Partnerships Unraveled

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Partnerships Unraveled

Partnerships Unraveled

204 episodes

1 week ago

In this episode of Partnerships Unraveled, we sit down with Rasmus Holst, CEO of Zensai an HR tech company that’s going all-in on Microsoft and MSPs to scale its human success platform. Rasmus shares why focus beats breadth when it comes to channel strategy, unpacking how Zensai deliberately narrowed its GTM to win in a crowded space. From building a Copilot adoption hub tailor-made for the Pax8 ecosystem to crafting a product that fits MSP sales motions like “fries with the burger,” Rasmus r...

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In this episode of Partnerships Unraveled, we sit down with Rasmus Holst, CEO of Zensai an HR tech company that’s going all-in on Microsoft and MSPs to scale its human success platform. Rasmus shares why focus beats breadth when it comes to channel strategy, unpacking how Zensai deliberately narrowed its GTM to win in a crowded space. From building a Copilot adoption hub tailor-made for the Pax8 ecosystem to crafting a product that fits MSP sales motions like “fries with the burger,” Rasmus r...

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Episodes (20/204)

Partnerships Unraveled

Rasmus Holst - Zensai’s Microsoft-First Channel Strategy

In this episode of Partnerships Unraveled, we sit down with Rasmus Holst, CEO of Zensai an HR tech company that’s going all-in on Microsoft and MSPs to scale its human success platform. Rasmus shares why focus beats breadth when it comes to channel strategy, unpacking how Zensai deliberately narrowed its GTM to win in a crowded space. From building a Copilot adoption hub tailor-made for the Pax8 ecosystem to crafting a product that fits MSP sales motions like “fries with the burger,” Rasmus r...

1 week ago

26 minutes

Partnerships Unraveled

Nihil Morjaria - Scaling Human Risk Management at usecure

In this episode of Partnerships Unraveled, we sit down with Nihil Morjaria, Chief Revenue Officer at usecure — a UK-based cybersecurity vendor that has built its go-to-market strategy around managed service providers (MSPs) and distribution partners. Nihil unpacks how usecure pivoted from a direct sales model to becoming a channel-first organization, scaling to over 1,800 billing partners without compromising depth of enablement. From rebuilding their product and licensing model for MSP scala...

2 weeks ago

22 minutes

Partnerships Unraveled

Cindy Willems - Value-Led Selling in SMB

In this episode of Partnerships Unraveled, we’re joined by Cindy Willems, Head of Channel for SMB at Lenovo in the BeLux region. With a unique lens on partner transformation, Cindy is leading complex go-to-market integration across Lenovo’s Infrastructure Solutions Group (ISG) and Intelligent Devices Group (IDG). Her mission? Helping partners deliver unified, value-led solutions to SMB customers. Together, we dive deep into the evolving nature of value-led selling in the SMB space, the skills...

4 weeks ago

17 minutes

Partnerships Unraveled

Michelle Hodges - Build the Channel You Want

In this episode of Partnerships Unraveled, we sit down with Michelle Hodges, SVP of Global Channels and Alliances at Barracuda, whose experience spans global channel leadership and transformational partner strategies for some of the world’s most innovative SaaS companies. With a legacy of designing, launching, and refining partner ecosystems across private equity-backed and high-growth tech businesses, Michelle shares how to build the channel you actually want, not just the one you inherit. C...

1 month ago

21 minutes

Partnerships Unraveled

Theresa Caragol - The Science of Partnering Success

In this episode of Partnerships Unraveled, we sit down with Theresa Caragol, founder and CEO of AchieveUnite, and bestselling author of Partnering Success. With decades of experience leading global channel strategies and integrations at firms like Extreme Networks and Ciena, Theresa brings deep expertise and a structured approach to unlocking the true value of partnerships. Her work, including pioneering metrics like Partner Lifetime Value, has reshaped how leading organizations build, scale,...

1 month ago

15 minutes

Partnerships Unraveled

Keith Norbie - Inside NetApp’s AI Partner Strategy

In this episode of Partnerships Unraveled, we sit down with Keith Norbie, Global Partner AI GTM Lead at NetApp, to unpack the evolving role of the channel in the era of artificial intelligence. With deep experience in partnering with global ecosystems and enabling partner-led digital transformation, Keith shares how NetApp is reshaping its go-to-market and partner strategy to help businesses harness the full potential of AI. We dive into the challenges and opportunities facing channel leaders...

