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Scaling Partner Ecosystems: Lessons from Cisco & SonicWALL In this compelling episode of ZINFI’s Partner Ecosystem Podcast, host Sugata Sanyal, Founder & CEO of ZINFI, welcomes Michelle Ragusa-McBain, a global channel leader with executive roles at Cisco, SonicWALL, and more. Michelle shares first-hand insights on how major tech players like Cisco and SonicWALL built, scaled, and evolved their partner ecosystems over the past two decades. From partner enablement and PRM tools to market development funds and the role of AI and cybersecurity, Michelle breaks down the strategic thinking behind building a robust, agile ecosystem. She also dives into her passion for diversity and inclusion in tech and how leaders can mentor the next generation. Tune in for practical, high-level takeaways to apply whether you’re in a $200M mid-market firm or a global enterprise. Listen now to learn how to scale and future-proof your ecosystem. Related

Partner Ecosystem Playbook: Build, Scale, Succeed Discover How Apollo.io Built & Scaled Its Ecosystem. In this episode of ZINFI’s partnership ecosystem leadership series, Sugata Sanyal speaks with Jennifer Rhima, Head of Partnerships at Apollo.io, about how she built a global partner ecosystem from scratch. Jennifer shares her unique journey from launching her partnerships career in Dubai to leading high-impact partnership initiatives in the U.S. With practical insights into defining ideal partner profiles, streamlining onboarding, activating partners, and leveraging PRM software, this is a tactical masterclass for anyone in B2B SaaS. Whether you're just beginning to build your partner programs or looking to scale globally, this conversation will give you a step-by-step framework to grow your ecosystem effectively and efficiently. Listen now to learn how to operationalize your partner strategy with PRM software. Video Podcast: Partner Ecosystem Playbook

The Evolution of PartnerOps: Past, Present & Future Partner operations (PartnerOps) have transformed from traditional resale models to dynamic, AI-driven ecosystems that accelerate business growth. In this episode, Sugata Sanyal, Founder & CEO of ZINFI, speaks with Antonio Caridad, Head of Global Partner Operations at Tricentis, about how PartnerOps has evolved over the years. They discuss key trends in partner enablement, co-marketing, and co-selling, as well as the impact of automation and AI on partner relationship management. This conversation provides crucial insights for companies looking to optimize their partner strategies. Listen now to discover how the future of PartnerOps is shaping the next generation of partner ecosystems. Related Guidebook The Evolution of PartnerOps: Past, Present & Future Your Essential Guide to Building AI-Driven, Scalable, and Outcome-Focused Partnerships Download your COMPLIMENTARY COP

AI’s Next Move: Private Cloud & Edge Computing In this episode, Sugata Sanyal speaks with Vineet Sharma, Global Alliances & Ecosystems Lead at Cloudera, about the transformative role of AI in private cloud and edge computing. As businesses rethink their partner relationship management (PRM) strategies, they are shifting workloads to private cloud for cost, compliance, and security advantages. Vineet shares insights into emerging AI trends, the evolution of PRM, and the impact of edge computing. This discussion explores how enterprises are adapting their partner networks for AI-driven growth and operational efficiency. Listen to gain insight into the next wave of AI infrastructure and PRM advancements. Related Guidebook Hybrid Cloud and Edge AI Computing Impacting the Future of PRM How AI, Hybrid Cloud, and Edge Computing Are Transforming Partner Relationship Management Download your COMPLIMENTARY COPY of Hybrid Cl

Partner Marketing: Control the Scroll, Control the Outcome In this episode, we explore partner marketing strategies with Justin Zimmerman from Partner Playbooks. He reveals how marketers can control the scroll and capture audience attention using multi-channel tactics, including LinkedIn, email, WhatsApp, and webinars. Justin breaks down the Partner Pod model, a scalable co-marketing framework that aligns sales and marketing efforts across multiple partners. We also discuss demand generation, partner enablement, and marketing automation as essential tools for success. Tune in to gain actionable insights on driving partner engagement and maximizing revenue through a strategic partner marketing approach. Related Guidebook The Ultimate Guide to Partner Marketing Success Your Essential Playbook for Scalable, Data-Driven Partner Growth Download your COMPLIMENTARY COPY of The Ultimate Guide to Partner Marketing Success Best Pra

Winning with Partner Advisory Councils In this episode, Mary Catherine Wilson, CMO of Future Tech Enterprise, Inc., joins Sugata Sanyal to explore the impact of Partner Advisory Councils on vendor-partner collaboration, partner enablement, and business growth. Drawing from her experience leading partner programs at Accenture, Dell, and Future Tech, she shares strategies for structuring councils, engaging partners effectively, and implementing feedback-driven improvements. The discussion covers how AI transforms partner engagement, best practices for balancing vendor and partner priorities, and the principles of simplicity, predictability, and profitability in partnerships. Whether launching a new council or optimizing an existing one, this episode provides a blueprint for success in the evolving partner ecosystem. Related Guidebook Winning with Partner Advisory Councils: Best Practices for Partner Engagement & Growth Unlock the

5 Keys to Building a High-Impact Marketing Funnel A high-impact marketing funnel is essential for driving engagement, generating leads, and increasing customer conversions. In this episode, Bryant Walker, CEO of Tavo Media Group, shares the five critical keys to building a successful marketing funnel that aligns content, media, and execution. Join Sugata Sanyal as they discuss brand positioning, messaging, content strategy, sales alignment, and ROI measurement. Bryant also reveals real-world strategies used by startups, mid-market companies, and enterprise brands to create scalable and effective marketing systems. Whether you're a CMO, founder, or marketing leader, this episode provides actionable insights to optimize your funnel and maximize growth. Video Podcast: 5 Keys to Building a High-Impact Marketing Funnel ✔ Chapter 1: Positioning – Defining Your Unique Value Proposition A high-impact marketing fun

AI-Powered PRM: Transforming Partner Ecosystems for the Future of Business In this insightful episode, Sugata Sanyal, CEO of Zinfi Technologies, hosts Mei Zhou, CEO of WoW Consulting Agency, to discuss the evolution of Partner Relationship Management (PRM) and the role of AI in shaping modern partner ecosystems. With decades of experience at Dell Technologies, Mei shares deep insights into partner sales, distribution optimization, and OEM strategies. Listeners will gain valuable knowledge on how enterprises can leverage AI-driven PRM to drive co-marketing, co-selling, and solution-based partnerships. This episode is a must-listen for businesses looking to future-proof their partner networks in the AI era. Related Guidebook The Future of Partner Ecosystems: AI, Industry Specialization & Growth Your Essential Guide to Building AI-Driven, Scalable, and Outcome-Focused Partnerships Download your COMPLIMENTARY COPY of The Fut

7 Key Trends Shaping the Future of Partner Ecosystems & Channel Tech The partner ecosystem landscape is evolving rapidly, with channel technology and AI driving significant transformations. In this episode, Sugata Sanyal and Jay McBain discuss seven key trends shaping the future of partner ecosystems, from AI-driven PRM solutions to the rise of co-marketing and subscription-based business models. Learn how companies can leverage technology to enhance partner engagement, streamline operations, and drive revenue growth. This episode is a must-listen if you want to stay ahead in the evolving partner ecosystem space! Video Podcast: 7 Key Trends Shaping the Future of Partner Ecosystems & Channel Tech ✔ Chapter 1: AI-Powered Transformation of Partner Ecosystems AI is revolutionizing partner ecosystems, enabling businesses to automate partner onboarding, optimize engagement, and improve performance tracking. Compa

5 Secrets to Scaling a SaaS Unicorn Scaling a SaaS unicorn requires a deep understanding of market needs, a strong go-to-market strategy, and right technology investments. In this episode, Sal Sferlazza, CEO of NinjaOne, shares five critical secrets that helped him scale multiple startups. He reveals how product-market fit, partnerships, sales execution, product expansion, and culture drive hypergrowth. Join Sugata Sanyal as they discuss the power of channel partnerships, the role of AI in IT management, and how to build a world-class SaaS company. Whether you’re an entrepreneur, investor, or executive, this episode is packed with scaling insights for high-growth businesses. Video Podcast: 5 Secrets to Scaling a SaaS Unicorn ✔ Secret 1: Finding the Right Product-Market Fit Scaling a SaaS unicorn starts with nailing product-market fit. Sal Sferlazza explains that understanding customer pain points is essen

7 Ways HubSpot Partnerships Scales for Growth In this episode, Sugata Sanyal hosts Kelly Sarabyn, Director of Technology Partner Programs and Strategy at HubSpot, to explore how HubSpot scales partnerships for growth. With 1,500+ app partners and a thriving solutions partner network, Kelly highlights the strategies that have propelled HubSpot’s ecosystem to the forefront of the industry. From co-marketing initiatives to aligning technology with SMB needs, this podcast offers invaluable insights for anyone looking to build or grow their partner ecosystem. Video Podcast: 7 Ways HubSpot Partnerships Scales for Growth ✔ Chapter 1: The Foundation of HubSpot’s Partner Ecosystem HubSpot’s partner ecosystem is a cornerstone of its business strategy, driving customer growth and retention through a network of solutions and technology partners. Kelly Sarabyn explains how HubSpot’s partner-first approach has created a co

From Analog to AI: Telco's Journey In this compelling episode, Sugata Sanyal sits down with Eric A. Brooker, a seasoned channel advisor and leadership expert, to explore five transformative strategies telcos must embrace to stay competitive in 2024. Together, they dissect the industry's journey from analog to AI, emphasizing the convergence of channels and the critical role of cybersecurity. With actionable insights into co-selling, marketplace integration, and leadership adaptability, this discussion sheds light on how telcos can thrive in a fast-paced, digitally driven world. Learn how evolving customer expectations, AI technologies, and robust ecosystems redefine the future of telecommunications. Video Podcast: From Analog to AI: Telco's Journey ✔ Chapter 1: Understanding the Shift: From Analog to AI Telecommunications has come a long way, transforming from analog systems to the modern AI-driven e

How to Start and Scale Partner Ecosystems In this episode, Sugata Sanyal, CEO of ZINFI, talks with Eleanor Thompson, founder of Branchworks, about the crucial steps in establishing and expanding a partner ecosystem. With over a decade in partnership management, Eleanor shares her insights on identifying ideal partners, timing partner program development, and setting up a clear value proposition. Eleanor’s strategies for effective onboarding, structured business planning, and financial incentives provide a roadmap for companies seeking long-term success through partnerships. Listeners will gain actionable advice on scaling partnerships sustainably, leveraging automation tools, and adapting partner ecosystems to match business growth objectives in a constantly evolving landscape. Video Podcast: How to Start and Scale Partner Ecosystems ✔ Chapter 1: Laying the Foundation: The Ideal Partner Profile Elea

4 Pillars of GE Healthcare’s Partner Ecosystem Success This episode features Mahdi Menous, Senior Director of Digital Commerce Strategy and Operations at GE Healthcare, as he unpacks the four pillars driving success within their partner ecosystems. Host Sugata Sanyal delves into Mahdi’s experience, exploring how GE Healthcare leverages strategic onboarding, development, growth, and loyalty to create enduring partnerships. Learn how innovation, AI-driven insights, and process optimization empower GE Healthcare to meet the diverse demands of global markets, from advanced economies to emerging regions. This podcast offers actionable strategies for fostering collaboration and driving healthcare excellence. Video Podcast: 4 Pillars of GE Healthcare’s Partner Ecosystem Success ✔ Chapter 1: Onboarding: Setting Up for Success Effective onboarding is the foundation of GE Healthcare’s partner ecosystem strate

Past, Present, and the Future of Cybersecurity In this engaging episode, we explore the dynamic world of partner ecosystems, examining their critical roles in advancing cybersecurity and propelling significant business growth. The podcast presents Joe Levy, CEO at Sophos, who brings decades of tech industry expertise, alongside ZINFI Technologies’ CEO Sugata Sanyal. Together, they provide deep insights into developing cybersecurity strategies and the vital importance of partnerships in spurring innovation and broadening market reach. Listeners will understand how strategic collaborations form the foundation of sustainable business models and how emerging technologies, such as artificial intelligence, are reshaping the cybersecurity arena. Video Podcast: Past, Present, and the Future of Cybersecurity ✔ Chapter 1: The Genesis of a Cybersecurity Veteran This chapter begins with a nostalgic journey back to the

Leveraging AI and Innovation in Partner Marketing In this insightful podcast, Heather K. Margolis, a seasoned channel marketing expert, joins Sugata Sanyal to discuss the evolving landscape of partner marketing. They explore how AI is reshaping demand generation, partner enablement, and recruitment, particularly for mid-market companies. Heather emphasizes the importance of personalized marketing, scalable partner support, and leveraging marketplaces effectively. She also shares her experiences as a woman in tech, offering valuable advice for the next generation of leaders. This podcast provides actionable insights on how businesses can navigate the complex dynamics of today’s channel ecosystem. Video Podcast: Leveraging AI and Innovation in Partner Marketing ✔ Chapter 1: The Evolution of Partner Marketing and AI's Role In this chapter, Heather K. Margolis shares her journey from financial services to becomi

Mastering SaaS Sales in a Demand-Neutral Market In this engaging podcast episode, Chris Orlob, CEO of pclub.io, and Sugata Sanyal, Founder & CEO of ZINFI Technologies, explore the rapidly changing landscape of SaaS sales. As the market shifts to a demand-neutral environment, traditional sales strategies face new challenges. Chris and Sugata discuss advanced techniques essential for SaaS sales professionals to remain competitive. Their conversation offers valuable insights into adapting strategies, mastering new skills, and thriving in this evolving market. This episode is a must-listen for anyone looking to stay ahead in the SaaS industry. Video Podcast: Mastering SaaS Sales in a Demand-Neutral Market ✔ Chapter 1: The Shift from Demand-Positive to Demand-Neutral This chapter delves into the significant transformation of the SaaS sales landscape as the market shifts from a demand-positive to a demand-neutral o

In this podcast, Craig Booth, a Channel Expert and Founder of Channel Force, discusses the importance of structured performance in partner ecosystems with ZINFI Technologies’ CEO Sugata Sanyal. Booth emphasizes a three-step model—alignment, activation, and acceleration—to boost channel partner engagement and revenue. He highlights the shift from unstructured to structured models, the role of AI and digital selling platforms, and the necessity of building trust and leveraging relationships. Watch the full podcast video here.

Exploring the Evolution and Future of Partner Ecosystems In this insightful podcast, Sugata Sanyal, CEO of ZINFI Technologies, converses with Jason Beal, Vice President of Worldwide Partner Ecosystems at Barracuda. Jason shares his extensive experience in the tech industry, exploring the evolution of partner ecosystems, the impact of AI, and strategies for thriving in a rapidly changing landscape. This episode is divided into three engaging chapters, each delving into critical aspects of partner ecosystems. Video Podcast: Exploring the Evolution and Future of Partner Ecosystems ✔ Chapter 1: Journey into the Tech World In this chapter, Jason Beal shares his inspiring journey from a high school student with a passion for international business to becoming a significant figure in the tech industry. He reflects on the early days of his career, starting with his role at Optical Laser, where he first entered the world of IT

Affiliate marketing software has become an essential tool for businesses looking to leverage independent affiliates to promote their products or services. However, with so many software solutions available, it can be overwhelming for businesses to choose a platform that aligns with their needs and objectives. In this podcast, we share a list of the top affiliate marketing solutions in the marketplace and provide an overview of each product’s features, pros, and cons to help businesses evaluate and compare different options.