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Next Frontier of OT/IoT Ecosystem: AI & Cybersecurity In this crucial discussion, Sugata Sanyal, Founder & CEO of ZINFI, sits down with Barry Mainz, CEO of Forescout Technologies, to dissect the Next Frontier of OT/IoT Ecosystem: AI & Cybersecurity. Barry Mainz highlights how the threat landscape has dramatically shifted, noting that the exposure of Critical Infrastructure Protection is growing exponentially due to legacy vulnerabilities in OT devices. The conversation introduces how Forescout is adapting its Forescout Security platform and evolving its Channel Partner Strategy to meet the new demands in sectors such as manufacturing and oil & gas. Mainz also offers deep insights into shifting C-level priorities, where Cybersecurity Metrics like ARR and GDR now dominate. The discussion concludes with insights on the ROI of AI and the next major threats: Quantum Computing and Agentic AI. This is a must-listen for understanding the intersection of digital transformation and physical world

Future of B2B Marketing: AI & Trust Redefining the Journey The world of B2B Marketing is undergoing a seismic shift, driven by rapid advancements in technology and a fundamental change in how buyers engage. In this insightful discussion, Sugata Sanyal, Founder & CEO of ZINFI, sits down with industry veteran Rick Wootten to dissect the forces shaping the future. They explore the journey of demand generation from its roots in Web 1.0 to the complexities of today’s multi-touch, multi-channel environment. Key topics include the disruptive impact of AI Marketing on content strategy, the critical challenge of building and maintaining trust with increasingly skeptical buyers, and the strategies marketers must adopt to navigate this new, decentralized B2B Buyer Journey. Tune in to learn how a multi-touch playbook can secure your success in the Future of Marketing and pipeline generation. Related Guidebook Hybrid Cloud and Edge AI Computing Impacting the Future

RevOps is Dead: Why GTM Ops is the Future In this insightful episode, Sugata Sanyal, Founder & CEO of ZINFI, sits down with Andy Mowat, Founder of Whispered and former RevOps leader at Upwork, Box, Culture Amp, and Carta. They dive into the evolution of Revenue Operations (RevOps), which Andy argues is an overused term for what should be called Go-to-Market Ops. The discussion highlights the six core functions of a modern GTM Ops team and the move towards a Modern Data Stack. Andy shares his view that we are in the "dark ages" of systems like Salesforce and must prioritize AI Fluency and the right mindset over just skill sets when hiring. Listen in to understand the future of the operations function and what leadership skills matter most in the age of AI. 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

Future of Managed Service Providers: Automation, Security, and AI In this insightful episode, Sugata Sanyal, Founder & CEO of ZINFI, welcomes Michelle Accardi, CEO of Liongard, for a deep dive into the evolving world of channel partnerships and cybersecurity. Michelle shares her journey through significant scale-ups, offering critical insights on how managed service providers (MSPs) can maximize their business valuation. The discussion highlights the shift from one-time sales to recurring revenue, emphasizing the need for efficiency, automation, and a clearly monetized tech stack. They explore the impact of AI automation on service delivery and talent, concluding with a focus on human skills, curiosity, and the critical importance of a strong network in the channel ecosystem. Listen now to understand the future path for profitable MSP growth. Related Guidebook Hybrid Cloud and Edge AI Computing Impacting the Future of PRM How AI, Hybrid Cloud, and Edge Computing

Partner Data, AI, and Trust: The Future of Co-Selling The future of partnership success hinges on precision, data, and trust in a hybrid channel world. This discussion, led by Sugata Sanyal, Founder & CEO of ZINFI, features two industry pioneers: Dina Moskowitz, CEO and Founder of PartnerOptimizer, and Theresa Caragol, CEO and Founder of AchieveUnite and author of Partnering Success. They dive deep into how organizations can optimize their existing partner ecosystems and recruit the right partners by leveraging sophisticated partner intelligence platforms and AI-driven insights. The conversation emphasizes shifting from transactional partnerships to predictive Co-Selling powered by a foundation of trust and aligned business strategy. Listen now to gain key takeaways on achieving efficiency and effectiveness through more innovative partnering. Related Guidebook Hybrid Cloud and Edge AI Computing Impacting the Future of PRM How AI, Hybrid Cloud, and Edge Computing Are Tran

Modernizing Channel Marketing: AI and Ecosystem Enablement This episode explores the transformative landscape of the IT industry, focusing on how companies are modernizing their approach to the channel. Host Sugata Sanyal, Founder & CEO of ZINFI, is joined by Anthony Graziano, Senior Vice President, Marketing at D&H Distributing. With over two decades of experience in distribution and vendor partnerships, Graziano discusses the evolution from traditional "channel" strategies to dynamic "channel ecosystems." He highlights D&H’s investment in platforms like MKT+SHIFT to meet the changing needs of solution providers. The conversation delves into critical areas, including the impactful role of AI in channel marketing, strategies for engaging new talent amidst demographic shifts, and the essential lessons learned in aligning marketing, sales, and vendor alliances. Tune in to gain actionable insights into defining success in the evolving partner ecosystem.

First Principles Drive Modern Partner Ecosystem Success In this insightful episode, Sugata Sanyal, Founder & CEO of ZINFI, sits down with Nelson Wang, Founder of Partner Principles, to discuss the critical evolution of the partnerships landscape. Nelson Wang, who brings over 20 years of operating experience at fast-growth and large public companies, explains why today's Partner Leaders need to move beyond old playbooks and embrace First Principles Thinking. The conversation highlights that the modern Partner Ecosystem is more nuanced and complex, requiring a customer-centric view and strong cross-functional alignment to drive successful business outcomes. The discussion also covers the essential need for Data-Driven Partnering and Automation with AI to Simplify Complex Workflows and Achieve Massive Productivity Gains. Key Takeaways include understanding how to apply core principles, such as customer centricity and "one team," across any organization, as well as the essential need for data-dri

Building a Partner Ecosystem for Digital & Agentic Transformation This episode features a discussion between Sugata Sanyal, Founder & CEO of ZINFI, and guest Alex Richards, VP of Partnerships at Quantum Metric. They explore the strategic shift required to build a modern Partner Ecosystem for digital success. Alex shares his experience from companies like Medallia and SurveyMonkey, emphasizing that a successful go-to-market strategy must move beyond just tracking the pipeline. The conversation highlights how Quantum Metric's Behavioral Analytics and Customer Journey Orchestration platform helps enterprise clients solve friction points across websites, apps, and kiosks. They detail a strategic co-sell and Co-Keep model with ISVs, GSIs, and agencies. Key takeaways include the substantial services opportunity for partners (40-45% of the deal value) and the future role of Agentic Capabilities in fixing fragmented tech stacks and accelerating Digital Transformation. Listen now to learn how to partner for genu

HP Reinventing the Future of Work through AI & Partnerships This compelling discussion delves deeply into HP's channel strategy and how it is adapting to the future of work, driven by AI and evolving customer demands. Sugata Sanyal, Founder & CEO of ZINFI, speaks with Meg Brennan (of HP Inc.) about her extensive journey from the early days of the software "channel" business to leading a modern, complex partner ecosystem. Meg Brennan provides key insights into how HP is leveraging its partners to launch the new AI PC, transforming hardware sales into solution bundles that include security and observability software. The conversation explores the massive changes in supply chain management and the shift from transactional metrics to a more strategic measurement philosophy, which Meg calls the "Artistry of ROI." Listen now to understand how the voice of the partner drives product design and go-to-market motions in a genuinely global, multi-segment enterprise.

The Channel's Shift to Partner-Led With AI In this episode, Sugata Sanyal Founder & CEO of ZINFI, sits down with Raegan Wilson, VP of Ecosystem Innovation and Solutions at Spur Reply. They delve into the dramatic transformation of the channel ecosystem over the last two decades. The discussion focuses on how the traditional model of "box builders" has given way to a partner-led approach, where partners now drive the go-to-market strategy for vendors. Reagan shares her unique perspective, having been in the channel for over 20 years, and offers insights into how new technologies, including AI, are further changing the landscape. The conversation touches on the importance of readiness and maturity for brands looking to build an ecosystem and the key role of automation in making the process more efficient. Related Guidebook Hybrid Cloud and Edge AI Computing Impacting the Future of PRM How AI, Hybrid Cloud, a

AI-Ready Enterprise: Scaling Your People Stack The cybersecurity landscape has undergone significant changes over the last three decades, evolving from hardware-based systems to complex, cloud-centric solutions. This evolution demands a new kind of leadership and a redefined channel strategy. In this episode, Sugata Sanyal Founder & CEO of ZINFI, sits down with Joe Sykora, CEO of Coro Cybersecurity—a proven channel veteran and former founder—to unpack this shift. They discuss Coro's modern cybersecurity solution, which brings simplicity and automation to lean IT teams. A core focus is Joe’s philosophy on the People Stack: why strong, loyal, entrepreneurial teams are the valid key to scaling high-growth companies and how he builds this crucial advantage. The conversation also addresses the harsh reality of MSP consolidation, career pivots, and why personal relationships remain the most important. Listen now to gain deep insights into what it takes to lead and succeed in the next era of cybersecurity.

Tech Mahindra's Ecosystem: Driving Outcome-Driven AI Transformations In this episode, Sugata Sanyal Founder & CEO of ZINFI, sits down with Mayank Shekhar Choudhary, Senior Vice President of the Partner Ecosystem at Tech Mahindra in Europe. They discuss how Tech Mahindra is revolutionizing industries with its unique approach to digital and AI transformations. The conversation highlights the company's focus on building a strong ecosystem of partners and delivering outcome-driven solutions rather than just focusing on traditional IT metrics. Mayank shares compelling examples from the manufacturing, telecom, and banking sectors, detailing how this strategy helps customers modernize legacy systems, reduce capital expenditure, and free up resources for further innovation. This discussion provides valuable insights into the power of collaborative ecosystems and the strategic use of technology to drive real business value. Related Guidebook

Building a Partner Ecosystem-First Sales Strategy In this episode, Sugata Sanyal, Founder & CEO of ZINFI, sits down with Matt Green, the co-founder and CRO of Sales Assembly. Matt shares his journey from finance to leading go-to-market teams in the B2B tech sector. The conversation dives deep into the power of a community-first approach and how a strong partner ecosystem can drive growth through word-of-mouth and referrals. They discuss the critical skills modern sales professionals need, contrasting product-led and sales-led growth motions. This episode is a must-listen for anyone looking to build a resilient and effective sales strategy in today's fast-changing market. 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 Cloud and Edge A

Storytelling: The Heart of Partner Ecosystem Marketing In this episode, Sugata Sanyal, Founder & CEO of ZINFI, is joined by Ffjorren Zolfaghar, VP of Alliances at IDMWORKS. Ffjorren shares her unique career journey from journalism to the forefront of technology alliances, highlighting how the art of storytelling remains a critical skill in B2B marketing. The discussion explores the rapidly evolving identity management landscape, the role of partners in navigating complex cybersecurity challenges, and the criteria for building successful, trust-based technology alliances. Listeners will better understand why focusing on business outcomes over technical specifications is key to engaging customers and partners. Tune in to learn how to cut through the noise and create a partner marketing strategy that resonates, drives value, and builds lasting relationships in a dynamic tech ecosystem. Related Guidebook Hybrid Cloud

Leading Microsoft Ecosystems at Scale in the AI Era In this episode, Sugata Sanyal the main boss (Founder & CEO) of ZINFI, has a great chat with Nina Harding. Nina is a Corporate Vice President at Microsoft, overseeing how Microsoft works with partners across the Americas region. Nina shares her incredible journey in leadership, showing how partnerships have changed a lot over the years. They talk about how new AI technology has a massive effect on how businesses work and how companies help their customers. Nina explains how Microsoft is helping its many partners get ready for this significant change and thrive through it. You'll learn how flexibility, working together, and focusing on good results make new things happen faster in the Microsoft world. Listen in to find out more about what's next for AI and working with partners. Related Guidebook Navigating the AI Revolution: A Guide for Partners in the Microsoft

Industry 4.0 Roadmap: Modernize, Optimize, Transform In this episode, Sugata Sanyal Founder & CEO of ZINFI, is joined by Jeff Winter, Vice President of Business Strategy for Critical Manufacturing and a leading Industry 4.0 influencer. They dive deep into the core of the Industry 4.0 transformation, moving beyond the hype to discuss practical realities. Jeff explains that this new industrial revolution is not just about technology but requires a fundamental shift in people, culture, and leadership. Listeners will gain a clear understanding of what makes this era unique, with a focus on bridging the long-standing gap between IT and OT teams. The discussion explores the real-world application of AI and IoT in manufacturing. It provides a clear roadmap for any organization looking to navigate its digital transformation journey through the essential steps of modernizing, optimizing, and ultimately achieving true business transformation. Tune in to learn how to build a resilient and agile operati

Unlocking Partner Ecosystem-Led Growth In this episode, Sugata Sanyal Founder & CEO of ZINFI, is joined by Rob Moyer, Head of Partnerships at Gong, to explore the intricacies of building a modern, high-growth partner ecosystem. Rob shares his unique perspective, having built partnership programs at scale with Microsoft and from the ground up at startups like Gong. The discussion provides a detailed strategy guide on creating a successful channel strategy in today’s technology landscape. Key topics include focusing on boutique partners before scaling, establishing a tactical framework for mutual success through collaboration docs and clear goals, and evolving beyond traditional co-sell models to a more integrated "co-close" approach. This conversation is essential for any business leader looking to drive significant revenue and customer value through strategic partnerships. Listen now to unlock Gong's proven strategies. Related Guidebook

Talent Recruitment for Startup: Missionaries & Mercenaries In this episode, Sugata Sanyal Founder & CEO of ZINFI sits down with Mark Bartlett, Co-founder and CRO of HireClarity, to explore the powerful parallels between military discipline and startup recruitment. Mark, a former naval officer, shares his unique journey and the transferable skills he gained, from clear communication to decisive leadership. The discussion dives into the critical distinction between hiring "missionaries" driven by purpose and "mercenaries" motivated by financial gain. They discuss how a mission-based approach to building a team can lead to greater success and a stronger company culture. This is essential for any founder looking to make a resilient and dedicated team. Related Guidebook Hybrid Cloud and Edge AI Computing Impacting the Future of PRM How AI, Hybrid Cloud, and Edge Computing Are Transforming Partner Relationship M

Partner Performance: Measure What Matters In this episode, Sugata Sanyal Founder & CEO of ZINFI, welcomes Chris Messina from QuarkAI in this talk. They discuss how hard it is to measure what partners do. Chris talks about starting QuarkAI to fix this problem of "invisible" partnerships. This episode shows how to look past just leads and money to see the full value partners bring. Listen to learn how a straightforward way to measure things can change how company leaders see and pay for partner programs. 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 Cloud and Edge AI Computing Impacting the Future of PRM Best Practices Guidebook. How AI, Hybrid Cloud, and Edge Computing Are Transforming Partner Relationship Management. Downloa

Debunking the Entrepreneurship Myth: Entrepreneurship's Past, Present, and Future In this episode, Sugata Sanyal Founder & CEO of ZINFI speak with Michael Gerber, the legendary author of the E-Myth, and Richard Chambers, a channel sales expert, about the foundational principles of business success. The conversation explores the crucial differences between being a technician and an entrepreneur, revealing why 90% of startups fail within ten years. They highlight the universal need for a business system and a compelling vision, regardless of industry or scale. The guests also discuss how timeless principles apply to today's rapidly changing, AI-driven world. Tune in to discover the critical mindset shift required to move from working in your business to working on it. Related Guidebook Hybrid Cloud and Edge AI Computing Impacting the Future of PRM How AI, Hybrid Cloud, and Edge Computing Are Transforming Par