This week on Partnerships Unraveled, we’re joined by Anar Desai, VP of Ecosystems at Palo Alto Networks, a company that’s grown from 5,600 to over 19,000 employees during his tenure. Anar shares a front-row perspective on leading channel strategy through explosive growth, shifting from single-product sales to platform-led transformation, and embedding AI into both partnerships and operations.

In this episode, Anar unpacks:
- Why in-person presence and improvisational skill matter more than ever in channel roles.
- How platformization is redefining partner value, especially through long-term services.
- The real AI opportunity in the channel, boosting enablement, collapsing sales cycles, and driving revenue.
- Why integrity, intentionality, and transparent feedback loops are essential for trust and longevity in partnerships.

Whether you’re building a next-gen partner program or navigating the delicate balance of incentives and alignment, Anar’s insights are a must-listen for anyone operating at the intersection of growth and ecosystems.

Connect with Anar: https://www.linkedin.com/in/anard/

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