Partnerships Unraveled

 In this episode of Partnerships Unraveled, we sit down with Olivia, Channel Director at 1Password and a seasoned channel leader with over 25 years of experience across distribution, vendors, and MSP ecosystems. Olivia brings a multi-dimensional perspective to how successful channel programs are built by grounding in partner needs, strategic alignment, and the evolving role of distribution.We explore the enduring value of distribution in today’s channel—how it remains a vital intelligence layer and conduit for innovation, especially amid industry disruption like AI. Olivia shares pragmatic advice from decades in the field, including how to authentically evaluate partner fit, the importance of staying grounded in partner business outcomes, and tactical support vendors can provide to MSPs lacking marketing resources. This conversation is packed with strategic insights for any channel professional looking to drive growth, build relevance, and future-proof their partner programs.Tune in to learn how empathy, technical enablement, and business alignment are defining the next era of channel leadership. _________________________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 Signe Holm, Partner Solution Sales Manager at Microsoft, to explore what it takes to drive successful co-sell motions between ISVs and Microsoft. Signe shares proven insights into seller-to-seller alignment, partner enablement, and leveraging Microsoft’s evolving marketplace strategy.Channel professionals will gain valuable perspective on how to build trust with field sellers, localize go-to-market efforts for maximum resonance, and turn initial wins into scalable repeat business. Whether you're a partner marketer, channel lead, or ecosystem strategist, this episode offers pragmatic advice for deepening your alignment with Microsoft and accelerating co-sell success. Tune in to learn how small shifts in strategy can create a big impact across your indirect revenue programs._________________________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 future of channel incentives with Bilel Kouider, Global Director of Marketing Development at HP and author of a forward-thinking white paper on Web3 in the channel. Bilel brings deep expertise at the intersection of emerging technologies and partner ecosystems, with a clear vision for how decentralization, blockchain, and AI can revolutionize MDF programs.We explore how Web3 technologies like smart contracts, zero-knowledge proofs, DAOs, and stablecoins, can eliminate inefficiencies, speed up partner payments, and build programmable, transparent incentive systems. For channel leaders, partner marketers, and ecosystem strategists, this episode offers tangible insights into the redesign of incentive infrastructure from a bureaucratic model to one built for agility and trust.  If you're looking to stay ahead of partner experience trends, understand the strategic potential of blockchain, or envision a new era of frictionless MDF, this is the episode you can’t miss._________________________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 Didem Kindstrand, EMEA North Channel Lead at Splunk, now part of Cisco. With nearly three decades of industry experience, Didem offers a candid look into how her team is navigating the operational and cultural shifts following Cisco’s acquisition of Splunk while preserving focus, maintaining team alignment, and empowering partners amidst uncertainty.Channel professionals tuning in will learn how the phased integration approach between Cisco and Splunk is creating both urgency and opportunity across the ecosystem. Didem shares how she manages internal alignment through real-time communication, emphasizes the importance of Splunk's partner competencies within Cisco's 360 Partner Program, and leans on long-term partner relationships to weather organizational change. Whether you're facing your own company transformation or enabling partners through transitional periods, this episode offers both inspiration and tactical lessons._________________________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 Jason Myers, Cybersecurity Strategist for MSP Partnerships at OpenText, to unpack the evolution of the managed services space and what he calls the shift to “MSP 3.0.” With decades of experience in cybersecurity and product strategy, Jason breaks down how the role of MSPs is transforming, from managing IT infrastructure to delivering real business outcomes through AI, automation, and cybersecurity services.For channel professionals, this episode offers a sharp look at how vendors can better enable MSPs to scale, differentiate, and future-proof their offerings. Jason shares practical strategies OpenText uses to simplify partner experience, reduce tool sprawl, and navigate complex Microsoft incentive programs without overwhelming the MSP. From peer collaboration to product bundling, the conversation highlights the new rules of growth for modern MSPs.If you work with, sell to, or support MSPs, this is your blueprint for helping them move from selling software to solving problems._________________________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 Bill Hentschell, Global Director of Partnerships at Fortinet, to explore how he successfully rebuilt and revitalized a strategic partnership with World Wide Technology (WWT) one of Fortinet’s largest and most influential channel partners. Drawing on a 25+ year journey that includes pivotal roles at Cisco and a formative start at WWT, Bill shares a unique vantage point on what makes high-performing partnerships sustainable and scalable over time.Channel professionals will gain practical insights into building long-term partner alignment, establishing a partner-first mindset within a vendor organization, and executing strategic partner enablement all grounded in Bill’s proven leadership framework. He unpacks how listening, cultural fit, and empowering high-functioning teams are essential to nurturing resilient, ROI-driven alliances. If you’re leading channel growth or looking to transform a key partner relationship, this episode delivers strategic guidance and real-world takeaways that resonate._________________________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 Scott Strubel, Head of Americas Partner Organization at Smartsheet, to uncover the strategic playbook behind scaling partner-driven revenue in a rapidly evolving landscape. With decades of experience leading both direct and partner sales organizations at top tech companies, Scott shares how Smartsheet is transforming its channel strategy through distribution, marketplaces, and enablement.Channel professionals will gain valuable insights into Scott’s five-pillar approach to expanding indirect revenue from reinvigorating demand generation and deal registration to aligning with hyperscalers like AWS and embedding practical AI into the partner motion. We also explore how Smartsheet’s partner portal and enablement engine are designed to reduce go-to-market friction while equipping partners for success in every region. Tune in to hear how to create scalable, AI-powered growth with the right channel infrastructure._________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

200+ Conversations Later: Here’s What’s Shaping the ChannelOver the course of 200+ episodes, we’ve had the chance to sit down with some of the smartest voices in the partner ecosystem. And one thing is clear: this space is evolving fast.We’ve heard how partner marketing is stepping into its role as a strategic growth lever. How partner enablement is getting sharper, more targeted, more measurable. How trust, clarity, and long-term thinking are turning good partnerships into great ones. And how ecosystem strategies are no longer just ideas; they’re business drivers.In this episode, we look back at a few standout insights from recent conversations. It’s a snapshot of where we’ve been and where the channel’s heading next. It's valuable to learn from the past so we can build the future.Thanks to every guest who shared their insight and to you for listening, learning, and building alongside us.The Channext team wishes you all happy holidays!_________________________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 Jana O'Connor, AVP of Global Strategic Partner Marketing at SentinelOne, to dissect the evolving role of partner marketing and what it takes to drive measurable impact in today’s landscape. With nearly three decades of experience at industry giants like Palo Alto Networks and Symantec, Jana brings a wealth of insight into what partnership success looks like in an age of increased accountability, complexity, and ecosystem collaboration.We explore the shift from activity-based enablement to outcome-driven strategy, how MDF is being scrutinized like never before, and the importance of aligning go-to-market efforts across sales, marketing, and channel teams. Jana also shares what makes hyperscaler partnerships like SentinelOne’s with AWS scale effectively, and why operationalizing transparency is the glue that holds high-performing partner strategies together. For those building or transforming partner marketing programs, this conversation offers a playbook of hard-won lessons and strategic frameworks.Tune in to learn what the modern partner marketing mandate looks like and how to deliver real ROI._________________________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 Carilu Melander, Senior Director of Americas Partner Marketing at Zscaler, whose impressive track record spans AWS, AppDynamics, and now leading a high-performing team focused on strategic, data-driven partner marketing. Carilu shares the mindset and frameworks that have helped her team shift from reactive task executors to trusted advisors driving real revenue outcomes.We explore the evolving expectations for partner marketers from aligning campaigns with sales goals to measuring ROI with precision. Carilu dives into how her team uses data to make smarter decisions, build trust with partner sellers, and drive meaningful impact at scale, especially through creative distributor-led programs. For channel professionals looking to sharpen their strategic edge, this episode delivers actionable insights on scalable enablement, ecosystem collaboration, and the future of partner marketing in an AI-powered, ecosystem-first world.Tune in to uncover how to elevate your partner marketing function, build influence with stakeholders, and stay ahead in a fast-changing indirect sales landscape._________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners