Partnerships Unraveled

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

In this episode of Partnerships Unraveled, we sit down with Mark Butler, Global Partner Manager at Zebra Technologies, to explore the lessons learned from a 25-year journey across reseller and vendor roles. From launching a personal YouTube channel to navigating the complexities of global partner ecosystems, Mark shares how consistency, creativity, and curiosity have helped him build lasting channel equity.We dive into how Mark has developed a standout personal brand while driving strategic growth at one of the world’s most recognizable enterprise tech brands, including: - How he intentionally transitioned from reseller to vendor by showing up with persistence and passion - Why launching a channel-focused YouTube series nearly a decade ago became a key differentiator - The lessons learned from operating in both challenger and market-dominant OEM environments - Why authenticity and emotional investment are crucial in long-term partner success - How internal newsletters and external enablement content became tools for influence and scale - The mindset of “bias for action” and how failing fast builds resilience and sharpens strategyMark’s insights cut across partner enablement, personal branding, and channel evolution, making this a must-listen for anyone navigating a long-term career in the channel.Connect with Mark: https://www.linkedin.com/in/partnermanagermark/ _________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

Live from Pax8 Beyond with Check Point: Reinventing Channel Simplicity for MSPsIn this special live edition of Partnerships Unraveled, we’re joined by Shahar Divon, Global Head of MSSP and SMB at Check Point, to unpack how a security giant is reengineering itself for MSP success. Recorded at Pax8 Beyond in Denver, this conversation dives into the evolution of Check Point’s channel strategy - from enterprise roots to a fully partner-centric, AI-powered MSP platform.Shahar shares the bold transformation Check Point has undertaken, from acquiring key technologies like Avanan to redesigning its entire operational model around MSP needs. We explore how their radically simplified onboarding process (four clicks to revenue), predictable pricing, and single-policy deployment for multi-service management are making real operational efficiency possible at scale.In this episode, we cover:- How Check Point is translating enterprise-grade cybersecurity into MSP-ready simplicity- The role of AI in powering both product innovation and operational automation- Why co-building with partners and investing in platforms like Channext is central to future growthFrom driving partner profitability to building a global program with local flexibility, this is a must-listen for anyone focused on channel success in a complex, AI-driven world.Connect with Shahar:https://www.linkedin.com/in/shahar-divon-b9b9063a/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

Live from Pax8 Beyond: Unpacking the MSP Growth Playbook with SophosIn this special live episode from Pax8 Beyond in Denver, we sit down with Joe Levy, CEO of Sophos, and Scott Barlow, Global Head of MSP and Chief Evangelist, to explore what it truly takes to scale in today’s dynamic cybersecurity landscape.With over a decade of experience each at Sophos, Joe and Scott share how they’ve built and evolved a 100% channel-led business, now empowering over 7,000 MSPs globally. From launching MSP Connect Flex to pioneering their Elevate program, they reveal the strategies that drive partner profitability.We also dive deep into the critical role of operationalization in threat intelligence, how Sophos’s scale enhances its security response, and the power of integrating product, program, and personnel to support MSP growth.In this episode, we unpack:How Sophos enables 7,000+ MSPs to scale securely and profitably through programs like Elevate and Connect FlexThe impact of dual-use technologies and the rising threat to RMM platforms from attackers like Dragon ForceWhat makes Pax8 a game-changing partner and why face-to-face connections still drive channel successThis episode is a must-listen for anyone serious about building resilient, scalable partner ecosystems.Connect with Joe: https://www.linkedin.com/in/j0313vy/Connect with Scott: https://www.linkedin.com/in/scottjbarlow/_________________________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 Christopher Jones, National Vice President of Partner Channels at GTT, to unpack how he’s leading a bold transformation of the company’s indirect strategy. From restructuring roles to removing internal silos, Chris shares how GTT is redesigning everything around one principle: making it easier and more rewarding, for partners to do business.We explore how GTT is building a channel model fit for complex, global enterprise customers, including:Why they redefined the role of channel sales directors to focus purely on partner relationshipsHow a fully integrated customer success model eliminates channel conflict and accelerates deal velocityThe surprisingly powerful role of compensation accuracy in earning partner trustHow cross-functional buy-in, from product to finance, is enabling true partner-first executionWhy being “boring and predictable” is GTT’s secret weapon for long-term partner loyaltyChris brings deep experience from across the channel to reveal what it takes to build a scalable, sustainable partner motion that actually lives up to the hype.If you're looking to scale your partner program with clarity, integrity, and speed - this one’s for you.Connect with Christopher: https://www.linkedin.com/in/christopher-jones-47392b/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

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