Partnerships Unraveled

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

This week on Partnerships Unraveled, we’re joined by Phillip Privett, a 35-year distribution veteran leading the modern infrastructure strategy at TD SYNNEX. At a time when AI is reshaping every corner of the tech ecosystem, Phillip offers a sharp, insider perspective on why distribution remains not only relevant but indispensable.In this episode, we dive into:- How TD SYNNEX is transforming distribution from "pick, pack, and ship" to strategic orchestration.- The role of AI in accelerating partner enablement and redefining internal operations.- Why credit is the unsung hero of channel agility and how it fuels partner growth.- What it takes to combine scale and speed in a global distribution model.Phillip brings a wealth of hard-won insight and real-world strategies for navigating inflection points, from the rise of cloud to today’s AI revolution. If you’re building in the channel, this is the playbook you’ll want to hear.Connect with Phillip: https://www.linkedin.com/in/phillip-privett-77965455/_________________________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 Melissa Smith, Head of Technology Partnerships and Strategic Initiatives at SentinelOne, to explore the evolving world of partnerships, particularly in the fast-paced cybersecurity landscape. With nearly two decades of experience, Melissa shares her unique journey and insights into the value of building and scaling partnerships.We dive deep into:- How shifting from channel-focused work to broader partnerships is reshaping Melissa's approach to growth.- The importance of focusing on quality over quantity in strategic partnerships and why it's essential to narrow your focus.- The necessity of tactical execution in partnership strategies and how a methodical approach to building relationships fosters long-term success.- Melissa’s commitment to mission-driven growth, and why she believes value always precedes revenue.She also discusses the key role trust plays in relationships, both internally within teams and externally with partners, and how a strong network can lead to remarkable success. Whether you're new to partnerships or a seasoned pro, Melissa's insights on overcoming challenges and driving growth through collaboration will resonate with all professionals.Connect with Melissa: https://www.linkedin.com/in/melissa-k-smith/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

This week on Partnerships Unraveled, Alex is joined by Harish Natarahjan, a leader in AI strategy at Accenture, to explore the complexities of scaling AI solutions in today’s fast-paced business world. They discuss the importance of practical execution, real-world applications, and how AI is transforming industries beyond the hype. Harish shares his experiences on building solutions that not only work on paper but deliver real value on the ground.You’ll hear insights on:- Why shifting from theoretical AI to practical execution is crucial for business success- How cultural change and trust are key to AI adoption across organizations- The importance of tailoring AI solutions to specific industries and verticals- Why verticalization in AI is the future, and how it’s transforming go-to-market strategiesIf you’re looking to understand how AI can be more than just a buzzword and are ready to take a hands-on approach to scaling technology, this episode is for you.Connect with Harish: https://www.linkedin.com/in/nharish77/_________________________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 Beal and Andrew Warren of Exclusive Networks to explore the evolution of distribution from a transactional role to a strategic, service-driven engine for growth. With decades of experience across distribution and vendor leadership, Jason and Andrew unpack what it means to be a true channel services aggregator and why cybersecurity-first specialization is their edge.We discuss:- Why the “death of distribution” narrative misses the mark- How Exclusive Networks is enabling partners across the full customer lifecycle- The strategic value of a cybersecurity-first distribution model- Building next-gen channel talent through their Cal Poly partnershipFor channel leaders navigating shifting partner expectations and mounting complexity, this conversation is packed with forward-thinking strategies and grounded insights.Connect with Jason: https://www.linkedin.com/in/jasonbeal/Connect with Andrew: https://www.linkedin.com/in/andrewwarrensecuritysolutions/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

In this episode, we sit down with an industry veteran, Claudette Atkinson, whose journey spans vendors, partners, and distribution, offering a 360-degree view of the channel that’s rich with insight. Together, we unpack why distribution keeps getting written off, only to come back stronger, and how reinvention, creativity, and data are at the heart of its resilience.We touched on:- Why distribution keeps thriving despite repeated predictions of its demise- The strategic power of empathy gained from experience across the channel- How distributor-led marketing is innovating well beyond expectations- The evolving role of distributors as service providers and what’s coming next with AI and dataFor anyone serious about understanding where distribution is headed, this episode offers a grounded, strategic view from someone who’s seen it all and still sees what’s next.Connect with Claudette: https://www.linkedin.com/in/claudette-atkinson/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

In this powerful and perspective-shifting episode of Partnerships Unraveled, we sit down with Stephanie Kee, co-founder of Women in Alliances, to explore the very real challenges, and untapped potential facing women in the partnerships and tech ecosystems.Stephanie unpacks the catalyst behind Women in Alliances, now a global community of over 1,300 members, and the mission to forge meaningful networks and career advancement for women based on merit. With honesty and wit, she addresses uncomfortable truths around gender bias, explains why meritocracy and DEI must coexist, and shares how organizations can rethink hiring and leadership to drive true inclusion.We also delve into Stephanie’s expertise in turning around struggling partnership programs. She explains why communication is often the root cause of failure, how to harness the VST (Vision, Skills, Trust) framework to revive value in alliances, and why partnerships remain one of the most human, irreplaceable parts of business, even in the age of AI.What you will hear:Why only 3% of women choose tech as a first career and what it means for our industryHow to build alliances rooted in merit while navigating the realities of DEIProven tactics for diagnosing and revitalizing underperforming partnershipsWhy human connection, nuance, and follow-through will always outpace AI in this spaceWhether you're building a partner strategy, advocating for equity in the workplace, or just looking to lead with more impact, this episode offers both challenge and inspiration.Connect with Stephanie: https://www.linkedin.com/in/stephanie-kee/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

Brewed for Trust: How CrowdStrike and Pax8 Build Channel CredibilityIn this unique live episode, part channel deep dive, part beer tasting, Justin Bradley of CrowdStrike joins us to share battle-tested lessons on what it takes to succeed with MSPs, build trust across ecosystems, and scale a program with integrity. In this episode, we discussed:- Why trust is the currency of the channel and how to earn it through honest communication, transparency, and support during failure.- How CrowdStrike’s approach to MSPs prioritizes outcome-based selling and avoids “watered-down” enterprise products.- The role storytelling plays in enabling consultative sales and building credibility with technical and non-technical partners alike.- Why strong enablement is about understanding the unique needs of every stakeholder, from aggregators and distributors to MSPs and customers.This is one of those authentic, engaging conversations full of equal parts insight and inspiration.Connect with Justin: https://www.linkedin.com/in/justin-bradley-%E2%98%81-2a615643/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

Live from Pax8 Beyond in Denver - The Future of MSPs and AIIn this special live edition of Partnerships Unraveled, we’re joined by Emmy from Microsoft’s Copilot Studio Go-to-Market team and Britt from Pax8 to explore how AI is revolutionizing the channel. From agentic workflows to verticalized GTM strategies, this conversation is packed with actionable insight for MSPs and channel leaders.In this episode, we cover:- Microsoft’s vision for every user to have a Copilot and every business process to have an agent, and what that means for partners.- How AI agents are driving new revenue streams, deeper customer stickiness, and vertical specialization for MSPs.- Why Pax8’s Opportunity Explorer is a game-changer for identifying white space and accelerating partner growth.- Real-world results from Microsoft’s internal AI deployments, including 9% revenue lifts and increased customer service capacity.Tune in for a front-row seat to where the channel is headed and how you can lead the charge.Connect with Brittan: https://www.linkedin.com/in/brittanhere/Connect with Emmy: https://x.com/hellgrenem_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

What happens when a globally recognized brand decides to reinvent itself and invites its partners along for the ride?In this episode of Partnerships Unraveled, we sit down with Brandon Knight, Zoom’s Chief CX Evangelist, to explore how the company moved from meeting software leaders to serious players in the contact center space. We unpack the strategy behind shifting partners from transactional sales to solution-based selling and how modeling behavior, not just messaging, has been key to enabling this evolution.We also discussed:- The brand trust that led to pre-orders for Zoom Contact Center before launch- How Zoom is enabling partners with live training and an on-demand value-selling video library- The shift from creating AI messaging to educating partners as customers demand AI solutions- Why partner lifetime value may be the most important metric in the channel- The future of work with agentic AI and digital twins, and what that means for productivity and scaleIf you're in the channel, building brands, or curious about the next wave of AI in partner ecosystems, this episode is not to be missed.Connect with Brandon: https://www.linkedin.com/in/mjofcc/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners