Partnerships Unraveled
Episodes
Anthony Graziano - Transforming Distribution with D&H's Marketing
20 Feb 2025
Contributed by Lukas
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...
Yuval Dvir - Navigating the Future of SaaS Channels
17 Feb 2025
Contributed by Lukas
In this milestone episode of Partnerships Unraveled, we welcome Yuval Dvir, Global Director of Online Platforms and Ecosystems for Google, to explore ...
Akilah Murrell - Building a Winning Channel Marketing Strategy
13 Feb 2025
Contributed by Lukas
In this engaging episode of Partnerships Unraveled, we sit down with Akilah Murrell, Senior Manager of Channel Marketing at 360 Insights and podcast h...
Eric Torres - Empowering MSPs with Pax8
10 Feb 2025
Contributed by Lukas
In this episode of Partnerships Unraveled, we explore the transformative world of channel strategy and partner enablement with Eric Torres, VP of Chan...
Torben Sebens- Bridging Innovation and Legacy in the Channel
06 Feb 2025
Contributed by Lukas
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...
Luca Marinelli - Key Lessons for Simplifying and Scaling the Channel
03 Feb 2025
Contributed by Lukas
This week on Partnerships Unraveled, we welcome Luca Marinelli, a seasoned leader with over 30 years of experience across tech giants like Microsoft, ...
Jessica Reece - Driving MSP Success with Check Point
30 Jan 2025
Contributed by Lukas
This week on Partnerships Unraveled, we welcome Jessica Reece, Head of Strategic and Managed Service Provider Sales at Check Point, for an in-depth di...
Rob Rae - The Future of Managed Services
27 Jan 2025
Contributed by Lukas
In this episode of Partnerships Unraveled, we sit down with Rob Rae, Corporate Vice President of Communities and Ecosystems at Pax8, a leading cloud m...
Elise Carbone - Building Partnerships That Last
20 Jan 2025
Contributed by Lukas
In this episode of Partnerships Unraveled, we're joined by Elise Carbone, Partner Sales Leader for EMEA and APAC at Deltek, as she reveals the ke...
Drew Lydecker - The Trusted Advisor Movement
16 Jan 2025
Contributed by Lukas
In this episode of Partnerships Unraveled, we dive deep into the transformative power of trusted advisors in the channel with Drew Lydecker, Co-founde...
Lisa Campbell - Securing SMBs Through Strategic Partnerships
13 Jan 2025
Contributed by Lukas
In this episode of Partnerships Unraveled, we sit down with Lisa Campbell, VP of SMB at CrowdStrike, to explore how CrowdStrike is redefining cybersec...
Sunil Dutt - Startup Lessons in Channel Design
09 Jan 2025
Contributed by Lukas
How do you build a channel strategy that drives growth without sacrificing trust? In this episode of Partnerships Unraveled, Sunil Dutt, EMEA Partners...
Laura Garrido - Breaking Barriers in Global Channel Marketing
06 Jan 2025
Contributed by Lukas
In this episode of Partnerships Unraveled, we dive into the art and science of channel and partner marketing with Laura Garrido, EMEA Marketing Lead a...
Asher Mathew - Decoding the Chief Partner Officer
03 Jan 2025
Contributed by Lukas
In this episode of Partnerships Unraveled, we're thrilled to welcome Asher Mathew, CEO and Co-Founder of Partnership Leaders, the largest global ...
Alex Ruslyakov - Building a Win-Win-Win Ecosystem with Acronis
16 Dec 2024
Contributed by Lukas
How do you stand out in a crowded market while driving real value for your channel partners? This week on Partnerships Unraveled, we explore the answe...
114 - Tina S. O'Dell - Democratizing Channel Marketing
09 Dec 2024
Contributed by Lukas
This week on Partnerships Unraveled, we’re thrilled to welcome Tina S. O’Dell, Director and Chief of Staff of Global Partner Marketing at Juniper ...
113 - Heather K. Margolis - Cost of Eliminating the Channel Chief
02 Dec 2024
Contributed by Lukas
In this must-watch episode of Partnerships Unraveled, Alex Whitford is joined by Heather K. Margolis, a recognized powerhouse in the world of channel ...
112 - Antoine Jebara -Driving MSP Success Through Shared Vision and Innovation
25 Nov 2024
Contributed by Lukas
In this episode of Partnerships Unraveled, we’re joined by Antoine Jebara, Co-Founder of JumpCloud and General Manager of their MSP business. Antoin...
111 - Jasmina Muller - Building a Startup Channel
18 Nov 2024
Contributed by Lukas
In this episode of Partnerships Unraveled, we’re joined by Jasmina Muller, Chief Ecosystem Officer at Titan Cloud Storage. Jasmina takes us through ...
110 - Michelle Ragusa-McBain - Building Stronger Partnerships
11 Nov 2024
Contributed by Lukas
In this episode of Partnerships Unraveled, we interview Michelle Ragusa-McBain, VP of Global Channels at SonicWall, about building a successful channe...
109- Mayka Rosales-Peterson - Emerging Trends in Channel Marketing
06 Nov 2024
Contributed by Lukas
In this episode of Partnerships Unraveled, we sit down with Mayka Rosales-Peterson to explore the evolving role of marketing in the channel. Mayka sha...
108- Anna-Maria Löweberg - Mastering EMEA's Channel Landscape
28 Oct 2024
Contributed by Lukas
In this episode of Partnerships Unraveled, we welcome Anna-Maria Löweberg, Head of Partner Organization EMEA at HashiCorp. With over 20 years of expe...
107- Kathy Mazza - The Power of Trusted Advisors in Channel Partnerships
21 Oct 2024
Contributed by Lukas
In this episode of Partnerships Unraveled, we chat with Kathy Mazza, Head of Channel Sales at Ooma, as she shares her insights from nearly 30 years in...
106 - Rick Buijserd - The Power of the Marketplace
14 Oct 2024
Contributed by Lukas
Unlock the power of cloud marketplaces with Rick Buijserd, Senior Partner Development Manager EMEA at AWS. Dive into how Independent Software Vendors ...
105 - Greg Finnigan - Customer Obsession: How AWS is Redefining the Channel
07 Oct 2024
Contributed by Lukas
In this episode of Partnerships Unraveled, we sit down with Greg Finnigan, a seasoned channel leader with over 25 years of experience, including his t...
104 - Jay McBain - Halftime in the Decade of the Ecosystem
30 Sep 2024
Contributed by Lukas
In this insightful episode, we welcome Jay McBain, Chief Analyst at Canalys, to discuss the evolving world of partnerships and the "decade of the...
103 - Scott Sacket - Leveraging Distribution and Improving Partner Time to Value
23 Sep 2024
Contributed by Lukas
How did AvePoint pivot from catering exclusively to enterprise clients to embracing the SMB market with such success? Join us this week on Partnership...
102 - Toni Drk - The Role of Distribution in the Channel
16 Sep 2024
Contributed by Lukas
Ever wondered how distributors went from mere "box movers" to indispensable players in the tech ecosystem? This week on Partnerships Unravel...
101 - Amy Bailey - Event Marketing in The Channel
09 Sep 2024
Contributed by Lukas
Unlock the secrets to exceptional channel and event marketing as we sit down with Amy Bailey, the mastermind behind Unusually Unusual Consulting. Amy ...
100 - Stacy Betts - Power of Alignment
02 Sep 2024
Contributed by Lukas
Ever wondered how to navigate the complexities of managing large-scale tech partnerships? Join us as we sit down with Stacy Betts who shares his inval...
099 - Jeremy Balius - Creating The Right Channel Marketing Content
26 Aug 2024
Contributed by Lukas
Jeremy Balius, managing director and co-founder of Filament, shares valuable insights on the challenges partners face in distinguishing themselves and...
098 - Gaidar Magdanurov - Partner Sales and Marketing Enablement
19 Aug 2024
Contributed by Lukas
Gaidar Magdanurov, President of Acronis, shares the innovative approach Acronis has taken to evolve from a backup company into a leader in cyber prote...
097 - Maciek Szczesniak - Supporting SMB Partners
12 Aug 2024
Contributed by Lukas
Unlock the secrets of the SMB channel as we bring you an insightful conversation with Maciek "Magic" Szczesniak. Magic takes us through his ...
096 - Sam Valme - Leveraging Channel Partners for SMB Growth
05 Aug 2024
Contributed by Lukas
Sam Valme, Senior Director of US Channel Sales at AvePoint, discusses the importance of channel partnerships for ISVs and the strategic decision to fo...
095 - Oren Yehudai - SMB Channel Mastery
29 Jul 2024
Contributed by Lukas
What are the essential strategies for mastering SMB channel management? Join us as we uncover the secrets with Oren, an experienced channel expert who...
094 - Christian Goffi - Modernizing Partner Engagement With AI
22 Jul 2024
Contributed by Lukas
Prepare to revolutionize your understanding of AI's role in business with channel leader Christian Goffi from Nutanix. Discover how AI transforms...
093 - Harold Nelissen - Building Customer-Centric Partner Programs
15 Jul 2024
Contributed by Lukas
Unlock the secrets to revolutionizing your partner programs with insights from Harold Nelissen, a partner programs expert from Trend Micro! This week ...
092 - Anurag Agrawal - How to Build an SMB Channel
10 Jul 2024
Contributed by Lukas
Ready to unlock the secrets of the SMB and mid-market channel? Join us on Partnerships Unraveled as we navigate this evolving landscape with Anurag Ag...
091 - Craig Patterson - AI Driven Channel Success
08 Jul 2024
Contributed by Lukas
Learn how to drive channel success by leveraging AI with Craig Patterson, SVP of Global Channels at Aryaka. Craig brings his wealth of experience to r...
090 - Partnescore - 7 Predictors of Partnership Success
01 Jul 2024
Contributed by Lukas
If you've ever wondered why some partnerships thrive while others falter, this episode is your roadmap to understanding the 7 elements that predi...
089 - Chris Jones - Building a Partner Centric Culture
24 Jun 2024
Contributed by Lukas
Industry expert Chris Jones joins us to share his firsthand experience on transitioning from a direct sales force to an indirect approach. Discover ho...
088-Lucia Meyassed- Guide to Effective Partner Communication
18 Jun 2024
Contributed by Lukas
Uncover the secrets to mastering partner prospecting strategies with our special guest, Lucia Meyassed, Director of Global Partnerships and Alliances ...
087 - Andrew Down - MSP Marketing 101
10 Jun 2024
Contributed by Lukas
Managed Service Providers (MSPs) often struggle with marketing despite their technical prowess. In this episode of Partnerships Unraveled, Andrew Down...
086 - Jason Beal - The Importance of Partner Empathy
03 Jun 2024
Contributed by Lukas
This week on Partnerships Unraveled, we're thrilled to have Jason Beal, VP of Worldwide Partner Ecosystems at Barracuda Networks, share his twent...
085 - Kathyrn Rose - SMB Channel Partner Marketing
27 May 2024
Contributed by Lukas
Struggling with engaging your long-tail partners in your marketing programs? You are not alone. Most channel partners lack the time, resources, and k...
084 - Rene Bonvanie - The Long-Term Commitment to a Channel Strategy
21 May 2024
Contributed by Lukas
Our esteemed guest, René Bonvani, shares the wisdom from his remarkable channel journey. From his foundational days at Oracle to his entrepreneurial ...
083 - Kameron Olsen - Pioneering Change in the Telecom Channel
13 May 2024
Contributed by Lukas
Uncover the secrets of the telco channel evolution with the astute channel strategist Cameron Olsen:- The shift in channel dynamics following the Inte...
082 - Craig Schlagbaum - Building Channels With Recurring Revenue
06 May 2024
Contributed by Lukas
Unlock the secrets to channel partnership success with Craig, the channel strategy virtuoso who transformed Comcast's sales landscape. In this en...
081 - Mike Marzano from Contentsquare - How to Sell More With Cloud Marketplaces
29 Apr 2024
Contributed by Lukas
Want to sell with hyperscalers? You’re in luck. We’ve recorded a whole podcast episode with Mike Marzano from Contentsquare about the strategies ...
080 - Innovate or Sink: The Roadmap for Enablement in Ecosystems with TIDWIT
22 Apr 2024
Contributed by Lukas
We streamed an engaging panel discussion in October featuring TIDWIT's CEO Wissam "Will" Yafi, Channext's CEO Rick van den Bosch a...
079 - The Future of Market Development Funds and Through-Channel Marketing Automation webinar
15 Apr 2024
Contributed by Lukas
Partnerships Unraveled hosted a panel discussion titled: "2024 Vision: Revolutionizing Growth with MDF and TCMA". Industry experts gathered...
078 - Ashley Rowland of Technology Advisor Alliance - The Telecom Channel and Tips for Agents
06 Apr 2024
Contributed by Lukas
Agents can help you attract SMBs and scale your channel ⏬And Ashley Rowland, Co-founder of Technology Advisor Alliance and Adaptive Advisors, can he...
077 - How The Channel Is Changing
28 Mar 2024
Contributed by Lukas
In this episode, it’s our dear host Alex’s turn to be on the grill!After spending the last eight years building channels across Europe, the Middle...
076 - Janet Schijns of JSG - The Biggest Opportunities For Channel Marketers
25 Mar 2024
Contributed by Lukas
Channel marketers are no longer top of the funnel. And Janet Schijns is determined to change mindsets around that. According to the CEO of JSG Group,...
075 - Tim Britt of Freshworks - How to Build a Cloud Channel
18 Mar 2024
Contributed by Lukas
Sometimes the most powerful move in building a robust network is a strategic ‘no’.Wise words from this episode’s special guest Tim Britt. With o...
074 - Darren Sharpe of Microsoft - The Benefits of Cloud Marketplaces for Channel Partners
05 Mar 2024
Contributed by Lukas
Who better than a key player in Microsoft's UK ISV team, driving Global Partner Solutions, to talk about Cloud Marketplaces and the value they br...
073 - Laura Padilla - How to Build a Channel Program from Scratch
28 Feb 2024
Contributed by Lukas
Laura shares her journey from building a channel program from scratch at Box to handling the surge in demand during the pandemic at Zoom – touching ...
072 - Wayne Mason of Neat - How to Build a Run Rate Strategy for your Channel
22 Feb 2024
Contributed by Lukas
Wayne Mason, seasoned distribution lead at Neat, with an impressive 28-year tenure in the video conferencing arena, shares an invaluable real-life exa...
071 - Frank Aan De Stegge of Zoom - How to Leverage Automation To Scale Partner Marketing
13 Feb 2024
Contributed by Lukas
How did Zoom successfully onboard 46,000 partners within a span of less than two years?Frank Aan De Stegge, Partner Marketing Lead in Europe, explains...
070 - Tim Maloney of RiskOptics - How to Run a Global Channel
29 Jan 2024
Contributed by Lukas
Do you have what it takes to run a global channel?Learn from someone who actually does. Before stepping in as Chief Revenue Officer at RiskOptics, Tim...
069 - Allan Adler - The Future State of Channel Marketing
29 Jan 2024
Contributed by Lukas
What’s the future of channel marketing?In this podcast episode, Allan Adler, Managing Partner at Digital Bridge Partners, shares his vision on how c...
068 - Aaron Howerton of Samsara - Mastering the fusion of Partner Operations and Business Growth
25 Jan 2024
Contributed by Lukas
How can you turbocharge your partner program’s growth while tackling complex partner operations?In the latest episode, Aaron Howerton, who owns the ...
067 - Vince Menzione of Ultimate Partner - Building success through SMB, AI and Cloud Marketplaces in Partnerships
17 Jan 2024
Contributed by Lukas
Most Partnerships look great on paper but when it comes down to actual implementations, they never product expected results. In a conversation with th...
066 - Peter Geytenbeek of Delinea - Navigating the Vendor-Reseller relationship for Sustainable Partnerships
11 Jan 2024
Contributed by Lukas
Unlock the secrets of thriving channel partnerships with Peter Geytenbeek, Director of EMEA Channel for Delinea, a company delivering PAM solutions fo...
065 - Unveiling the Ultimate New Year Resolutions for Channel VP Excellence!
08 Jan 2024
Contributed by Lukas
Welcome to 2024. The best thing about a new year… are resolutions. And while most are meant to be broken, professionally it’s the time of the year...
064 - 2023 Partner Marketing: Predictions vs. Reality
05 Jan 2024
Contributed by Lukas
In this insightful episode, we take a retrospective dive into the world of partner marketing as it unfolded in early 2023. We revisit our discussions ...
063 - Barrett King of New Breed - Building cutting-edge B2B tech partnerships
18 Dec 2023
Contributed by Lukas
In this episode, we dive into the world of partnerships with special guest Barrett King, senior Director of Revenue at New Breed, HubSpot's top s...
062 - Cisco and Microsoft's SMB Play: Decoding the Strategy and why it Matters
11 Dec 2023
Contributed by Lukas
Podcast hosts Alex and Rick travel into the world of Small and Medium-sized Businesses (SMBs), exploring why major players like Cisco and Microsoft ar...
061 - Ard-Pieter de Man, Author and Professor - Ecosystems, Collaboration, and the Future of Partnerships
04 Dec 2023
Contributed by Lukas
Dive deep into the world of partnerships and ecosystems with our special guest, Ard-Pieter de Man, acclaimed Author and Professor at Vrije Universitei...
060 - Global Perspectives, Local Realities: Can Channel Programs Ever Find the Right Balance?
27 Nov 2023
Contributed by Lukas
One global strategy to guide them all, right? FALSE. Asking both Channel Heads to Program managers, are you sacrificing the unique spice of local mar...
059 - Rob Spee of Beyond Trust - Decoding the Transformation of Channel Strategy
20 Nov 2023
Contributed by Lukas
Picture this - the traditional transactional business model gradually making way for a dynamic, ecosystem-based SaaS landscape. Intriguing, isn't...
058 - AI: The Seismic Shift in Channel Marketing ?
13 Nov 2023
Contributed by Lukas
If you’re not on the brink of working with AI in channel marketing, you could be missing a crucial component of your journey as you scale and cater ...
057 - Martin Whitehead of SAP - Navigating the Noise: Managing Communication in the Partner Ecosystem
06 Nov 2023
Contributed by Lukas
Are you drowning in an ocean of partner marketing noise, struggling to make your message heard? Tune in as we chat with Martin Whitehead, Senior Dire...
056 - Growing Your Channel: Why the Long Tail Matters More Than You Think
30 Oct 2023
Contributed by Lukas
How can you build a channel strategy that has an 80% failure rate? No, you simply don’t. Yet, almost all organizations with a strong and functioning...
055 - Asaël Akkerman of Spacewell - Trust, Energy and Partner-Driven growth
23 Oct 2023
Contributed by Lukas
The core component of a great partnership strategy is… the partner! In this podcast episode, Asaël Akkerman, SVP of Partnerships and Alliances at S...
054 - Winning the Race: Strategies from Formula 1 for Partner Programs
16 Oct 2023
Contributed by Lukas
What if you could peel back the layers of a high-performance motorsport team and apply their strategies to your partner program! Buckle up, as we d...
053 - Will Yafi of TIDWIT - Mastering Partner Enablement and the Ecosystem Landscape
09 Oct 2023
Contributed by Lukas
Starting our second year of podcasts with a guest every alternate week. In this episode, we sit down with special guest Will Yafi, CEO of TIDWIT, to...
052 - Year One in Review: Unraveling Partnerships' Top Takeaways
02 Oct 2023
Contributed by Lukas
Can you believe it's been a year since our first episode?! Today we are celebrating our one-year anniversary. We appreciate all your unwavering s...
051 - Breaking the 80-20 Rule: Strategies for Increasing Channel Partnerships and Profitability
25 Sep 2023
Contributed by Lukas
Ever wondered why 80% of your revenue seems to come from just 20% of your partners? Tune in as we unravel the surprising implications of Pareto'...
050 - The role of Data and Automation in building Effective Channels
18 Sep 2023
Contributed by Lukas
What if the secret to your channel's success lay hidden in the data you already have? Brace yourself for some mind-blowing insights in today&apos...
049 - The Ins and Outs of Creating a Successful Channel Team
11 Sep 2023
Contributed by Lukas
Ready to unlock the secrets of building and scaling a successful channel team? This episode promises to deliver just that. Together, we unravel the e...
048 - Cracking the Code: Compensation Strategies for Channel Partners
04 Sep 2023
Contributed by Lukas
Want to outshine your competitors with an unbeatable compensation strategy for your channel partners? Join us as we demystify the dynamics of differen...
