Drive Your Channel Productivity Globally

Beyond the Dark Web: Zero Trust for Enterprise Security Cyber threats evolve unprecedentedly, and bad actors even weaponize AI. Traditional security approaches are no longer sufficient. This podcast dives deep into the critical need for a Zero Trust Security model, focusing on blocking first and permitting later to build truly resilient enterprise security defenses. Discover how understanding modern cybercriminals' methods, including those operating on the dark web, is essential for implementing proactive and effective protection strategies. Sugata Sanyal, Founder & CEO of ZINFI, discusses this in an insightful discussion with Danny Jenkins, Co-founder and CEO of ThreatLocker. With over 20 years in cybersecurity, Danny founded ThreatLocker on the principle of denying by default, offering an endpoint cloud protection platform that hardens digital environments. This conversation explores the shift from reactive detection to proactive protection, the changing landscape of attack vectors, cybercrime's organized

Sales Enablement with EQ in the AI Era The digital landscape is rapidly changing, redefining sales and leadership. This podcast explores how emotional intelligence (EQ) and Artificial Intelligence (AI) fundamentally drive sales enablement and organizational growth. Discover how human skills and cutting-edge technology create a new frontier for business success. Join Sugata Sanyal, Founder & CEO of ZINFI, in an insightful discussion with Joni Wickline, a seasoned consultant and former Chief Channel Officer. Joni brings decades of experience improving employee performance and engagement. She shares expertise from leading global positions at organizations like Leadership Circle and Blanchard and is renowned in leadership development. Joni highlights the critical shift in corporate learning from traditional methods to a focus on soft skills like resilience, communication, and collaboration. She also explains how technology presents both a challenge and an opportunity in this transformation. Listen to the full ep

Smartsheet's Ecosystem Growth: Powered by PartnerOps Excellence The dynamic world of enterprise software demands precision, strategy, and robust PartnerOps for scaling growth and managing complex partner ecosystems. This podcast delves into Smartsheet's meticulous approach to building, evolving, and optimizing its global partner network, revealing how a strong operational framework translates into tangible business success. Sugata Sanyal, Founder and CEO of ZINFI, hosts an insightful discussion with Rachael Travis, Director of Global Programs at Smartsheet. Rachael shares her extraordinary journey from serving in the U.S. Army, including deployment in Afghanistan, to leading partner operations and channel strategy in corporate America. She offers a unique perspective on translating military-grade problem-solving and leadership principles into designing and executing effective partner programs. Discover how Smartsheet strategically pruned and grew its partner base, leveraging data and innovation to meet evolv

Second-Party Data: AI Unlocking Ecosystems In the fast-evolving landscape of modern business, the strategic use of data is paramount for sustainable growth. This podcast dives deep into the power of second-party data and how artificial intelligence (AI) is transforming its utility to unlock unprecedented opportunities within partner ecosystems. Discover how companies move beyond traditional data sources to leverage shared insights for competitive advantage and accelerated revenue. Join Sugata Sanyal, Founder & CEO of ZINFI, in an insightful discussion with Bob Moore, founder and CEO of Crossbeam. Bob shares his unique journey as a "data nerd" who built two successful SaaS companies in data analytics before founding Crossbeam, the world's leading platform for account mapping. He explains how Crossbeam helps companies compare their CRM data with partners while preserving privacy, which over 30,000 companies globally use. This conversation explores the evolution of data from first- and third-party to highl

EQ + AI: The New Formula for Partner Ecosystem Success In this episode of ZINFI’s podcast series, Sugata Sanyal, Founder & CEO of ZINFI, hosts Jason Glass, Global Head of Partner Sales at SugarCRM, for a deep dive into the next wave of innovation in the partner ecosystem. The two explore how emotional intelligence (EQ) and artificial intelligence (AI) are not just shaping go-to-market strategies but redefining leadership, operations, and revenue growth. Jason shares insights from leading partner programs at industry giants like NetSuite, Oracle, and SugarCRM. The conversation highlights how human connection, technical fluency, and marketplace orchestration converge to create a new operating system for partner-led success. Whether scaling a channel, rebuilding partner enablement, or navigating hybrid sales motions, this conversation is your blueprint for building a high-performing, AI-ready, EQ-driven partner ecosystem. Related Guidebook

AI Disrupts Telco: Channel and Workforce Impact In this high-energy episode, Sugata Sanyal, Founder & CEO of ZINFI, hosts Kameron Olsen, a seasoned telecom entrepreneur and expert in the TSD (Technology Solutions Distributor) ecosystem. Kameron brings two decades of experience in the telecom channel, covering everything from analog phones to SaaS-based UCaaS platforms. This insightful conversation explores how AI transforms customer experience and disrupts workforce models and operational dynamics. They discuss the convergence between TSDs and MSPs, the evolution from CapEx hardware to OpEx cloud, and how telcos adapt to customer demands for cybersecurity and automation. With AI reshaping contact centers, sales models, and digital infrastructure, this episode delivers critical takeaways for anyone in the channel. Listen in to understand why telecom's next wave of value lies in advisory-led, AI-powered ecosystems and how partners can lead in this shift.

How to Exponentially Scale the Value of Managed Service Providers Business In this insightful episode of the ZINFI Partner Ecosystem Podcast, Sugata Sanyal, Founder & CEO of ZINFI, interviews Tim Conkle, Founder & CEO of The 20 MSP, to explore how managed service providers can scale effectively and profitably. Drawing from over three decades of experience, Tim walks us through transforming MSPs from 5-person shops to national powerhouses without losing agility or customer focus. He shares how The 20 MSP model leverages standardization, brand building, and a simplified business approach to tackle three significant challenges: lead generation, sales execution, and operational scale. The episode provides a roadmap for MSP leaders looking to move beyond technical excellence and build resilient, scalable business infrastructure. Tim also outlines the leadership mindset required to transition from “king” to “wealth creator” and how to lead teams through cultural transformation. Listen in to discover how MSP

Vision to Velocity: A Systems Thinking Playbook for Scaling Startups In this insightful episode of the ZINFI Partner Ecosystem Podcast, Sugata Sanyal, Founder & CEO of ZINFI, sits down with Bruce Eckfeldt —former architect turned entrepreneur and founder coach—to discuss how startup founders can apply systems thinking to scale effectively. Drawing from his background in design and coaching, Bruce unpacks the structural, psychological, and strategic components needed to transition from vision to operational velocity. Sugata and Bruce explore the key moments that challenge founders, the systems that support rapid scaling, and the leadership mindsets required for sustained growth. Whether facing growing pains or preparing for scale, this conversation provides a tactical and philosophical guide. Tune in to learn how to scale your startup like a pro. Related Guidebook Building Scalable, Trust-DrivenPartner Ecosystems

Scaling Partner Ecosystems with Strategy, Programs & PartnerOps In this insightful episode of the ZINFI PartnerOps Podcast series, Sugata Sanyal, Founder & CEO of ZINFI, speaks with Kristin Carnes, Vice President of Global Channel Programs & Operations at Netskope, about the critical role of PartnerOps in scaling global partner ecosystems. With over a decade of experience in high-growth security companies, Kristin offers tactical insights into how operations, strategy, and programs converge to enable scalable partner success. From foundational alignment to advanced automation, Kristin outlines her phased approach to building a robust partner ecosystem—starting with structured PartnerOps systems and evolving toward AI-powered infrastructure. Whether you’re leading partner operations at a startup or a global enterprise, this conversation delivers strategic takeaways and practical frameworks for building resilient, high-performance partner programs. Relate

The Future of Managed Service Providers in the Age of AI and Automation In this insightful episode of the ZINFI Podcast series, Sugata Sanyal, Founder & CEO of ZINFI, welcomes Erick Simpson, an MSP industry veteran and thought leader, to discuss the radical evolution of Managed Service Providers (MSP) and the pivotal role of AI and automation in shaping their future. Drawing from his two-decade journey in the MSP world, Erick provides a masterclass on transforming from break-fix support to strategic, consultative, subscription-based services. The conversation traces key turning points—like the rise of remote monitoring, vendor management innovation, and the impact of the COVID-19 pandemic—while focusing on what lies ahead. From smart dispatch to agentic AI, this episode breaks down the tools, tactics, and team transformations defining modern MSPs. Whether you're a vendor, systems integrator, or partner program leader, this discussion delivers actionable insights into where MSPs have been, where they are n

Building Scalable, Trust-Driven Partner Ecosystems In this insightful episode of the ZINFI Partner Ecosystem Podcast, Sugata Sanyal, Founder & CEO of ZINFI, is joined by Bryn Jones, Co-founder and CEO of PartnerStack. Together, they explore the evolution of partner ecosystems and how trust, transparency, and scalable infrastructure redefine the future of B2B partnerships. Bryn shares PartnerStack’s 10-year journey—from building a basic affiliate tool to becoming a global ecosystem platform that powers modern partner relationship management (PRM). He discusses the shift in market perception, especially post-COVID, the rise of partner onboarding networks, the complexity of partner incentives, and how PartnerStack uses AI and data to match the right vendors with the right partners. With compelling insights into the challenges of fraud, global payments, and network-building, this episode is a must-listen for partnership leaders. Tune in to discover how modern PRM platforms are scaling trust and driving pa

Hyperscalers, ISVs, and AI: Shaping the Future of B2B Software Distribution In this insightful episode of the ZINFI Partner Ecosystem Podcast, Sugata Sanyal, Founder & CEO of ZINFI, sits down with John Jahnke, CEO of Tackle.io, to explore how hyperscalers, ISVs, and AI are redefining the way B2B software is sold, bought, and scaled. With cloud marketplaces experiencing explosive growth and co-sell motions becoming essential to partner success, John provides a behind-the-scenes look at the evolution of go-to-market strategies and why traditional software sales must evolve. From enabling partner ecosystems to automating co-sell workflows with hyperscaler field teams, the conversation unveils key trends that every partner leader should be watching. This podcast is a must-listen for anyone looking to thrive in the cloud commerce era, where hyperscalers act as the new distribution layer, AI drives scalability, and ISVs unlock unprecedented growth. Tune in now to understand where B2B software dist

Leading Global Partner Programs Transformation at Scale In this insightful episode of the ZINFI Partner Ecosystem Podcast, Sugata Sanyal, Founder & CEO of ZINFI, sits down with Craig Patterson, Global Channel Chief at Exabeam, to discuss the intricacies of transforming and scaling global partner programs. With over two decades of experience building high-performing partner ecosystems, Craig shares valuable insights from his leadership journey across the telco, cloud, and cybersecurity sectors. Listeners will gain a front-row seat to Craig’s strategic approach to ecosystem design, channel transformation, KPI alignment, and the integration of AI into go-to-market strategies. From the merger of LogRhythm and Exabeam to the launch of Exabeam 2.0, Craig unveils how data, trust, and culture drive success in modern PRM environments. Don’t miss this opportunity to learn how to lead through complexity, scale with precision, and build world-class partner programs.

The Art of Scaling Culture: Building Like a Product, Letting Go Like a Leader In this insightful episode of the ZINFI Partner Ecosystem Podcast, Sugata Sanyal, Founder & CEO of ZINFI, engages in a rich conversation with

The Rise of AI Agents in Partner Experience Management In this insightful episode of the ZINFI Partner Ecosystem Podcast, Sugata Sanyal, Founder & CEO of ZINFI, hosts Naomi Dreifuss, Founder & CEO of Zugit, for a dynamic conversation on the evolving landscape of Partner Experience Management. Naomi shares her path from SaaS sales into launching Zugit, a platform redefining how organizations use AI to power more innovative partner ecosystems. The discussion unpacks why traditional PRM tools fall short, how AI agents transform data into actionable intelligence and the strategic importance of partner transparency and engagement. Naomi brings unique insight into how organizations can leverage analytics and automation to scale partnerships without friction. Whether managing a long-tail partner network or rethinking your go-to-market strategy, this podcast delivers sharp, practical insights on succeeding in the AI-powered partnership era. Tune in to learn how AI can elevate your partner programs to the next lev

Partner Marketing at Scale: Insights from 23,000 SAP Partners In this insightful episode of the ZINFI Partner Ecosystem Podcast, Sugata Sanyal, Founder & CEO of ZINFI, hosts Andrew Kisslo, SVP of Global Partner Marketing at SAP. With 23,000 partners globally, SAP’s ecosystem offers a masterclass in orchestration, scalability, and growth-focused strategy. Andrew shares how SAP redefines partner roles across selling, building, enabling, and servicing—while driving co-marketing and co-selling initiatives through multi-partner engagement models like the “Power of Three.” The conversation also explores leadership transformation, the changing face of B2B buyers, and how AI empowers partners at every maturity level. From segmentation to strategy and measurement to enablement, this episode distills decades of field experience into practical takeaways. Learn how SAP uses frameworks, data, and storytelling to turn complexity into growth. Related

From TikTok to LinkedIn: Social Selling Across the Generational Divide In this engaging episode, Sugata Sanyal, Founder & CEO of ZINFI, welcomes Amelia Taylor, founder of The Revenue Table, for an in-depth conversation on how social selling has become a cornerstone of modern B2B success. They explore how a multi-platform presence—spanning TikTok, LinkedIn, Instagram, and more—is essential for connecting with today’s multi-generational buyers. Amelia shares her journey into content-driven selling, revealing why authenticity and emotional intelligence outperform polished sales pitches. They unpack the psychology of platform engagement, brand trust, and the unspoken rules of social channels. More importantly, they explore the overlap between social selling and the partner ecosystem—where co-selling and brand alignment drive profound pipeline impact. This episode is a must-listen for marketers, partner leaders, and sales professionals navigating the noisy digital marketplace. Learn how to bridge age gaps, spe

Building Partner DNA Inside Organizations In this engaging episode, Sugata Sanyal, Founder & CEO of ZINFI, speaks with Theresa Caragol, CEO of AchieveUnite, about the strategic evolution of partner relationship management (PRM). As the author of Partnering Success and a global thought leader in the channel space, Theresa shares her path from building global partner programs at tech giants to founding AchieveUnite. The conversation covers how trust-building, AI-driven enablement, and joint value creation redefine PRM for today's partner ecosystems. Theresa shares her framework for embedding partner DNA across organizations and reflects on how data, automation, and co-selling can unlock long-tail partner productivity. From marketplaces to private equity consolidation, she offers insights into what’s next for PRM software, services, and strategy. Watch now to learn how your business can scale smarter and stronger through effective partner relationship management.

Partner Marketing: AI’s Role in B2B Lead Generation In this engaging episode, Sugata Sanyal, Founder & CEO of ZINFI, sits down with Terry Hedden, Founder and CEO of Marketopia, to discuss the transformative impact of AI on B2B lead generation and partner marketing. Terry shares his journey of building Marketopia into a global leader, supporting technology vendors and resellers. He also explores how AI, combined with persistent telemarketing and digital outreach, redefines the future of B2B sales. Key takeaways include the evolution of marketing technology stacks, strategies for mid-market success, and how embracing AI creates competitive advantages without replacing human ingenuity. Tune in for real-world insights and actionable strategies to supercharge your partner marketing programs. Related Guidebook Unlock Scalable Growth with The Partner Marketing Growth Blueprint Proven strategies to drive ROI, imp

Partner Marketing: Evolution of Marketing Through Partners In this episode of our ZINFI Podcast Series, Sugata Sanyal, Founder & CEO of ZINFI Technologies, sits down with Jon Rivers, Co-Founder of Marketeery, to explore the evolution of marketing through partners. Together, they dive deep into how traditional channel marketing has shifted into today’s partner ecosystem, reshaping how SMB marketing, partner enablement, and partner co-marketing operate. They discuss the explosive role of AI, business process automation, and the increasing verticalization of SMB solutions. This podcast provides essential insights for professionals developing or expanding a partner-focused go-to-market approach. Whether leading a large tech ecosystem or supporting SMBs, this conversation will help you stay ahead of evolving partner marketing trends. Listen now to understand how partnerships are redefining business growth! Video Podcast: Partner Marketing: Evolution of Mark