Partnerships Unraveled

In this episode of Partnerships Unraveled, we sit down with Craig Fulton, industry veteran and M&A advisor at Evergreen, to break down what it takes to scale an MSP beyond founder-led sales.Craig brings 20+ years of experience building high-impact MSP communities (including IT Nation at ConnectWise) and now advises business owners on driving enterprise value and successful exits.Here’s what we unravel in this episode: Why Founder-Led Sales Caps Growth – The hidden bottlenecks in MSP sales and why hiring a dedicated salesperson can double or triple customer acquisition. Building Scalable Sales & Referral Systems – How top MSPs create repeatable processes for generating consistent inbound business. The Power of MSP Collaboration – Real-world examples of MSPs working together—even with competitors—to drive growth. Localizing MSP Marketing for Maximum Impact – Why small businesses buy from people they trust, and how sponsoring local events and sports teams can be a game-changer.Mastering MDF & Partner Programs – The right way for MSPs to secure and leverage vendor marketing development funds to drive real ROI—and why tracking & reporting is the secret to getting more funding.Why Vendor Partner Programs Often Fall Short – The gaps in vendor support that are failing MSPs and how vendors can better enable their partners to succeed.Craig’s insights cut through the noise with hard-earned lessons on MSP growth, sales, and marketing. If you're an MSP leader looking to scale smarter, this is an episode you can’t afford to miss.Connect with Craig: https://www.linkedin.com/in/craigmfulton/_________________________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 Timm Hoyt, SVP of Global Partner Sales and Alliances at Sumo Logic, to break down why companies that prioritize a partner-first strategy see massive long-term success. - How to shift from a partner-convenient to a partner-centric model - Why a clear vision is critical for scaling global partnerships - The hard financial metrics that prove partner-led growth is the future - The role of AWS Marketplace in simplifying enterprise deals - How AI and solution providers are reshaping the channel Timm shares insights from his career-leading channel transformations at Sumo Logic, Druva, and PagerDuty. If you're a channel leader looking to scale faster and drive revenue through partnerships, this episode is packed with insights. Connect with Timm: https://www.linkedin.com/in/timm-hoyt-43a853a/ _________________________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 Jennifer Judy, a channel powerhouse with 25+ years of experience leading partner enablement, go-to-market strategy, and channel growth at HP.Here’s what we unravel in this episode:- The Four Pillars of Enablement – Jennifer breaks down her proven framework: content, communication, education, and accessibility—and why each plays a critical role in partner success.- Inside-Out Approach to Partner Education – Why training your internal teams first is the key to driving credibility and adoption across the partner ecosystem.- Bringing Dormant Partners Back to Life – The data-driven nurture campaign that revived non-transacting partners and generated $26 million in revenue—and how you can do the same.-  Navigating Mergers & Acquisitions in the Channel – Lessons from the Poly + HP integration: how to blend ecosystems, manage partner transitions, and maintain revenue without disruption.-  The Right Way to Launch New Products Through Partners – The #1 mistake vendors make when launching new products and services in the channel—and how to avoid rollout disasters.Jennifer’s insights are practical, data-driven, and battle-tested—this episode is a must-listen for channel leaders, partner marketers, and enablement professionals looking to scale their impact.Connect with Jennifer : https://www.linkedin.com/in/jenniferjudy/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

In this episode of Partnerships Unraveled, we’re thrilled to host Anthony Graziano, SVP of Marketing at D&H Distributing, who brings a wealth of experience from decades in the channel. Anthony dives into the evolving role of distribution, highlighting how modern distributors like D&H drive value far beyond traditional fulfillment, acting as strategic enablers at every stage of the partner journey.Anthony sheds light on how distributors are empowering vendors and partners to thrive, from leveraging advanced analytics to uncover new opportunities to enabling partners with marketing automation tools and multi-vendor solutions.Key insights include:Dispelling misconceptions about distribution’s role in the channel.Activating and scaling the "long tail" of partners to diversify risk and drive growth.How D&H’s “market to grow” strategy delivers measurable ROI for vendors.The transformative role of AI in hyper-personalizing marketing and enabling partners to future-proof their businesses.Whether you’re a channel leader, a partner strategist, or simply passionate about the future of distribution, this episode is packed with actionable strategies and future-focused insights.Connect with Anthony Graziano: Connect with Anthony Graziano:https://www.linkedin.com/in/anthonygrazianofla/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

In this milestone episode of Partnerships Unraveled, we welcome Yuval Dvir, Global Director of Online Platforms and Ecosystems for Google, to explore how one of the world’s most iconic brands leverages channel partnerships to expand its reach and redefine productivity.Yuval shares his remarkable journey, working with industry giants to drive transformative strategies and challenge the status quo  With a deep focus on meeting customers where they are, Yuval unpacks Google’s innovative approach to scaling partnerships across diverse verticals such as eCommerce, OEM, retail, and online platforms. He also supports deeptech startups to adopt SaaS strategies to productionize and scale their products. Key takeaways include:- Building scalable, high-impact channel architectures.- Strategically meeting customer needs at critical decision-making moments.- Balancing short-term wins with long-term growth strategies.- How emerging technologies like AI and quantum computing are reshaping the channel ecosystem.Connect with Yuval Dvir:https://uk.linkedin.com/in/yuvaldv_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

