Partnerships Unraveled

Inside the Pax8-Bitdefender Partnership and What It Takes to Scale with MSPsIn this special live episode from the Pax8 Beyond event, we’re joined by Todd Haas and Williams Pineda from Bitdefender to unpack what it really takes to build standout partnerships, drive scalable MSP enablement, and launch innovative go-to-market strategies.From managing one of Pax8’s most successful vendor relationships to introducing Phaser, Bitdefender’s new cybersecurity innovation, Todd and Williams share practical lessons on trust, alignment, and execution.Key topics we covered:- How to tailor enablement to MSPs at different levels of maturity and security expertise- Why relationship-building across sales, technical, and executive levels is critical to long-term success- What makes Pax8’s culture and model so uniquely effective for channel growth- How Bitdefender launched Phaser and generated pre-release MSP excitement through strategic GTMWhether you’re a channel leader, vendor strategist, or partner success pro, this episode is packed with insight on what modern, high-performing channel execution really looks like.Connect with Todd: https://www.linkedin.com/in/thass/Connect with Williams: https://www.linkedin.com/in/williams-pineda-12562430/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

As the AI revolution reshapes the technology landscape, MSPs stand at a crossroads. In this episode, we explore why the next wave of high-growth partners won’t just adopt AI, they’ll be born from it.We’re joined by a seasoned channel leader Dux Raymond Sy, Chief Brand Officer at AvePoint, who has helped countless MSPs build new revenue streams through data security, AI services, and brand-driven growth. From practical steps like data estate readiness and AI monetization to brand building and differentiation, we unpack what it takes to lead in this new era.In the episode, we discuss:- How MSPs can turn data chaos into a recurring revenue goldmine- Why building an AI practice starts with a data security assessment- The rise of born-in-AI MSPs and the threat they pose to legacy players- Why brand building is no longer optional for technical founders- Common marketing blind spots that are holding MSPs backWhether you're an established MSP or exploring your AI practice, this conversation is packed with insights on how to stay ahead.Connect with Dux: https://www.linkedin.com/in/meetdux/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

Live from Pax8 Beyond with Craig Donovan on Partner Experience, AI Enablement, and the Future of MSP GrowthIn this energizing live session from Pax8 Beyond, we sit down with Craig Donovan, Chief Experience Officer at Pax8, to explore what it really takes to deliver next-level partner success in today’s rapidly evolving channel landscape.Craig shares how Pax8 is supporting partners through the biggest transition yet, from managed services to managed intelligence. We unpack the rise of the “Chief Workflow Officer,” Pax8’s ambitious 100+ course Guided Growth program, and why SMBs are now uniquely positioned to lead the AI-driven future of the channel.In this episode, we dive into:- How Pax8’s Guided Growth, Academy, and Voyager Alliance are helping MSPs scale smarter- Why SMBs - not enterprises will be the first to capitalize on agentic AI solutions- The role of community, coaching, and constant feedback in building partner-led innovationFrom real-time partner insights to rewards programs and peer-powered enablement, this conversation is packed with practical strategies for any MSP ready to unlock their next stage of growth.Connect with Craig: https://www.linkedin.com/in/craig-donovan-621b585/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

Live from Pax8 Beyond with Eric Mink on AI Powered Transformation and the Rise of the MIPIn this electrifying live episode from Pax8 Beyond, we sit down with Eric Mink - one of the first to hold a dedicated AI role at Pax8 to explore how artificial intelligence is reshaping the MSP landscape and why the shift to becoming a Managed Intelligence Provider (MIP) is already underway.Eric shares how Pax8 is equipping partners with the tools, training, and mindset to move beyond managed services and into delivering transformational business outcomes through agentic workflows and automation. From no-code innovation to outcome-based selling, this conversation offers a roadmap to capitalize on AI as a revenue growth engine, not just a cost-saving tool.In this episode, we explore:- What it means to become a Managed Intelligence Provider and why MSPs must act now- How AI enables 3-person teams to do the work of 10 while deepening customer stickiness- The role of education, automation, and data integration in building scalable, outcome-focused MSP businessesWhether you're an established MSP or thinking about launching one in this AI-first era, this is your playbook for the next wave of channel transformation.Connect with Eric: https://www.linkedin.com/in/ericwmink/_________________________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 with Jeff Skeldon, Head of Go-To-Market at ArmorCode, to explore the full spectrum of building and managing a channel-centric revenue engine.Jeff shares his decades of wisdom on navigating timing, trust, and transparency in partner ecosystems, and why true commitment, not convenience, defines successful channel strategy.Here’s what we cover in this conversation:- We discussed the critical indicators founders should watch for before diving into the channel, and why product-market fit must come first.- Jeff highlighted the importance of customer success as the foundation for economic success in the channel.- What was mentioned about GSIs, VARs, and MSPs clarified how each route to market demands distinct strategy, expectations, and investment.- We explored the “pursuit team” model, revealing how cross-functional collaboration creates pipeline, accelerates trust, and drives go-to-market alignment.Whether you’re testing the waters or steering a global program, this episode is packed with real-world insights for channel professionals at every level.Connect with Jeff: https://www.linkedin.com/in/jeff-skeldon/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

