Partnerships Unraveled

What happens when someone who’s lived the frustrations of the MSP world gets the keys to build a global program from scratch? You get Dave Meister’s approach - pragmatic, partner-first, and built to remove the red tape that vendors too often impose.In this episode, Dave Meister, Global Head of MSP & MSSP Channel at Check Point, joins us to share how his deep MSP background shaped one of the industry's most intuitive and partner-friendly programs. From avoiding the classic pitfalls that alienate partners, to understanding the consumerization of B2B buying. Dave lays out the strategies that are reshaping how MSPs grow and survive.We explored:- Why most MSP programs fail before they start- The death of the “middle” in channel and the rise of dual extremes: hyper-automation vs. high-touch outcomes- How Check Point's internal resourcing decisions reflect the changing buying journey- The AI-native MSP: what it looks like and what it means for traditional support services- What Dave looks for when scaling a channel team from 4 to 40This is a must-listen for anyone serious about building meaningful channel relationships, scaling smarter, and staying ahead of the market curve.Connect with David: https://www.linkedin.com/in/davemeister1/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

This week on Partnerships Unraveled, we’re joined by two heavyweights of channel innovation - Scott Frew and Nick Verykios, serial entrepreneurs and the masterminds behind multiple successful distribution ventures. From building businesses like Distribution Central and One World Systems to their current work with iAsset, they’ve seen firsthand how the channel has evolved, and more importantly, where it’s heading.We dig into the systemic friction in current go-to-market motions and uncover why trust, not transactions, is still the foundation of successful partner ecosystems. Scott unveils his LIPP strategy (Land, Invest, Protect, Surrender), a refreshingly comprehensive lifecycle model that puts channel relationships front and center. Meanwhile, Nick breaks down the real tension between hyper-scale and hyper-customization and why the solution lies in intelligent automation, not more portals.Together, they offer a powerful vision of how ecosystem platforms can unify sales, marketing, quoting, and lifecycle management to radically improve performance. From enabling smarter channel investment strategies based on LTV: CAC, to redefining push vs. pull dynamics as loyalty vs. value, this episode is packed with practical insights for channel professionals ready to modernize.If you’re a vendor, distributor, or channel leader looking to scale with agility and precision, this episode is essential listening.Connect with Scott: https://www.linkedin.com/in/scottkfrew/Connect with Nick: https://www.linkedin.com/in/nverykios/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

This week on Partnerships Unraveled, we sit down with Mark Conley, North America Channel Chief at Cohesity, for a masterclass in navigating complexity, leading with clarity, and scaling through channel commitment. With decades of experience across industry giants like NetApp, Capgemini, and now Cohesity, Mark shares the foundational “Four Truths” that shape enduring partner relationships, spoiler alert: it starts with a smoking-hot solution but ends with trust.From orchestrating the Veritas-Cohesity merger to upholding a truly 100% channel model, Mark offers practical wisdom for anyone building a modern channel strategy. Learn how to amplify what works, filter what doesn’t, and lead both internal teams and partner ecosystems with purpose. Plus, hear why blocking your calendar for “channel evangelism” might be the highest-leverage leadership habit you haven’t tried yet.Whether you're a channel chief, partner leader, or aspiring channel strategist, this episode is packed with insights you won’t want to miss.Connect with Mark: https://www.linkedin.com/in/channeljoe/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

In this episode of Partnerships Unraveled, we dive into the career journey and channel philosophy of Ty Smith, founder of Optical Diversity Telecom and 2023 Channel Manager of the Year at Intellisys. From redefining what it means to be a proactive channel leader to launching his own agency, Ty brings unmatched insights from the trenches of indirect sales and partner enablement.We unpack Ty’s award-winning approach to distributor collaboration, technical training, and network-first channel growth. He also introduces his thought-provoking SPICE framework, an actionable model for driving diversity across Suppliers, Partners, Investors, Customers, and Employees and explains why a more inclusive channel isn’t just fair, it’s essential for scale.You’ll also hear:What most channel managers misunderstand about switching to the partner sideWhy brand equity matters more than ever, and how new partners can build itHow to bring the channel to overlooked regions and underrepresented talent poolsTy’s bold vision to make channel roles as mainstream as real estate agentsWhether you're leading partner strategy or just discovering the power of the channel, this episode offers a fresh, human, and forward-thinking lens on what’s next for our ecosystem.Connect with Ty: https://www.linkedin.com/in/tyrellsmith/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

In this episode of Partnerships Unraveled, we sit down with Alex Walsh, Channel Alliances Director for Veeam UK & Ireland, to explore what it takes to lead in a 100% channel-driven business. With over eight years at Veeam and a clear trajectory of growth, Alex shares the leadership philosophies, cultural principles, and executional discipline that have helped him and his team thrive.From nurturing high-performing partner managers to cultivating a culture of overachievement and strategic enablement, Alex reveals how Veeam balances large-scale partner ecosystems with laser-focused partner engagement. He discusses the company’s focus on being “enterprise-first” and “BaaS-first,” and why doubling down on core fundamentals like responsiveness and relationship-building outpaces flashy strategies.We unpack how Veeam builds teams ready for their next role, how partner-led success is embedded in everything from hiring to promotions, and why simplicity in execution is often the most powerful differentiator. Whether you're building channel teams, scaling partner programs, or simply want to hear from someone shaping what excellence looks like in the channel, this one’s not to be missed.Connect with Alex: https://www.linkedin.com/in/alex-walsh-31b3aa60/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

What does it take to overhaul a 20-year-old partner program at one of the most channel-centric companies in the world? In this episode, we dive into Cisco’s monumental redesign of its global partner ecosystem with Elisabeth De Dobbeleer, VP of Cisco’s Partner Program, and Jason W. Gallo, VP of Value Acceleration.Together, they unpack why Cisco is reimagining everything - from partner capability metrics to co-innovation frameworks to meet the demands of a rapidly evolving customer landscape. With seismic shifts in AI, cloud, and cybersecurity, Cisco’s new 360 Partner Program is designed not to tweak, but to transform. Elisabeth and Jason share how they're redefining what it means to be a capable partner, why transparency and vulnerability were vital to the program’s design, and how they’re investing $80M in partner readiness to ensure success at scale.From tracking sentiment across 39,000 partners to rewarding technical depth and lifecycle excellence, this is a masterclass in change leadership, co-creation, and future-proofing your channel.Whether you're a channel strategist, program architect, or partner marketing lead, this episode offers critical insights into building and rebuilding at scale.Connect with Elisabeth: https://www.linkedin.com/in/elisabeth-de-dobbeleer/Connect with Jason: https://www.linkedin.com/in/jagallo/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

In this episode of Partnerships Unraveled, we sit down with Luxy Thuraisingam - scientist by training, storyteller by instinct, and a force in tech marketing to unpack what it really takes to build winning channel strategies for the SMB space.Luxy brings 20 years of experience across B2B, B2C, and B2B2C, revealing why SMBs deserve more than a hand-me-down enterprise strategy. We explore how consumer marketing mindsets can better align with SMB behavior, why brand tone and voice matter more than ever, and how intentionality should drive every partner interaction.But this conversation goes far beyond strategy. Luxy shares powerful insights on building high-performing, diverse teams, the art of hiring for potential over perfection, and how psychological safety and “speaking the uncomfortable truth” are key to innovation.Whether you're a channel leader, partner marketer, or aspiring team builder, this episode is packed with practical guidance and energizing leadership lessons. Tune in to discover how to build with partners, not just for them and why the future of leadership is all about lifting others.Connect with Luxy: https://www.linkedin.com/in/luxy-thuraisingam/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

In this episode of Partnerships Unraveled, we sit down with Chad Dowlen, Senior Director of North American Channels at Dell Technologies, to unpack one of the most remarkable channel transformations in tech history. With over two decades at Dell and 17 years in the channel trenches, Chad offers a firsthand account of the company’s pivot from a direct-only model to becoming a global channel powerhouse.Chad shares what sparked this strategic shift, how Dell overcame internal resistance, and the cultural evolution that made "partner first" more than just a mantra. From key inflection points like the EqualLogic acquisition to groundbreaking initiatives like Partner First for Storage, Chad takes us behind the scenes of the structural and strategic decisions that changed everything.We explore how Dell scales partner engagement, nurtures long-term relationships in a high-churn environment, and maintains one of the most tenured channel teams in the business. Chad also provides hard-earned leadership advice for new channel chiefs and outlines the communication strategies that keep 400+ team members aligned and executing.Whether you're leading a channel team or shaping your company’s route-to-market strategy, this episode is a masterclass in channel leadership, culture, and long-term impact.Connect with Chad: https://www.linkedin.com/in/chad-dowlen-9672868/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

This week on Partnerships Unraveled, we’re joined by Hans Nipshagen, longtime Akamai channel leader and incoming VP of Channel at edge data center company Enlighten, for a masterclass in scaling new logo acquisition through the channel.Hans shares how he rebuilt Akamai’s EMEA partner ecosystem from the ground up, prioritizing quality over quantity and zeroing in on the right partners for the right markets. We dig into the real mechanics of driving a partner-led pipeline: aligning AEs and partner managers, embedding business development DNA into your team, and changing the culture from “relationship keepers” to “pipeline creators.”This episode is especially valuable for channel leaders focused on net-new growth. Hans pulls back the curtain on the tactics that worked, including outcome-focused incentives, clear partner tagging, AE education strategies, and why BD-first hiring transformed his channel team’s performance.If you’re in the business of building high-performing partner programs, this conversation delivers the roadmap.Connect with Hans: https://www.linkedin.com/in/hansnipshagen/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

In this episode of Partnerships Unraveled, we dive into the remarkable journey of SentinelOne's channel evolution with Brian Kroneman, AVP of Global Programs and Strategy. From the moment SentinelOne declared itself 100% channel-led, Brian has been instrumental in turning that bold promise into a scalable, data-driven reality.We unpack how building for partners from day one - architecting for MSPs, simplifying enablement, and aligning incentives, helped the company avoid the all-too-common “channel retrofit.” Brian shares candid lessons on program design, internal alignment, and the tools and metrics that turn partnership theory into predictable growth.This episode is a masterclass in building programs that scale, evolve with complexity, and prioritize transparency and action over empty noise.Tune in to hear:Why SentinelOne unified its entire partner ecosystem under one program frameworkHow to design simplicity into even the most layered channel structuresThe KPIs that truly reflect ecosystem value beyond just bookingsWhat automation really means for channel velocity and operational scaleThe renewal insight that unlocked significant retention wins, without lifting a fingerWhether you’re scaling a global partner program or just rethinking how to measure success, this one’s not to be missed.Connect with Brian: https://www.linkedin.com/in/brian-kroneman/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners