Description

In this episode of Partnerships Unraveled, we dive deep into what it takes to build a channel engine that scales intelligently. Bryce Grow, VP of Americas Channel at SentinelOne, joins us to share a fresh perspective shaped by her shift from direct sales to channel leadership.

Bryce unpacks the mindset shift required to succeed in indirect sales and reveals how her team cut their partner base by more than half, while increasing impact. From building trust with internal sales teams to defining partner value through 30+ real-time KPIs, Bryce walks us through the strategies that drive alignment and accountability across SentinelOne’s partner ecosystem.

We explore:

• The underestimated importance of internal stakeholder buy-in
• Why fewer, deeper partnerships often outperform “going wide”
• How AI and data are shaping the next era of partner scoring
• The balance of harmony and fairness across GSIs, MSPs, VARs, and cloud alliances
• What it means to “earn” partner incumbency in today’s competitive market

If you’ve ever had to drive results through others, inside and outside your company, this episode is for you.

Connect with Bryce: https://www.linkedin.com/in/bryce-grow/

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