047 - Creating a Channel Architecture: What does a Channel look like?
28 Aug 2023
Contributed by Lukas
Ready to unlock the secrets of successful channel building? Brace yourselves, as we decode the mysteries of channel architecture and guide you throug...
046 - From Idea to Impact: Creating a Results-Driven Channel Strategy
21 Aug 2023
Contributed by Lukas
In the second episode of our podcast series all about building a killer channel from scratch, we're diving deep into the core: channel strategy. ...
045 - The Five Fundamentals to build a Channel
14 Aug 2023
Contributed by Lukas
In this episode, we are kick-starting a new series about building a channel from scratch. Where we will share the five fundamentals for creating a new...
044 - Unlocking Upsell Potential: Maximizing Profits in the Channel
07 Aug 2023
Contributed by Lukas
If you look at the highest valued businesses in the world, a lot of them are SaaS businesses for a reason. That's because fundamentally, at a bus...
043 - How channel renewals drive sustainable revenue
31 Jul 2023
Contributed by Lukas
Renewals are the reason that SaaS businesses are so highly valued because one of the key metrics they track are NRS and net revenue retention, and you...
042 - Closing opportunities within the channel
24 Jul 2023
Contributed by Lukas
As you might know we kick started our new series about self sustainable partner revenue. Where we talked about how to make sure that your partners can...
041 - Self-sustainable partner revenue: finding opportunities
17 Jul 2023
Contributed by Lukas
Welcome to part two of our new five part series. Where Alex & I started with how to enable your partners towards self sustainable partner revenue:...
040 - How to achieve Self Sustainable Growth with your Partners
10 Jul 2023
Contributed by Lukas
Because of all your hard work, you've recruited valuable partners. Great! But now the real work must begin by making sure you keep partners in t...
039 - Summer slowness: Ways to avoid the Seasonal Slump
03 Jul 2023
Contributed by Lukas
The summer is here! The sun is out, it's holiday time and people are excited to take some time to relax. But what does this mean for your busin...
038 - Partner Revival: How to Reignite Inactive Partners
26 Jun 2023
Contributed by Lukas
In this episode, we shift our focus to the dark side of the channel: your sleeping partners. While we've previously explored strategies for bring...
037 - Co-selling: Success through Collaborative Partnerships - Part 5/5
19 Jun 2023
Contributed by Lukas
Join us for the final episode of our five-part series, "Bridging the Partner Recruit to Revenue Gap," as we dive into the dynamic world of c...
036 - The Power of Co-Marketing in Channel - Part 4/5
12 Jun 2023
Contributed by Lukas
Want to unlock the power of co-marketing?Listen to the fourth episode of our five-part series about getting new partners to first revenue as quick a...
035 - Mastering Partner Enablement: Driving Success in Marketing, Sales, and Tech - Part 3/5
05 Jun 2023
Contributed by Lukas
Want to guide your freshly recruited partners to revenue as quickly as possible? Listen to the third episode of our five-part series – Partner Enabl...
034 - Partner Onboarding: The Path to Revenue - Part 2/5
29 May 2023
Contributed by Lukas
Want to increase your conversion rate from recruit to revenue?Make sure you got a killer onboarding. This week, @Rick van den Bosch and @Alex Whitf...
033 - Bridge the Partner Recruit -> Revenue Gap - Part 1/5
22 May 2023
Contributed by Lukas
A well-designed partner program reduces dropout rates, cultivates deeper relationships, and accelerates growth. This week, our CEO Rick van den Bosch...
032 - Nurturing Channel Integrity: Key Strategies for Long-term Success
15 May 2023
Contributed by Lukas
Looking for long-term success in your partnerships?@Rick van den Bosch and @Alex Whitford got you.They couldn’t stop talking about it in the latest ...
031 - Gear your Partner Journey towards TTV
08 May 2023
Contributed by Lukas
Eager to achieve a quick time-to-value?Time to value, also known as TTV, in partnerships, measures how long it takes for a newly onboarded partner to ...
030 - Partnerships: Marathon or Sprint?
01 May 2023
Contributed by Lukas
Would you say partnerships are more like a marathon or a sprint? 🏃♀️Our CEO and VP of Partners had a lot to say about this topic in the late...