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5 de 208

Carilu Melander - Redefining the Role of Partner Marketers
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 aligning campaigns with sales goals to measuring ROI with precision. Carilu dives into how her team uses data to make smarter decisions, build trust with partner sellers, and drive meaningful impact at scale, especially through creative distributor-led programs. For channel professionals looking to sharpen their strategic edge, this episode delivers actionable insights on scalable enablement, ecosystem collaboration, and the future of partner marketing in an AI-powered, ecosystem-first world.Tune in to uncover how to elevate your partner marketing function, build influence with stakeholders, and stay ahead in a fast-changing indirect sales landscape._________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners
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Meg Brennan - Mapping Your Career Growth in the Channel
In this episode of Partnerships Unraveled, we’re joined by Meg Brennan, Global Head of Partner Strategy, Programs, and Experience at HP Inc. With over three decades of channel experience from taking partner calls in the '90s to leading global strategy at one of the world’s most recognized tech brands. Meg shares a compelling story of career evolution, leadership, and ecosystem transformation.We unpack how the partner landscape has shifted from linear resale models to complex, multi-partner ecosystems, and how those changes are reshaping channel roles. Meg also offers practical frameworks for mapping career growth in the channel, including a deceptively simple tool she’s used to coach and promote talent within and beyond her own teams. Whether you’re navigating your next career step, rethinking your partner strategy, or mentoring future channel leaders, this episode is packed with actionable insights.Tune in to hear Meg’s vision for the future of channel roles in an AI-powered world, actionable advice on building meaningful networks, and why mentorship may be the most important investment you can make for your team and your legacy.During the episode, Meg shared the one-page career mapping tool she uses to help people identify their strengths, map next-step roles, and build an actionable development plan. She generously provided a version we can share publicly with our listeners.👉 Download Meg Brennan’s Career Growth Tool here:https://docs.google.com/presentation/d/1M6jfishQWPn8sTOjjttYNDiQymGLjytw/edit?usp=sharing&ouid=102335143091795425269&rtpof=true&sd=true_________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners
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Scott Eaton - Redefining Trusted Advisors in the Modern Channel
In this episode of Partnerships Unraveled, we sit down with Scott Eaton, Senior Director of Partner Management at Lumen Technologies, for an insightful conversation about the evolving definition and strategic role of trusted advisors in the modern channel. With decades of experience on both the vendor and partner sides of the business, Scott offers a grounded perspective on how channel professionals can navigate shifting partner models, deliver real customer value, and optimize indirect revenue strategies.Together, we explore why the role of the trusted advisor is more critical than ever, especially in complex B2B environments where customers are overwhelmed by choice and under-resourced in technical expertise. Scott also sheds light on where AI is providing the most meaningful gains today from partner enablement to customer retention and offers a sharp take on the future of partner marketing, performance measurement, and the blurred lines between MSPs, VARs, and resellers.If you’re a channel leader, partner marketer, or enablement pro striving to stay ahead of rapidly changing partner models and customer expectations, this episode delivers clarity, strategy, and actionable insights you can use today._________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners
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Miguel Carrero - Meeting Partners Where They Are with WatchGuard
In this episode of Partnerships Unraveled, we sit down with Miguel Carrero, VP of Global Partner Ecosystem Growth at WatchGuard, a seasoned leader with a rare blend of experience across startups, private equity-backed firms, and large enterprises. Miguel shares his channel philosophy shaped by decades of working across partner models, market segments, and organizational structures.We unpack what it means to “meet partners where they are” moving beyond legacy segmentation models to frameworks that prioritize partner business models, motivations, and operational needs. Miguel outlines how WatchGuard reimagines partner tiering through training engagement and value alignment, ensuring programs resonate with everyone from boutique MSSPs to high-volume VARs. For channel professionals looking for practical tactics to better segment, enable, and motivate partners across the spectrum, this one’s a must-listen.Tune in to gain proven perspectives on sustainable partner profitability, modern channel marketing, and how true partner-centric DNA, backed by executive sponsorship and organizational design, can drive scalable success._________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners
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Rasmus Holst - Zensai’s Microsoft-First Channel Strategy
In this episode of Partnerships Unraveled, we sit down with Rasmus Holst, CEO of Zensai an HR tech company that’s going all-in on Microsoft and MSPs to scale its human success platform. Rasmus shares why focus beats breadth when it comes to channel strategy, unpacking how Zensai deliberately narrowed its GTM to win in a crowded space.From building a Copilot adoption hub tailor-made for the Pax8 ecosystem to crafting a product that fits MSP sales motions like “fries with the burger,” Rasmus reveals how Zensai is tapping into existing demand with a clear, easy-to-sell value prop.Rasmus offers a grounded view on AI adoption risk, the importance of employee enablement, and why most Copilot rollouts today are set to fail._________________________Learn more about Channext 👇 https://channext.com/ Watch on YouTube ► https://www.youtube.com/@channext #channelmarketing #channelpartners
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26:33