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 and partner satisfaction worldwide.

You’ll learn:
- Why segmentation was key to unlocking partner value
- How Schneider balanced global strategy with local execution
- What AI and sustainability mean for infrastructure and partner readiness
- Why rewarding the right behaviors is shaping the future of Schneider’s channel

Whether you're modernizing a program or building a partner ecosystem from the ground up, Carol’s story offers a blueprint for scalable, strategic impact.

Connect with Carol: https://www.linkedin.com/in/ana-carolina-cardoso-guilhen/

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