Partnerships Unraveled

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 discussed:- Candid insights on building performance-driven partner organizations- Why listening is a strategic differentiator- How evolving customer needs are reshaping the MSSP landscape- Actionable frameworks for partner specialization and enablement- Building force-multiplier service models- Navigating global channel dynamics with empathy and clarityThis episode is packed with wisdom for anyone looking to future-proof their GTM through security services and authentic leadership.Connect with Michael: https://www.linkedin.com/in/michaelecrean/_________________________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 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 future of tech partnerships.We dig into:- How to balance global strategy with local flexibility and why bottom-up input is critical- Why operational efficiency is the foundation for innovation and investment- What partners need to succeed in the AI economy, from infrastructure to embedded use cases- The role of industry-specific knowledge and consultancy skills in next-gen partner modelsIf you’re thinking about where channel strategy is heading and how to stay ahead, this conversation is one not to miss. Connect with Sergio: https://www.linkedin.com/in/sergiofarache/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

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, and aiming for 10,000 in the near future.We discuss:- Laying the foundation for partner marketing at a massive scale- How to create focus and clarity in the middle of rapid change- The role of resilience and psychological safety in high-pressure environments- Knowing when to shift from building to scaling a route to market- Encouraging AI adoption across teams and driving breadth before depthIf you’re leading through rapid expansion or evolving your partner strategy, this conversation is packed with practical lessons and leadership insights.Connect with Meaghan: https://www.linkedin.com/in/meaghansullivan-moore/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

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 or looking to leverage data and, this one’s packed with insight.In this episode, we explore:- Why distribution is shifting from logistics to enablement, and what that means for partners- How Jessica’s background fuels a business-first, ROI-driven approach to channel marketing- The growing demand for marketing as a service and where partners are getting stuck- How TD SYNNEX is using data and AI to deliver personalized, scalable partner experiencesIf you're a channel leader looking to future-proof your go-to-market strategy and turn data into partner impact, this episode is a must-listen.Connect with Jessica: https://www.linkedin.com/in/jessica-mcdowell/_________________________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 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 - from startup grit to enterprise orchestration, including:- How Dell flipped its revenue model from direct to 50% indirect in just five years- Why internal alignment and executive education are non-negotiables in channel growth- How to handle M&A without losing the DNA of the acquired partner ecosystem- The make-or-break role of finance in proving partner value from day one- Why most partner advisory councils fail and how to build one that truly drives change- How to balance short-term targets with long-term investment in emerging partnersWhether you're building a channel from scratch or trying to realign a legacy motion, this episode delivers field-tested insights from someone who's been at the helm through it all.Connect with Alan: https://www.linkedin.com/in/ab530/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

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 channelWhether 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/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

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, and why “winning the hearts and minds of partner reps” is now a competitive advantage.In this episode, you’ll learn:- How HP is embedding AI into its global partner enablement strategy- Why culture change, not compliance, is the foundation of adoption- The three-step messaging framework HP uses to help partners believe in AI- The traits HP now prioritises when hiring for the AI-powered future- How reverse mentorship and generational collaboration are shaping HP’s partner modelThis is a must-listen for channel leaders navigating the AI era and looking to drive enablement that sticks.Connect with Mary Beth: https://www.linkedin.com/in/mary-beth-walker-a276b2184/_________________________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 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 regional complexities across Europe, the Middle East, Africa, and the Americas- Driving internal alignment around growth instead of mere fulfillment- Creating scorecards that prioritize leading indicators for faster pivots and smarter scaling- Building high-performing teams to manage strategic distributor relationships- Leveraging AI to unlock new opportunities in channel and cybersecurity operationsThis conversation is packed with insights for channel leaders, partner strategists, and anyone looking to future-proof their distribution strategy in an increasingly complex market.Connect with Daniel: https://www.linkedin.com/in/danieldanielli/_________________________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 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 ever in channel roles.- How platformization is redefining partner value, especially through long-term services.- The real AI opportunity in the channel, boosting enablement, collapsing sales cycles, and driving revenue.- Why integrity, intentionality, and transparent feedback loops are essential for trust and longevity in partnerships.Whether you’re building a next-gen partner program or navigating the delicate balance of incentives and alignment, Anar’s insights are a must-listen for anyone operating at the intersection of growth and ecosystems.Connect with Anar: https://www.linkedin.com/in/anard/_________________________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 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 partner value through 30+ real-time KPIs, Bryce walks us through the strategies that drive alignment and accountability across SentinelOne’s partner ecosystem.We explore:The underestimated importance of internal stakeholder buy-inWhy fewer, deeper partnerships often outperform “going wide”How AI and data are shaping the next era of partner scoringThe balance of harmony and fairness across GSIs, MSPs, VARs, and cloud alliancesWhat it means to “earn” partner incumbency in today’s competitive marketIf you’ve ever had to drive results through others, inside and outside your company, this episode is for you.Connect with Bryce: https://www.linkedin.com/in/bryce-grow/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners