Partnerships Unraveled

In this episode of Partnerships Unraveled, Ana Carolina “Carol” Cardoso, Global Head of Channel Partner Programs at Schneider Electric, reveals how she led a bold reinvention of Schneider’s global partner strategy. We explore how Schneider split its channel program to reflect two distinct ecosystems, IT and OT, enabling tailored support, deeper specialization, and real partner collaboration. Carol shares how shifting from revenue-only metrics to behavior-based enablement is driving growth and partner satisfaction worldwide. You’ll learn: - Why segmentation was key to unlocking partner value - How Schneider balanced global strategy with local execution - What AI and sustainability mean for infrastructure and partner readiness - Why rewarding the right behaviors is shaping the future of Schneider’s channel Whether you're modernizing a program or building a partner ecosystem from the ground up, Carol’s story offers a blueprint for scalable, strategic impact. Connect with Carol: https://www.linkedin.com/in/ana-carolina-cardoso-guilhen/ _________________________ Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext [https://www.youtube.com/@channext] #channelmarketing [https://www.youtube.com/hashtag/partnersuccess] #c [https://www.youtube.com/hashtag/partnerjourney]hannelpartners

In this episode, we sit down with Mary Beth Walker, VP & Global Head of Partner Experience and Enablement at HP, to explore how one of the world’s largest tech companies is turning curiosity into capability across its channel. Mary Beth shares how HP is approaching AI not just as a tool, but as a cultural shift, rewiring how partner teams think, work, and deliver value. We unpack HP’s AI masterclass, the lessons transferred from its sustainability success via the Amplify Impact program, and why “winning the hearts and minds of partner reps” is now a competitive advantage. In this episode, you’ll learn: - How HP is embedding AI into its global partner enablement strategy - Why culture change, not compliance, is the foundation of adoption - The three-step messaging framework HP uses to help partners believe in AI - The traits HP now prioritises when hiring for the AI-powered future - How reverse mentorship and generational collaboration are shaping HP’s partner model This is a must-listen for channel leaders navigating the AI era and looking to drive enablement that sticks. Connect with Mary Beth: https://www.linkedin.com/in/mary-beth-walker-a276b2184/ _________________________ Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext [https://www.youtube.com/@channext] #channelmarketing [https://www.youtube.com/hashtag/partnersuccess] #c [https://www.youtube.com/hashtag/partnerjourney]hannelpartners

In this episode of Partnerships Unraveled, we sit down with Daniel Danielli, VP of Global Distribution at CrowdStrike, to explore how distribution can be transformed from a fulfillment engine into a true driver of growth. Daniel shares his journey from growing up in a family of technology entrepreneurs to leading multi-hundred-million-dollar distribution relationships across the globe. Together, we unpack the nuances of building a global distribution strategy, including: - Navigating regional complexities across Europe, the Middle East, Africa, and the Americas - Driving internal alignment around growth instead of mere fulfillment - Creating scorecards that prioritize leading indicators for faster pivots and smarter scaling - Building high-performing teams to manage strategic distributor relationships - Leveraging AI to unlock new opportunities in channel and cybersecurity operations This conversation is packed with insights for channel leaders, partner strategists, and anyone looking to future-proof their distribution strategy in an increasingly complex market. Connect with Daniel: https://www.linkedin.com/in/danieldanielli/ _________________________ Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext [https://www.youtube.com/@channext] #channelmarketing [https://www.youtube.com/hashtag/partnersuccess] #c [https://www.youtube.com/hashtag/partnerjourney]hannelpartners

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/ _________________________ Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext [https://www.youtube.com/@channext] #channelmarketing [https://www.youtube.com/hashtag/partnersuccess] #c [https://www.youtube.com/hashtag/partnerjourney]hannelpartners

In this episode of Partnerships Unraveled, we dive deep into what it takes to build a channel engine that scales intelligently. Bryce Grow [https://www.linkedin.com/in/bryce-grow?miniProfileUrn=urn%3Ali%3Afs_miniProfile%3AACoAAAL_hGoBL0znV1DbiRpJKlgvdcrdztNxUUw], VP of Americas Channel at SentinelOne [https://www.linkedin.com/company/sentinelone/], joins us to share a fresh perspective shaped by her shift from direct sales to channel leadership. Bryce unpacks the mindset shift required to succeed in indirect sales and reveals how her team cut their partner base by more than half, while increasing impact. From building trust with internal sales teams to defining partner value through 30+ real-time KPIs, Bryce walks us through the strategies that drive alignment and accountability across SentinelOne’s partner ecosystem. We explore: * The underestimated importance of internal stakeholder buy-in * Why fewer, deeper partnerships often outperform “going wide” * How AI and data are shaping the next era of partner scoring * The balance of harmony and fairness across GSIs, MSPs, VARs, and cloud alliances * What it means to “earn” partner incumbency in today’s competitive market If you’ve ever had to drive results through others, inside and outside your company, this episode is for you. Connect with Bryce: https://www.linkedin.com/in/bryce-grow/ _________________________ Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext [https://www.youtube.com/@channext] #channelmarketing [https://www.youtube.com/hashtag/partnersuccess] #c [https://www.youtube.com/hashtag/partnerjourney]hannelpartners