In this episode of Partnerships Unraveled, we sit down with one of the channel’s most seasoned transformation leaders Alan Butler, VP Global Channels & Alliances at OpenText, to explore what “good” really looks like in channel strategy. With a career that’s spanned Sun Microsystems, Dell, Adobe, and now OpenText, our guest shares a rare perspective on what it takes to build, scale, and integrate partner ecosystems that last. We dive into the foundational elements of partner success - fro...

In this episode of Partnerships Unraveled, Ana Carolina “Carol” Cardoso, Global Head of Channel Partner Programs at Schneider Electric, reveals how she led a bold reinvention of Schneider’s global partner strategy. We explore how Schneider split its channel program to reflect two distinct ecosystems, IT and OT, enabling tailored support, deeper specialization, and real partner collaboration. Carol shares how shifting from revenue-only metrics to behavior-based enablement is driving growth an...

In this episode, we sit down with Mary Beth Walker, VP & Global Head of Partner Experience and Enablement at HP, to explore how one of the world’s largest tech companies is turning curiosity into capability across its channel. Mary Beth shares how HP is approaching AI not just as a tool, but as a cultural shift, rewiring how partner teams think, work, and deliver value. We unpack HP’s AI masterclass, the lessons transferred from its sustainability success via the Amplify Impact program,...

In this episode of Partnerships Unraveled, we sit down with Daniel Danielli, VP of Global Distribution at CrowdStrike, to explore how distribution can be transformed from a fulfillment engine into a true driver of growth. Daniel shares his journey from growing up in a family of technology entrepreneurs to leading multi-hundred-million-dollar distribution relationships across the globe. Together, we unpack the nuances of building a global distribution strategy, including: - Navigating region...

This week on Partnerships Unraveled, we’re joined by Anar Desai, VP of Ecosystems at Palo Alto Networks, a company that’s grown from 5,600 to over 19,000 employees during his tenure. Anar shares a front-row perspective on leading channel strategy through explosive growth, shifting from single-product sales to platform-led transformation, and embedding AI into both partnerships and operations. In this episode, Anar unpacks: - Why in-person presence and improvisational skill matter more than e...

In this episode of Partnerships Unraveled, we dive deep into what it takes to build a channel engine that scales intelligently. Bryce Grow, VP of Americas Channel at SentinelOne, joins us to share a fresh perspective shaped by her shift from direct sales to channel leadership. Bryce unpacks the mindset shift required to succeed in indirect sales and reveals how her team cut their partner base by more than half, while increasing impact. From building trust with internal sales teams to defining...

This week on Partnerships Unraveled, we’re joined by Phillip Privett, a 35-year distribution veteran leading the modern infrastructure strategy at TD SYNNEX. At a time when AI is reshaping every corner of the tech ecosystem, Phillip offers a sharp, insider perspective on why distribution remains not only relevant but indispensable. In this episode, we dive into: - How TD SYNNEX is transforming distribution from "pick, pack, and ship" to strategic orchestration. - The role of AI in accelerati...

In this episode of Partnerships Unraveled, we sit down with Melissa Smith, Head of Technology Partnerships and Strategic Initiatives at SentinelOne, to explore the evolving world of partnerships, particularly in the fast-paced cybersecurity landscape. With nearly two decades of experience, Melissa shares her unique journey and insights into the value of building and scaling partnerships. We dive deep into: - How shifting from channel-focused work to broader partnerships is reshaping Melissa'...

This week on Partnerships Unraveled, Alex is joined by Harish Natarahjan, a leader in AI strategy at Accenture, to explore the complexities of scaling AI solutions in today’s fast-paced business world. They discuss the importance of practical execution, real-world applications, and how AI is transforming industries beyond the hype. Harish shares his experiences on building solutions that not only work on paper but deliver real value on the ground. You’ll hear insights on: - Why shifting from...

In this episode of Partnerships Unraveled, we sit down with Jason Beal and Andrew Warren of Exclusive Networks to explore the evolution of distribution from a transactional role to a strategic, service-driven engine for growth. With decades of experience across distribution and vendor leadership, Jason and Andrew unpack what it means to be a true channel services aggregator and why cybersecurity-first specialization is their edge. We discuss: - Why the “death of distribution” narrative misse...

In this episode, we sit down with an industry veteran, Claudette Atkinson, whose journey spans vendors, partners, and distribution, offering a 360-degree view of the channel that’s rich with insight. Together, we unpack why distribution keeps getting written off, only to come back stronger, and how reinvention, creativity, and data are at the heart of its resilience. We touched on: - Why distribution keeps thriving despite repeated predictions of its demise - The strategic power of empathy g...

In this powerful and perspective-shifting episode of Partnerships Unraveled, we sit down with Stephanie Kee, co-founder of Women in Alliances, to explore the very real challenges, and untapped potential facing women in the partnerships and tech ecosystems. Stephanie unpacks the catalyst behind Women in Alliances, now a global community of over 1,300 members, and the mission to forge meaningful networks and career advancement for women based on merit. With honesty and wit, she addresses uncomf...

Brewed for Trust: How CrowdStrike and Pax8 Build Channel Credibility In this unique live episode, part channel deep dive, part beer tasting, Justin Bradley of CrowdStrike joins us to share battle-tested lessons on what it takes to succeed with MSPs, build trust across ecosystems, and scale a program with integrity. In this episode, we discussed: - Why trust is the currency of the channel and how to earn it through honest communication, transparency, and support during failure. - How Cro...

Live from Pax8 Beyond in Denver - The Future of MSPs and AI In this special live edition of Partnerships Unraveled, we’re joined by Emmy from Microsoft’s Copilot Studio Go-to-Market team and Britt from Pax8 to explore how AI is revolutionizing the channel. From agentic workflows to verticalized GTM strategies, this conversation is packed with actionable insight for MSPs and channel leaders. In this episode, we cover: - Microsoft’s vision for every user to have a Copilot and every business p...

What happens when a globally recognized brand decides to reinvent itself and invites its partners along for the ride? In this episode of Partnerships Unraveled, we sit down with Brandon Knight, Zoom’s Chief CX Evangelist, to explore how the company moved from meeting software leaders to serious players in the contact center space. We unpack the strategy behind shifting partners from transactional sales to solution-based selling and how modeling behavior, not just messaging, has been key to e...

Inside the Pax8-Bitdefender Partnership and What It Takes to Scale with MSPs In this special live episode from the Pax8 Beyond event, we’re joined by Todd Haas and Williams Pineda from Bitdefender to unpack what it really takes to build standout partnerships, drive scalable MSP enablement, and launch innovative go-to-market strategies. From managing one of Pax8’s most successful vendor relationships to introducing Phaser, Bitdefender’s new cybersecurity innovation, Todd and Williams share p...

As the AI revolution reshapes the technology landscape, MSPs stand at a crossroads. In this episode, we explore why the next wave of high-growth partners won’t just adopt AI, they’ll be born from it. We’re joined by a seasoned channel leader Dux Raymond Sy, Chief Brand Officer at AvePoint, who has helped countless MSPs build new revenue streams through data security, AI services, and brand-driven growth. From practical steps like data estate readiness and AI monetization to brand building an...

Live from Pax8 Beyond with Craig Donovan on Partner Experience, AI Enablement, and the Future of MSP Growth In this energizing live session from Pax8 Beyond, we sit down with Craig Donovan, Chief Experience Officer at Pax8, to explore what it really takes to deliver next-level partner success in today’s rapidly evolving channel landscape. Craig shares how Pax8 is supporting partners through the biggest transition yet, from managed services to managed intelligence. We unpack the rise of the ...

Live from Pax8 Beyond with Eric Mink on AI Powered Transformation and the Rise of the MIP In this electrifying live episode from Pax8 Beyond, we sit down with Eric Mink - one of the first to hold a dedicated AI role at Pax8 to explore how artificial intelligence is reshaping the MSP landscape and why the shift to becoming a Managed Intelligence Provider (MIP) is already underway. Eric shares how Pax8 is equipping partners with the tools, training, and mindset to move beyond managed services...

In this episode of Partnerships Unraveled, we dive deep with Jeff Skeldon, Head of Go-To-Market at ArmorCode, to explore the full spectrum of building and managing a channel-centric revenue engine. Jeff shares his decades of wisdom on navigating timing, trust, and transparency in partner ecosystems, and why true commitment, not convenience, defines successful channel strategy. Here’s what we cover in this conversation: - We discussed the critical indicators founders should watch for before ...