In this episode of Partnerships Unraveled, we sit down with Miguel Carrero, VP of Global Partner Ecosystem Growth at WatchGuard, a seasoned leader with a rare blend of experience across startups, private equity-backed firms, and large enterprises. Miguel shares his channel philosophy shaped by decades of working across partner models, market segments, and organizational structures.

We unpack what it means to “meet partners where they are” moving beyond legacy segmentation models to frameworks that prioritize partner business models, motivations, and operational needs. Miguel outlines how WatchGuard reimagines partner tiering through training engagement and value alignment, ensuring programs resonate with everyone from boutique MSSPs to high-volume VARs. For channel professionals looking for practical tactics to better segment, enable, and motivate partners across the spectrum, this one’s a must-listen.

Tune in to gain proven perspectives on sustainable partner profitability, modern channel marketing, and how true partner-centric DNA, backed by executive sponsorship and organizational design, can drive scalable success.

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Miguel Carrero - Meeting Partners Where They Are with WatchGuard