1 month ago

20 minutes

Partnerships Unraveled

Maciek Szcześniak - Transforming Resellers into MSPs

In this episode of Partnerships Unraveled, we sit down with Maciek Szczesniak (Magic), founder of Go With Magic and a longtime channel veteran, to dig into one of the toughest transitions in the IT channel: moving from reseller to managed service provider. After decades in the industry, including years at HP, Magic saw firsthand why so many partners struggle with shrinking margins, unstable revenue, and failed MSP pivots. Now, he’s building a new kind of transformation program, starting in Po...

1 month ago

22 minutes

Partnerships Unraveled

Amy Avalos - Partner Marketing That Works

In this episode of Partnerships Unraveled, we sit down with Amy Avalos, Director of Partner Marketing at Zendesk, who brings over 15 years of experience across nearly every role in the partner ecosystem. With a rich background spanning startups to global tech companies, Amy unpacks the realities and myths of partner marketing, partner-led growth, and building scalable programs that actually deliver. We explore when organizations should invest in partnerships, why partner feedback is one of yo...

2 months ago

22 minutes

Partnerships Unraveled

Arsalan Eizadirad & Cassie Jeppson - Inside Lenovo 360 for MSPs

In this episode, we dive into Lenovo’s channel transformation through the lens of its evolving MSP strategy—with two of the key leaders behind the shift. Cassie Jeppson, who oversees channel programs, tools, and partner enablement for North America, and Arsalan Eizadirad, Lenovo’s global MSP strategy lead, join us to unpack how Lenovo is designing programs that meet partners where they are—geographically, strategically, and structurally. From simplifying a tangled web of 2,300+ incentives int...

2 months ago

18 minutes

Partnerships Unraveled

Michael E Crean - From Army Grit to Channel Greatness

In this episode, we sit down with Michael Crean, SVP Managed Security Services at SonicWall and former CEO of Solutions Granted, to unpack the strategic evolution of SonicWall into a global MSSP powerhouse. With decades of firsthand experience in leadership, cybersecurity, and channel execution, Michael shares the personal and professional lessons that have underpinned his success from his formative time in the military to leading through partner-first models. In this conversation we discu...

2 months ago

32 minutes

Partnerships Unraveled

Sergio Farache - AI, Efficiency & Scale: Partner Enablement at the Next Level

In this episode of Partnerships Unraveled, we sit down with Sergio Farache, Chief Strategy and Technology Officer at TD SYNNEX, to explore how one of the industry’s largest distributors is navigating global complexity, AI disruption, and the evolving demands of partner enablement. Sergio shares his journey from founding a tech business as a teenager in Venezuela to shaping multi-billion-dollar strategies across global markets, offering lessons in resilience, strategic alignment, and the futur...

2 months ago

31 minutes

Partnerships Unraveled

Meaghan Moore - Scaling Across Every Route to Market

In this week’s Partnerships Unraveled episode, we sit down with Meaghan Moore, Vice President, Global Partner Marketing at ServiceNow, to explore what it takes to triple revenue from $10B to $30B in just two years. For Meaghan, the formula combines building a scalable partner ecosystem, maintaining laser focus, and embracing AI-driven innovation. She shares how she’s navigating hyper-growth while expanding ServiceNow’s partner network from a handful of SIs to more than 2,800 active partners,...

2 months ago

20 minutes

Partnerships Unraveled

Jessica McDowell - Redefining Distribution for the Digital Era

Distribution isn’t what it used to be and that’s a good thing. In this episode, we sit down with Jessica McDowell, VP, North America Marketing and Digital Customer Success at TD SYNNEX, to explore how distribution is transforming into a strategic engine for partner growth. We cover everything from her unique journey across sales, vendor management, and marketing to the technologies and tactics reshaping how partners scale in today’s market. Whether you're rethinking your go-to-market motion ...

2 months ago

18 minutes

Partnerships Unraveled

Alan Butler - Building Channel Buy-In from the Inside Out

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...

3 months ago

21 minutes

Partnerships Unraveled

Ana Carolina Cardoso Guilhen - Channeling Growth Through Specialization

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...

3 months ago

24 minutes

Partnerships Unraveled

Mary Beth Walker - Scaling AI Adoption Through Partner Enablement

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,...

3 months ago

20 minutes

Partnerships Unraveled

Daniel Danielli - Scaling Growth Through Global Distribution

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...

3 months ago

19 minutes

Partnerships Unraveled

Anar Desai - Inside the Channel Evolution of Palo Alto Networks

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...

3 months ago

26 minutes

Partnerships Unraveled

Bryce Grow - Building Channel Depth with SentinelOne

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...

3 months ago

15 minutes

Partnerships Unraveled

Phillip Privett - Inside TD SYNNEX's Al Strategy for the Channel

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...

3 months ago

24 minutes