Partnerships Unraveled

Partnerships Unraveled
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The weekly podcast where we unravel the mysteries of partnerships and channel to help you become more successful.

  1. -5 j

    Michael Roch - Real Strategies for Building Strong Ecosystems

    Send us Fan Mail In this episode of Partnerships Unraveled, we sit down with Michael Roch, Partnerships Advisor and Founder at MHPR Advisors. With 25 years advising senior leaders on partnerships, alliances, and ecosystems across professional services, life sciences, and technology, Michael brings a rare cross-sector view of what actually makes channel and alliance programs thrive. Michael opens with the honest observation that the technology channel gets a lot right and leads other sectors in how partnerships are built. Where he sees room for improvement is in three areas most companies quietly struggle with. One partner program rarely fits every partner type. Short-termism in reward structures still overweights the initial deal, when profitable growth comes from adoption, renewals, and expansion. And the partner experience often ends up harder than it needs to be. Underneath all of it, consistency is what most alliance managers underestimate. Institutional knowledge solves the hard problems, and turnover in the alliance seat is one of the biggest risks to it. From there, Michael introduces the practical tool most ecosystems miss: the partnership health check. He distinguishes it from a structured reset, which is a bigger reevaluation done when something is clearly off. A health check is lighter, takes a week or two end to end, and revolves around five simple questions. Are we still aligned on outcomes? Is the business producing what we agreed to? Is the day-to-day model running smoothly? How is trust? What needs to change? Done every twelve to eighteen months, health checks are how alliance managers spot trends early and keep partnerships on track. Michael closes with a forward-looking view: the future of ecosystems belongs to quality over quantity. AI-assisted decision-making, coordinated networks, and the discipline to focus on partners genuinely aligned with the business are what will define the next chapter of channel work. _________________________ Learn more about Channext 👇 https://channext.com/  Watch on YouTube  ►  https://www.youtube.com/@channext  #channelmarketing   #channelpartners

  2. 4 août

    Pax8 Roadshow Special - Ryan Sigouin

    Send us Fan Mail In this special Pax8 Beyond '26 feature of Partnerships Unraveled, we sit down with Ryan Sigouin, Chief Revenue Officer at ScalePad. With more than 20 years of managed service provider experience behind him, including running his own, Ryan brings a rare view of how software and operations actually work together, and where the biggest growth opportunities live for the partners on the front line. Ryan opens with the case that has been driving ScalePad's product strategy: managed service providers need a customer success platform of their own. The software as a service world is full of these tools, but the managed service space has never had one built specifically for how it operates. That gap matters, because Ryan sees the biggest missed opportunity in the industry sitting inside the existing client base. Chasing new clients in a market with 20 to 30 managed service providers per major city is expensive and slow. Expansion and retention within accounts already served is where higher margin and faster growth live. From there, Ryan gets into what a customer success platform for the managed service space actually looks like. In the software world, customer success has evolved from a human function into a data-driven one, with health scores built from product usage, ticket volumes, and other signals. Managed service providers have even more signals available: ticket tone, meeting transcripts, and years of relationship context. Most of that data lives across separate systems. ScalePad's focus is building the single source of truth for relationship information, giving account teams the context and playbooks to walk into every conversation prepared. Ryan closes on the wisdom that has anchored his whole career: retention and expansion drive stronger growth than chasing new clients. Get the referral program working, focus on the existing base, and the numbers follow. _________________________ Learn more about Channext 👇 https://channext.com/  Watch on YouTube  ►  https://www.youtube.com/@channext  #channelmarketing   #channelpartners

  3. 28 juil.

    Michal Jankech - The true partner playbook

    Send us Fan Mail In this episode of Partnerships Unraveled, we sit down with Michal Jankech, Vice President of Enterprise, Small Business, and Managed Service Provider Segments at ESET. With 16 years at ESET, a first decade in product management, and a strategic advisory role shaping how the company evolves, Michal brings rare depth across both technical and commercial perspectives to a conversation about what actually builds durable partnerships. Michal opens with the story of how a decade in product management shaped his approach to partner strategy. Traveling with clients as a product manager showed him something that still holds: many cybersecurity decisions are partner-led, and the strongest relationships between vendors and technical partners are built engineer to engineer. That foundation now feeds his advisory work with the CEO on how to steer the company through change. In a matrix organization the size of ESET, influence beats authority, and driving transformation depends on relationships, belief, and a clear, consistent story everyone across the business is willing to carry. From there, the conversation turns to ESET's evolution ahead of its 40th anniversary. The company has been quietly using machine learning in detection long before it was called AI, and the current moment brings new relevance to that engineering-first heritage. Michal shares how perception matters as much as substance, and how the company is modernizing its communication to match what it delivers. He also gets into where data sovereignty is landing for European buyers today. As a fully European vendor with all core processing on the continent, ESET has turned a former disadvantage into a real differentiator. Michal closes with the pillars that hold the strongest partner relationships together: rock-solid technology, predictable commercials, a clear vision partners can invest in, and the constant work of listening. It's the foundation of trust that keeps ecosystems moving forward. _________________________ Learn more about Channext 👇 https://channext.com/  Watch on YouTube  ►  https://www.youtube.com/@channext  #channelmarketing   #channelpartners

  4. 21 juil.

    Pax8 Roadshow Special - Scott Sacket

    Send us Fan Mail In this special Pax8 Beyond '26 feature of Partnerships Unraveled, we sit down with Scott Sacket, Senior Vice President of Partner Strategy at AvePoint. With 19 years at AvePoint and a background as a former managed service provider, Scott brings a rare blend of vendor and channel perspectives on how partnership programs and data governance are evolving in the AI era. Scott opens with the story of AvePoint's shift from direct-first to a channel-driven business, one that now sees 100% growth in partner-sourced bookings for multiple quarters. He then explains how AvePoint has redesigned its partner program, moving away from the traditional revenue-tiered model to a points-based system that recognizes the many ways partners create value. Certifications, product mix, team training breadth, co-marketing, pre-sales, technical support, and renewal rates all count alongside revenue. It's a program built around the idea that partners come in all shapes and sizes, and every large partner today started as a small one worth investing in. From there, the conversation turns to what's happening now in the market. Scott makes the case that AI has kicked off a governance gold rush for managed service providers. AvePoint has been doing data governance for 25 years, well before the term was popular, and the current AI moment is bringing new relevance to that expertise. He shares a striking gap: 75% of companies have already built or tested AI agents, and 70% have no governance plan in place. Every agent needs an owner and a governance framework, and the partners delivering that will be in the strongest position ahead. Scott closes with a mantra that fits the pace of the AI era: fail forward. Move fast, try things, focus on the partners and customers you serve, and remember that what's important today probably won't be in twelve months. _________________________ Learn more about Channext 👇 https://channext.com/  Watch on YouTube  ►  https://www.youtube.com/@channext  #channelmarketing   #channelpartners

  5. 14 juil.

    Kirsten MacGregor - From Product to Partnership: Delinea's MSP bet

    Send us Fan Mail In this episode of Partnerships Unraveled, we sit down with Kirsten MacGregor, Global Head of Managed Service Providers at Delinea. Coming to Delinea after nearly eight years building the managed service provider motion at Riverbed and a career spanning networking, digital experience, and identity security, Kirsten brings a sharp perspective on building a program that fits how these partners actually operate. Kirsten opens with a framework she has carried across her career: people, process, and platform. Platform architecture is not a technical detail, she explains, but the foundation of the whole service model. Cloud-native design matters because the operational efficiency managed service providers need has to be built in from the start. Process has to reflect that these providers carry real service accountability, so vendor support, enablement, and escalation paths have to be designed with that in mind. And the human aspect anchors everything. The people a vendor puts in front of partners are what turn a program into a genuine partnership. That framework is what Delinea now has the chance to build on from scratch. Because the company hasn't run a true managed service provider program before, Kirsten is designing the commercial structure, support tiers, enablement, and pricing around how these partners actually operate. She also reframes the shift from reseller to managed service provider as a move from margin-pressured product sales to outcome-based partnerships. Identity has become the primary attack surface for enterprises, and continuous delivery through MSPs is a natural fit for the deeper relationships that model creates. Kirsten closes on where the strongest managed service providers will land in the next three to five years: leading with outcomes, governing the full identity estate across human, machine, and AI, and treating zero standing privilege as the baseline. It's a moment worth building for. _________________________ Learn more about Channext 👇 https://channext.com/  Watch on YouTube  ►  https://www.youtube.com/@channext  #channelmarketing   #channelpartners

  6. 7 juil.

    Jason Henry - The channel opportunity nobody talks about

    Send us Fan Mail In this episode of Partnerships Unraveled, we sit down with Jason Henry, Vice President of MSP Platform Sales for the Americas at Hornetsecurity. With three decades of enterprise sales leadership behind him and a mandate to build the Americas partner business from scratch, Jason brings a fresh lens to where the channel opportunity really lives. Jason opens with the story of Hornetsecurity's new chapter. After being acquired by Proofpoint late last year, the company is now making the small-to-medium business and managed service provider space a true focus, and Jason is leading the Americas build. His first 90 days have centered on two things: the people and the partners. Deep listening sessions with top partners have surfaced honest feedback on what is working and where the biggest opportunities sit. Partners, Jason has found, are genuinely invested in the mission, and that shared excitement is one of the strongest foundations to build a channel-first business on. From there, the conversation turns to where the space is heading. Jason makes the case that AI will have an even bigger impact on the small-to-medium business market than the enterprise, because it lets small businesses do more with far fewer resources. That opens up a real evolution for managed service providers, who are moving from technology support into a business consultant role for the founders and CEOs they serve. The providers who lean into this shift, deliver agent-based services, and lead their customers through the transformation are the ones set to capture the biggest opportunity of the next few years. Jason closes on what he's carried through three decades of sales leadership. Believe in your people, build great teams, support them well, and build the next generation of leaders. That's how the businesses that last actually get built. _________________________ Learn more about Channext 👇 https://channext.com/  Watch on YouTube  ►  https://www.youtube.com/@channext  #channelmarketing   #channelpartners

  7. 2 juil.

    Christina Tubb - The channel partner as your local bodyguard

    Send us Fan Mail In this episode of Partnerships Unraveled, we sit down with Christina Tubb, Americas Director of Regional Alliance Managers at Ping Identity. With a career spanning theoretical physics, private equity, consulting, and channel leadership across ten countries, Christina brings a wide-lens view of what it takes to build partnerships that connect vendors directly to end customers. Christina opens with a philosophy that runs counter to how many people think about channel: partnerships are a way to get closer to end users, not further from them. When partners handle the pieces they're built for, vendors get the room to focus on what customers actually need. That principle sharpens with a global lens. For a US multinational, the nuanced requirements of customers in every country and vertical are almost impossible to grasp without local partners who translate the market for you. Christina calls it thinking globally and acting locally, and nowhere does it land harder than in the channel. From there, the conversation moves into what Christina learned running channel in Asia. Markets without friction stop innovating, she says, and Asia's density and diversity is a crucible that forces builders to move faster. Bringing that lens to the Americas, she highlights just how much automation, adaptation, and intentionality matter even in a single large market. The conversation then turns to identity in the AI era. With deep fakes rising and traditional markers of recognition losing reliability, digital identity is heading toward verified trust, and channel partners are central to how that plays out on the ground. Christina closes on the mindset that has anchored her whole career: follow curiosity as your north star. It won't guarantee an illustrious career, but it will guarantee real enjoyment and growth, especially in a moment where the security industry is being redefined week by week. _________________________ Learn more about Channext 👇 https://channext.com/  Watch on YouTube  ►  https://www.youtube.com/@channext  #channelmarketing   #channelpartners

  8. 30 juin

    Pax8 Roadshow Special - Phylip Morgan

    Send us Fan Mail In this special Pax8 Beyond '26 feature of Partnerships Unraveled, we sit down with Phylip Morgan, Senior Vice President of Marketplace and Channel Expansion at Pax8. A former managed service provider and 30-year channel veteran, Phylip is leading Pax8's work helping partners transform from managed service providers into managed intelligence providers. Phylip opens with the case for why the managed intelligence shift is a revolution, not an evolution. Borrowing Scott Chason's framing, he positions this as the same kind of cataclysmic change as steam, electricity, the PC, and the cloud, with AI delivering cognitive power the industry has never had before. The proof point is what's already happening: models are getting better, hallucinations are receding from the conversation, and practical use cases are stacking up. At the same time, Phylip is clear that partners have options, and there's still a real living to be made in break-fix and traditional managed services. From there, the conversation reframes the partner role as a trusted advisor evolving from technology advisor into business advisor, with managing intelligence risk and governance, risk, and compliance around digital agents as part of the new job description. Phylip shares a Welsh example of two managed service providers who decided their best play was to partner with a managed intelligence provider, which opens a discussion about partner ecosystems where everyone builds around their strengths. He also walks through two market shifts: the digital buyer who prefers apps to conversations, and the death of brand, where reputation and shared values matter more than the logo at the bottom of a website. Phylip closes with practical counsel for the partner community. Regret is a terrible thing, so take the time to look at the opportunity, do the research, and come to your own conclusions. As he puts it, lead with humanity and scale with AI. _________________________ Learn more about Channext 👇 https://channext.com/  Watch on YouTube  ►  https://www.youtube.com/@channext  #channelmarketing   #channelpartners

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The weekly podcast where we unravel the mysteries of partnerships and channel to help you become more successful.

Informations

  • Création
    Partnerships Unraveled
  • Années d’activité
    2022 - 2026
  • Épisodes
    250
  • Classification
    Tous publics
  • Copyright
    © 2026 Partnerships Unraveled
  • Site web de l’émission
    Partnerships Unraveled

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