channel-sales
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Telarus Makes a Business of the Mess Between Buying Tech and Making It Work
The technology distributor equips independent advisors with supplier access, quoting software, and engineering help. Its next wager: customers will pay more attention to execution than to the cheapest quote.
Rob Frechette Wants the Camera Business to Stop Selling Cameras
After years on the reseller side of physical security, Rob Frechette crossed the counter. His pitch at Spot AI is blunt: let partners keep the customer, keep the cameras and sell what the footage can do.
Eric Styles Built a Security Company Around Three Words: I’ve Got Your Back
The YourSix CEO turned an Army phrase into a company promise - then built a partner-led cloud platform designed to replace rooms of security hardware with one operating system.
The $200 Million Pivot: How PartnerStack Turned a Bad Slack Clone Into a B2B Sales Machine
Four founders escaped a failing nonprofit app by productizing the one thing that worked: other people selling it. A decade later, their platform had 138,000-plus partners, 600-plus software customers, and a new owner - plus a playbook any SaaS team can test before buying the machinery.
The Miami Warehouse That Quietly Wires Latin America With 11,000 Product Lines
A family-run wholesaler most shoppers have never heard of sits between the world's biggest electronics brands and the shelves of Latin America - and it has spent almost three decades making that middle mile look easy.
Kevin Thomsen
Kevin Thomsen is a revenue and partnerships executive who turned a career building channel ecosystems at Zoom and Vonage into a cybersecurity mission. As Chief Revenue Officer (and acting CEO-level lead on growth) at Maxxsure, a Dallas-area cyber risk quantification firm, he champions the M-Score - a way to translate cyber risk into a single financial number that boards, CFOs, and insurers can argue about in plain English.
Darrin Chen
Darrin Chen is the VP of Global Partners (NPN) GTM & Operations at NVIDIA, where he leads go-to-market strategy and operations for the NVIDIA Partner Network - the company's global partner ecosystem spanning solution providers, systems integrators, and channel partners. With 30+ years in technology from storage to networking to AI infrastructure, Chen joined NVIDIA through the 2020 acquisition of Mellanox Technologies, where he had spent over a decade building worldwide channel programs. In mid-2023, NVIDIA expanded his mandate as it split its global channel chief role in two, tapping Chen to oversee its entire NPN program as the company transformed into a full-stack AI computing company.
Jennie Strobeck
Jennie Strobeck is AVP of State & Local Sales, Digital Media at Adobe, where she leads government sales strategy across city, county, and state agencies. With a career spanning enterprise tech sales at DLT Solutions, immixGroup, and Avaya Government Solutions, she has spent over two decades at the intersection of technology and public sector transformation. At Adobe, she previously served as Chief of Staff and Channel Sales Manager before stepping into the AVP role in 2022. She is particularly focused on digital accessibility, helping governments meet DOJ WCAG compliance requirements and modernize document workflows at scale.
Vasili Triant
Vasili Triant is the CEO of UJET, an AI-powered cloud contact center platform backed by $183M in funding and built on Google Cloud. With over 20 years spanning Cisco, Serenova, LiveOps, and ShoreTel, he has navigated virtually every inflection point in enterprise communications - from on-premise PBX to cloud-native AI. Appointed sole CEO in April 2025 after serving as CBO, COO, and Co-CEO, Triant now leads UJET's push to reshape customer experience with agentic AI orchestration, deep CRM integration, and a mobile-first architecture that treats the smartphone as the default CX channel.
Wayne Goeckeritz
Wayne Goeckeritz is a seasoned cybersecurity channel executive serving as Security Channel Partner at Andreessen Horowitz (a16z), where he supports the firm's Go-To-Market Network across venture teams. With a career spanning decades in IT channel sales, he has held leadership roles at Cisco, Juniper, Crossbeam, NetWitness, Prolexic, Demisto, Palo Alto Networks, Siemplify (acquired by Google Cloud), and SentinelOne, building a reputation as one of the most impactful channel leaders in the cybersecurity industry.