Live from Pax8 Beyond with Hayley McSpirit on the Future of Channel, AI, and the SMB OpportunityIn this high-energy live episode from Pax8 Beyond, we sit down with Hayley McSpirit, Global Head of Vendor Strategy and Operations at Pax8, to unpack the dual engine that’s powering the next era of channel growth: radical automation and deep community.Hayley shares how Pax8 is balancing world-class automation with human connection to help vendors and partners scale, adapt, and thrive in a fast-evolving AI landscape. We dig into the agentic revolution, the shift from enterprise-led to SMB-first innovation, and what it really takes for vendors to create frictionless, impactful go-to-market strategies for MSPs.In this episode, we explore:- Why SMBs are best positioned to lead the AI revolution and how vendors should respond- The new rules of vendor enablement in an era of AI, agents, and agile MSPs- How Pax8 is helping partners minimize friction, scale efficiently, and still build real human trustFrom co-building agents to reimagining product-market fit, this conversation is a must-listen for anyone shaping the future of channel partnerships.Connect with Hayley: https://www.linkedin.com/in/hayley-mcspirit/_________________________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 Patrick Piwowarczyk, head of AV integrator channels and alliances at HP, who brings deep, hard-earned experience from his time at Polycom, Plantronics, and now HP. Together, we unpack what it truly takes to lead through change in the channel.From navigating major acquisitions to launching new products while managing partner expectations, Patrick shares the leadership principles that keep ecosystems aligned and thriving.In this episode, we explore:What separates channel leaders who thrive during integrations from those who struggleHow to execute new product launches without eroding current momentumWhy trust, transparency, and long-term relationships matter more than everThe art of partner enablement across a broad portfolio from headsets to collaboration tools to PCsHow HP supports partners in selling smarter, not just moreWe also dive into how channel veterans like Patrick are helping partners think more like consultants, focusing on customer outcomes, not just products and what that means for the future of partner programs.If you’re thinking about partner education, portfolio expansion, or leading through change, this episode is packed with takeaways you won’t want to miss.Connect with Patrick: https://www.linkedin.com/in/patpiwo/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

Live from Pax8 Beyond with OpenText Michael DePalma on Trust, Verticalization, and the Three Million CeilingIn this candid and energetic live session, Michael DePalma, VP of Business Development at OpenText, joins us to dive deep into what really drives MSP growth and why relationships, not contracts, are the ultimate differentiator.Michael shares what makes OpenText's channel approach unique, from its month-to-month product model to its focus on hiring real MSP-experienced talent. We unpack the critical shift from working in the business to on the business, and how peer groups, vertical specialization, and defined product stacks are helping MSPs smash through the all-too-familiar $3M growth ceiling.In this episode, we explore:Why OpenText doesn’t chase IPOs and how that gives partners more freedom and flexibilityHow to build high-leverage channel strategies through verticalization and deep community integrationWhat every MSP should know about building scalable operations and achieving sustainable growthIf you're serious about scaling beyond lifestyle revenue and into high-impact channel success, this is the episode to tune into.Connect with Michael: https://www.linkedin.com/in/michaeldepalma1/ _________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

Live from Pax8 Beyond with Acronis Alex Ruslyakov on AI, Trust, and the Future of MSP GrowthIn this dynamic live episode, we reconnect with Alex Ruslyakov, Chief Channel Officer at Acronis, to explore how AI is reshaping the MSP landscape and why trust and integration still reign supreme in the partner ecosystem.Filmed on-site at Pax8 Beyond in Denver, Alex shares his front-row perspective on the AI-agentic revolution, where digital labor transforms MSP productivity and enables smaller teams to scale like enterprises. We dive into Acronis’s strategy of embedding AI not just into products, but into the platform itself, allowing partners to orchestrate services, enhance upsell potential, and cut operational friction down to four clicks.In this episode, we explore:- Why AI isn’t just about efficiency, but a catalyst for market capture in the channel- How Acronis is building co-pilots and integration layers to power real-world MSP automation- What it takes to balance scalable digital experiences with the irreplaceable value of human trustFrom product design to partner programs, this episode is packed with actionable insights for channel leaders who want to stay ahead in a fast-evolving landscape.Connect with Alex: https://www.linkedin.com/in/alex-ruslyakov/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

In this episode, together with Raymond Vrabel - Sr. Director Partner Programs, we explore the unique challenges and opportunities within the MSP space, a dynamic ecosystem where many businesses hit a growth plateau and struggle to scale. We unpack why MSPs often stall, diving into the common scenario where technically brilliant owners wear too many hats, but lack the commercial muscle to push through to the next level.Our guest, with two decades of MSP experience, shares invaluable insights on how MSPs can break the growth ceiling by moving from owner-led sales, to building dedicated sales teams, embedding revenue acquisition into their company culture, and operationalizing scalable processes. We also discuss the vital importance of focusing on customer lifetime value (LTV) versus cost of acquisition (CAC) - a concept that powers the fastest-growing SaaS businesses and can revolutionize MSP success.The episode further dives into:- How AI is reshaping MSP operations by multiplying workforce efficiency and enhancing client service- The cybersecurity challenges that come with AI adoption and how MSPs can stay ahead- Why successful MSPs leverage AI not just to automate, but to elevate their business and client relationships- What truly effective partner programs look like beyond just handing over tools and assets- The power of white-glove enablement, strategic handholding, and tailored blueprints to help partners growIf you want a clear roadmap for helping MSPs move from surviving to thriving, this conversation is packed with actionable wisdom and forward-looking perspectives.Connect with Raymond: https://www.linkedin.com/in/rayvrabel/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners