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Artwork for Partnerships Unraveled

Partnerships Unraveled

Partnerships Unraveled
Artificial Intelligence
Channel Sales
Partner Marketing
AWS
Partner Ecosystem
Cisco
Anaconda
Cisco 360 Program
Fortinet
World Wide Technology
Cybersecurity
Microsoft
Varonis
Sentinelone
Ecosystems
Smartsheet
Bitdefender
Strategic Partnerships
Akamai
Distribution

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

PublishesTwice weeklyEpisodes244Founded4 years ago
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MarketingBusiness

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Artwork for Partnerships Unraveled

Latest Episodes

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 co... more

YouTube

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 Pa... more

YouTube

In this special Pax8 Beyond '26 feature of Partnerships Unraveled, we sit down with Gene Kim, Vice President of Managed Service Providers at Absolute Security. With a career spent on both sides of the channel as a service provider and now leading Abs... more

YouTube

In this special Pax8 Beyond '26 feature of Partnerships Unraveled, we sit down with Nihil Morjaria, Chief Revenue Officer at usecure. With almost eight years at the company across nearly every sales role and a background in psychology, Nihil brings a... more

YouTube

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Recent Guests

Elisabeth De Dobbeleer
Senior Vice President, Global Programs at Cisco
Cisco
Episode: Elisabeth De Dobbeleer & Jason Gallo - Cisco 360 Partner Program Deep Dive
Jason Gallo
Global Vice President, Partner Value Acceleration at Cisco
Cisco
Episode: Elisabeth De Dobbeleer & Jason Gallo - Cisco 360 Partner Program Deep Dive
Faraz Siraj
Vice President of Global Partnerships and Alliances
Fortra
Episode: Faraz Siraj - The Golden Doodle Effect
Barry Russell
Senior Vice President of Partnerships
Anaconda
Episode: Barry Russell - The open-source foundation of every AI partnership
Eltjo Hofstee
Global Sales Director at EasyDMARC
EasyDMARC
Episode: Eltjo Hofstee - Unraveling the MSP to MIP journey
Remco van Dijk
Channel Leader for Northern Europe at Varonis
Varonis
Episode: Remco van Dijk - The benefits of an entrepreneurial channel mindset
Kris Blackmon
Global Director of Partner Marketing at AvePoint
AvePoint
Episode: Kris Blackmon - Beyond campaigns: partner marketing unlocked
Razvan Todor
VP Strategic Partnerships and Alliances for Bitdefender at Bitdefender (CSG)
Bitdefender
Episode: Razvan Todor - The secret power behind cybersecurity at scale
Andy Yen
Director of Partner Marketing for GSIs at ServiceNow
ServiceNow
Episode: Andy Yen - The Human Edge in High-Stakes Partnerships

Hosts

Michel Toul
Host of Partnerships Unraveled; Head of Marketing at Channext; leads conversations on channel strategy and partner ecosystems.
Effa
Host of Partnerships Unraveled; contributor to discussions on partner marketing and channel programs.

Reviews

4.7 out of 5 stars from 11 ratings
  • Chanel

    Channel Sales Kings & Queens and this address really great vertical !

    Apple Podcasts
    5
    febin6669
    United Arab Emiratesa year ago
  • Super informative and really interesting!

    Only 2 podcasts deep, but this is such a great resource for anyone looking to try and build their channel business

    Apple Podcasts
    5
    joshdscott
    United Kingdom4 years ago

Listeners Say

Key themes from listener reviews, highlighting what works and what could be improved about the show.

- Great for channel sales insights and practical tips.
- Positive, actionable takeaways; the hosts keep topics focused on real-world results.
- High-quality guests with deep expertise in partnerships and ecosystems.
- A must-listen resource for anyone building a partner-driven business.

Chart Rankings

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Talking Points

Recent interactions between the hosts and their guests.

Elisabeth De Dobbeleer & Jason Gallo - Cisco 360 Partner Program Deep Dive
Q: What are the future-proofing elements of Cisco 360 regarding AI and agents?
The program introduces AI-enabled capabilities and agents that can operate across portfolios, with a points-based system to recognize evolving partner practices, and the potential for agents to speak to other agents, signaling a shift toward a more autonomous, integrated ecosystem.
Elisabeth De Dobbeleer & Jason Gallo - Cisco 360 Partner Program Deep Dive
Q: Can you talk us through how the Cisco 360 program starts with the customer and then works back to the program design?
They describe a core principle called the Partner Value Index, which defines how a partner delivers value to customers, and they emphasize designing around customer value first, then aligning partner capabilities and differentiation to meet that value.
Signe Holm - Driving Co-Sell Success with Microsoft
Q: What piece of advice would you give to ISVs looking to co-sell more effectively with Microsoft?
Get your solution on Marketplace and learn how the first sale works in that ecosystem. We focus on simplifying the initial sell, gathering feedback on what was difficult, and adjusting roadmaps accordingly so future deals can move faster. Use cases tailored to industry and market help reps relate to customers and close more efficiently.
Signe Holm - Driving Co-Sell Success with Microsoft
Q: Can you tell us about your background and how you ended up at Microsoft?
I've spent my entire career at Microsoft, growing from roles focused on ISVs to enterprise channel management, partner development, and now partner solution sales. The core thread has always been working with partners to help them scale in specific markets, leveraging Microsoft's reach and platforms like Azure and Marketplace to drive joint success.
Didem Kindstrand - Navigating the Cisco–Splunk Partner Shift
Q: What should Splunk Partners hear from you during the ongoing integration?
Be curious, join the Cisco train, and leverage the valuable Splunk competency within your organization to create new partnerships while recognizing that both Splunk's and Cisco's programs offer complementary opportunities.

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Frequently Asked Questions About Partnerships Unraveled

What is Partnerships Unraveled about and what kind of topics does it cover?

This show focuses on partnerships, channel marketing, and partner-led growth in technology, often exploring how ecosystems, AI-enabled enablement, and data-driven strategies reshape GTM. Episodes span from building durable partner programs and trust with stakeholders to scaling enablement across thousands of partners, with practical tips on program design, measurement, and regionalized go-to-market. Notable throughlines include the shift from transactional partnerships to value-driven ecosystems, human-centered relationship building, and the careful balance of automation with personalized partner engagement. The format tends to feature senior marketing and partnerships leaders sharing frameworks, real-world anecdotes, and actionable takeawa... more

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Which podcasts are similar to Partnerships Unraveled?

These podcasts share a similar audience with Partnerships Unraveled:

1. All-In with Chamath, Jason, Sacks & Friedberg
2. Huberman Lab
3. The Diary Of A CEO with Steven Bartlett
4. On Purpose with Jay Shetty

How many episodes of Partnerships Unraveled are there?

Partnerships Unraveled launched 4 years ago and published 244 episodes to date. You can find more information about this podcast including rankings, audience demographics and engagement in our podcast database.

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What guests have appeared on Partnerships Unraveled?

Recent guests on Partnerships Unraveled include:

1. Elisabeth De Dobbeleer
2. Jason Gallo
3. Faraz Siraj
4. Barry Russell
5. Eltjo Hofstee
6. Remco van Dijk
7. Kris Blackmon
8. Razvan Todor

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