In this engaging episode of Partnerships Unraveled, we sit down with Akilah Murrell, Senior Manager of Channel Marketing at 360 Insights and podcast host of Channel Talks. Akilah shares her expertise on building meaningful vendor-partner relationships, implementing impactful marketing strategies, and empowering partners at every stage of their journey.Discover how Akilah’s unique perspective—shaped by working with both vendors and partners—helps bridge gaps, foster trust, and ensure mutual success in the channel ecosystem. From understanding the importance of partner feedback loops to leveraging organic marketing strategies, Akilah provides actionable insights for channel professionals looking to elevate their game.Highlights include:The magic of collaboration between vendors and partners.Practical tips for collecting and acting on partner feedback.Using simple, organic marketing techniques to drive growth.The transformative impact of authenticity and video storytelling in modern marketing.Don’t miss this deep dive into the future of channel marketing, where authenticity and innovation are reshaping the landscape.Connect with Akilah Murrell:https://www.linkedin.com/in/akilahmurrell/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

In this episode of Partnerships Unraveled, we explore the transformative world of channel strategy and partner enablement with Eric Torres, VP of Channel and Community at Pax8. Eric shares his journey from being an MSP to becoming a leading figure in the channel, offering a unique perspective on the opportunities and challenges facing MSPs today.We discuss how Pax8 is revolutionizing partner enablement with its innovative Voyager Alliance Program, which combines funding opportunities with tailored benefits to drive growth and empower partners. Eric highlights Pax8’s commitment to community building and their ability to foster collaboration among partners—even competitors—through dynamic events and initiatives.Join us as we uncover what makes Pax8’s approach to the channel so impactful and how they continue to shape the partner ecosystem landscape._________________________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 Torben Sebens, a veteran of the IT industry with over three decades of experience spanning engineering, sales, and partner ecosystems. Torben shares his expert insights on how the channel landscape has transformed and the critical role that partners play in today's fast-evolving technology space.Key topics we dive into:- The evolving value of partners in bridging technological innovation with client needs.- The rise of hyperscalers and their impact on traditional partner roles.- How global systems integrators (GSIs) are reshaping enterprise IT strategies.- The game-changing potential of AI and how it opens new opportunities for channel innovation.- Best practices for fostering collaboration and reducing channel conflict.Torben’s unique perspectives, drawn from his deep engineering roots and sales leadership, make this a must-watch for channel professionals, partner marketers, and anyone looking to navigate the complexities of today’s partner ecosystem.Tune in for actionable advice, thought-provoking stories, and strategies to enhance partner engagement and drive success in the channel.Connect with Torben: https://fr.linkedin.com/in/torben-sebens-8a8158_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

This week on Partnerships Unraveled, we welcome Luca Marinelli, a seasoned leader with over 30 years of experience across tech giants like Microsoft, Cisco, Citrix, and Check Point. Currently the COO of blinkoo, Luca joins us to share invaluable lessons from his career spanning vendors, distribution, and the SMB and enterprise channels.Luca reveals the unique insights he gained from working on both sides of the channel, highlighting the critical role of distribution in understanding the entire value chain and crafting effective go-to-market strategies. We also explore the nuances of building scalable SMB programs versus driving high-value, complex enterprise solutions.From enabling partners with simplified automation tools to tailoring strategies for specific verticals, Luca’s approach emphasizes aligning with partner needs to deliver impactful outcomes. He also sheds light on the future of the channel, touching on opportunities in cybersecurity, IT optimization, and the evolving hybrid cloud landscape.Whether you're navigating SMB complexities or scaling enterprise partnerships, this episode is packed with actionable takeaways to elevate your channel strategy. Tune in for a masterclass in partnership excellence!Connect with Luca: https://www.linkedin.com/in/luca-marinelli-3911b22/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners

This week on Partnerships Unraveled, we welcome Jessica Reece, Head of Strategic and Managed Service Provider Sales at Check Point, for an in-depth discussion on shaping successful MSP partnerships. With over 15 years in cybersecurity, Jessica shares her expertise on fostering collaboration, flexibility, and differentiation in a competitive channel ecosystem.In this episode, we cover:• How listening to MSPs can uncover new opportunities and enhance go-to-market strategies.• The importance of horizontal and vertical partnerships in delivering unified solutions.• Strategies for empowering MSPs to differentiate through tailored marketing and program design.• Leadership insights on team building, retention, and creating a culture of continuous learning.Jessica also shares actionable advice for aspiring channel professionals and the tools every MSP needs to thrive in today’s rapidly evolving market. Don’t miss this masterclass on channel innovation and partnership growth!Tune in now to unlock key strategies for MSP success!Connect with Jessica: https://www.linkedin.com/in/jessica-reece-check-point/_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners