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© 2026 Partnerships Unraveled
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The weekly podcast where we unravel the mysteries of partnerships and channel to help you become more successful.
227 Episodes
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In this episode of Partnerships Unraveled, we sit down with Tony Poer, Director of Channel CX Programs at 8x8, to dig into a problem most channel teams recognize but rarely fix: partners are overloaded with information, yet still underprepared to sell. Drawing from his shift out of sales engineering and into the channel, Tony explains why the real unlock is better translation, not better content. Turning recurring customer challenges into simple, repeatable ways for partners to engage is wher...
In this episode of Partnerships Unraveled, we sit down with Catarina Martins, Global Channel Marketing Director at Schneider Electric, to unpack what strong marketing looks like when the route to market is anything but direct. Drawing on experience across Samsung, Google, and now global channel marketing at Schneider, Catarina shares why good marketing is still built on the same fundamentals, even when the buyer journey becomes more complex. For channel professionals, this conversation gets ...
In this episode of Partnerships Unraveled, we sit down with Jon Kane, Senior Director for Europe & Major Channel Sales at Forcepoint. With nearly 30 years spent entirely in the channel, John shares why partner relationships aren’t built deal-by-deal… They’re built on trust, reputation, and the long game. Channel professionals will hear a practical take on what actually makes partners commit. Why overselling gets exposed the moment a POC starts. The “three essentials” vendors need to win ...
In this episode of Partnerships Unraveled, we sit down with Varshaa Pallaath, Director of Global Customer and Partner Marketing at ConnectWise, to unpack what partners actually need right now and how vendors can support them in a market that is shifting fast. Drawing on years of experience across startups, scale, acquisition, and global partner marketing, Varshaa shares a grounded view of what is driving partner decisions today: team efficiency, customer trust, and the ability to grow with in...
In this episode of Partnerships Unraveled, we sit down with Adam Winston, Field CTO at WatchGuard. From scaling a services business to $12M in annual revenue to driving innovation at WatchGuard, Adam shares what it really takes to build trust when you are in an industry as high-stakes as security. Channel professionals will hear a candid take on the uncomfortable truths that shape partner programs. How financial perspectives shape the reality of the channel. Why vendors burn goodwill when the...
In this episode of Partnerships Unraveled, we sit down with Kevin Rasdale, a veteran Channel Sales Engineer (SE) with over a decade of experience supporting partner ecosystems at top vendors like Dell, Varonis, and more. Kevin pulls back the curtain on the often misunderstood role of the channel SE, outlining its strategic importance in deal qualification, partner empowerment, and technical sales success. Channel professionals will gain insight into when and why partners should engage SEs ea...
In this episode of Partnerships Unraveled, we sit down with Bill Bellano, U.S. Channel Leader at Proofpoint, whose 15+ years of experience across cybersecurity vendors like Fortinet, Bitdefender, and SonicWall have shaped a dynamic, on-the-ground view of channel evolution. Bill shares actionable insights on re-establishing partner trust, scaling smart in underserved commercial segments, and building high-performing channel teams in today’s outcomes-first market. Channel professionals will le...
In this episode of Partnerships Unraveled, we sit down with Dave Allen, Vice President of Geo Sales and Partner Sales at Akamai, to explore the strategy and innovation behind Akamai’s newly revamped Partner Connect Program. With decades of channel experience, Dave shares the methodology behind designing a partner program from the ground up one that reflects today’s evolving channel landscape and Akamai’s partner-first mindset across security, compute, and edge infrastructure. Channel leaders...
In this episode of Partnerships Unraveled, we welcome back Jessica McDowell, VP of North America Marketing and Digital Strategy at TD SYNNEX, to unpack the findings of the newly released Direction of Technology 2026 Report. Drawing on insights from more than 1,400 partners across 40 countries, this conversation explores what will truly define partner success in the years ahead. Jessica explains why 2026 represents a pivotal moment for the channelwhere growth is driven less by what part...
In this episode of Partnerships Unraveled, we sit down with Rebecca Javens, Director of Channels for the Americas at Cisco’s ThousandEyes, to explore her journey from direct sales into the complex world of channel partnerships. With decades of experience in some of tech's most channel-centric companies, Rebecca offers a compelling perspective on partner enablement, strategic channel growth, and what it takes to build thriving partner ecosystems. Channel professionals will gain actionable ins...
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 intellige...
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, an...
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,...
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 betw...
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,...
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 scalabl...
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 ins...
200+ Conversations Later: Here’s What’s Shaping the Channel Over 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. An...
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 collaboratio...
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...
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