Partnerships Unraveled

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

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