationships with enterprise clients.  Learn about the transition from transactional to value-driven engagements, the changing dynami...

Send us Fan Mail If you've ever wondered why some partnerships thrive while others falter, this episode is your roadmap to understanding the 7 elements that predict success. Discover the often-overlooked heartbeat of channel partnerships—human relationships—as we sit down with Owen McKee and Dave Ward from Partnerscore.io. - The seven core predictors that Owen and Dave have distilled from the...

Send us Fan Mail Industry expert Chris Jones joins us to share his firsthand experience on transitioning from a direct sales force to an indirect approach. Discover how AT&T redefined their relationship with partners, revamped compensation models, and simplified contracts to foster trust and reliability.  Get inspired by the revolutionary mindset of the Savannah Bananas baseball team, as we dr...

Send us Fan Mail Uncover the secrets to mastering partner prospecting strategies with our special guest, Lucia Meyassed, Director of Global Partnerships and Alliances at Rotate.  Lucia opens up about the overwhelming vendor communications partners receive and why a strategic and thoughtful approach is crucial. Learn how to understand the specific needs and operations of potential partners and why...

Send us Fan Mail Managed Service Providers (MSPs) often struggle with marketing despite their technical prowess. In this episode of Partnerships Unraveled, Andrew Down, the Director of Sales for the IT channel at Vendasta, sheds light on the importance of marketing for MSPs. Andrew shares compelling insights on the common misconception that merely providing content to partners leads to its utiliza...

Send us Fan Mail This week on Partnerships Unraveled, we're thrilled to have Jason Beal, VP of Worldwide Partner Ecosystems at Barracuda Networks, share his twenty-five years of expertise on Cybersecurity and Channels.  Jason delves into the crucial role of partners in providing SMBs with the necessary cybersecurity solutions, allowing them to focus on their core activities without constantly...

Send us Fan Mail Struggling with engaging your long-tail partners in your marketing programs? You are not alone.  Most channel partners lack the time, resources, and knowledge to market the solutions they offer. We explore how vendors can tailor their support to effectively bridge this gap.  Unlock the potential of your long-tail and SMB partners with guidance from the sharp-witted Kathryn Rose, C...

Send us Fan Mail Our esteemed guest, René Bonvani, shares the wisdom from his remarkable channel journey. From his foundational days at Oracle to his entrepreneurial leap with Palo Alto Networks and now his influential role at Battery Ventures, René provides a masterclass on navigating high-tech channels: - How to position a fledgling brand to compete with behemoths - Philosophy of treating partne...

Send us Fan Mail Uncover the secrets of the telco channel evolution with the astute channel strategist Cameron Olsen: - The shift in channel dynamics following the Intellisys and Scansource acquisition. - How can suppliers track the ROI of their MDF dollars spent on TSDs - Burgeoning opportunities within the SMB market. - Criticality of formal training and leveraging data in the channel. _________...

Send us Fan Mail Unlock the secrets to channel partnership success with Craig, the channel strategy virtuoso who transformed Comcast's sales landscape. In this enlightening discussion, we delve into Craig's playbook on fostering valuable channel partnerships in an environment traditionally dominated by direct sales.  He opens up about the perseverance required to pitch the channel's...

Send us Fan Mail Want to sell with hyperscalers?  You’re in luck. We’ve recorded a whole podcast episode with Mike Marzano from Contentsquare about the strategies and challenges of selling to these untraditional buyers in the cloud marketplace ecosystem. From navigating procurement processes to educating buyers, our guest shed light on the steps he’s taking to empower buyers in leveraging platform...

Send us Fan Mail We streamed an engaging panel discussion in October featuring TIDWIT's CEO Wissam "Will" Yafi, Channext's CEO Rick van den Bosch and VP of Revenue Alex Whitford, as well as the Ecosystem Partnering specialist and author Ard-Pieter de Man.  Tune in as our guests unravel:  📈 Scaling partner programs in spite of limited resources.  👩‍💻 Understanding and managin...

Send us Fan Mail Partnerships Unraveled hosted a panel discussion titled: "2024 Vision: Revolutionizing Growth with MDF and TCMA".  Industry experts gathered to discuss the latest trends in the optimization of Market Development Funds, and how to leverage Through-Channel Marketing Automation for accelerated Demand Generation, covering different topics such as: - Accrual-based vs proposal...

Send us Fan Mail Agents can help you attract SMBs and scale your channel ⏬ And Ashley Rowland, Co-founder of Technology Advisor Alliance and Adaptive Advisors, can help you attract the best agents! Whether you’re a technology advisor yourself or searching for the best one, this podcast episode is a must-listen. Tune in as our telecom expert guest unravels:  ❌ Common mistakes new agents make and...

Send us Fan Mail In this episode, it’s our dear host Alex’s turn to be on the grill! After spending the last eight years building channels across Europe, the Middle East, and Africa, growing Zoom partner base from 30 to 1 200, and interviewing amazing guests (Janet Schijns, Laura Padilla, Wayne Mason…) on Partnerships Unraveled, Channext’s VP of Revenue has some strong opinions on channels and par...

Send us Fan Mail Channel marketers are no longer top of the funnel. And Janet Schijns is determined to change mindsets around that.  According to the CEO of JSG Group, channel marketers need to dive deeper into the sales funnel and master the art of social selling — a game-changer for partners looking to outshine their competition.  Tune in as THE go-to-market and profitable growth expert unravels...

Send us Fan Mail Sometimes the most powerful move in building a robust network is a strategic ‘no’. Wise words from this episode’s special guest Tim Britt. With over 20 years in channels, the new Senior Director of Alliances and Channels of Freshworks sheds light on the unique dynamics of the cloud channel. Tune in to learn about: 1️⃣ The things to consider when you're building a cloud-orient...

Send us Fan Mail Who better than a key player in Microsoft's UK ISV team, driving Global Partner Solutions, to talk about Cloud Marketplaces and the value they bring to end-users, ISVs, and channel partners? Hear ye, hear ye… Darren Sharpe! On this episode’s menu: 🌐 Cloud Marketplace Perks: Darren sheds light on how these platforms, especially Microsoft Azure, deliver shortened time to value...

Send us Fan Mail Laura shares her journey from building a channel program from scratch at Box to handling the surge in demand during the pandemic at Zoom – touching upon crucial aspects like benefits pricing models, incentives, and the intricate process of aligning with a direct-heavy company.  Alex picks the brain of this seasoned high-tech professional on: - Her biggest learnings from building a...

Send us Fan Mail Wayne Mason, seasoned distribution lead at Neat, with an impressive 28-year tenure in the video conferencing arena, shares an invaluable real-life example of how to achieve exponential growth by pivoting from a direct sales approach to a distribution-led sales model. What you will learn in this episode: How to build a run rate strategy – and what role does distribution play? How m...

Send us Fan Mail How did Zoom successfully onboard 46,000 partners within a span of less than two years? Frank Aan De Stegge, Partner Marketing Lead in Europe, explains how Zoom leveraged automation to scale in the midst of the pandemic and successfully transitioned from direct to indirect. Tune in as Frank and Alex dive in:  How did COVID impact marketing strategies?   Transitioning from direct t...

Send us Fan Mail What’s the future of channel marketing? In this podcast episode, Allan Adler, Managing Partner at Digital Bridge Partners, shares his vision on how channel marketing will transform and how important an ecosystem approach is to make the transition successfully. Allan shared a few tips to hop on the time machine: Flip the traditional 80-20 Pareto principle with technology Use SMBs a...