Jake Nathan

Dell's Ground-Up Channel Build: From Direct Sales Holdout to Partner-First Powerhouse

Nov 18, 2025

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3 min read

Dell's Ground-Up Channel Build: From Direct Sales Holdout to Partner-First Powerhouse

Senior director Chad Dowlen explains how Dell went from direct-only holdout to partner-led in storage and why channel tenure, not just new programs, is now a strategic asset.

Jake Nathan

TD Synnex Builds AI Enablement Framework as Distribution Evolves Beyond Logistics

Nov 17, 2025

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3 min read

TD Synnex Builds AI Enablement Framework as Distribution Evolves Beyond Logistics

The world's largest tech distributor is training internal "AI champions" and gridding partners by capability level to accelerate speed-to-market for AI solutions.

Jake Nathan

ServiceNow Eyes 10,000-Partner Ecosystem as It Pushes Toward $30B Revenue Goal

Nov 14, 2025

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3 min read

ServiceNow Eyes 10,000-Partner Ecosystem as It Pushes Toward $30B Revenue Goal

Global partner marketing leader Meaghan Moore details how the workflow automation giant is building scalable infrastructure and leveraging AI to support exponential ecosystem growth.

Jake Nathan

Zoom’s Big Reinvention: How the Company Is Pulling Partners Into Its Contact Center and AI Future

Nov 13, 2025

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3 min read

Zoom’s Big Reinvention: How the Company Is Pulling Partners Into Its Contact Center and AI Future

Chief CX Evangelist Brandon Knight explains how the Meeting giant's "it just works" reputation enabled partners to sell contact center software before launch and why partner lifetime value trumps customer metrics.

Jake Nathan

Accenture's Harish Natarajan on Why Most AI Projects Never Scale

Nov 12, 2025

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2 min read

Accenture's Harish Natarajan on Why Most AI Projects Never Scale

The consulting giant's AI strategy leader explains why only 8% of companies successfully scale AI solutions and what separates winners from experimenters.

Jake Nathan

CrowdStrike's Distribution Strategy Shifts From Fulfillment to Growth Driver

Nov 11, 2025

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3 min read

CrowdStrike's Distribution Strategy Shifts From Fulfillment to Growth Driver

VP of Global Distribution Daniel Danielli outlines how scorecards, regional nuance, and AI are reshaping channel strategy.

Jake Nathan

Cohesity Bets on a 100% Channel Future as It Integrates Veritas

Nov 10, 2025

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4 min read

Cohesity Bets on a 100% Channel Future as It Integrates Veritas

The data security company is navigating partner program integration while eliminating all direct sales, a move Cohesity channel executive Mark Conley calls "a gift I can give to my partners."

Jake Nathan

The Best Partner Leaders Improvise, Says Palo Alto Networks VP

Nov 7, 2025

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3 min read

The Best Partner Leaders Improvise, Says Palo Alto Networks VP

VP Anar Desai shares how explosive growth from 5,600 to 19,000 employees reshaped partner strategy and why in-person interviews matter more than ever.

Jake Nathan

HP’s Channel Executive Navigates M&A Complexity While Driving Cross-Sell in Expanded Collaboration Portfolio

Nov 6, 2025

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3 min read

HP’s Channel Executive Navigates M&A Complexity While Driving Cross-Sell in Expanded Collaboration Portfolio

After years of M&A and shifting product lines, HP is urging AV and IT partners to broaden their portfolios and rethink how they manage account control across buying centers.

Jake Nathan

SentinelOne’s Unified Partner Program Aims to Simplify Complex Channel Ecosystem

Nov 5, 2025

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3 min read

SentinelOne’s Unified Partner Program Aims to Simplify Complex Channel Ecosystem

The cybersecurity vendor is rolling out a simplified “PartnerOne” program designed to align resellers, MSPs, GSIs, and integration partners under a single operating model.

Jake Nathan

Zendesk’s Partner Marketing Chief Reveals Strategy for Scaling Channel Relationships

Nov 4, 2025

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3 min read

Zendesk’s Partner Marketing Chief Reveals Strategy for Scaling Channel Relationships

Amy Avalos, Director of Partner Marketing, shares how self-service portals and prescriptive content enable resellers to tell their own stories "powered by Zendesk."

Jake Nathan